 |
 |
Dennis
Ford has used his sales, marketing, and business
development skills, his knowledge of end-user, ISV,
VAR, OEM, and distributor business models, and his
understanding of technology and its users, to increase
sales for many companies, including the following:
Refresh Software Corp., Chelmsford,
MA
Director and Vice President of Business Development
After serving on the Board of Directors for three years, Dennis joined Refresh
to help the company launch its content management product. He created the sales
and marketing positioning that bootstrapped the company to profitability in
just 9 months. Dennis also staffed the sales team, which created a $6 million
run rate in just under a year.
Avaki, Inc., Cambridge, MA
Vice President of Sales and Business Development
Hired to build up sales, Dennis analyzed potential verticals and repositioned
the company to compete in the life-sciences market, where grid computing could
expedite the drug discovery process and deliver an impressive ROI. He developed
and executed the corresponding sales and marketing strategies, then secured
contracts with large pharmaceutical companies to purchase the technology, which
confirmed the new direction. He also signed OEMs, such as Sun Microsystems
and IBM, creating a multi-million dollar revenue stream.
Engage, Andover, MA (a wholly-owned
subsidiary of CMGI)
Vice President of Business Development
Dennis was a member of the launch team that successfully ramped up Engage to
$250 million in 24 months. As head of the software division, he developed a
product strategy that used a closed-loop, end-to-end marketing concept that
delivered cross-company, cross-channel sales. He also built partnerships, formed
strategic alliances, and sold into OEMs, closing multi-million dollar contracts
with companies such as Compaq (subsequently acquired by Hewlett Packard), Oracle,
PCCW, and Hyperion. The result was a division that grew from zero to $50 million.
In addition, he drove the strategy for the acquisition of MediaBridge.
Savoy Automation, Inc., Westboro, MA
Co-founder and CEO
A start up in the home-automation industry, Dennis launched this company by
securing licensing, product development, and marketing agreements with IBM.
Then, along with IBM’s marketing and sales executives, he developed a
reseller sales strategy, hired the sales staff, set up the distribution channel,
and trained over 250 dealers/installers.
NobleNet, Inc., Southboro, MA
Co-founder and CEO
NobleNet developed and marketed software tools that enabled developers to create
distributed client/server systems. Dennis led the sales effort, closing over
300 customers that were Fortune 1000 companies, ISVs, or VARs. He established
on-going relationships with major industry OEMs, and signed 9 foreign distributors
covering 16 countries. With its software installed on over 500,000 desktops
and 46,000 servers, NobleNet was a market leader. NobleNet was acquired by
Rogue Wave Software.
Epoch Systems, Inc., Westboro, MA
General Manager of European Operations
Epoch Systems provided storage management solutions for UNIX networks. As General
Manager, Dennis identified, evaluated, and signed distributors for a European
sales channel that covered 14 countries. He also established strategic relationships
with indigenous computer companies including, ICL, Bull, and Siemens. In the
first year, his division installed 50 end-user systems and generated 12% of
Epoch’s revenue. Epoch was acquired by EMC.
Phoenix Technologies Ltd., Norwood,
MA
Director of Business Development, Workstation Products
Dennis was responsible for the worldwide sales of UNIX/Workstation products.
He negotiated and closed all major business for the division.
Data General Corporation, Westboro, MA
Account Executive
DG is where Dennis got his start selling. As a Senior Sales Representative
he was a member of the corporate SWAT team that secured a 3-year, $65 million
contract with NYNEX BISC, a large RBOC.
|
