Mark Dantche

Current

• CDN Specialist at Internap
• CDN Industry Advisor at De Mattteo Monness

Past

• CDN Consultant at VeriSign
• Regional VP of Sales at CacheLogic
• VP of Sales at ITP Systems

• CDN Consultant at AT&T
• VP of Sales at Speedera Networks
• Technical Consultant Manager, West at Akamai Technologies
• CTO at Rarevision
• CTO at petplace.com
• Lead Product Manager at Microsoft
• VP Sales and Marketing at Wolfenet
• Owner at Premium Plus Computers (Sole Proprietorship)

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Recommended

17 people have recommended Mark

Connections

500+ connections

Industry

Telecommunications

Websites

• My Personal Website

Mark Dantche’s Summary

20 Years in High Tech, focused on delivery of web content and rich media, or complex software applications. Most recent focus has been Content Delivery Networks and P2P (Peer to Peer) technologies.

Over 10 years experience building successful sales teams of various sizes (3 to 30 heads) and over 10 years developing new categories and new products within. I have carried as high as a 40 million dollar annual quota and have managed a 30 million dollar P&L.

Technical Skilled near the level of an SE and able to close deals with TDM's without support staff.

Industries I am well connected in: Telecom, Software, MSP's, ISP's, Media and Entertainment, P2P, CDN

My experience has been running sales teams who introduce technical products during their growth phase or the actual development of said products. About half of my experience is with services (ASP's) with MRR models and half of them were Software sold one time. Most of my rolodex is West Coast, but I am used to a national charter.

I would consider my greatest successes the fact that people who have worked for me in the past continue to follow me as I move to new opportunities. I have several good folks that have worked with me at 3 different times in our mutual careers.
I have no problem quickly staffing a team of excited intelligent individuals in Sales and SE roles across the US.

Mark Dantche’s Specialties:

Vice President of Sales
Content Delivery Networks
Streaming Media
Web Caching Solutions
Peer to Peer
P2P
Systems Engineering
Managed Services
Hosting
Colocation
Management
Offshore Development
Business Modelling

Mark Dantche’s Experience

• CDN Specialist

  Internap

  (Public Company; 201-500 employees; INAP; Internet industry)

  November 2007 — Present (11 months)

  Sales Overlay for the western US and Strategic Accounts. Managed both technical and sales functions calling on the largest and most strategic CDN Accounts at Internap. Also acted as resident expert on design of competitive technologies for GLB, DDNS, CDN Failover, and Object caching.

• CDN Industry Advisor

  De Mattteo Monness

  (Privately Held; 501-1000 employees; Financial Services industry)

  December 2006 — Present (1 year 10 months)

  Called on by large investment banks and institutional/Hedge funds to comment on public companies in the Content Delivery and Hosting space. Also give understanding of trends and health of the industry as a whole, pricing trends, important customers, acquisitions, etc.
  
  Customers are all analysts at large brokerages and hedge funds.

• CDN Consultant

  VeriSign

  (Public Company; 1001-5000 employees; VRSN; Information Technology and Services industry)

  May 2007 — August 2007 (4 months)

  Working with strategic accounts to integrate Kontiki CDN into Verisign network. Provide in depth competitive analysis and integration roadmap advice. Create Account and product Roadmap for future development based on customer needs.

• Regional VP of Sales

  CacheLogic

  (Privately Held; 51-200 employees; Internet industry)

  April 2006 — February 2007 (11 months)

  Helped start an office and bring a UK startup to the US.
  Raised 35 million in VC funding (second round).
  Changed company direction from a product focus (switches and caches) to a service model (pure play CDN) and from a one-time revenue model to MRR.
  Created industry's first object (asset) based pricing model and associated sales compensation and business modelling.

• VP of Sales

  ITP Systems

  (Privately Held; 51-200 employees; Computer Software industry)

  October 2005 — April 2006 (7 months)

  VP of Sales for an early stage startup in the Application Platform Management and Change Management parts of the development lifecycle.
  
  The challenge was bringing a software product to the US from Korea and making it technically ready for our market. Built new sales organization while creating a new space that is critical to application integration at all levels of large it organizations.

• CDN Consultant

  AT&T

  (Public Company; 10,001 or more employees; T; Telecommunications industry)

  April 2004 — August 2005 (1 year 5 months)

  • Subject Matter Expert for CDN and Streaming Services globally
  • Hired as an industry expert to bring AT&T “up to par” with niche competition (Akamai, Speedera)
  • Developed field sales training and delivered nationally across all customer segments
  • Engaged with customers directly with focus on Bay Area Signature and Enterprise Accounts
  • Personally delivered deals worth in excess of 5million in annual revenue in under 9 months
  • Personally created funnel of over 20million in annual revenue and over 130 customers deep for CDN services
  • Landed several of the first major customers for the product ( Oracle , AtlasDMT, Adobe and several smaller accounts)
  • CDN revenue on track to double after 12 months of my focus (funnel was empty prior to my arrival)
  • Key member of technical team on Adobe, Oracle, Apple, Microsoft, Intuit, and many others

• VP of Sales

  Speedera Networks

  (Telecommunications industry)

  January 2002 — April 2004 (2 years 4 months)

  • Carried 20MM annual Quota for Content Delivery Services
  • Achieved Quarterly attainment of 99%, 87%, 142%, 145% or 118% Annually
  • Managed staff of 18 across 4 locations
  • Responsible for all hiring of sales and SE staff
  • Hired Tom Friese (author of Question Based Selling) and created a custom 3 day training methodology for Speedera sales reps that is still being followed
  • Personally was involved in closing many of our key wins such as Sony, Microsoft, Apple, Atlas DMT, Symantec, Intuit, HP, NASA, and many more

• Technical Consultant Manager, West

  Akamai Technologies

  (Public Company; 501-1000 employees; AKAM; Internet industry)

  August 2001 — January 2002 (6 months)

  • Managed all Technical presales for Western US
  • Managed staff of 14 across 5 locations
  • Exceeded Q3 goals in both activity and Revenue, even during poor market conditions
  • Managed all aspects of field training (salespeople and Tic’s)
  • Developed company wide prospecting strategy that increased sales pipeline markedly

• CTO

  Rarevision

  (Privately Held; 11-50 employees; Internet industry)

  January 2001 — January 2002 (1 year 1 month)

• CTO

  petplace.com

  (Privately Held; 11-50 employees; Internet industry)

  April 2000 — August 2001 (1 year 5 months)

  • Co-founded and grew Petplace.com to an $85MM (market cap) leader in the online advice and information space.
  • Responsibilities were split between development of strategic partnerships and managing internal development teams.
  • Partner activities focused on joint technology deliveries with organizations like Pets.com, Novartis, and most recently an anchor tenancy with AOL.
  • Jumpstarted development efforts by acquiring a Seattle-based development firm (Emercis Corporation) with 13 engineers and growing that organization to over 30 people with two complete development teams including PM, Dev, test, QFE, and Graphic Artists.
  • Developed site features using Microsoft technologies as well as Java and object-oriented databases.

• Lead Product Manager

  Microsoft

  (Public Company; 10,001 or more employees; MSFT; Computer Software industry)

  February 1995 — 2000 (5 years)

  Customers included Martha Stewart, Eddie Bauer, Barnes and Noble, The Gap, United Airlines, Universal Studios, RR Donnelly, Korean Government, Singapore National ISP, Daimler Benz, Freightliner, and many more.
  Responsible for all aspects of demo technologies and websites spanned ISP’s, e-commerce sites, streaming media, personalization, and Intranet portals. These responsibilities included executive reviews, strategy, and specification abilities. Additionally I managed a team of 6-15 contractors to accomplish my development goals. I successfully managed a budget of over one million dollars annually.
  Delivered over 100 large-scale presentations
  Managed and performed world tour for Microsoft built around Electronic Commerce that stopped at over 30 cities and delivered day long training to over 15000 people.

• VP Sales and Marketing

  Wolfenet

  (Privately Held; 11-50 employees; Telecommunications industry)

  January 1993 — December 1995 (3 years)

  • Responsible for managing all aspects of an Internet Service Provider.
  • Managed staff in 4 locations totaling 32 employees with responsibility for Sales and Marketing.
  • Wolfe Internet became the largest ISP in Washington State within one year, with over 12,000 dialup subscribers and over 100 dedicated business accounts. This was largely due to my decision to create a traditional outside sales force at an ISP (commonplace today, but nonexistent in 1994. Wolfe achieved positive cash flow within the first 18 months of operation and outgrew all competitors statewide within that same year.

• Owner

  Premium Plus Computers (Sole Proprietorship)

  (Sole Proprietorship; 1-10 employees; Import and Export industry)

  January 1990 — December 1992 (3 years)

  Imported Monitors and hard drives direct from Taiwan and reslod throughout greater Puget Sound. Competition and Margins forced cessation of this business.

Additional Information

Mark Dantche’s Websites:

• My Personal Website

Mark Dantche’s Interests:

New Technology, Rock Climbing, Digital Photography, Power Tools, all things electronic, CDN Industry, Content Delivery Networks

Mark Dantche’s Honors:

CS Degree, Diablo Valley College 1987
Novell Certified Netware Engineer 1989
Microsoft MCSE 1997
Microsoft MCT 1998
Waggener Edstrom Press Readiness certification 1998
Presentation Graphics Excellence course 1999
Question Based Selling 2003

Mark Dantche’s Contact Settings

Interested In:

• career opportunities
• consulting offers
• new ventures
• job inquiries
• expertise requests
• business deals
• reference requests
• getting back in touch