Verrochi professional portfolio

John Verrochi 201-721-5888 [email_address] Professional portfolio

Verrochi qualifications Experience, education, skills Key differentiators Breadth of consulting and industry experience With leading firms in their fields Can approach problems from multiple perspectives Product, marketing, financial, organizational

Experience summary: Four areas with blue-chip firms 12 10 Years are not additive across four areas because of some overlap among consulting, marketing, and technology. 6 Verrochi Consulting 7 Years experience Putnam Hayes & Bartlett

Education Continuing studies classes, 1999-2004 MBA, 1994 Graduate coursework in finance, 1981 BA, 1979 1975 1980 1985 1990 1995 2000 2005

Approach to solving business problems … Problem definition Situation analysis Deep market, financial, competitive analysis Financial and alternative scenario modeling Analysis Synthesis Strategy development, presentation Strategy Marketing plan development and execution Cross-functional and cross-organizational team and project management Execution Increased revenues, market share, profits Problem solved Results

… from many perspectives Define the customer, determine his/her needs Market definition, assessment Specify and incorporate differentiating features, benefits Deep market, financial, competitive, analysis Positioning, messaging, sales-force enablement Go-to-market strategy Model revenues and expenses to ensure a desired return Consider alternative scenarios, their implications, and prepare for them Lead cross-organizational, cross-functional teams Forge alliances with partners, coopetitors as needed/desirable Organizational Financial Product Marketing

Illustrative consulting projects Client Project At the World Bank’s Global Environment Facility, updated and improved a model to allocate roughly $4B in WB and UN funds for sustainability projects to developing countries. Model optimizes distribution subject to policy objectives, floors, and ceilings, and allocates funds for climate change and biodiversity initiatives. For AT&T’s Intellectual Property group, evaluated the market potential of 10 technologies developed by the Labs group. Assessed products’ features and benefits; reviewed target markets and competitors’ products; presented recommendations for commercialization from market, financial, and organizational perspectives. Developed the business case to create a complementary services business for Mercury Computer Systems, a $210M technology company that was primarily product-oriented. Analyzed competitors’ and comparable companies’ services businesses. Forecast the revenue and profit opportunity. Developed presentations of analysis and recommendations to client’s senior management, who adopted recommendations For Hewlett-Packard, developed a comprehensive competitive analysis of HP’s, IBM’s and Sun Microsystems’ hardware, software, and services and strategies in the grid/utility computing market from technology, product, and marketing perspectives. Identified and valued 10 potential acquisition candidates to close gaps in hardware and software product lines. Resulting findings and recommendations helped to determine HP’s technology investments and marketing messaging.

Product management and marketing Verrochi Consulting Inbound/outbound mix 80/20 20/80 80/20 50/50 Market/product requirements x x x x Product design x x x Go-to-market plan x x x x Product collateral: - Product brief x - Sales guide x x - White paper x x x - Sales slides x x x Competitive analysis x x x x Industry consultants briefing x Press release x Product launch x x x

New-product development Employer Product, target market Results Conceived, presented the business case for, and developed a new investment targeted for institutional retirement plans. Led team of internal and external partners to develop product; developed sales collateral; trained sales force. Assets grew to $3B in three years. Conceived, presented the business case for, and developed a bundle of hardware, software, services and insurance for availability-sensitive customers in the financial services, telecomm, and service-provider markets. Built model to simulate technology and financial risk. Developed marketing collateral $300M in annual revenues within several years.

Quantitative modeling Where What Type of modeling Helped develop a model of the US railroad market to simulate changes in market share resulting from a proposed merger Optimization: minimizing distance, cost, and links between origin-destination pairs Built financial models for debt transactions given various constraints Optimization: structuring cash flows subject to constraints of interest rates, current liability profile Modeled financial flows under interest rate scenarios for sensitivity analysis Stochastic simulation of interest rates Modeled cost of computer downtime given various risk assumptions Technology and financial risk modeling Updated and improved a model to allocate roughly $4B in WB and UN funds for sustainability projects to developing countries. Optimizes funds distribution according to policy objectives, floors, and ceilings.

Market and competitive analysis – examples Technology Enterprise applications: comparison of Oracle and SAP Grid/utility computing: comparison of HP, IBM, Sun Business intelligence software vendors Videoconferencing Major ISVs’ professional services and support revenues Broadband for SMBs News filtering and distribution to multiple platforms, including wireless devices Finance and investments 401(k) advisory Renewable energy Market dynamics and financial aspects of solar, wind, and smart grid

Cross-organizational team management Employer Internal partners Fixed-income research, portfolio management Legal Sales and marketing Product management Regional marketing MarComm Press and industry consultant relations Hardware Software Services Risk Management External partners Securities firms Commercial banks Insurance companies Software companies Software companies and insurance brokerage

$ Multi-million results with blue-chip companies Developed an innovative high-availability product comprised of HW, SW, services, insurance Bundled Netscape, Oracle and Veritas products; managed joint marketing programs Developed a new corporate retirement product Assets grew to $3B in 3 years Managed HP-UX product line: > $100M/year; >20% annual growth Sized market opportunity at $50-100M in first two years; was $300M soon after Employer Results

Next step If you or your organization needs help solving complex problems entailing analysis, strategy development and execution, let’s talk to discuss how I may help – in either a consulting or full-time capacity. John Verrochi 201-721-5888 [email_address]

Verrochi professional portfolio

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Verrochi professional portfolio