Michael E. Donner

Driving eCommerce Growth & Profitability through Digital Demand Generation & Engagement Marketing

+1 (561) 542 7930

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A Chief Marketing, eCommerce and Digital Officer.
The role of sales, eCommerce and growth marketing is no longer black and white. It's not just about building a brand or generating demand. These days, if you want to stay competitive and relevant, it's also about doing more with less while maintaining profitability, increasing customer acquisition/engagement and expanding utilization.  That's where I come in.  It means consistently engaging the right audience with relevant and targeted offers, which create unparalleled customer experiences as well as convert into solid and consistent sales.

To accomplish this effectively it takes specific expertise based on a proven track record, and a can do, roll-up-your-sleeves attitude. That's what I have, and that's exactly what I do.

With a 20-year track record in strategy, operations, eCommerce, digital, sales and growth marketing, my permission-based methodology for digital demand generation and engagement marketing has enabled the following start-ups and established corporations to gain competitive advantages and articulate unique eCommerce value propositions which have resulted in sustainable profits, double-digit market share, increased average order value and eCommerce revenue growth. 

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Click on the navigation tabs above to view more than 1,400 examples of what I have done for these companies, and then let's speak further about how I can help make a significant difference in your organization.









Michael E. Donner

www.ChiefMarketingExec.com

                                   

Results-driven growth marketing and digital executive for B2B and B2C companies - start-up to global - with expertise in: retail, eCommerce, high-tech (enterprise software, cloud, IT consulting), healthcare, and cybersecurity. Conceives and implements innovative sales, marketing, digital demand generation/customer acquisition, eCommerce, customer experience and engagement strategies with closed-loop ROI to drive digital transformation and profitable growth.



CORE COMPETENCIES
  • Refine product, service, go-to-market strategy, value proposition/differentiation
  • Manage sales, branding, growth marketing, advertising, digital communications (Web, SEO, SEM, PPC, social media)
  • Guide corporate comm./media (PR, analysts, crisis)
  • Drive product marketing, merchandising, pricing, commercialization, market research and analysis
  • Build sales group/channels, demand generation pipeline, customer engagement/lead nurturing
  • Drive affiliate, social and influencer marketing 
  • Recruit, unite, mentor and motivate staff
  • Create mobile app strategy, user design and launch
  • Select and implement marketing technology
  • Negotiate, nature and grow strategic partnerships, alliances and channel distribution

EXPERIENCE

Competitive Marketing Advantage     (privately held) 
Chief Marketing, Digital and eCommerce Program Leader                                        2014 – Present

Full-service Growth Marketing, Digital Demand Generation and eCommerce Agency

Serve as on-site, hands-on Chief Marketing and Digital strategy tactical leader for the following client engagements:


          J.ING Limited (DTC eCommerce, omnichannel retailer), Global women's fashion, accessories                    and decor lifestyle brand 


          Viral Launch (eCommerce, B2B cloud subscription), Software provider of SaaS tools for Amazon              marketplace sellers 


          ShoppersChoice (DTC eCommerce & omnichannel retailer), US$120 million retailer of outdoor                  kitchens, patios and grills


          Perry Ellis International (DTC eCommerce & omnichannel retailer), US$875 million designer,                  distributor and licensor of 25+ apparel, accessories and fragrance brands: Original Penguin,                      Laundry by Shelli Segal, Callaway, PGA Tour, Nike Swim

 

Ingram Micro (eCommerce, B2B subscription), US$43 billion marketplace provider of cloud services, infrastructure & IoT

 

MDLIVE (DTC & B2B eCommerce, subscription), Telehealth services provider with 10+ million members

 

GlobalOnePay (Renamed Nuvei, B2B eCommerce, cloud subscription), Fintech provider of omnichannel services

 

BeMyDD (Renamed Dryver, DTC & B2B eCommerce), Ridesharing service in 76 cities / 31 states


Conversica (B2B eCommerce, subscription), Provider of marketing automation/artificial intelligence software

                                                       

  • Reinvigorate strategy, build tactical sales, demand generation and growth marketing program plan, budget and forecast
  • SEO: hierarchy evaluation, keyword research, content/blog strategy and optimization, backlinks and analytics set-up
  • Develop daily sales, merchandising, promotional pricing strategy and tactics to target buyer
  • Launch new brands and go-to-market strategies as needed through product marketing and research initiatives
  • Strategize/recruit/activate programs/tactics/promos with coupon/loyalty affiliates and content/influencer networks
  • Commercialize social/digital properties to generate social engagement and net new sales and marketing margin
  • Design and/or relaunch global websites as well as manage build of customer experience mobile apps
  • Manage all sales channels, ad/promotional programs and strategies for Amazon and Jet eCommerce marketplaces
  • Launch digital media, SEM strategy, content marketing and lead generation across: pay-per-click, remarketing, retargeting, banner ads, paid and organic social, Google shopping, influencer and affiliate marketing
  • Optimize video/search/display/shopping campaigns for demand creation/capture/reactivation (Google/Facebook)
  • Develop detailed attribution/reporting/analytics tracking/conversion rate/cost metrics: NPS, CAC, LTV, ROI and ROAS

 

Notable ROI results achieved:

  • Achieved positive operating income in 14 months, double digit revenue, margin dollar, average order value and site traffic growth YoY while reducing digital marketing expenses 17%
  • Grew eCommerce revenue contribution 40% (US$36 million) YoY
  • Grew registrations 42%, utilization 64% YoY
  • Generated 500+ engagement marketing assets per quarter
  • Achieved 157% reseller, 414% subscription and 398% seat growth YoY
  • Commercialized social, eCommerce and digital properties resulting in US$1M+ net new marketing margin
  • 1,014% increase in new account sign-ups, 74% increase in website traffic and 38% increase in eCommerce orders


                                                       

Prolexic Technologies (Acquired by Akamai {NASDAQ: AKAM}) 
SVP, Chief Marketing Officer                                                                                      2011 – 2014

VC start-up provider of cloud-based perimeter cybersecurity services         

  • Developed sales/growth marketing strategy, messaging, value proposition, brand and competitive differentiation
  • Spearheaded marketing and inside sales driving rapid growth: US$14 to US$70 million revenue, 44 to 220 employees and 210 to 450 clients, culminating in US$370 million acquisition by Akamai
  • Hired as sole contributor and recruited, trained and managed 16-person global marketing and inside sales team
  • Launched demand generation programs in Arabic, Chinese, English, French, German, Japanese, Portuguese and Spanish
  • Initiated in-house PR/social media resulting in 800+ articles, 10+ analyst reports, 1,250+ blogs and 60,000+ social posts
  • Launched SEO initiative resulting in 24 keywords on first-page of Google in 2013, compared with zero in 2012



Competitive Marketing Advantage   (privately held) 
Chief Marketing, Digital and eCommerce Program Leader                                                  2008 – 2011

Full-service Growth Marketing, Digital Demand Generation and eCommerce Agency

          Serve as on-site, hands-on Chief Marketing and Digital strategy tactical leader for the                  following client engagements:

Tech Data (B2B eCommerce, subscription), US$24 billion IT distributor

Thales (B2B software and hardware provider), US$16 billion provider of encryption products

          IntelliDOT Corp. (Renamed Patient Safe Solutions, B2B software and hardware), Provider of                    healthcare IT solutions 


Capgemini (PNK: CAP.PA)   
VP, Global Head, Demand Generation                                                                        2006 – 2008

Paris-based €7.7 billion provider of consulting, technology and outsourcing solutions

  • Created and implemented strategy, business plan and managed tactical launch for global demand generation service center operated as a P&L by uniting 40 regional marketing groups and reducing global spend by €2.7 million in 12 months
  • Launched/directed/managed global rollout of Google Enterprise Apps in 40 countries, adding €1.3 billion to sales


 

Eclipsys Corporation (Acquired by Allscripts {NASDAQ: MDRX})   
SVP, Chief Marketing Officer                                                                                       2004 – 2006

US$383 million provider of healthcare IT technology, outsourcing and services

  • Spearheaded marketing and sales initiatives that grew pipeline 45% enabling company to achieve profitability within 12 months with a 24% increase in revenues and a net income of US$485K vs. a US$32 million loss the previous year


 

Telelogic AB (Acquired by IBM {NYSE:IBM})   
Corporate VP, Global Marketing & Communications                                                    2001 – 2004

US$117 million provider of application development software

  • Seamlessly merged five diverse corporate/product acquisitions into a single global brand and launched new integrated product suite
  • Recruited, established and managed budget and P&L for nine-member, India-based, multi-lingual inside sales team which generated 2,000+ leads, resulting in US$2 million in new business revenue in the first year
  • Effectively motivated and managed 44-person team in 14 countries and oversaw budget in nine currencies



Additional Marketing Achievements

  • Solectron Corporation (Acquired by Flextronics (NASDAQ: FLEX))                                    Corporate Director, Communications & Marketing  
  • Landmark Graphics Corporation (Acquired by Halliburton (NYSE: HAL))                                Mgr., Corporate Comm. & Dir., Creative Services  

 

EDUCATION

Babson College School of Management, Wellesley, MA        
Bachelor of Science (With Distinction) – Dean’s List           

Majors: Marketing, Management and International Business

Awarded Sohopfungsbeitrag Preis – for the most creative contribution and innovative impact to Babson










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