Describes background, expertise

1. Verrochi Consulting
A professional portfolio
John Verrochi
Managing Director
1 (408) 835-8166
john.verrochi@gmail.com

2. Verrochi Consulting’s value proposition
and qualifications
Value proposition
– Solve complex problems from multiple perspectives/disciplines
– Grow clients’ markets, revenues, profits
Qualifications/key differentiators
– Breadth of consulting and industry experience
• With leading firms in their fields
– Approach problems from multiple perspectives
• Product, marketing, financial, organizational
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3. Experience summary:
Four areas with blue-chip firms
Years experience
12
10
Verrochi
Consulting
7
6
Putnam Hayes
& Bartlett
Years are not additive across four areas
because of some overlap among consulting,
marketing, and technology.
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4. Education
1975 1980 1985 1990 1995 2000 2005
MBA, 1994 Continuing studies
BA, 1979
Graduate classes, 1999-2004
coursework in
finance, 1981
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5. Approach to solving business problems …
Analysis Strategy Execution Results
• Problem definition • Synthesis • Marketing plan • Increased
• Situation analysis • Strategy development and revenues, market
• Deep market, development, execution share, profits
financial, presentation • Cross-functional • Problem solved
competitive and cross-
analysis organizational
• Financial and team and project
alternative management
scenario modeling
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6. … from many perspectives
Product Marketing Financial Organizational
• Define the • Deep market, • Model revenues • Lead cross-
customer, financial, and expenses to organizational,
determine his/her competitive, ensure a desired cross-functional
needs analysis return teams
• Market definition, • Positioning, • Consider • Forge alliances
assessment messaging, sales- alternative with partners,
• Specify and force enablement scenarios, their coopetitors as
incorporate • Go-to-market implications, and needed/desirable
differentiating strategy prepare for them
features, benefits
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7. Domain expertise
Technology Enterprise computing
Hardware (compute, storage, networking)
Software (operating systems, middleware, databases,
applications, the web)
Services (support, professional, education, x service
providers)
Consumer electronics
Personal computers, tablets, smart phones,
televisions, home theater
Technology evaluation
IP licensing
Energy, green tech Carbon-based energy sources: coal, natural gas
Non-carbon: Nuclear, Solar, Wind
Electric utilities
Electric vehicles
Financial services Investment management
Investment banking
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8. Illustrative consulting projects
Client Project
At the World Bank’s Global Environment Facility, improved a model to allocate
roughly $4B in WB and UN funds for sustainability projects to developing
countries. Model optimizes distribution of funds for climate change and biodiversity
initiatives, subject to policy objectives, floors, and ceilings.
For AT&T’s Intellectual Property group, evaluated the market potential of 25
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 (cloud) 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 influenced HP’s technology investments and marketing
messaging.
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9. 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 x
- Sales guide x 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
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10. New-product development
Employer Product, target market Results
Conceived, presented the business case for, Assets grew to $3B in
and developed a new investment targeted for three years.
institutional retirement plans.
Led team of internal and external partners to
develop product; developed sales collateral;
trained sales force.
Conceived, presented the business case for, $300M in annual
and developed a bundle of hardware, software, revenues within several
services and insurance for availability-sensitive years.
customers in the financial services, telecomm,
and service-provider markets.
Built model to simulate technology and financial
risk. Developed marketing collateral
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11. Quantitative modeling
Where What Type of modeling
Helped develop a model of the US Optimization: minimizing
railroad market to simulate changes distance, cost, and links between
in market share resulting from a origin-destination pairs
proposed merger
Built financial models for debt Optimization: structuring cash
transactions given various flows subject to constraints of
constraints interest rates, current liability
profile
Modeled financial flows under Stochastic simulation of interest
interest rate scenarios for sensitivity rates
analysis
Modeled cost of computer downtime Technology and financial risk
given various risk assumptions modeling
Updated and improved a model to Optimizes funds distribution
allocate roughly $4B in WB and UN according to policy objectives,
funds for sustainability projects to floors, and ceilings.
developing countries.
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12. Cross-organizational team management
Employer
Internal partners Fixed-income research, Product management Hardware
portfolio management Regional marketing Software
Legal MarComm Services
Sales and marketing Press and industry Risk Management
consultant relations
External partners Securities firms Software companies Software companies and
Commercial banks insurance brokerage
Insurance companies
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13. $ Multi-million results with blue-chip companies
Employer
Results
• Developed a new • Developed an
• Managed HP-UX
corporate retirement innovative high-
product line:
product availability product
> $100M/year;
comprised of HW,
>20% annual growth
• Assets grew to SW, services,
$3B in 3 years insurance
• Bundled Netscape,
Oracle and Veritas • Sized market
products; managed opportunity at
joint marketing $50-100M in first two
programs years; was $300M
soon after
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14. Next step
If your organization needs help solving complex problems entailing
analysis, strategy development and execution, let’s talk and discuss
how I may help.
Thank you.
John Verrochi
1 (408) 835-8166
john.verrochi@gmail.com
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