Marshall Saidel
saidel1@yahoo.com

SUMMARY
Marshall Saidel has over 20 years of experience in the IT industry in areas of product management, strategic planning, business and product development, and successful customer relationships. Marshall has a proven history of delivering profitable business growth with Fortune Technology firms and new startup operations. Proven expert in all phases from developing requirements through to delivery and implementation of product and service based solutions. Experienced in the penetration of new markets and business expansion of current customers. MBA and Bachelor of Arts Degrees.

CAREER HIGHLIGHTS

• At Kirusa, as Director, Product Management, manage the product management function of a venture backed early startup company. Company develops mobile value added solutions that allow mobile users to send and reply to SMS messages with voice. Also, develop applications that involve the distribution of songs, ringtones, jokes, horoscopes, voting, contest capabilities etc. utilizing the Voice SMS platform.
• At Raritan Computer, managed $50M in P&L, product development of the Paragon line of KVM switches (network access devices) and its execution. Included all steps necessary to successfully launch new products from concept through to international market introduction.
• At Isogon Corporation, as Senior Product Manager, Marshall directed the development and marketing of a Software Asset Management tool for UNIX based systems. This tool allowed IT asset managers to control their software assets and understand its usage. Under his tenure he delivered two releases, a BETA trial of leading clients and the development of an “industry first” component identifying software usage.
• At startup Apogee Networks, Marshall managed the product management function. He developed usage-based billing software that allowed Service Providers to easily bill for any kind of content being used rather than employing traditional flat-rate plans. Marshall managed the product integration with leading vendors Cisco Systems and Northern Telecom. He developed a team of Business Consultant’s who provided management consulting services to Global 1000 companies and channel partners around the world.
• Marshall held numerous management and technical positions at AT&T and Lucent technologies in telecommunications and Web hosting services. At Lucent, he was a Developer, Architect and Strategic Planner developing telephony products in VoIP, Multimedia Collaboration, Communications Portal and PBX telecommunication systems. At AT&T, he directed the development, marketing and business development to sell digital content within a B2B e-commerce offering that was the first in the industry to protect the digital rights of the content owner.

PROFESSIONAL EXPERIENCE

Kirusa, Inc. March 2007 – present

Director, Product Management
• Manage the product management function of a venture backed early startup company. Develop mobile value added services that provide advanced Voice SMS solutions which allow mobile users to send and reply to SMS messages with voice. Developed applications that involve the distribution of songs, ringtones, jokes, voting, and contest capabilities utilizing the Voice SMS platform.
• Develop and execute the product strategy, creation and management of the Product Roadmap. Write MRDs and Business Plans that include customer prioritized requirements and that are responsive to customer needs and the competitive environment. Provide end-to-end project management of all releases.
• Gather and interpret customer's business requirements into clear product specifications. Interface and negotiate with an international technical development team and CTO to translate requirements into product features and functions.
• Perform competitive analysis that includes understanding the market and SWOT analysis, in order to provide proper guidance and product strategy, and establish competitive product positioning.
• Develop “go-to-market” strategy that includes product pricing, promotional programs, and development of collateral.
• Participate in the leadership team’s strategic planning process. Includes the identification and creation of product opportunities and evaluation of strategic partnerships (i.e., vendor partnerships such as HP, NMS as well as outsourced development) required for implementation.
• Lead team of 6 other product management and marketing professionals, counsel on product strategy and issue resolution. Provide performance reviews and career management.
• Represent Product Management at Board meetings that include product roadmap, competitive and new release readouts.
• Support international sales team writing RFPs, presentations and training at all levels of management, respond to technical, business and competitive questions, and provide Sales support at key Service Provider customer meetings.

Raritan Computer, May 2004 – March 2007

Product Management Director
• Manage $50M in P&L product managing the Paragon line of KVM switches (network access devices). Includes full life cycle management, launching new products that capture customer requirements through to international market introduction. Successful penetration of new markets providing revenue growth. Accomplishments include:
o Built power management business from $600K in 2004 to $6M in revenue that included the development of new OEM partner relationships.
o Launched six KVM switch releases that included the management of Taiwanese engineering groups, through to marketing and selling of product.
o Launched the development of a software graphical user interface for a KVM switch that included the management of Taiwanese engineering groups, through to marketing and selling of product.
o Launched the development of a Web-based Remote IP User Station to be used with analog cat5 KVM switch, through to marketing and selling of product.
o Managed and selected Beta customers for product launches and solicited customer input for product enhancements.
o Manage a team responsible for legacy releases that include planning and implementing steps to increase sales of legacy products.

Isogon Corporation, January 2002 – May 2004

Senior Product Manager
• Responsible for P&L, product development and execution. Directed all development, marketing and selling of Software Asset Management tool for UNIX systems. First in the industry to allow IT asset managers control their software and hardware assets and usage via a Web-based interface. Completed four major releases and managed Beta trials of leading customers ahead of schedule and under budget.
• Partnered with Sales which included customer support, presentations, demos, training and successful sales strategies resulting in additional revenue of $1.5 million.
• Performed business analysis of competitive software asset management solutions.
• Extensive interactions with Cicala & Associates, leading Software Asset Management consulting company, regarding product direction and pulse in the industry.
• Conducted customer research to develop requirements using the Cooper Interactive Design methodology.
• Developed Strategic Business plan that included competitive analysis, market trends, pricing, distribution channels, e-marketing and product direction. Plan was approved by executive team and implemented.

Apogee Networks, May 2000 – January 2002

Director of Product Management
• Managed $5 million in P&L in the first year developing usage-based billing software for Enterprise and Service Provider markets. Product feature focus delivered hard dollar economic savings for Enterprise customers in that we provided metering, reporting, analytics and chargeback solutions for applications and services running on the network. Provided software that addressed management challenges by providing visibility into the usage and performance of resources. Also, allowed Service Provider’s to bill based on usage providing them visibility into the content being used, rather than providing traditional flat-rate plans.
• Responsible for all product and service aspects of a startup company. Included creation of product requirements, development of cross functional teams (development, quality assurance, marketing, sales, and finance) while meeting customer expectations. Completed two major project deliveries (five months each) ahead of schedule and under budget.
• Created customer-provisioning requirements of ISP billing product. Researched competitive offerings and led customer research to implement Customer Service Representative and Self Care requirements. Employed Siebel via a Web-based interface, resulting in a competitive offering that surpassed the needs of our customers.
• Developed product requirements, and managed joint product integration with Cisco Systems and Northern Telecom that included programming staff, product managers, marketing and sales personnel. Developed first of its kind usage-based billing of cached content, surpassing all competitive offerings.
• Managed Business Consultant’s that allowed the successful penetration of new markets which increased revenue by $2 million partnering with Sales, Business Development and Channel partners around the world. Responsibilities included resource prioritization, sales qualification, presentations, training, demos, question resolution and supervision of RFP responses.

AT&T/Lucent/Avaya, March 1982 – May 2000

Lucent/Avaya, March 1997 – May 2000

Strategy and Architecture Director
• Managed a team of five engineers in architectural strategy of voice and data products. Developed strategies that included convergence of voice and data products, a pure VoIP PBX, a communications web-based Portal and identified strategic vendor relationships. Resulted in key product initiatives that were developed into products.
• Managed $5 million budget and seven developers in a Voice over IP Gateway product, creating the first in the industry commercial IP Gateway, completed ahead of schedule and winning the “Trail Blazer” award.
• Led planning of CRM capability within VoIP PBX. MRD included requirements and competitive research (Siebel and other CRM leaders) for “Build vs Partnership” decision that led to the Soundlogic Company acquisition.

AT&T, March 1982 – March 1997

Senior Product Manager, Easy Commerce Services
• Managed $2.5 Million in P&L directing development and marketing to sell digital content (music, software and information) within B2C e-commerce offering. Partnered with Digital Rights Management (DRM) vendors, musical artists and record companies. First Web Hosting and e-commerce site to offer DRM capabilities in the industry.
• Managed $4 Million in P&L directing development and marketing in the creation of an Internet Email ASP service. Turned around delayed project by organizing resources to refocus strategy and business plan. Project was delivered ahead of schedule and was first Email ASP offering within the Internet industry

Senior Architecture Manager, Bell Laboratories
• Led team to develop multimedia collaboration that merged telephony, LAN and video features. Created MRD that included requirements, competitive analysis, vendor partnerships and upgrade strategy. Product 1st in the industry to converge technologies over one network to provide Multimedia collaboration.
• Managed a “proof of concept” team of five developers to develop an Enterprise wireless telephone tied to a PBX and person’s extension. Managed project plan and created product requirements. Demo and report to senior management led to development of product.
• Part of team to assess how voice, video and data behaved over ATM protocol. Study guided business and technical leaders in the development of next generation communication products.
• Designed an architecture that allowed for common applications and configurations across product-line. Recommendation significantly reduced complexity and customer management of products.
• Developed the requirements of a next generation multimedia email-messaging product (similar to Adobe Acrobat). This allowed people to communicate with each other when using different software by including a viewer that was sent to the receiver of the message.
• Led a team of five developers, writing technical Call Detail Record requirements for Definity and older PBXs plus enhancements.

Project Leader
• Reduced costs by moving product to a less costly computing platform. Managed five programmers in all phases of project from design to completion of project porting PBX interface from 3B2 platform to 386 PC. Result proved technical feasibility and provided significant reduction in costs.

Senior Programmer Analyst
• During product upgrades, designed and developed table driven conversion routines to interpret PBX CDR data stored in flat files to load into SQL database. PBX data now loaded in hours, where previous manual process took days.

Areas of Expertise
• Protocols - TCP/IP, H.323, RSVP, diffserv, X.500, SIP, CDR, XML, 802.11, WAP, CORBA
• Product Management - Product Management including certification, PERT and Gantt, Business Plans, Strategic Planning, Software Development Lifecycle
• Software - HTML, ‘C’, UNIX, Shell, Java J2EE, V Basic, SQL Server, CRM – Siebel, DRM, Billing, e-commerce, Web interfaces, HP OpenCall platform, BREW and J2ME mobile clients
• Network/Telephony - RADIUS, RMON2, Log Files, SNMP to MIB tables, Avaya PBX & VoIP switches, SMS
• Customer Interaction - Interactive Requirements Design, Voice of the Customer, Focus Groups, BETA customer roll-outs, Corporate 1000 & Trade Show presentations, new sales generation

Education
MBA, Pace University, Computer Information Science, 1981
BA, Suny Stony Brook, Liberal Arts
Music & Art High School, “The Fame School”
Juilliard School of Music, Preparatory Division studying violin

- posted by Marshall @ 12:34 PM

 
Marshall Saidel
saidel1@yahoo.com

SUMMARY
Marshall Saidel has over 20 years of experience in the IT industry in areas of product management, strategic planning, business and product development, and successful customer relationships. Marshall has a proven history of delivering profitable business growth with Fortune Technology firms and new startup operations. Proven expert in all phases from developing requirements through to delivery and implementation of product and service based solutions. Experienced in the penetration of new markets and business expansion of current customers. MBA and Bachelor of Arts Degrees.

CAREER HIGHLIGHTS
• At EIA, Inc, a network solutions provider, Marshall developed a three year strategic business plan that refocused company to increase revenues. The plan was presented and approved by the executive team with the new direction being carried out. Marshall also restructured and managed the Client Services division to better serve the needs of customers and managed several Cisco IPT Call Manager (Voice over IP) implementations.
• At Isogon Corporation, as Senior Product Manager, Marshall directed the development and marketing of a Software Asset Management tool for UNIX based systems. This tool allowed IT asset managers to control their software assets and understand its usage. Under his tenure he delivered two releases, a BETA trial of leading clients and the development of an “industry first” component identifying software usage.
• At startup Apogee Networks, Marshall managed the product management function. He developed usage-based billing software that allowed Service Providers to easily bill for any kind of content being used rather than employing traditional flat-rate plans. Marshall managed the product integration with leading vendors Cisco Systems and Northern Telecom. He developed a team of Business Consultant’s who provided management consulting services to Global 1000 companies and channel partners around the world.
• Marshall held numerous management and technical positions at AT&T and Lucent technologies in telecommunications and Web hosting services. At Lucent, he was a Developer, Architect and Strategic Planner developing telephony products in VoIP, Multimedia Collaboration, Communications Portal and PBX telecommunication systems. At AT&T, he directed the development, marketing and business development to sell digital content within a B2B e-commerce offering that was the first in the industry to protect the digital rights of the content owner.

PROFESSIONAL EXPERIENCE
EIA, Inc. 06/2003 – 12/2003
Consultant

• Developed strategic business plan to refocus networking company to increase revenues. Performed market segmentation and competitive analysis. Researched technologies, services and partnerships to pursue. Presented and approved by executive team with new direction being carried out.
• Restructured and manage Client Services division to better serve the needs of customers. Managed several Cisco IPT Call Manager (Voice over IP) implementations.

ISOGON CORPORATION 01/2002 – 05/2003
Senior Product Manager

• Managed P&L of $750,000 in the 1st year and projected growth to $8 million in 3 years, directing development, documentation and marketing of Software Asset Management tool for UNIX systems. First in the industry, to allow IT asset managers control their software assets and usage via a Web-based interface. Completed 2 major releases and Beta trial of leading customers ahead of schedule and under budget.
• Partnered with Sales that included customer support, presentations, demos, training and successful sales strategies resulting in additional revenue of $2.5 million.
• Conducted customer research to develop requirements using the Cooper Interactive Design methodology.
• Developed Strategic Business plan that included competitive analysis, market trends, pricing, distribution channels, e-marketing and product direction. Plan was approved by executive team and implemented.

APOGEE NETWORKS 05/2000 – 01/2002
Director of Product Management

• Managed $5 million in P&L developing software in usage-based billing for Enterprise and Service Provider markets. Completed 2 major project deliveries (5 mo. each) ahead of schedule and under $4 million budget.
• Created customer-provisioning requirements of ISP billing product. Researched competitive offerings and led customer research to implement Customer Service Representative and Self Care requirements. Employed Siebel via a Web-based interface, resulting in a competitive offering that surpassed the needs of our customers.
• Managed joint product integration project involving Cisco Systems and Northern Telecomm that included programming staff, product managers and marketing personnel. Negotiated product requirements and developed project plans that resulting in the first of its kind joint projects, surpassing all competitive offerings.
• Managed Business Consultant’s for Fortune 500 clients. Duties included prioritization of resources, sales qualification, presentations, training, demonstrations, organization and supervision of Request For Proposal responses. Achieved successful closure of customer requirements that increased company revenues by $5 million. Partnered with Business Development and Channel partners around the world.

LUCENT/AVAYA 03/1997 – 05/2000
Strategy and New Business Development Director

• Managed a team of 5 engineers in architectural strategy of voice and data products. Developed strategies that included convergence of voice and data products, a pure VoIP PBX, a communications web-based Portal and identified strategic vendor relationships. Resulted in key product initiatives that were developed into products.
• Managed $5 Million budget and 7 developers in a Voice over IP Gateway product, creating the first in the industry commercial IP Gateway, completed ahead of schedule and winning the “Trail Blazer” award.
• Led planning of CRM capability within VoIP PBX. MRD included requirements and competitive research (Siebel and other CRM leaders) for “Build vs Partnership” decision that led to the Soundlogic Company acquisition.

AT&T 03/1982 – 03/1997
EASY COMMERCE SERVICES
Senior Product Manager

• Managed $2.5 Million in P&L directing development and marketing to sell digital content (music, software and information) within B2B/B2C e-commerce offering. Partnered with Digital Rights Management (DRM) vendors, musical artists and record companies. First Web Hosting and e-commerce site to offer DRM capabilities in the industry.
• Managed $4 Million in P&L directing development and marketing in the creation of an Internet Email ASP service. Turned around delayed project by organizing resources to refocus strategy and business plan. Project was delivered ahead of schedule and was first Email ASP offering within the Internet industry.

BELL LABORATORIES
Senior Architecture Manager

• Led team to develop multimedia collaboration that merged telephony, LAN and video features. Created MRD that included requirements, competitive analysis, vendor partnerships and upgrade strategy. Product 1st in the industry to converge technologies over one network to provide Multimedia collaboration.
• Managed a “proof of concept” team of 5 developers to develop an Enterprise wireless telephone tied to a PBX and person’s extension. Managed project plan and created product requirements. Demo and report to senior management led to development of product.
• Part of team to assess how voice, video and data behaved over ATM protocol. Study guided business and technical leaders in the development of next generation communication products.
• Designed an architecture that allowed for common applications and configurations across product-line. Recommendation significantly reduced complexity and customer management of products.
• Developed the requirements of a next generation multimedia email-messaging product (similar to Adobe Acrobat). This allowed people to communicate with each other when using different software by including a viewer that was sent to the receiver of the message.
• Led a team of 5 developers, writing technical Call Detail Record requirements for Definity and older PBXs plus enhancements. The PBXs are still in operation today!

Project Leader

• Reduced costs by moving product to a less costly computing platform. Managed 5 programmers in all phases of project from design to completion of project porting PBX interface from 3B2 platform to 386 PC. Result proved technical feasibility and provided significant reduction in costs.

Senior Programmer Analyst

• During product upgrades, designed and developed table driven conversion routines to interpret PBX CDR data stored in flat files to load into SQL database. PBX data now loaded in hours, where previous manual process took days.

EDUCATION

- Pace University – MBA - Computer Information Science
- SUNY Stony Brook – BA - Liberal Arts
- Music & Art High School – “The Fame School”
- Juilliard School of Music – Preparatory Division studying violin

AREAS OF EXPERTISE
• Protocols - TCP/IP, H.323, RSVP, diffserv, X.500, SIP, XML, CORBA
• Project Management - PERT and Gantt, Product Management, Strategic Planning, Interactive Design, Software Development Lifecycle
• Software - HTML, ‘C’, UNIX, Shell, V Basic, SQL Server, CRM – Siebel, DRM, e-commerce, Web interfaces
• Network/Telephony - RADIUS, RMON2, Log Files, SNMP to MIB tables, Avaya PBX & VoIP switches
• Customer Interaction - Interactive Requirements Design, Use Cases, Voice of the Customer, Focus Groups, BETA customer roll-outs, Corporate 1000 & Trade Show presentations, new sales generation

- posted by Marshall @ 8:57 AM