Michael E. Donner

+1 (561) 542 7930

mdonner@ChiefMarketingExec.com

   

Results-driven, growth marketing and digital executive for B2B and B2C companies – start-up to global – with considerable expertise in: retail, eCommerce, high-tech (enterprise software, cloud, SaaS), healthcare and cybersecurity. Conceives and implements innovative sales, marketing, digital demand generation/customer acquisition, customer experience and highly effective engagement strategies with closed-loop ROI to ignite digital transformation and sustained, profitable growth.



CORE COMPETENCIES

  

  • Reinvigorate strategy, build tactical sales, demand generation/customer acquisition and growth marketing initiatives


  • Manage product from inception to release: product marketing, commercialization, market research, competitive analysis, pricing and communications


  • Recruit, train, mentor, lead and motivate staff


  • Develop sales, merchandising, promotional pricing strategy and tactics aligned to target buyer


  • Strategize/recruit/activate programs with channel partners/distributors, coupon/loyalty and content/influencer networks


  • Maximize SEO: keyword research, content/blog optimization, backlinks and analytics set-up


  • Launch digital media, SEM strategy, content, growth marketing and demand generation/customer acquisition across: behavioral marketing, search/intent, PPC, remarketing, retargeting, banner ads, paid and organic social, Google shopping, influencer and affiliate marketing


  • Optimize video/search/display/shopping campaigns for demand capture/reactivation (Google/Facebook) 


  • Develop detailed attribution/reporting/analytics tracking/conversion rate/cost metrics: NPS, CAC, LTV, ROI & ROA


  • Select and implement marketing technology

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Growth Marketing and Demand Generation Experience

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Competitive Marketing Advantage   (privately held)


Chief Marketing, Digital and Growth Leader


2014 – Present


Full-service Growth Marketing, Digital Demand Generation/Customer Acquisition and eCommerce Agency


Serve as exclusive on-site,  full-time leader to drive strategic and tactical marketing transformations for the following clients:

  

Ingram Micro (Privately held, B2B eCommerce marketplace, subscription), US$43 billion provider of cloud services/infrastructure/IoT subscriptions


  • Oversaw strategy, tactical marketing and eCommerce demand generation in 26 countries for cloud division
  • Launched integrated growth marketing, eCommerce and digital marketing campaigns, events, product bundles and social engagement resulting in 157% reseller, 414% subscription and 398% seat growth YoY 
  • Commercialized social, eCommerce and digital marketing properties creating US$1M+ net new marketing margin 
  • Crafted/launched new messaging, go-to-market strategy and sales support tools for five product acquisitions

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MDLIVE (VC start-up, DTC & B2B eCommerce, subscription), Telehealth services provider with 10+ million members

 

  • Launched enhanced mobile app (iOS and Android) and customer engagement growth marketing website  
  • Grew registrations 42%, utilization 64% YoY after launching new engagement, demand generation and growth marketing programs 


  • Designed, launched and authored interactive Marketing Hub with 275+ demand generation, growth marketing, digital marketing and 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; produced 500+ engagement, demand generation and growth marketing jobs per quarter 


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BeMyDD (VC start-up, Renamed Dryver, DTC & B2B eCommerce), Ridesharing service in 76 cities in 31 states


  • Project managed design/build of mobile app (iOS and Android) and enhanced customer experience website 
  • Achieved 1,014% increase in new account sign-ups, 74% increase in web traffic and 38% increase in orders YoY
  • Launched new brand/go-to-market strategy in 30 days through social, digital marketing, PR and demand generation
  • Created demand generation and growth marketing  programs to boost customer acquisition, conversion and engagement; increased January sales orders 33% and new account registrations 53% YoY in historically the slowest month 

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Conversica (VC start-up, B2B subscription), Artificial intelligence software for marketing and sales automation 


  • Launched new brand, value proposition, messaging, go-to-market strategy and growth marketing initiatives in 60 days 
  • Designed, built, deployed and managed a sales/marketing infrastructure for content, growth and engagement marketing, demand generation, digital marketing, lead nurturing, campaign/pipeline tracking and ROI analysis 
  • Implemented a marketing automation tool, SEO optimized website and hired/managed an 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 conversions 600% in three months
  • Authored premium content, built/launched social media and PR outreach and grew Salesforce chatter audience 109% via weekly integrated demand generation/customer acquisition and growth marketing campaigns 

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GlobalOnePay (Privately held, Renamed Nuvei, B2B), Fintech payment processing technologies and merchant services


  • Consolidated multiple acquired entities/technologies and launched new disruptive company/brand in 90 days
  • Created messaging/value proposition, go-to-market strategy and globally launched PR, demand generation and growth marketing initiatives 
  • Designed/rolled-out SEO optimized website, premium content, social media presence, demand generation, growth marketing and digital customer acquisition 

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Prolexic Technologies 

(Acquired by Akamai {NASDAQ: AKAM})


SVP, Chief Marketing Officer  

2011 – 2014


VC start-up provider of cloud-based perimeter cybersecurity subscription services  


  • Developed sales and growth marketing strategy, messaging, value proposition, brand and competitive differentiation 
  • Spearheaded growth marketing, demand generation and inside sales, driving rapid growth: US$14 to US$70 million revenue, 44 to 220 employees and 210 to 450 clients, culminating in US$370 million acquisition by Akamai
  • Hired as sole contributor; recruited, trained and managed 16-person global growth marketing and inside sales team 
  • Launched growth marketing and demand generation programs in Arabic, Chinese, English, French, German, Japanese, Portuguese and Spanish
  • Initiated in-house PR/social media resulting in 800+ articles, 10+ analyst reports, 1,250+ blogs and 60,000+ social posts 
  • Launched SEO initiative resulting in 24 keywords on first-page of Google in 2013, compared with zero in 2012

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Tech Data (NASDAQ: TECD) 


VP, Marketing Services and 

General Manager, TD Agency  

2010 - 2011


  • US$24 billion IT distributor with US$60+ million ad, event, growth marketing, demand generation/customer acquisition agency
  • Managed US$60+ million P&L, 75+ staff, clients: Acer, Apple, HP, IBM, McAfee, Microsoft, Oracle, Sony, Symantec 
  • Relaunched TD Agency with new services: SEO, SEM, growth marketing, demand generation/customer acquisition and ROI tracking
  • Secured 104% revenue and profitability growth targets for agency in Q4FY10 and US$17.5 million in new business 

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Thales (HO: EN Paris)


Interim, VP, Marketing and Inside Sales

Thales eSecurity     

2009


US$16 billion aerospace, defense and provider of data protection and cybersecurity solutions 


  • Hired to transform, rebuild and jump-start stagnant sales and global marketing organization 
  • Added US$5.2 million to pipeline first quarter of launching growth marketing and inside sales, delivered 18.68% SEM conversion rate

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IntelliDOT Corporation 

(renamed Patient Safe Solutions)


SVP, Chief Marketing Officer  

2008 - 2009


VC start-up provider of healthcare IT software, hardware and services


  • Reduced cost per lead from US$3,027 to less than US$125 (US$7 for eMarketing leads)
  • Added US$10.9 million to pipeline with growth marketing, demand generation and inside sales, delivered 7.8% conversion rate and cut US$2 million in costs
  • Grew sales, market share and brand, culminating in fast and profitable exit for founders/private equity investors

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Capgemini (CAP: EN Paris)

 

VP, Global Head, Demand Generation   2006 – 2008 


Paris-based €7.7 billion provider of consulting, technology, eCommerce and outsourcing solutions 


  • Created/implemented strategy, business plan and managed tactical launch for global demand generation, digital marketing and growth marketing service center operated as a P&L by uniting 40 regional marketing groups and reducing global spend by €2.7 million in 12 months 
  • Launched/directed/managed global rollout of Google Enterprise Apps in 40 countries adding €1.3 billion to sales 

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Eclipsys Corporation 

(Acquired by Allscripts {NASDAQ: MDRX})


SVP, Chief Marketing Officer

2004 – 2006 


US$383 million provider of healthcare IT technology, outsourcing and services


  • Spearheaded growth marketing, demand generation and sales initiatives, which grew pipeline 45% enabling company to achieve profitability within 12 months with a 24% increase in revenues and a net income of US$485K vs. US$32 million loss the previous year

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Telelogic AB 

(Acquired by IBM {NYSE:IBM})


Corporate VP, Global Marketing and Communications   2001 – 2004 


US$117 million provider of application development software

 

  • Seamlessly merged five diverse product acquisitions into a single global brand, launched new integrated product suite and growth marketing
  • Recruited, established and managed budget and P&L for nine-member, India-based, multi-lingual, growth marketing and demand generation 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

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Education:

Babson College School of Management, Wellesley, MA 


Bachelor of Science (With Distinction) – Dean’s List 


Majors: Marketing, Management and International Business; Awarded 


Sohopfungsbeitrag Preis for creative impact to Babson

Michael E. Donner - A Chief Marketing Exec - Resume (pdf)

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