Sean O'Donovan

Current

Owner at FunnelBuilders

Past

VP Sales & Marketing at Commsolv Corp. (formerly Digital Fairway)
V.P. Sales and Marketing at MK Software
General Manager & V.P. Strategic Partnerships at InSystems Inc

General Manager, Document Automation at InSystems Inc.
VP Global Business Development at InSystems Inc
V.P. Worldwide Marketing at Perle Systems
European Marketing Director at Perle Systems Ltd.
General Manager at Perle Systems, France
European Sales Manager at Perle Systems Europe Ltd
Marketing Support Manager at Econocom Europe

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Education

University of Hull, U.K.

Recommended

8 people have recommended Sean

Connections

381 connections

Industry

Internet

Websites

Sean O'Donovan’s Summary

Now:
Owner, FunnelBuilders, an Internet Marketing consultancy that helps technology organizations define, build and implement sustainable models for inbound lead generation - based around intelligent post-click marketing programs for paid search and innovative persuasion architectures that encourage organic site visitors to self-identify.

Past LIfe:
A results oriented senior marketing executive with a keen appreciation of the role marketing plays in the achievement of organizational growth objectives. Understands how to transform market requirements into profitable products, develop online and offline marketing programs that drive incremental revenue and protect and enhance the value of corporate brand assets. Displays a common sense approach to solving business problems and an outstanding talent for building, leading and empowering high-performance teams - in start-up, restructuring and acquisition environments.

Sean O'Donovan’s Specialties:

Corporate Marketing
• Strategy Development
• Online & Offline PR
• Sales/Marketing Interface
• Strategic Partnerships

Online Marketing
• Internet Marketing Strategy
• Lead Generation/Nurturing
• Persuasion Architecture
• Measurement, Metrics & ROI

Product Marketing
• Requirements Definition
• Product Positioning
• Go-to-Market Strategy
• Product Launch Process

Sean O'Donovan’s Experience

Owner

FunnelBuilders

(Marketing and Advertising industry)

January 2009 — Present (11 months)

FunnelBuilders helps technology organizations develop internet marketing programs that generate more quality in-bound sales leads.
VP Sales & Marketing

Commsolv Corp. (formerly Digital Fairway)

(Privately Held; Computer Software industry)

November 2006 — January 2009 (2 years 3 months)

Commsolv is a developer of telecommunications management software for Fortune 1000 corporation. 35 people, $3 million revenue

Joined CommSolv as V.P. Marketing & Corporate Communications with a mandate to build presence in new enterprise marketplace. Developed and implemented all strategic marketing initiatives. Promoted to V.P. Sales & Marketing in May 2008 to take on leadership of enterprise sales team, comprising sales and pre-sales engineering .

• Completely overhauled web presence, incorporating an end-to-end persuasion architecture to enhance lead capture
• Developed online marketing programs, that increased the volume of sales ready leads by 250% year over year
• Developed innovative inbound lead generation programs, building opportunity pipeline to >$4 million
• Defined & developed all marketing strategy – product, branding, online/offline, events, PR and lead generation
• Spearheaded launch of Software-as-a-Service based product offering, expanding addressable market three fold
• Implemented salesforce.com CRM, speeding lead delivery to sales, improving lead follow-up and conversion
• Rebuilt field sales organizations and refocused sales effort on new initiatives in enterprise marketplace
• Focused sales organization on pipeline development, increasing qualified opportunity pipeline by over 400%
V.P. Sales and Marketing

MK Software

(Computer Software industry)

September 2005 — August 2006 (1 year )

Start-up developer of productivity software for leading accounting platforms. 5 people, $1 million revenue

Vice President, Sales & Marketing
Joined in equity ownership position. Mandate to define and implement sales and marketing strategies and programs, build brand presence, drive sales growth and develop new business partner network.

• Grew year on year product revenues by over 150%, increased maintenance renewals from <65% to >90%
• Built comprehensive reseller program, increasing revenue per active reseller by 50% and partner base by 35%
• Developed and executed comprehensive marketing strategy for direct and indirect sales channels
• Re-launched company website to better communicate value and ROI for a growing product portfolio
• Developed lead generation programs to help drive revenue growth and support newly revitalized reseller channel
• Rebranded flagship product offering to better communicate business value to key customer segments
General Manager & V.P. Strategic Partnerships

InSystems Inc

(Public Company; Computer Software industry)

March 2003 — January 2004 (11 months)

Developer of enterprise document automation software for tier-one insurance companies. 300 people, US$62 million revenue. Acquired by Standard Register, Dayton, Ohio in July 2002.

General Manager Document Systems B.U. & V.P. Strategic Partnerships (2003 – 2004)
Took over leadership of U.S. business unit in Dayton, OH, following acquisition by Standard Register Corp. Mandated to turn around $34 million/150-person division, improve profitability and establish a strategic product plan.

• Restructured entire US business unit to maximize focus on new product initiatives:
 Increased gross margins by 16% and reduced operating expenses by 12%
 Reorganized management team, facilitating switch from low-margin hardware to high-margin software solutions
 Established end-to-end strategic planning process, shaving 30%-50% off time to market for new products
• Introduced structure and process to marketing, product development and product management functions
• Provided inspirational leadership to a team that had lost motivation, enthusiasm and direction
General Manager, Document Automation

InSystems Inc.

(Public Company; Computer Software industry)

February 2002 — February 2003 (1 year 1 month)

Newly developed role managing product lifecycle of flagship suite of Document Automation software, (70% of US$26 million revenue plan). Led senior management team responsible for product conception, development & delivery.

• Repositioned product offering, facilitating switch from technology-based to solution-based sales process
• Established successful offshore development partnership, reducing annual development costs by over $700K
• Restructured alliance activity to focus on key partners, increasing year-over-year sales from $1mm to $2.2 mm

� Restructured alliance activity to focus on key partners, increasing year-over-year sales by 200%
VP Global Business Development

InSystems Inc

(Public Company; Computer Software industry)

April 2001 — January 2002 (10 months)

Newly developed role at InSystems with mandate to turn around European sales activities for growth and profitability.

• Restructured European sales and services organization to successfully leverage indirect channel sales model
• Increased year on year software and services revenue in Europe by over 250%
• Closed largest license deal in the history of the company with AXA France Assurance ($3.4 million)
V.P. Worldwide Marketing

Perle Systems

(Public Company; Computer Networking industry)

January 1996 — March 2001 (5 years 3 months)

A computer hardware manufacturer offering a wide range of network connectivity and data communications products. Sells through high-tech distribution channels in 14 countries worldwide. 220 people, $65 million revenue.

Moved to Canada to set-up a worldwide marketing group. Developed and delivered full range of marketing services, supporting a company growing rapidly via acquisition. Delivered marketing programs in 18 countries across the globe.

• Built and led talented team of 15 marketers, delivering a full range of marketing services 6 languages
• Developed novel lead generation programs – raising inquiries 500%, to over 1,000/month
• Introduced rigorous metrics to ensure marketing activities delivered measurable value to the sales organization
• Led much-needed strategic redefinition of corporate and product positioning following multiple acquisitions
• Launched public company PR process, increasing media coverage by a factor of 10 in key markets
• Consolidated web sites for three diverse organizations creating a compelling on-line presence for the company
• Devised and delivered innovative product roadmaps to ensure key clients understood future product direction
• Introduced formal Product Management process, significantly improving management of product lifecycles
European Marketing Director

Perle Systems Ltd.

(Public Company; 51-200 employees; Computer Networking industry)

March 1991 — December 1995 (4 years 10 months)

Transferred to Perle’s European HQ to establish a centralized group to manage Pan European Marketing activity.

� Devised innovative lead generation programs, doubling qualified inquiries and saving over 40% in costs

� Implemented turnkey contact management tool, improving average lead follow up from 10 days to 48 hours

� Developed and delivered consistent, integrated advertising and promotion campaigns in 5 languages

� Built, led and inspired a team of 6 marketing professionals
General Manager

Perle Systems, France

(Public Company; 51-200 employees; Computer Networking industry)

February 1991 — February 1993 (2 years 1 month)

Established Perle’s French P&L subsidiary, managing all sales, marketing and support activities in France, Spain and Italy. French subsidiary became the model for additional offices established across Europe.

� Successfully set up and ran full service P&L subsidiary (Sales,
Marketing, F&A, Logistics, Support)

� Consistently exceeded sales objectives: 1991-160%, 1992-130%

� Signed largest deal in the history of the company

� Built, lead and inspired a team of 12 technology professionals
European Sales Manager

Perle Systems Europe Ltd

(Public Company; 51-200 employees; Computer Networking industry)

March 1989 — January 1991 (1 year 11 months)

Pioneered Perle’s indirect distribution strategy in Europe, establishing profitable sales channels in Benelux, France, Spain and Italy. Success of strategy drove company to switch from direct to indirect sales in all worldwide markets.

� Increased channel sales in Central and Southern Europe by 400% over a 2 year period

� Successfully courted, signed and retained Perle’s largest worldwide channel partner

� Worldwide Top Sales Achiever 1990 (160% of objective)
Marketing Support Manager

Econocom Europe

(Privately Held; 1001-5000 employees; Computer Hardware industry)

March 1987 — February 1989 (2 years )

Worldwide distributor of 3rd party peripherals for the IBM Midrange and Mainframe marketplaces

Led product search, launch and support for a full catalogue of IBM compatible peripherals resold by Econocom worldwide.

Sean O'Donovan’s Education

University of Hull, U.K.

BA Hons , Psychology , 1977 — 1980

Additional Information

Sean O'Donovan’s Websites:

Sean O'Donovan’s Interests:

Post-click marketing, inbound lead generation, internet marketing, landing pages, persuasion architecture, technology marketing, cooking and eating great food