Randy Pilkenton

Current

Managing Director at Latente

Past

Vice President at CheckFree Corporation
Regional Director at Xcelerate
Client Partner at Cambridge Technology Partners

Manager, Product Innovation & Marketing at Harbinger EDI
Senior Associate at McKinsey & Company
Senior Consultant at Sirco Enterprises

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Education

University of North Carolina at Chapel Hill - Kenan-Flagler Business School
Oakland University

Recommended

23 people have recommended Randy

Connections

310 connections

Industry

Information Technology and Services

Websites

Randy Pilkenton’s Summary

Senior leader with 20+ years in strategy, innovation, product management, and data-driven marketing, spanning information technology, e-commerce and consumer markets. Creative, collaborative and hands-on executive with talent for creating vision, clear strategies, winning teams and success in the market place. Known for being candid and trustworthy manager who enjoys teamwork and developing talent.

CAREER HIGHLIGHTS
• Led strategy development, product marketing and launch of the most successful Electronic Billing and Payment (EBP) products in the industry supporting rapid revenue and profitability growth.
• Created and nurtured new strategic marketing capability, Consumer Insights, focused on deep understanding of consumer attitudes, behaviors and propensities. Drove improved adoption growth, share-of-wallet, and opportunities in new markets.
• Marketing strategy for an emerging SaaS BI firm. Developed clear vision to guide a focused market penetration strategy, deployed a customer acquisition program to find, qualify and close customer opportunities. Created roadmap to focus product and marketing investments.
• Advised start-up consumer analytics and marketing information firm, based on aggregation of consumer financial transaction data. Developed business model & go to market framework, devised roadmap focused on business-launch momentum.
• Assessed client marketing capabilities of the Commercial Banking line of business for a Top 5 U.S. bank. Delivered strategy for segmentation and analytics plus iterative-experimentation approach to build and mature a Client Insights capability.
• Led team that launched first e-commerce offering for global shipping and logistics company.
• Managed consulting services growth for innovative, multi-region consulting firms.
• Developed first Windows-based EDI translator product
• Significant experience as strategic consultant, including McKinsey.

Randy Pilkenton’s Experience

Managing Director

Latente

(Management Consulting industry)

March 2008 — Present (1 year 9 months)

Latente means "present potential not evident or active." Our credo is "Potential: Revealed". Our collaborative approach helps clients discover unrecognized growth opportunities: through new growth paths and strategies, or reigniting growth by unlocking latent value in an established business.

Demand Generation (strategy + execution) for emerging SaaS BI firm:
- developing clear vision to guide target market growth
- defining and deploying customer acquisition program to find, qualify and close customer opportunities
- creating a roadmap to focus marketing investments dollars

Advising start-up information and marketing services firm:
- development of business model & go to market framework
- devising roadmap focused on business-launch momentum

Marketing strategy, business development and advisor to start-up electronic payments company.

Developed Commercial Client Insights strategy for Top 5 U.S. bank:
- development of an actionable segmentation framework and Insights operating model; prioritized investments and time-phased plan
Vice President

CheckFree Corporation

(Public Company; FISV; Financial Services industry)

October 2002 — March 2008 (5 years 6 months)

Led teams and initiatives spanning Product Management, Marketing, EC Strategy, and Consumer Strategy & Insights. Consistently responsible for long term strategy and product innovation. CheckFree more than doubled in revenues, seized dominant market position in EBP and developed competitively differentiating innovations before being acquired by Fiserv, for $4.3B in cash, in December 2007.
Regional Director

Xcelerate

(Information Technology and Services industry)

1999 — 2002 (3 years )

Managed e-Business Supercenter delivery operations in Atlanta, plus regional responsibility covering Atlanta and NYC. Additionally managed consulting teams and led regional Digital Business and CRM practices for sister unit owned by same venture investment firm.
Client Partner

Cambridge Technology Partners

(Public Company; Information Technology and Services industry)

October 1996 — December 1999 (3 years 3 months)

Managed customers relationships, client teams and P&L for engagement teams across multiple clients, including clients ranging from international shipping & logistics, financial e-commerce and energy services.
Manager, Product Innovation & Marketing

Harbinger EDI

(Information Technology and Services industry)

December 1992 — October 1996 (3 years 11 months)

Product Manager for new line of Windows-based desktop EDI products aimed at small businesses.
Senior Associate

McKinsey & Company

(Management Consulting industry)

May 1989 — December 1992 (3 years 8 months)

Strategic consulting assignments, leading teams of associates and clients to solve critical business issues and opportunites. Industries include consumer products, hospitality, telecom, paper & packaging, aerospace, energy services, not-for-profit.
Senior Consultant

Sirco Enterprises

(Information Technology and Services industry)

May 1983 — July 1987 (4 years 3 months)

Programmer, business analyst and team leader for outsourced application development company. Developed manufacturing-related systems (MRP, inventory management, CAD/CAM) for automotive industry clients.

Randy Pilkenton’s Education

University of North Carolina at Chapel Hill - Kenan-Flagler Business School

MBA , 1987 — 1989

Activities and Societies:

Dean's Honor Scholar (top 5%); Chair Entreprenuership Club
Oakland University

BS , MIS , 1979 — 1983

4-year Student Life Scholarship; President Area Hall Council; Resident representative to Student Govt.; Chair of Activities Committee

Additional Information

Randy Pilkenton’s Websites:

Randy Pilkenton’s Interests:

history (mainly U.S.), cooking, barbecue, music, bluegrass, traditional country, classic rock, alt.country, zydeco, jam, running and fitness, golf, Methodist, High Tech Ministries, and growing our family's faith, back country roads, the mountains of Georgia and the Southeast, 1960's & 70's TV comedies.

Randy Pilkenton’s Groups:

Hands On Atlanta (2nd Grade Tutoring Captain; Discovery Program Curriculum Board), Dunwoody United Methodist Church, Wing & A Prayer Men's Breakfast Group, High Tech Ministries, NACHA (Adoption Workgroup co-chair for Council for EBP), ATPMA