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, consumer products and high-tech (enterprise software, cloud, IT consulting 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

  • Reinvigorate strategy, build tactical sales, demand generation and growth marketing programs
  • SEO: keyword research, content/blog optimization, backlinks and analytics set-up
  • Develop daily sales, merchandising, promotional pricing strategy and tactics aligned to target buyer
  • Strategize/recruit/activate programs with coupon/loyalty and content/influencer networks
  • Manage sales channels, ad/promotional program and strategies for Amazon and Jet marketplaces
  • Launch digital media, SEM strategy, content marketing and demand generation/customer acquisition across: PPC, remarketing, retargeting, banner ads, paid and organic social, Google shopping, influencer and affiliate marketing  
  • Optimize video/search/display/shopping campaigns for demand capture/reactivation (Google/Facebook)
  • Develop detailed attribution/reporting/analytics tracking/conversion rate/cost metrics: NPS, CAC, LTV, ROI & ROAS
  • 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/Customer Acquisition and eCommerce Agency

 

Serve as exclusive full-time, on-site Chief Marketing, Digital and Growth Leader to guide both strategic and hands-on tactical transformations for the following clients: 

 

J.ING Limited (DTC eCommerce & omnichannel retailer), Global women’s fashion, accessories and décor lifestyle brand


  • Rebuilt and managed global eCommerce sales, marketing, creative, merchandising, digital and customer service
  • Launched new brand image, voice, message platform and customer loyalty program: J.ING Insider in four weeks
  • Transformed underperforming eCommerce site into profitable channel growing more than 100 percent MoM
  • Recruited/motivated team of 10: marketing, digital, creative, social, IT, development and customer support

 

Perry Ellis International (DTC eCommerce & omnichannel retailer), US$875 million designer, distributor and licensor of 25+ apparel, accessory and fragrance brands:

Men’s Brands:  Farah, John Henry, Original Penguin, Perry Ellis, Savane  

Sport/Golf Brands: Ben Hogan, Callaway, Grand Slam, Jack Nicklaus, Nike Swim, PGA Tour

Women’s Brands: Jantzen Swimwear, Laundry By Shelli Segal, Peony & Me, Rafaella

Latin Brands:  Cubavera, Havanera


  • Rebuilt and relaunched eCommerce strategy, operations, merchandising, digital, social media, marketing and demand generation, resulting in first 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%
  • Transformed customer service, order processing and packaging to improve customer engagement/satisfaction
  • Grew eCommerce revenue contribution 40% YoY to represent 14% of sales
  • Developed strategy and tactical launch of in-store and online loyalty program across all brands in four weeks
  • Developed daily merchandising, promos, demand generation and digital campaigns (48 assets/week per brand)
  • Oversaw all direct-to-consumer eCommerce websites and P&L, Amazon marketplace, selection and implementation of technologies, all social media channels, content marketing and digital media including: pay-per-click, remarketing, retargeting, banner ads, Google shopping, affiliate and influencer marketing
  • Managed team of 34+: branding/marketing/creative, merchandising, digital, IT/development, customer service

 

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

  • Oversaw strategy and tactical marketing and demand generation in 26 countries for global cloud division
  • Launched integrated marketing and digital campaigns, events, product bundles and social engagement which resulted in 157% reseller, 414% subscription and 398% seat growth YoY
  • Commercialized global social and digital properties resulting in US$1M+ net new marketing margin
  • Crafted/launched new messaging, go-to-market strategy and B2B sales support tools for five product acquisitions; announced at tech analyst event resulting in seven analyst reports and 39% net marketing margin
  • Designed Marketing Hub to boost collaboration, net new marketing margin and reseller/vendor engagement

 

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

  • Launched enhanced mobile app (iOS and Android) and customer engagement website  
  • Brokered and managed strategic alliance with Walgreens to promote engagement and utilization
  • Grew registrations 42%, utilization 64% YoY after launching new engagement marketing program
  • Created weekly direct-to-consumer and B2B demand generation and engagement campaigns
  • Designed, launched and authored interactive Marketing Hub with 275+ engagement materials, ready-to-go campaigns and content for clients to customize and implement in their local markets
  • Directed/managed P&L for in-house agency; produced 500+ engagement marketing jobs per quarter

 

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

  • Consolidated multiple acquired brands and launched new disruptive company in 90 days
  • Authored new messaging/value proposition, created go-to-market strategy, social media presence and designed and launched URL and SEO optimized responsive website with premium content
  • Built demand generation and PR infrastructure, established content and engagement marketing

 

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

    • Project managed design/build of mobile app (iOS and Android) and enhanced customer experience website
    • Launched joint marketing and partnerships with Total Wine & More, BevMo!, Ciroc and Johnnie Walker to promote engagement, expand brand awareness and drive eCommerce sales
    • Achieved 1,014% increase in new account sign-ups, 74% increase in web traffic and 38% increase in orders
    • Launched new brand/go-to-market strategy in 30 days through social, digital, PR and demand generation
    • Created demand generation programs to boost customer acquisition, conversion and engagement; increased January sales orders 33% and new account registrations 53% YoY in historically the slowest month

 

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

    • Launched new brand, value proposition, messaging and go-to-market strategy within 60 days
    • Designed, built and deployed a sales/marketing infrastructure for content and engagement marketing, demand generation, lead nurturing, campaign/pipeline tracking and ROI analysis
    • Implemented a marketing automation tool, an SEO optimized website and 24x7 inside sales team
    • Transitioned company from exclusive automotive focus to broader enterprise vertical markets
    • Created 199 opportunities, 1,008 qualified leads and boosted web traffic 1,119% in six months
    • Increased Salesforce.com app exchange downloads and conversions 600% in three months
    • Authored premium content, built social media and PR infrastructure and grew Salesforce chatter audience 109% via weekly integrated demand generation campaigns                

 

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 and 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; 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

 

Tech Data (NASDAQ: TECD)
VP, Marketing Services and General Manager, TD Agency                                                      2010 - 2011

US$24 billion IT distributor with US$60+ million ad, event, growth marketing, demand generation/customer acquisition agency

  • Led all new business account pitches, quarterly client reviews and client escalation issues
  • Managed US$60+ million division and P&L for 75+ person, full-service, advertising/growth marketing/demand generation agency with blue chip client list: Acer, Apple, Avaya, Cisco, EMC, HP, IBM, Lenovo, McAfee, Microsoft, Oracle, Sage, Sony, Symantec, Toshiba, VMWare and Xerox
  • Launched new value proposition (Connect, Engage and Deliver) with go-to-market strategy and the Market Discovery consulting program to help clients uncover additional value and opportunities to grow revenues and global reach
  • Expanded agency offerings to include SEO, social media, digital, closed-loop demand generation and ROI tracking
  • Secured 104% revenue/profitability targets for agency and US$17.5 million in new business in first quarter of re-launch

 

Thales (HO: EN Paris)
Interim, VP, Marketing and Inside Sales, Thales eSecurity                                                                2009

US$16 billion aerospace, defense and provider of data protection and cyber-security solutions

  • Hired to transform, rebuild and jump-start stagnant sales and global marketing organization
  • Added US$5.2 million to pipeline first quarter of launching inside sales, delivered 18.68% SEM conversion rates

 

IntelliDOT Corporation (renamed Patient Safe Solutions)
SVP, Chief Marketing Officer                                                                                               2008 - 2009

VC start-up provider of healthcare IT software, hardware and services

  • Generated 569 qualified leads in six months, resulting in US$42.6 million pipeline growth
  • Reduced cost per lead from US$3,027 to less than US$125 (US$7 for eMarketing leads)
  • Added US$10.9 million to pipeline within first quarter of implementing inside sales, delivered 7.8% conversion rate on direct response and reduced sales acquisition costs by US$2 million
  • Developed business strategy with operational sales/marketing program to penetrate critical access market, managing P&L and building pipeline deals averaging 61% margin
  • Secured product demo in the Oprah Winfrey Show with Dr. Oz and Dennis Quaid
  • Grew sales, market share and brand awareness, culminating in fast and profitable exit for founders and private equity investors

 

Capgemini (CAP: EN Paris)
VP, Global Head, Demand Generation                                                                                  2006 – 2008

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

  • Created/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

  • Launched new brand image, repaired external reputation and introduced product marketing and integrated demand generation
  • Transitioned from laggard position to analyst validated market leader in IT outsourcing and CPOE physician adoption
  • Reduced company investment in four-day user conference by 92%, 1,200+ attendees, generated US$818,000 in registration fees (36% increase) and $297,000 in partner sponsorships (20% increase)
  • Spearheaded marketing and sales initiatives, which 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 and Communications                                                           2001 – 2004

US$117 million provider of application development software

  • Seamlessly merged five diverse product acquisitions into a single global brand, launched new integrated product suite
  • Spearheaded initiatives which enabled the Americas division to increase contribution margin 300% (turned a US$1.9 million loss to a US$4 million profit) and reduced sales and marketing expenses 51% (US$10.4 to US$5.1 million)
  • Transitioned company from point product to integrated solution suite sales (60% of bookings)
  • Diversified product portfolio from 48% telecom reliance to military/aero 31%, telecom 30%, finance/banking 7% and auto 7%
  • 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   

  • Macy's (NYSE: M), Sales and Marketing Program Associate


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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