Experience summary: Four areas with blue-chip firms 12 10 Years are not additive across four areas because of some overlap among consulting, marketing, and technology. 6 Verrochi Consulting 7 Years experience Putnam Hayes & Bartlett
Specify and incorporate differentiating features, benefits
Deep market, financial, competitive, analysis
Positioning, messaging, sales-force enablement
Model revenues and expenses to ensure a desired return
Consider alternative scenarios, their implications, and prepare for them
Lead cross-organizational, cross-functional teams
Forge alliances with partners, coopetitors as needed/desirable
Organizational Financial Product Marketing
Illustrative consulting projects Client Project At the World Bank’s Global Environment Facility, updated and improved a model to allocate roughly $4B in WB and UN funds for sustainability projects to developing countries. Model optimizes distribution subject to policy objectives, floors, and ceilings, and allocates funds for climate change and biodiversity initiatives. For AT&T’s Intellectual Property group, evaluated the market potential of 10 technologies developed by the Labs group. Assessed products’ features and benefits; reviewed target markets and competitors’ products; presented recommendations for commercialization from market, financial, and organizational perspectives. Developed the business case to create a complementary services business for Mercury Computer Systems, a $210M technology company that was primarily product-oriented. Analyzed competitors’ and comparable companies’ services businesses. Forecast the revenue and profit opportunity. Developed presentations of analysis and recommendations to client’s senior management, who adopted recommendations For Hewlett-Packard, developed a comprehensive competitive analysis of HP’s, IBM’s and Sun Microsystems’ hardware, software, and services and strategies in the grid/utility computing market from technology, product, and marketing perspectives. Identified and valued 10 potential acquisition candidates to close gaps in hardware and software product lines. Resulting findings and recommendations helped to determine HP’s technology investments and marketing messaging.
Product management and marketing Verrochi Consulting Inbound/outbound mix 80/20 20/80 80/20 50/50 Market/product requirements x x x x Product design x x x Go-to-market plan x x x x Product collateral: - Product brief x - Sales guide x x - White paper x x x - Sales slides x x x Competitive analysis x x x x Industry consultants briefing x Press release x Product launch x x x
New-product development Employer Product, target market Results Conceived, presented the business case for, and developed a new investment targeted for institutional retirement plans. Led team of internal and external partners to develop product; developed sales collateral; trained sales force. Assets grew to $3B in three years. Conceived, presented the business case for, and developed a bundle of hardware, software, services and insurance for availability-sensitive customers in the financial services, telecomm, and service-provider markets. Built model to simulate technology and financial risk. Developed marketing collateral $300M in annual revenues within several years.
Quantitative modeling Where What Type of modeling Helped develop a model of the US railroad market to simulate changes in market share resulting from a proposed merger Optimization: minimizing distance, cost, and links between origin-destination pairs Built financial models for debt transactions given various constraints Optimization: structuring cash flows subject to constraints of interest rates, current liability profile Modeled financial flows under interest rate scenarios for sensitivity analysis Stochastic simulation of interest rates Modeled cost of computer downtime given various risk assumptions Technology and financial risk modeling Updated and improved a model to allocate roughly $4B in WB and UN funds for sustainability projects to developing countries. Optimizes funds distribution according to policy objectives, floors, and ceilings.
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