SecurUs360.com

Creating Predictable Revenue Streams

Engagement Briefs

This section reviews high level case studies of particular engagements where SecurUs360 principals were called on to deliver specific results for companies that have ranged from venture backed start-ups, like Coral Systems and Subscriber Computing Inc., to larger public firms like Micro General Corporation and Fidelity National Financial, a Fortune 300 organization. SecurUs360 has worked in a variety of ways with these firms including: as an interim sales and marketing executive, as a full-time employee or, in some cases, as a consultant delivering on a project-by-project basis.

 

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Paragon Software Group and Tom Fedro

As President and CEO of Irvine, California-based Paragon Software Group Corporation, responsible for developing the strategy and business plan for this innovative software publisher that is focused on server and workstation disaster recovery and backup software applications along with particular system utilities for embedded devices and a unique portfolio of mobile handset applications. Specific objectives include developing the OEM and Value Added Reseller (VAR) channels to meet aggressive revenue goals while crafting and launching a public relations and marketing program that position the company in the top tier of vendors within each of its chosen markets.

Outstanding results have been achieved including:

  • Exceptional sales performance; the company maximized the profitability bonus for all employees in 2016 delivering record revenues and profits while establishing a 5 year growth rate of 518%
  • Negotiated and closed high value, multi-year OEM agreements with Amazon, Nvidia, Infrascale, Belkin, Cisco, Carbonite, D-Link, ACER, Dell, Western Digital, Seagate, Kingston, ASUS, Buffalo, Toshiba, Hitachi, HP, Logitech, LG, Microsoft, EMC/Iomega, Realtek, Netgear and many others
  • Signed over 255 VARs that are driving on-going, recurring revenue in the SMB and Mid-Enterprise space by selling Paragon’s backup and recovery software portfolio
  • Drove key customer requirements into revenue producing products through a strong collaboration with the Moscow, Russia based development team
  • Paragon has been honored as one of southern California’s “Best Companies to Work For” by the OC Business Journal and is currently one of the fastest growing private companies in the region
  • Sought out as expert resource on backup and recovery technology by major media outlets and industry analyst firms including IDC, Storage Strategies, CRN, eWeek, NetworkWorld, ComputerWorld, ChannelPro, SearchStorage, PCWorld and InfoStor
  •  Initiated a comprehensive benefits program and stock option plan for all employees

Thomas Fedro and EmidaEngaged by the CEO of this Global Prepaid Solutions platform provider to work with his management team on defining the sales process steps and associated activities required to close business.  Presented a streamlined approach that included a world-class database mining methodology, an email nurturing platform for prospects as well as an appropriate tele-prospecting infrastructure for the team.  This line of attack provides management with complete visibility to relevant sales and marketing metrics while empowering them to measurably increase market penetration in a short period of time at minimum expense.

 

Coral SystemsA software applications firm that targeted wireless operators worldwide. The company specialized in software applications for wireless network data analysis and integration services. Tasked by the CEO to recruit, train and deploy a world class sales and marketing organization. Built the team that resulted in Coral becoming the dominate provider of solutions for fraud detection and churn management to wireless operators world wide. Grew revenues 850 percent during the engagement closing deals with large U.S. based mobile operators like Sprint PCS, BellSouth and AirTouch as well as developing successful strategies to open and penetrate the European, Asia Pacific and Latin American markets, negotiating, closing and installing million dollar plus contracts at Mobikom (Malaysia), Piltel (Philippines), KGTelecom (Taiwan), Cedetel (Mexico), Orange (UK) and Austria PTT (Vienna, Austria). Key contributor throughout the IPO process that ultimately resulted in a successful acquisition of the business.

 

Digital MapBrought on by the President of this software firm that focuses on spatially enabling databases for government and real estate applications. Engaged to serve on the company advisory board and to help in a variety of capacities to build the business.

Utilized relationships within the financial services community and recruited a key industry luminary to join the Board of Directors of DMP. Built a product matrix for the company that served as a tool to define functionality requirements for each new vertical market being considered for engagement.  Provided funding sources for evaluation and sales representation services to introduce DMP solutions to selected accounts throughout the nation.

 

eCatalystOneeCatalystOne is a leading infrastructure provider for portals, internet service providers and wireless telecommunication operators to enable prepaid e- and m-commerce transactions for both desktop and wireless devices.

Conceived the business idea, crafted the first company revenue & expense plan, raised $4 million in seed funding and launched the firm as co-founder. With over 14,000 accounts established the company has been acquired by a pre-paid solution provider based in southern California.

 

Electri-CitiElectriciti is a web development firm and internet service provider. Requested by the CEO to build a sales team and find new revenue streams as the company prepared to sell off the ISP side of the business.

Recruited the team and focused efforts on marketing the company’s database solutions.  Applied large account process and forecasting tools to help ensure predictable revenue streams and resource deployments. Provided key contributions and acted as a resource in the development of the business plan that maximized the valuation of the firm during negotiations with potential buyers.

 

FarStone TechnologiesFarStone is a software publisher that is focused on digital content security, management and recovery. FarStone products are used in the consumer as well as corporate market.

Commissioned by the CEO to build the sales and marketing team to reach the next level of success and drive revenues through all channels of distribution including, retail partnerships, major resellers and a strong emphasis OEMs in order to augment the company’s existing relationships with industry powerhouses Intel and Phoenix Technologies. Specifically chartered to measurably increase the company’s valuation to enable multiple exit strategies.
FidelityFidelity National Information Solutions (FNIS) is a subsidiary of Fidelity National Financial (NYSE: FNF). FNF is one of the nation’s most comprehensive sources for real estate-related products, information services and technology solutions. With over $7 Billion in revenue FNF is a Fortune 300 Company.

Engaged by the company to review and restructure the sales teams within several subsidiaries in order to maximize revenues and market share. Built teams to sell software solutions and exchange services directly to the nation’s largest banks and mortgage lenders ultimately counting nine of the top 10 as company clients including: Wells Fargo, Washington Mutual, Countrywide Financial, ABN Amro, Bank of America, GMAC and Principal Mortgage.

 

Tom Fedro and GRiDEngaged by the VP of Sales to drive revenue in the Southeast and Rocky Mountains.  Took the region from last place company wide to #1 in both profit and sales production within 18 months by closing multi-million dollar deals with marquee customers like American Airlines, Halliburton and Hilti Inc..  GRiD set the standard for laptop computers.  Encased in jet black magnesium the device was rugged yet elegant in design. Due to its survivability and advanced functionality thousands of systems were deployed by the military, NASA and the FBI as well as oil companies and construction firms. Eventually the device became a must have for F500 executives and eventually entire sales forces leading to the Sales Force Automation (SFA) revolution in the 1990s. The company was acquired by Tandy.

 

MicroGeneral Reporting to the COO, and eventually directly to the CEO; responsible for all sales and marketing efforts of this $150 million software applications, professional services and information technology outsourcing company focused on the financials services market. Recruited, hired, trained and motivated the sales and marketing team while managing efforts to closure of significant engagements with several of the country’s top mortgage lenders including: Countrywide Home Loans and Bank of America. Crafted the company’s sales compensation plan, introduced and implemented Sales Force Automation at the company utilizing SalesForce.com™. Outstanding revenue growth led to the company being recognized as the fastest growing public technology company in Orange County, California by Deloitte Touche’s Technology Fast 50 program.

 

OctaneOCTANe is the Orange County Technology Action Network and is focused on providing a venue for entrepreneurs, seed and venture capital money as well as University research and development initiatives to co-mingle and develop into an engine for new business creation.  Engaged by the executive director to review the existing marketing materials of this high technology business forum and make recommendations to aid in the organization’s launch plans.

Wrote the copy and built multiple collateral pieces that were designed to attract high profile service providers, venture capitalists, entrepreneurs and corporate sponsors to participate in this exciting new network of business professionals.

 

P1 SystemsA private company, specializing in mobile, pen based computing software applications and hardware platforms with a vertical market focus on health care. Commissioned by the CEO to build the sales and channel organization.

Built the team and opened six offices around the country to prospect, negotiate and close the largest mobile health care work forces in the United States. Orchestrated sales effort to contracts with Visiting Nurse Associations in New York City and Atlanta as well as the largest Hospice in the country, VITAS Health Care. In addition, successfully navigated sales efforts to contracts for licensing core engineering tools to Automatic Data Processing and Digital Equipment Corp.

 

Real EC TechnologiesReported to the President of this software and services firm that is jointly owned by Fidelity National Financial, Stewart Title and LandAmerica; tasked to restructure the sales and marketing of the company as well as the strategic account acquisition and compensation infrastructure.

Produced outstanding sales results, growing revenues 425%, to over $12 million in less than 12 months, with monthly transactions exceeding 540,000. Successfully positioned RealEC Technologies as the leading internet based, Electronic Partner Network (EPN) within the real estate market. Drove partnerships and significant orders from several large lenders including: GMAC Mortgage, Principal Financial, Ameriquest and Washington Mutual.

 

SubscriberA software applications company focused on domestic and international wireless telecommunication operators Subscriber Computing Inc employed 160 and  approached $25 million in revenues. Engaged by the CEO to bring IPO process experience to his management team and strong leadership to the sales and marketing organization.

Focused sales efforts by product to create expert teams of sales people and system engineers. Instituted a new forecasting model to greatly enhance predictability of revenues. Negotiated pricing and business terms with multiple new accounts including; Telecom of the Ukrain, PCS+, Globalstar France, Hutchinson Australia, Ericsson Radio Systems (OEM) and Qualcomm (Marketing Partner). Subscriber was acquired by Corsair Communications (Nasdaq: CAIR), a provider of real time fraud prevention solutions.

 

Transaction PointSelected by senior management of Fidelity National Information Solutions to reinvigorate and run the company business unit for online transaction management.

Recruited hired and directed the team including, product management, product development and quality assurance resources. Redirected business model from one that relied on direct sales to one that leveraged multiple channels of distribution. Grew the monthly revenue stream 265% while adding over 16,000 new registered users to the TransactionPoint™ online real estate transaction manager.