Gregory M. Kee
Weston, MA 02493 781-405-6067 c
early-stage corporate executive providing leadership and strategic direction
for Marketing, Product Management and Business Development areas. Harvard and Stanford degrees have provided
foundation for extensive success with technical enterprise software and
services. Blends significant depth in
“outside-directed” communications as well as “inside-directed” product
Software, McLean, VA Acting Vice President
Full-time VP of Marketing, placed by Charles River Ventures to oversee launch of CodeAssure application security product and company. Developed messaging, positioning, new web site, PR, collateral and exhibit at launch event, CSI Computer Security Conference. Declined offer for permanent position due to geographic considerations.
GMK Associates, Weston, MA, President 2001-present
Independent consultant providing strategy, marketing and product management insight for technology vendors. Representative projects include:
v Product strategy and competitive analysis for wireless security products firm
v Market entry strategy and market analysis for wireless hardware company
o Distribution strategy and offshore manufacturing sourcing
v Customer/prospect interviews and needs analysis for IM/collaboration software company
v Marketing strategy and tactics for Top-Level Domain registrar on “new internet”
v Subject Matter Expert and consultant to Market and Customer Management practice at PwC
o Practice focuses on customer-facing strategies and applications
o Strategy development, market research, vendor analysis
Xevo Corporation, Marlborough, MA, Vice-President of Marketing 1999-2001
ATV (Advanced Technology Ventures) partner Mike Frank brought me into this company very early to build substantial Marketing and Product Management functions while establishing leadership position in the market for ASP OSS/BSS infrastructure software (application provisioning and metering). Helped attract other investors including Cisco, KPMG Consulting, Morganthaler and Portal Software. Outside board members: Peter Brumme and Paul Levine.
v Grew startup to leader of hosted application infrastructure market
v Helped close British Telecom, Deutsche Telecom, Qwest, USinternetworking customers
v Managed Marcom, Product Management, Product Marketing functions (staff of 10)
v Awareness Creation Program drove strong references from major analysts and press (Gartner, IDC, eWeek, etc.)
v Marketing and program support for key partners (Cisco, Microsoft, TIBCO, Compaq)
v Created Product Management processes and systems to formalize product development process
v Drove product strategy from raw technology to mature XML-based product used by major telcos and SPs
v Helped complete two rounds of additional investment, attracting Cisco and KPMG as investors
iMarket, Inc., Waltham, MA, Vice-President
of Internet Operations and Marketing 1996-1998
Funded by Oak Investments(Ed Glassmeyer) and Sierra Ventures (Pete Wendell). Market leader for comprehensive business demographic information used for lead generation and sales prospecting by enterprise and SMB marketing and sales organizations. Moved CD-ROM capabilities to internet-based access in 1997-8. Acquired by Dun & Bradstreet in 2001. Outside board member Tom Jones (Epsilon).
v Managed strategy and operations for e-commerce and promotional internet offerings
v Doubled revenue while reducing expenses 75%
v Established marketing relationships, distribution channels (AT&T, D&B) and new on-line products
v Joined firm as VP of Business Development managing strategic relationships and distribution arrangements (Symantec)
Legent Corporation, Marlborough, MA, Vice-President of Product Management 1992-1995
$500 Million (revenue) publicly-traded systems management software company formed by the merger of Marino, Duquesne and BST in 1990. Acquired by Computer Associates in August, 1995 for $1.8 Billion (at the time, the largest software acquisition in history). Applications Management Division headquartered in MA included software configuration management and remote access products.
v Directed $60M product line of application management and systems management products
v Managed Product Management, Product Marketing and Marcom (staff of 7)
v Penetrated over 50% of Fortune 500 IT organizations
v Oversaw two highest revenue quarters in 8-year history of product line
v Successfully extended product line via unbundling of new features
v Joined company in business development role: drove acquisition of TeamOne Systems to complement existing software configuration management product line
Softbridge Inc., Cambridge, MA, Director of Product Management 1989-1991
Systems Integration firm generating over $20 million in SI revenue from delivering mission-critical systems based on SQL Server and OS/2 and Windows. Commercial Products Division created to commercialize technology developed via SI project work. Acquired by Teledyne in 1998. Investors included General Atlantic Partners and Nedlloyd Inc.
v Directed Product Management and Customer Support for products division
v Increased divisional revenue 75% in first year
v Introduced two major releases of Bridge batch language for Windows
v Rollout of Automated Test Facility SQA product (developers later founded Segue)
v Developed new advertising, direct marketing and PR efforts that significantly increased awareness, lead generation and closure rates
OASYS, Inc., Waltham, MA, Director of Marketing 1985-1989
Self-funded embedded systems software company. I was 12th employee and first in Marketing. Diversified into object-oriented products (C++) and Microsoft development products for UNIX/VMS platforms via exclusive arrangements I negotiated. Sold to Green Hills Software in 1989.
v Led Diversification Efforts of Embedded Systems Company into:
o Object Oriented Programming (C++) Products
o Microsoft C Development System for UNIX and VMS (exclusive rights)
v Drove Product Strategy, Product Management/Marketing and promotional activities
v Increased revenue 3x while increasing profitability
v Negotiated strategic relationships, including Microsoft, Glockenspiel and Lifeboat Associates
Apollo Computer, Inc., Chelmsford, MA, Market Segment Manager 1983-1985
Leading engineering workstation company. Hired by Ed Zander, VP of Marketing. Revenue growth in consecutive years of my time at Apollo: $17M, $81M, $215M (all increasing positive profitability). 3,000 employees by 1985. Company sold to H-P in 1989.
v Developed strategy, strategic relationships, promotion for Software Development Market
v Grew Software Development from 6% to 22 % of Apollo’s revenue
v Given additional responsibility to manage Oracle and Interleaf relationships
v Managed educational marketing program
Arthur D. Little, Inc., Cambridge, MA, Management Consultant Summer 1982
SRI International, Menlo Park, CA, Financial Industries Management Consultant 1979-1981
Stanford Graduate School of Business
Received MBA degree in 1983. Designated an Arjay Miller Scholar for academic standing in the top 10% of class. Emphasis on marketing and strategic management.
BA cum laude in Applied Mathematics received in 1979. Area of concentration: Operations Research.
Speaking engagements: Gartner Group Internet Electronic Commerce Conference, net.marketing, DMA Annual Conference, National Center for Database Marketing, ASP Bootcamp, ASP Industry Consortium.
Guest lecturer in Marketing at Harvard, Boston University, Northeastern University and Babson.
Former real estate salesman, mathematics teacher, professional actor and organist. Interests include music, theater, education and sports.