1. Summary
Senior marketing professional with proven track record of building
departments and programs with measurable ROI in terms of closed
deals. Routinely managed 7-10 direct reports as well as 6+
contractors and numerous vendors.
Responsibilities Results
! Responsible for all marketing activities ! Developed integrated campaigns to
including directing external resources deliver 50% of leads, increasing
and incorporating partner participation volume by 40% over 7 quarters
/ integration. ! Consistently achieved >60%
conversion from MQLs to SQLs —
! Scope includes strategy, execution, representing $356 million in pipe
demand generation, measurement and annually
awareness. ! Reduced cost-per-lead by 35% over a
! Specific duties center on message two-year period
development, advertising, press and ! Moved from “Niche Player” to
analyst relations, collateral “Visionary” in the Gartner Magic
development, trade show selection and Quadrant for Supply Chain Planning
execution, direct mail, teleprospecting, ! Won APICS magazine’s 2002 Ad Q
e-mail and web strategy. Award for Outstanding Advertising
! Manage annual marketing budget in (achieved highest readership response)
excess of $2.5M ! Garnered two 2003 Gold Key awards
from the Business Marketing
Association

2. Work Samples
ABRACADABRA
" 2002 Flat Multi-Drop
& Dimensional Direct
Mail to Prospects
" 33% Response Rate
" $25 Cost per
Responder (fully
loaded)
" 50 MQLs
" $1,813 Cost per MQL

3. Work Samples
INSPIRATION
" 2002 Multi-Phase
Direct Mail to
Installed Base
" 37% Response
Rate
" $31 Cost per
Responder (fully
loaded)
" 65 MQLs
" $1,488 Cost per
MQL
" Business
Marketing
Association’s 2003
Gold Key Award

4. Work Samples
ROBOT
" 2003 Flat Direct Mail
to Prospects
" 3% Response Rate
" $175 Cost per
Responder (fully
loaded)
" 147 MQLs
" $1,500 Cost per MQL
" Business Marketing
Association’s 2003
Gold Key Award

5. Work Samples
SHORTAGES
" 2003 Direct Mail to Prospects
" 2 Versions with Targeted
Messages:
" Consumer
" Industrial
" “Tactile” Packaging
" 6% Preliminary Response
Rate
" 13.4% Preliminary
Conversion Rate: Responder
to MQL
" Mail file modeled against 1-
to 4-month DM Responders
and Corresponding Qualified
Leads
" Variables used for list build
include:
" Title " Region
" Department / Job Function " State
" Seniority " SCF
" SIC " List Source
" Industry Segment " Multi-List Source Status

6. Work Samples
Transition Ad – FY02 New Brand Ad – FY03 Launch Ad – FY03
Winner of the APICS magazine
2002 Ad Q Award for
Outstanding Advertising

7. Work Samples
Integrated Campaign Sample / SCM 9.0 Launch
DEMAND GENERATON
Launch Party (Invitation)
Sessions at Quest Global (Schedule)
SCM Telebriefing Series (total of 6)
3 co-authored white papers
Push e-mail
Telemarketing
Online Advertising
6 Web Seminars
Push e-mails
Postcards
Telemarketing
3 Direct Mail Campaigns
2 Teleprospecting Campaigns
4 Micro Web Sites
COLLATERAL
8 Process Briefs
4 White Papers
ADVERTISING
Print Ad in 8 publications
6 Case Study inserts
ANALYST RELATIONS
National Road Show
International Road Show
PUBLIC RELATIONS
Message Development
9 Press Releases
50 Articles in 32 Publications (90% of the top supply chain books)

8. Work Samples
SCM Telebriefing Campaign
" Series of six events
" Supported with direct e-mail
" 90 minutes in length
" 3 industries (2 events each)
" Industrial Manufacturers
" Deloitte & Touche
" Wholesale Distributors
" IBM
" Consumer Segments
" Accenture
" Feature three speakers
" AMR Research, Inc.
" The value of SCM
" Industry Partner (see above)
" Vertical pains
" J.D. Edwards
" Product fit
" 70 registrants per event
" 50% conversion to attendees
" 3% lead rate
" $2,250 CPL

9. Work Samples
SCM 9.0 Launch TeleProspecting Campaign
" Training of partner firm on new messaging took 1.5 days
" Campaign launched on July 7, 2003
" Campaign expected to wrap on November 24, 2003
" Variables used for list build include:
" Title " Region
" Department / Job Function " State
" Seniority " SCF
" SIC " List Source
" Industry Segment " Multi-List Source Status
" Contributors to campaign included:
" 1 Hardware Partner
" 1 Services Partner
" Technology Foundation
" 2 separate Verticals
" As of October 27, 2003:
" Campaign is 74% complete
" 96% of MQL goal has been achieved
" Campaign on track to exceed MQL and CPL goals by 30%
" Campaign has generated the second highest conversion rate to SQL (behind DM)
" Campaign has generated the highest estimated average deal size

10. Work Samples
SCM Micro Web Site -- www.peoplesoft.com/goto/scm_micro
DEMAND GENERATON
“Call to Action” for
direct response ads
direct marketing
Landing Page captures
Visitor Info
Unique Visitors
Referring URL
# of Downloads
Time Spent
Pages Viewed
etc.
Telemarketing follow-up
COLLATERAL
7 Process Briefs
23 White Papers
9 Self-running Demos
11 Enhancement Docs
5 Pre-recorded Webinars
Customer Case Studies
Alphabetically
By Industry
By Product