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.

Michael E. Donner

www.ChiefMarketingExec.com

                                   

Results-driven 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 marketing, digital demand generation, 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 branding, marketing, advertising, digital communications (Web, SEO, PPC, social media)
  • Guide corporate comm./media (PR, analysts, crisis)
  • Drive product marketing, merchandising, pricing, commercialization, market research and analysis
  • Build demand generation pipeline for customer engagement/lead nurturing and ROI
  • Drive affiliate marketing and Google shopping
  • Recruit, unite, mentor and motivate staff
  • Create mobile app strategy, user design and launch
  • Select and implement marketing technology
  • Negotiate alliances and channel distribution

EXPERIENCE

Competitive Marketing Advantage     (Privately-held)
Chief Marketing and Digital Officer                                                                            2014 – Present

Full-service Marketing, Digital Demand Generation and eCommerce Agency

Serve as on-site strategy and tactical lead for the following client engagements:


J.ING
(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+ men's and women's brands of apparel, accessories and fragrance lines

 

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 and build tactical marketing program plan, budget, timeline and infrastructure requirements
  • Implement new tactical demand generation programs to grow loyalty, sales and eCommerce revenue
  • Develop daily merchandising strategy and tactics, promotional demand generation and digital campaigns
  • Launch new brands and go-to-market strategies as needed through product marketing and research initiatives
  • Build integrated marketing, eCommerce and digital campaigns, create events and product bundles
  • Commercialize social and digital properties to generate social engagement and net new marketing margin
  • Develop content and establish consistent brand voice for social media, PR and engagement marketing
  • Design and/or relaunch websites as well as manage build of customer experience mobile apps
  • Manage eCommerce marketplaces including Amazon and affiliate programs tactical ad and promotional strategies
  • Oversee selection/implementation of new technologies and tools
  • Launch digital media strategy, content, and lead generation across: pay-per-click, remarketing, retargeting, banner ads, paid social, Google shopping and affiliate marketing
  • Implement comprehensive reporting, analytics tracking and conversion rate/cost metrics: 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/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 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 and Digital Officer                                                                                       2008 – 2011

Full-service Marketing, Digital Demand Generation and eCommerce Agency

Serve as on-site strategy and tactical lead 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 demand generation service center operated as a Business Process Outsourcing (BPO) P&L; reduced global spend by €2.7 million in 12 months
  • Launched NA BPO business campaign, adding €1.3 billion to sales pipeline


 

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 brand and 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