7/31/2019 Director Marketing Sales Communications in Chicago IL Resume Larry Greenberg

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LARRY GREENBERG

(847) 675-5898Skokie, IL 60076 greenberg.larry@gmail.com

BUSINESS DEVELOPER: CONCEPT STRATEGY SUSTAINED RESULTSAchieves revenue and profit goals, fulfills commitmentsGets new products and applications to market for startup and bootstrap situationsPresents authenticity, relevance, significance and differentiation to the marketPractices and manages good faith selling, respecting customersneeds, structures and culturesAligns sales process with marketing and delivery operations

NOTABLE ACCOMPLISHMENTS

Promoted and installed energy conservation solutions (ECRA)

Challenge: To help mid-size companiesindustrial, institutional and commercial businesseswith energy costs above $300,000 per yearreduce consumption and cut costs without having

to change operations or sacrifice productivity.Key Actions: Started a company to conserve energy by conducting audits and installingguaranteed passive technology solutions where significant savings proved obtainable.Educated the market with e-news and white papers, workshops.Impact: Projects averaged 12% savings and 30% ROI.

Introduced network acceleration-optimization in North American market (ActivNetworks)

Challenge: To enable North American corporations attain near instantaneous applicationperformance in support of remote and low bandwidth operations.

Key actions: Brought specialized data acceleration solution to market to serve distributedcorporate networks whose systems infrastructures were dominated by full catalogue global

suppliers. Converted European-oriented French language marketing program for the US,Canadian and Mexican markets. Established alliance relationships with IBM and Hyperion tocapitalize on integrations with their applications. Personally, and with recruited resellers, drovesales to corporate data centers.

Impact: Net revenue contribution rose from 0 reaching $2.7 million annually (wholesale).

Transformed call center industry (Teloquent Communications)

Challenge:To improve cost effectiveness and customer satisfaction of call centers facilitatedby the integration of voice traffic with databases.

Key actions: Personally sold then built direct sales and operations group for Midwest Region;then established and managed a strategic selling partnership with Ameritech. Brought criteria-based call routing, data-enabled voice transactions, support for work-at-home agents, and

efficient allocation of traffic among multiple workgroups and sites.Impact: Pioneered todaysdistributed call center industry. My region designed, implementedand supported 45 systems with over 7,500 seats, generating $12 million in profitable revenuefrom 1994 to mid 1996. Developed companys technical sales manual, selling tools andtraining program.

Introduced voice mail as an accepted, standard business tool (Octel Communications)

Challenge: To transform business communications and practices necessitated by thewidespread replacement of the secretarial profession by PC-based word processing.Key actions: AsGeneral Manager, opened first P&L-based branch office to promote andinstall voicemail and other messaging and call processing technologies. Personally sold

7/31/2019 Director Marketing Sales Communications in Chicago IL Resume Larry Greenberg

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Larry Greenberg Page 2 of 2bellwether accounts while building a direct sales and operations group. Conducted "missionary"seminar campaign to legitimize voicemail. As National Accounts Director, establishedprogram to coordinate direct and channel sellers for the Fortune1000 market.

Impact: Generated $2 million in first year sales, $5 million in second year, $11 million in thirdyear for direct office, all profitable. Signed and managed 15 national accounts, generating over$20 million in 2 years.

Proposed policies to mitigate socio-economic effects of natural disasters (Sheaffer &Roland)

Challenge:Unrestrained occupancy of the nations floodplains and shorelines cause massive,often repeated losses that trigger recurring disaster relief at public expense.

Key actions:Co-directed research to identify and measure socio-economic effects of floodsand hurricanes to quantify actual national costs. Co-authored proposal for floodplain mapping,land use regulation and insurance risk management. Marketed and sold wastewater landtreatment projects and regulatory programming services to local governments.

Impact: The study and further work resulted in enactment of the national Flood InsuranceProgram. Other projects resulted in risk abatement, associated economic development and

open space benefits for local communities.

CAREER HISTORY

Managing Director ENERGY COST REDUCTION ASSOCIATES (ECRA), LLC, Skokie, IL 2007 to 2011Consulting/contracting in passive energy conservation solutions for large facilities.

North America Business Development DirectorACTIV NETWORKS, Les Ulis, France 2000 to 2007Data and web acceleration solutions for corporate networks and e-commerce businesses.

Vice President, Sales & Marketing VOICE PROCESSING SOLUTIONS, Chicago, IL 1996 to 1999Voice mail and call processing manufacturer-integrator.

Regional Manager TELOQUENT COMMUNICATIONS,San Diego,Boston, MA 1993 to 1996Developed distributed call center systems using early IP technology.

OEM Sales Director PCSI,San Diego,CA 1990 to 1992Developed extreme voice compression to multiplex over terrestrial and satellite networks.

General Manager OCTEL COMMUNICATIONS,San Jose, CA 1984 to 1990World leader in voice mail systems.

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Background:

MS in Urban and Environmental Planning, New York UniversityBA in History and Middle East Studies, Brooklyn CollegeConversant in Modern Hebrew, French