Su Doyle

Current

Principal at Revenue-driven Marketing

Past

Chief Marketing Officer at Perseus/WebSurveyor
VP Product Management, VP Marketing at Providus
VP Product Management, VP Marketing at Lexign

VP & General Manager, AudienceNet, VP Services Engage Media at Engage
Director, Product Management & Marketing at Engage
VP and General Manager at AdSmart
VP & General Manager, Director of Marketing, AdSmart at CMGI
General Manager Lycos Pittsburgh, Director Product Management & Marketing at Lycos
Senior Product Marketing Manager -- Groupware Integration at Wang
Senior Channel Manager at Wang
Product Line Manager, Wang Direct/Wang Express at Wang
Pre Sales Support Manager, Sales Trainer, Wang Microsystems at Wang
Sales Representative at Businessland
Assistant Manager, Sales Representative at Datacorp/Software Galeria

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11 more...

Education

State University of New York

Recommended

16 people have recommended Su

Connections

453 connections

Industry

Information Technology and Services

Websites

Su Doyle’s Summary

Hard-driving, entrepreneurial CMO focused on driving new revenue streams and higher margins through new products, services, channels, vertical markets and acquisitions.

Rare combination of Strategic Thinker, GM and Dirt-Under-the-Fingernails Implementer -- commercialized the Lycos.com search engine, launched Engage AudienceNet and AdSmart Internet Media networks, co-founded enterprise risk management & compliance software firm Providus.

Inspiring thought leader & people-leader with the vision to sell the concept to stakeholders, the analytical skills to define the right solution for the market and the implementation experience to get it into the hands of the customer.

Su Doyle’s Specialties:

Go-to-Market Strategy, M&A Due Diligence, Demand Generation, Market Development, Product Line Integration, Thought Leadership, Content Development, CRM Instrumentation.
Market Areas: Supply Chain, Process Automation, Auto-ID Technology, Online Surveys, Customer Feedback, Risk/Threat Mgmt, Regulatory Compliance, Internet Media & Marketing, Search Technology, Market Research, Behavioral Profiling, Development Tools, Digital Signing & Security, Document Management, Transaction Management.

Su Doyle’s Experience

Principal

Revenue-driven Marketing

(Marketing and Advertising industry)

February 2007 — Present (2 years 10 months)

Accelerate revenue generation process for companies in technology, consumer goods, advertising, retail and industrial manufacturing.
Services: Demand Generation, CRM Instrumentation, Sales Enablement, Packaging & Pricing, Thought Leadership, Market Development, Product Line Management & Integration.
www.revenuedrivenmarketing.com
Chief Marketing Officer

Perseus/WebSurveyor

(Privately Held; 51-200 employees; Market Research industry)

July 2006 — February 2007 (8 months)

Corporate strategy, marketing and product management for two newly-merged customer feedback management companies.

Built Product Management and Marketing from the ground up, hiring leadership team in less than 60 days. Leveraged both companies' product sets in Tools and Enterprise Solutions to create strong interim positioning and messaging for sales and defined the vision and requirements for an integrated product platform delivered Q2 07.

Rebuilt media relationships, positioning ongoing customer feedback as a competitive advantage for corporate users, and embedded feedback as a pragmatic approach to harnessing the voice of the customer. This strategic positioning cut the clutter in a market crowded with inexpensive survey tools and high-end market research solutions.

Rationalized pricing model and packaged add-on products and services to boost Average Sale Value for Tools and Enterprise sales.

Transitioned mktg & product mgt functions to Herndon, Virginia Q1 2007.
VP Product Management, VP Marketing

Providus

(Privately Held; 11-50 employees; Computer Software industry)

September 2002 — April 2004 (1 year 8 months)

- Developed initial product and market strategy to secure funding. Launched company and .NET-based risk management software "RiskResolve" in Fall 2003, positioned as enterprise-wide risk management for executives and line management vs. the analytical simulation tools provided by established risk management vendors.
- Focused marketing efforts on cost-effective "CFO to CFO informational marketing", building a roster of six regional banking clients within the first 6 months.
- As regulation deadlines shifted and urgency to comply with European Basel II Accord waned, revised product offerings and company positioning to address broader Sarbanes-Oxley compliance market.
- Successfully created new market niche for Active Risk Management, influencing press and analyst opinion around building a proactive risk prevention practice vs. analyzing past losses.
VP Product Management, VP Marketing

Lexign

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

April 2002 — December 2003 (1 year 9 months)

- Streamlined product strategy and operations for a 150-person software company with five disparate product lines, multiple platforms and overlapping sales channels. Immediately integrated and revised software release calendar and renegotiated legacy contracts with resellers, OEMs, ISVs and alliance partners, separating custom development and deal-specific features from core product line.
- Standardized communication to worldwide reseller network and direct sales team, providing enabling tools and training to increase demand for high-margin products. Pared down marketing budget to align expenses with realistic market potential, eliminating unnecessary forays into too many new geographies and vertical markets.
VP & General Manager, AudienceNet, VP Services Engage Media

Engage

(Public Company; 1001-5000 employees; ENGA; Computer Software industry)

March 1999 — September 2000 (1 year 7 months)

- Led the startup of Engage's first media division, AudienceNet. Recruited and managed a 30-person service organization to support 5,000 agency and web publisher clients and 150 salespeople.
- Expanded our initial AudienceProfiles product line with AudienceScan and AudienceInsight market research services, offsetting downward price pressure on media pricing, and keeping revenue on track, generating over $3M in the first nine months.
- Managed the media services team and integrated service offerings through acquisitions of other media networks, Flycast and AdSmart, renegotiated unprofitable publisher contracts inherited through both companies and directed the transition of hundreds of member sites to a new ad serving platform, resulting in $4M annual cost savings.
Director, Product Management & Marketing

Engage

(Public Company; 1001-5000 employees; ENGA; Computer Software industry)

March 1998 — March 1999 (1 year 1 month)

- Recruited from AdSmart to launch Engage into the Internet advertising market. Within two years of my joining, Engage Inc. went public, acquired eight companies, and grew from 40 to 1,500 employees, with revenues of over $250M.
- Directed all product management and marketing, recruiting a 14-person staff, integrating products from Accipiter ad management software acquisition and launching ASP ad service, AdBureau.
- Led the product transition from back-end web visitor analysis software to media solutions, to capitalize on rising influence of media buyers and the glut of undifferentiated, non-branded media inventory. Media solutions focus was a key factor in the success of Engage's July 1999 IPO, which raised $103M.
VP and General Manager

AdSmart

(Information Technology and Services industry)

1996 — 1999 (3 years )
VP & General Manager, Director of Marketing, AdSmart

CMGI

(Public Company; 1001-5000 employees; CMGI; Marketing and Advertising industry)

August 1996 — March 1998 (1 year 8 months)

- Held comprehensive leadership role for a 35-person company during search for new CEO. Directed engineering, marketing, sales and operations functions. Managed relationships with 75+ web sites. Reported directly to President of parent company, CMGI. Oversaw the migration to third party ad serving technology, reducing infrastructure and development costs.
- Launched AdSmart Japan, franchising AdSmart's technology and business practices to Sumitomo Corp of Japan, which resulted in a multi-million dollar investment in our parent company.
General Manager Lycos Pittsburgh, Director Product Management & Marketing

Lycos

(Public Company; 1001-5000 employees; LCOS; Internet industry)

August 1995 — August 1996 (1 year 1 month)

- Employee #11, recruited to transform the Lycos academic search engine, developed at Carnegie Mellon University, into a commercial suite of consumer-oriented online services with over 30M queries/day.
- Officially launched Lycos.com as a more scientifically accurate and complete Internet search contender to Yahoo and InfoSeek at Internet World Fall 1995, generating significant advertiser, partner and press activity.
- Led and inspired a 50-person editorial, engineering, and operations team to compress a 2-year publishing effort into 6 months, creating "a2z." the first web directory to be ranked by consumers with written reviews by seasoned editors. Upon completion of this project, Lycos's April 1996 IPO raised $70M.
- Hired one-third of the company’s employees in Pittsburgh, during a talent shortage in the area, and a recruited a nationwide team of writers, editors and designers to differentiate Lycos' offering with intelligent content and commentary on the evolving Internet.
Senior Product Marketing Manager -- Groupware Integration

Wang

(Public Company; 5001-10,000 employees; WANG; Computer Software industry)

February 1994 — June 1995 (1 year 5 months)

- Oversaw the development and launch of all Groupware integration products, including Lotus Notes and PC Docs companion products. Directed a cross-functional team of engineering, marketing and tech support.
Senior Channel Manager

Wang

(Public Company; 5001-10,000 employees; WANG; Computer Software industry)

February 1991 — February 1994 (3 years 1 month)

- Architected and executed a global channel program to recruit, develop, and retain VARs and Integrators for Wang’s emerging software business.
Product Line Manager, Wang Direct/Wang Express

Wang

(Public Company; 5001-10,000 employees; WANG; Computer Software industry)

September 1989 — February 1991 (1 year 6 months)

- Developed a high-priced, high margin PC solutions line with double the gross margin (30% vs. 15%) of the existing supplies business, which was suffering from increased competition and commoditization.
Pre Sales Support Manager, Sales Trainer, Wang Microsystems

Wang

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

September 1988 — September 1989 (1 year 1 month)

- Pioneered intensive training "boot camps" to help sales people close more complex, more profitable deals.
- Renegotiated unprofitable supplier contracts and consolidated contracts with smaller suppliers to reduce costs.
Sales Representative

Businessland

(Public Company; 5001-10,000 employees; BLND; Information Technology and Services industry)

March 1987 — August 1988 (1 year 6 months)

- Achieved 100% of quota and highest profit margin in the Boston branch by selling companion networking and software products. Closed 95% of sales through prospecting and by turning around "lost" accounts.
Assistant Manager, Sales Representative

Datacorp/Software Galeria

(Privately Held; 11-50 employees; Computer Software industry)

April 1986 — May 1987 (1 year 2 months)

- Sold complete software solutions, using a library of over 1500 off-the-shelf software applications. Started first seminar series on vertical market and technical applications to reduce company's reliance on Microsoft and Lotus-branded products (which were the least profitable) and to encourage the cross-selling of training and consulting.