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.eCommerceDigitalCMO.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                                                                    2014 – Present

Founded company to deliver 6-12 month on-site consulting/management services on a contract basis to companies needing a CMO or change agent to overhaul strategy, marketing, digital demand generation, sales and eCommerce. Key clients include:


          Undisclosed Private Company, Interim, Chief Marketing and Operations Officer for dating,
          networking, eCommerce and social media app/platform

  • Authored funding pitch/strategy, led customer experience app design, created digital launch plan and branding

Perry Ellis International (NASDAQ: PERY), Interim, Chief Digital Officer for US$875 million leading omnichannel designer, distributor and licensor of 25+ men's and women's brands of apparel, accessories and fragrance lines

  • 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%
  • Grew eCommerce revenue contribution 40% (US$36 million) YoY to represent 14% of sales
  • Developed strategy and tactical launch of in-store and online loyalty program across brands
  • Developed daily merchandising, promotional demand generation and digital campaigns (48 new assets/week)
  • Oversaw all direct-to-consumer eCommerce websites, Amazon marketplace, selection/implementation of technologies, all social media channels and outlets, content marketing and digital media including: pay-per-click, remarketing, retargeting, banner ads, Google shopping, and affiliate marketing

 

Ingram Micro (Privately-held, Fortune 500 #62), Interim, Executive Director, Global Cloud Marketing Leader for US$43 billion provider of cloud services, infrastructure & IoT subscriptions

  • Oversaw strategy, tactical marketing and eCommerce demand generation in 26 countries for cloud division
  • Launched integrated marketing, eCommerce and digital campaigns, events, product bundles and social engagement resulting in 157% reseller, 414% subscription and 398% seat growth YoY
  • Commercialized social, eCommerce and digital properties resulting in US$1M+ net new marketing margin

 

MDLIVE (VC-start-up), Interim, Chief Marketing Officer for direct-to-consumer and B2B telehealth services provider with 10+ million members

  • Grew registrations 42%, utilization 64% YoY by creating new engagement and eCommerce marketing programs
  • Directed/managed P&L for in-house agency; generated 500+ engagement marketing assets per quarter

 

GlobalOnePay (Privately-held), Interim, Chief Marketing Officer for Fintech provider of omnichannel payment processing technologies and merchant services

  • Consolidated multiple acquired brands and launched new disruptive eCommerce company in 90 days
  • Created new go-to-market strategy and launched optimized eCommerce website, demand generation and engagement marketing campaigns

 

BeMyDD (VC-start-up, Renamed Dryver), Interim EVP, Chief Marketing Officer for designated driver ridesharing service in 76 cities and 31 states

  • Launched new brand and go-to-market strategy including establishing social media, PR, content and engagement marketing along with a new customer experience designed mobile app
  • Developed eCommerce demand generation programs that delivered 1,014% increase in new account sign-ups, 74% increase in website traffic and 38% increase in eCommerce orders

Conversica (VC-start-up), Interim, SVP, Chief Marketing Officer for provider of marketing automation/sales conversion management software driven by artificial intelligence (AI)

  • Launched new brand, value proposition, messaging and go-to-market strategy and alliance with Salesforce.com
  • Created 199 opportunities, 1,008 qualified leads and boosted eCommerce web traffic 1,119% in six months


                                                     
 

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
                                                                        2008 – 2011

Executive consultant for strategy, marketing, digital demand generation, sales and eCommerce. Key clients include:


Tech Data
(NASDAQ: TECD), Interim VP, Marketing Services and TDAgency for US$24 billion IT distributor

  • Directed and managed US$60+ million division and P&L for 75+ people, full-service, B2B channel-focused, advertising/marketing/demand generation agency with blue chip clients: Apple, HP, Microsoft, IBM, Sony etc.
  • Generated US$17.5 million in new business, 104% revenue and profitability targets in first quarter of relaunch


Thales
(Paris: HO), Interim VP, Marketing and Inside Sales for US$16 billion provider of encryption products

  • Hired and launched marketing and inside sales organization; built US$5.2 million pipeline within six months


IntelliDOT Corp
. (VC-start-up, Renamed PatientSafe Solutions), Interim VP, Marketing and Inside Sales for provider of healthcare IT software, hardware and services

  • Launched digital marketing which generated 569 qualified leads and US$42.6 million pipeline in six months



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