Mark Milliman

Current

Director, Western Region Sales at Accedian Networks

Past

Sales Agent & Entrepreneur at Inphotonics Research
Director, Product Management & Marketing at Carrier Access Corporation
Principal Consultant at Inphotonics Research (Self-employed)

Senior Director, Product Management at Metro-Optix
Director, Product Management & Strategic Planning at Applied Digital Access
Senior Product Manager at DSC Communications Corporation
Member of Technical Staff at AT&T Bell Laboratories
Project Engineer at Keystone Electrical Manufacturing Co.

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Education

Carnegie-Mellon University
Iowa State University

Recommended

3 people have recommended Mark

Connections

311 connections

Industry

Telecommunications

Websites

Mark Milliman’s Summary

An executive that architects a strategic vision and leads implementation with innovative branding and sales strategies.

• Demonstrates strategic vision that conceived one of the industry’s first multi-service provisioning platforms (MSPP) and patented network-based data test system through market analysis and understanding of customers’ business needs.
• Discovers and delivers multi-million dollar revenue opportunities through long-term relationships that consistently delivers value to carriers like Qwest Communications for their OneFlex VoIP service.
• Proven to increase product line revenues and margins more than 20% through innovative marketing and sales strategies by leading sales, marketing, product management, and cross-functional teams.
• Core Competencies: Knowledgeable in a vast range of technologies such as WDM, SONET/SDH, PON, xDSL, Ethernet, TCP/IP, MPLS, voice switching and interconnection, VoIP, Wi-Fi, security, IP-TV, CPE, content delivery, semiconductors, service assurance, and network management as well as business skills like P&L management, strategic partnerships, business case development, M&A activities, and finance.

Mark Milliman’s Specialties:

•Develops and implements results driven corporate strategies.
•Innovative product and feature ideas based on knowledge of market trends and customer needs.
•Strong customer relationships based on years of adding value to carriers’ businesses by producing new revenue opportunities and solutions.
•Builds and manages teams of empowered individuals.
•Triple Play Services (FTTx, IP-TV)
•Access (DSLAM, PON)
•VoIP
•Fixed/Mobile Convergence
•Optical (SONET/SDH, WDM)
•Data (Ethernet, IP, MPLS)

Mark Milliman’s Experience

Director, Western Region Sales

Accedian Networks

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

March 2008 — Present (1 year 9 months)

Providing Accedian Networks’ Ethernet Service Assurance Platform (ESAP™) to carriers in the western half of North America for in-service monitoring, loopback testing, remote troubleshooting, service management and network demarcation for high-performance wireless backhaul, business services and carrier hand-off applications.
Sales Agent & Entrepreneur

Inphotonics Research

(Privately Held; 1-10 employees; Telecommunications industry)

February 2005 — March 2008 (3 years 2 months)

Sole proprietor of a company representing manufacturers and service providers seeking new revenue opportunities in municipalities and carriers.
• Design, build and operate open-access fiber networks.
• Signed a letter of intent with the City of New York, Telcordia Technologies, Corybant, and Converged Access to trial the Converged IP Services (CIPS) platform that enacts emergency two-way communications, improves 311 call center services, and reduces help desk calls.
• Architected the CIPS platform as hosted solution to carriers and municipalities eager to provide fixed/mobile convergence applications over their IP network.
• Launched eVisual Marketing, an on-line marketing and content management platform, by developing a successful business model, seeking start-up funding, and developing an agent network to sell the platform to their clients.
Director, Product Management & Marketing

Carrier Access Corporation

(Public Company; 201-500 employees; CACS; Telecommunications industry)

January 2004 — January 2005 (1 year 1 month)

Managed the company’s converged access (VoIP), wireless backhaul, and FTTB product lines that produced greater than 50% revenue increase that year. Responsibilities included the definition of the market opportunity, product requirements, marketing strategy, forecasting, P&L management, pricing, advertising, channel development, and sales.
• Orchestrated the company’s first sale to a tier 1 carrier, Qwest, for the Adit 3104 IP Business Gateway used in their hosted VoIP service.
• Introduced the two first internally developed products in three years, Adit 3104 and 3402, through management of cross-functional development teams in Boulder, Tulsa, India, and Israel.
• Launched and accelerated the revenue ramp up of the Adit 3402 by positioning it as a high-bandwidth multi-service VoIP capable router for carriers, released an aggressive advertising and public relations campaign, and initiated a lucrative commission structure and awards campaign to sales channels.
Principal Consultant
Inphotonics Research (Self-employed)

(Self-Employed; 1-10 employees; Telecommunications industry)

August 2001 — January 2004 (2 years 6 months)

Founded a telecommunications consultancy that developed strategic company and product plans, served as a virtual marketing organization, and sales agent to companies that were downsizing. Clients included carriers, system manufacturers, and semiconductor companies.
• Championed a strategic product plan for Sierra Monolithics' Communications IC business unit with the potential to generate over $53 million in revenue, a ten-fold increase, with a gross margin of approaching 70% from 2003 to 2007.
• Retained by a fledgling optical technology company to create a strategic product plan for their optical multiplexing technology. Recommended to the executive staff development of a CWDM system for metro applications with a market potential of $1 billion in 2005.
• Generated more than $2 million per year in new business for Keystone Electrical Manufacturing Company by selling power protection equipment used by California utilities.
Senior Director, Product Management

Metro-Optix

(Privately Held; 201-500 employees; Telecommunications industry)

April 2000 — August 2001 (1 year 5 months)

Metro-Optix was a venture-funded telecommunications equipment provider pioneering a new generation of optical networking systems. Head of the product management team led specification of product features for the CityStream product line; negotiated delivery schedule and resource allocation; trained sales department on product positioning; and managed the product line’s P&L.
• Directly sold to over 30 carriers including Allegiance Telecom, AT&T, Broadwing, Conversent Communications, Genuity, Global Crossing, Level 3 Communications, Windstar and WorldCom.
• Executed strategic technology alliances and negotiated contracts with Avanex, Agere Systems, Larscom, Lumos, Mindspeed, and Opthos that enhanced the products' value to deliver new and enhanced services.
• Wrote business case and strategic product plans for funding and drove M&A opportunities.
• Built and managed the Product Management and Marketing organizations.
Director, Product Management & Strategic Planning

Applied Digital Access

(Public Company; 201-500 employees; ADAX; Telecommunications industry)

November 1994 — April 2000 (5 years 6 months)

ADA designed, manufactured, and serviced service assurance products to the top tiered communications carriers.
• Pioneered the concept of the multi-service provisioning platform for circuit and packet switched networks. Defined the system’s features, capabilities, and architecture; set prices and cost targets; created product marketing plan; and initiated a joint development agreement with Nortel Networks.
• Revitalized a leveling revenue stream by repositioning the T3AS performance management system as a remote test system that opened a new market segment for the product creating revenue greater than $30 million per annum (20% revenue increase) including a sale of over $5 million to MCI.
• Conceived, developed, and marketed a novel network-based data test platform (patent numbers 6,519,723 and 7,100,092) for managing frame relay and ATM networks. The system demonstrated operations expense decreases and increased revenue at BellSouth.
Senior Product Manager

DSC Communications Corporation

(Public Company; 1001-5000 employees; ALA; Telecommunications industry)

January 1993 — November 1994 (1 year 11 months)

DSC Communications is the world leader in the deployment of network access systems to deliver triple-play services to businesses and homes. The Senior Product Manager of Litespan-2000 owned life-cycle management, worked closely with customers to define and develop features enhancing the value of the product, and led cross-functional teams to ensure on-time delivery within specifications.
• Catapulted the annual revenue to over $500 million for Litespan®-2000, through aggressive pricing and superior network management capabilities. All RBOC were added as customers during this period.
• Balanced customers’ deployment needs/schedules against development resources by defining features and product line road map, ensuring that customer commitments were met.
• Led the Access Systems strategy team with company executives that initiated the development of a hybrid fiber/coax cable telephony system and a switched digital video system with General Instrument.
Member of Technical Staff

AT&T Bell Laboratories

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

May 1986 — January 1993 (6 years 9 months)

Manager in the International Transmission Systems Department of the Transmission Systems business unit responsible for revenue and product definition of AT&T Network Systems’ global optical products.
• Achieved $5 billion in sales of optical equipment in 1992 to global carriers; exceeded objective by 1 year.
• Booked $30 million of FTTB sales to KT as the marketing and system engineer lead driving the project; worked with Goldstar Information and Communications Systems to localize manufacturing.
• Awarded a $10 million order for digital cross-connect systems to BCTel as technical lead on the project.
• Drafted requirements for SLC®-120 and OLC-2000 loop carrier systems by assessing customer and market needs then reviewing development specifications to insure that the requirements were met.
• Championed yearly market and product strategy for international access systems that directed business development, sales, marketing, and development efforts for the business unit.
Project Engineer

Keystone Electrical Manufacturing Co.

(Privately Held; 51-200 employees; Electrical/Electronic Manufacturing industry)

May 1984 — May 1986 (2 years 1 month)

• Designed and managed the manufacture and installation of multimillion dollar protective relay equipment projects for utilities and consultant engineers like Black & Veach ($10 million), Iowa Electric, Northern States Power, Niagara Mohawk, and Western Area Power Administration. Over 95% of the projects were completed on time and within the allotted budget.

Mark Milliman’s Education

Carnegie-Mellon University

M.S. , Electrical Engineering , September 1986 — January 1988

Masters Thesis: Evaluation by Photolumines¬cence of Processes to Improve GaAs
Iowa State University

B.S. , Electrical Engineering , 1982 — 1986

Activities and Societies:

Tau Beta Pi, Eta Kappa Nu, and Pi Mu Epsilon honor societies
Pi Kappa Phi Fraternity