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 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, competitive differentiation
  •   Manage sales, branding, growth marketing, advertising, digital (Web, SEO, SEM, PPC, social)
  •   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, nurture and grow strategic partnerships

 

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 interim strategy and tactical Chief Marketing, Digital and Growth leader on-site, full-time for clients:


J.ING Limited
(DTC eCommerce & omnichannel retailer), Global women’s fashion, accessories and décor 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, accessory 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 in 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/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 aligned 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/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 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 creation/capture/reactivation (Google /Facebook)
  • Develop detailed attribution/reporting/analytics tracking/conversion rate/cost metrics: NPS, CAC, LTV, ROI & 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 & 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 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

  • Managed US$60+ million P&L, 75+ staff, clients: Acer, Apple, HP, IBM, McAfee, Microsoft, Oracle, Sony, Symantec
  • Relaunched TDAgency with new services: SEO, SEM, demand generation/customer acquisition and ROI tracking
  • Secured 104% revenue and profitability growth targets for agency in Q4FY10 and US$17.5 million in new business

 

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

  • 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

 

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

  • 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
  • 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

 

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 creative impact to Babson