Michael E. Donner

Driving Growth and Profitability
through Demand Generation, Digital and Engagement Marketing


+1 (561) 542 7930 
mdonner@SeniorMarketingExecutive.com
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A Chief Marketing and Digital Officer.

Michael E. Donner

www.SeniorMarketingExecutive.com

                                   

Results-driven, collaborative change agent with a proven track record of leading multi-disciplinary teams in Fortune 500 companies and start-ups. Conceives and implements innovative marketing, digital, eCommerce, customer experience and engagement strategies which drive profitable growth  through demand generation with closed-loop ROI metrics. Combines in-depth knowledge of diverse vertical markets with the ability to unite sales with marketing and align activities to business objectives.

 

CORE COMPETENCIES

  • Define strategy, vision and value proposition
  • Product marketing, merchandising, pricing, commercialization, market research and analysis
  • Key message and product/service differentiation
  • Manage product from inception to release
  • Recruit, mentor, unite and motivate staff
  • Implement digital marketing, automation and CRM
  • Build customer loyalty and reduce churn
  • Build/re-launch demand generation
  • Drive digital marketing and customer engagement
  • Mobile app design, development and launch
  • Branding and marketing communications
  • Lead nurturing, campaign/pipeline tracking, ROI analysis and mobile app measurement
  • Go-to-market launches and communications
  • Behavioral marketing, search/intent and remarketing and mobile user acquisition
  • Recruit, train and manage inside sales
  • Guide crisis, corporate, financial, government and internal communications
  • SEO, social media, PR, IR and analyst relations
  • Sales enablement and content development
  • Negotiate alliances and channel distribution
  • Drive affiliate marketing and Google PPC and shopping

EXPERIENCE

 

Competitive Marketing Advantage, Ft. Lauderdale, FL/Irvine, CA                            2014 – Present

Executive consultant for strategy, marketing, digital, demand generation, sales and e-Commerce. Serve as catalyst for change on a project or hired on a full-time basis, remotely or on-site.


Key Client Projects:

          Perry Ellis International  (NASDAQ: PERY)

           Interim, Chief Digital Officer

         Leading designer, distributor and licensor of 25+ men's and women's apparel, accessories and
         fragrance lines. Direct-to-consumer brands: Perry Ellis, Original Penguin by Munsingwear,
         Laundry by Shelli Segal, Rafaella, Cubavera, Savane, Nike Swim, Jantzen, Peony & Me, and
         Callaway for golf apparel.


              • 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 and margin dollar and site traffic growth YoY, reduced freight
                expenses 55% and digital marketing expenses 17%

              • Developed strategy and tactical launch of in-store and online loyalty program across
                 brands

              • Developed daily merchandising and promotional demand generation and digital campaigns
                 to drive sales, customer acquisition/engagement and brand awareness (averaged 48 new
                 assets per week for six core brands)

              • Oversaw all direct-to-consumer websites, selection/implementation of all new technologies,
                 all social media channels and outlets, content marketing and digital media including: pay-
                 per-click, re-marketing, re-targeting, banner advertising, content marketing, Google
                 shopping and all affiliate marketing and sales programs


          Ingram Micro (NYSE: IM)
 
          Interim, Executive Director, Global Cloud Marketing Leader
         
          Global provider cloud services, infrastructure and IoT subscriptions  (#62 in Fortune 500)


             • Oversaw strategy, 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 strategies and B2B sales support for
                five new product acquisitions
             • Designed Marketing Hub to boost collaboration, net new marketing margin and 
                reseller/vendor engagement


          MDLIVE (VC-start-up)

          Interim, Chief Marketing Officer
         

          Provider of direct-to-consumer and B2B Telehealth services
with 10+ million members
  • Grew registrations 42%, utilization 64% YoY after creating new engagement marketing  programs
  • Crafted 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; generated 500+ engagement marketing jobs per quarter
  • Created B2B sales support tools, launched new SEO optimized website and social media presence



        GlobalOnePay (privately-held)

        Interim, Chief Marketing Officer
       
        Omni-channel payment processing technologies and merchant services

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

BeMyDD  (privately-held)           

Interim EVP, Chief Marketing Officer

Designated driver ridesharing service in 76 cities in 31 states

  • Launched new brand and go-to-market strategy in 30 days including establishing social media channels, PR, content and engagement marketing along with a demand generation infrastructure
  • Created weekly integrated demand generation programs (PR, social media and direct response) to boost new customer acquisition, conversion and engagement; increased January 2015 sales orders 33% and new account registrations 53% YoY in historically slowest month
  • Boosted 2014 year-end results with demand generation and engagement campaigns, which skyrocked December new account sign-ups 1,014%, website traffic 74% and sales orders 38%
  • Positioned BeMyDD as a viable alternative to Uber and Lyft resulting in 700+ media and social placements 
  • Designed, measured and optimized mobile customer acquisition strategy and funnel
  • Project managed design and build of mobile apps (iOS and Android) and enhanced customer experience with new user interface and SEO optimized responsive website design

 

Conversica  (VC-start-up)

Interim SVP, Chief Marketing Officer


Provider of marketing automation/sales conversion management 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 ignited conversions 600% in three months
  • Authored premium content, built social media and PR infrastructure and boosted Salesforce chatter audience 109% via weekly integrated demand generation campaigns                             

          

Prolexic Technologies  (VC-start-up), Ft. Lauderdale, FL/Irvine, CA                              2011 - 2014

SVP, Chief Marketing Officer                                    

Provider of cloud-based perimeter cyber-security services

  • Developed sales/marketing strategy, messaging, value proposition, brand and competitive differentiation
  • Spearheaded marketing and inside sales which drove rapid growth, culminating in US$370 million acquisition by Akamai (NASDAQ: AKAM): US$14 million to US$70 million revenue, 44 to 220 employees and 210 to 450 clients
  • Hired as sole contributor and recruited, trained and managed 16-person marketing and inside sales team
  • Generated 27,063 demand generation campaign registrations (1,265 deals) in 2013 vs. 6,222 in 2012 (232 deals)
  • Created 187 opportunities in 2013 vs. 61 in 2012 from inside sales efforts which added US$24 million to pipeline in 2013 vs. US$6.2 million in 2012
  • Launched demand generation in Arabic, Chinese, English, French, German, Japanese, Portuguese and Spanish
  • Created 80 direct response campaigns generating 125 opportunities and US$16.28 million pipeline growth in 2013
  • Increased inbound leads from call center: 6,682 in 2013 vs. 3,124 in 2012, generating a 27.3x ROI on investment
  • Increased website visits: average 82,035/month in 2013 vs. 25,000/month in 2012
  • Optimized Google AdWords program: conversions 3,976 in 2013 vs. 1,069 in 2012, cost of conversions US$140.61 in 2013 vs. US$317.93 in 2012 and 144,349 clicks in 2013 vs. 70,701 in 2012
  • Increased social media followers in 2013 vs. 2012 on Twitter (5,674 vs. 112), LinkedIn (1,252 vs. 216), Facebook (268 vs. 0), YouTube (186 vs. 0), and Google+ (199 vs. 0), which boosted pipeline by US$1.2+ million 
  • Initiated in-house PR/analyst/social media program resulting in 800+ feature articles, 10+ analyst reports, 1,250+ blogs and 60,000+ social media mentions
  • Launched SEO initiative resulting in 24 top keywords on first-page of Google searches in 2013, compared with zero in 2012

 

Competitive Marketing Advantage, Ft. Lauderdale, FL/Irvine, CA                                2008 – 2011

Executive consultant for strategy, marketing, digital, demand generation and sales. Served as catalyst for change on a project or hired on a full-time basis, remotely or on-site.


Key Client Projects:


Tech Data
 (NASDAQ: TECD)

Interim VP, Marketing Services & TDAgency

US$24.4 billion information technology distributor

  • Directed and managed US$60+ million division and P&L for 75+ person, full-service, B2B channel-focused, advertising/marketing/demand generation agency with blue chip client list: Acer, Apple, Avaya, EMC, HP, IBM, McAfee, Microsoft, Oracle, Sage, Sony, Symantec, Toshiba, VMWare and Xerox
  • Launched new value proposition, go-to-market strategy and market discovery consulting programs
  • Broadened agency offerings to include market discovery, SEO, closed-loop demand generation and ROI tracking
  • Secured 104% revenue and profitability growth targets for agency in Q4FY10
  • Generated US$17.5 million in additional new business in first quarter of re-launch

 

Thales  (Paris: HO)

Interim VP, Marketing and Inside Sales

US$16.2 billion provider of encryption hardware, software and services

  • Hired and launched a marketing and inside sales organization, built $5.2 million pipeline within six months
  • Generated 7.27-18.68% conversion rates on bi-weekly demand generation campaigns

 

IntelliDOT Corporation  (VC-start-up)

Interim VP, Marketing and Inside Sales

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 e-marketing)
  • Added US$10.9 million to pipeline within first quarter of implementing inside sales, delivered 7.8% qualified response and reduced sales acquisition costs by US$2 million
  • Developed strategy, sales/marketing program to penetrate critical access market generating deals with 61% margin
  • Secured product demo on the Oprah Winfrey Show with Dr. Oz and Dennis Quaid  

 

Capgemini  (PNK: CAP.PA), Paris, France/Boca Raton, FL                                              2006 – 2008

VP, Global Head, Demand Generation            

€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 to reduce global spend by €2.7 million in 12 months   
  • Successfully added €1.2 billion to pipeline by establishing channel sales to target advisor-led pursuits 
  • Developed strategy and tactical launch for Google Apps service which generated coverage in 900+ outlets
  • Launched NA BPO business in 30 days with 70 media briefings, campaign added €1.3 billion to sales pipeline
  • Built global demand generation strategy and facilitated adoption/localization in the Americas, Europe and Asia/Pacific

 

Eclipsys Corporation  (NASDAQ: MDRX), Boca Raton, FL                                            2004 – 2006

SVP, Chief Marketing Officer         

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 with 12 months with a 24% increase in revenues and a net income of US$485K versus a US$32.6 million loss one year earlier
  • Transformed from laggard position to market leader in IT outsourcing and CPOE physician adoption
  • Managed user conference 1,200 attendees, US$818K in reg fees (+36% YoY) and US$297K in partner fees (+20% YoY)

 

Telelogic AB  (NYSE: IBM), Irvine, CA/Malmö, Sweden                                                 2001 – 2004

Corp. VP, Global Marketing & Communications     

US$117 million provider of application development software

  • Seamlessly integrated five diverse corporate/product acquisitions into a single brand and product portfolio
  • 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 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 to military/aerospace 31%, telecom 30%, finance/banking/insurance 7% and automotive 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

 

EDUCATION

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

Majors: Marketing, Management and International Business

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