Margaret Donnelly

• Seasoned alliance and marketing executive with expertise in closing, building and growing partnerships with IP Video solutions providers, business and consumer electronics manufacturers and content service providers, telecommunications network and service operators, ISPs, telecom/network infrastructure hardware manufacturers, VoIP solution providers, Enterprise hardware and software vendors.


• Motivated and results-oriented leader with the skill, drive and focus to develop and execute impactful partner strategies and programs—from increasing sales opportunities over 25% to generating $14M in revenue.


• 18+ years of technology industry marketing and 12+ years of business development experience identifying and developing new products, markets and channels through external and internal partnerships.


• Extensive telecom industry knowledge—industry dynamics, businesses and business models, technologies, operations and trends—through hands-on experience at a wireless carrier, telecom equipment and technology companies, as an industry analyst and as a wireless industry association co-founder.

Professional Experience

Industry Consultant

• Created tactical business development/lead generation program for DRM company.


• Counseling pre-funding organizations on development of business plans, strategies and VC pitches.

Firetide

• Defined and implemented formal partnership ecosystem business plan, program and partnerships resulting in new strategic alliances with leading data, voice and IP video partners including Avaya, Sony, Axis Communications, Panasonic, Meru Networks, Pronto Networks, Nomadix and EDX Wireless.


• Increased Firetide’s video surveillance-related business from less than 2% to over 30% of new sales opportunities by identifying Firetide’s competitive advantage in the market and courting, closing and leveraging key IP video partners, including creating and implementing go-to-market strategies, joint campaigns and programs.


• Managed cross-functional team of marketing, engineering, sales and customer support to create joint solutions and channels with partner companies resulting in company-wide focus on successful partnerships.


• Refocused corporate go-to-market strategies through development of strategic market and partner plans.


• Drove new internal product requirements and release for QOS features for VoIP market.

Personal Broadband Industry Association

• Created market-focused industry association that provides a unified industry voice to educate, promote and support a global market for affordable, ubiquitous broadband technologies and services.


• Advisor to the FCC on broadband wireless market status, challenges and potential solutions.


• Core set of advisors include Reed Hundt, former FCC Chairman; Vint Cerf, MCI’s SVP of Strategy; Eric Ensor, former President of Bell South PCS; Gary Shapiro, Consumer Electronics Association President; and Tony Perkins, President of Always-On and former Editor-In-Chief of Red Herring.

Wireless Industry Consultant

• Re-aligned market positioning to include immediate market benefit and value, resulting in clear near-term and long-term market definition for product set.

• Telecommunications industry analyst and consultant engaged in launch of new broadband wireless practice. Subject matter expert on broadband wireless technologies, markets, services and business models.


• Authored industry report, “Broadband Wireless: Market at the Crossroads,” detailing the market opportunity and success metrics for new last-mile broadband options.

ArrayComm, Inc.

• Developed relationships with core carrier, distribution and infrastructure partners for the iBurst broadband wireless system, including wireless and wire-line carriers (Sprint, Verizon, SBC, Nextel, MCI and T-Mobile), Internet service providers (AOL, MSN and EarthLink), OEMs (Kyocera and LG), and infrastructure partners (Intel and Crown Castle).


• Constructed and validated a highly credible and defensible green-field operator business case, including technology evaluation, subscriber forecast, P&L, deployment modeling, implementation of business structure and network operations, and cost and revenue metrics.


• Initiated and produced product marketing campaign, including competitive analysis, product and market positioning and alliance strategy, which resulted in a solid and attractive business plan.


• Originated and executed applications partnership strategy, recruiting, signing and successfully launching six core solutions partners (American Century, Intellisync, Live365, POPcast, BroadWare Technologies and ReadyRouter), resulting in greater industry awareness and credibility of the iBurst technology.

Commtouch, Inc.

• Developed and executed corporate-wide Wireless strategy, resulting in Commtouch’s $2M investment in and strategic development relationship with OpenGrid, a key Wireless technology company.
• Generated over $14M in long-term revenue commitments by targeting and closing strategic distribution relationships with Internet and New Media companies such as Digeo and FaveMail as part of the Corporate Development team.

• Formulated and implemented channel strategy, business model and partner compensation model.
• Originated top-tier partnerships, including Go2Net, Visa, GoAmerica, Metricom and others, resulting in core distribution network for turnkey email solution for small and medium-sized businesses.

SkyTel Communications, Inc.

• Created corporate strategies for Internet services, Enterprise software and vertical and horizontal market solutions resulting in a core strategic differentiator for the company—customized application environments for Enterprise customers.


• Established the integration of wireless messaging capabilities for the Oracle InterOffice groupware product and launched strategic marketing alliance with Oracle resulting in greater market visibility, market differentiation and unique co-marketing opportunities.

• Built from start-up to successful market trial an on-demand information service for two-way paging devices (SkyTel Web Agent) that pioneered the market for wireless information services.


• Successfully originated relationships and negotiated agreements with InfoSpace, PCQuote, American Airlines, CBS SportsLine and The Weather Channel for SkyTel Web Agent market trial, resulting in crucial branded service providers for market trial and full product launch.

• Formulated and executed a strategic partnership with a leading middleware provider to target the Enterprise Management and Help Desk vertical markets, resulting in nationwide joint sales partnership.
• Created co-marketing relationship with Dell Computer, resulting in greater market awareness of integration of paging with computing technologies and service capabilities.

• Initiated, developed and executed integration programs and co-marketing alliances with leading Internet, hardware and software companies to resulting in new and innovative paging-enabled products and services.

Pyramid Technology Corporation

• Designed and implemented worldwide marketing information system resulting in faster marketing response time for sales force requests through the immediate global distribution of new or updated sales materials.

• Pioneered exclusive engineering relationship resulting in differentiated product, a 56% increase in Informix revenues for Pyramid systems and growth of Informix-related Pyramid revenues from 16% to 28% of total revenue.
• Achieved 210% of Informix reverse royalty revenue quota for FY 1992.

Arix Computer Corporation

• Global product management responsibility for operating system (UNIX System V), database, communications, office automation, language and GUI software products and vendor relationships.

Informix Software

• Product marketing ownership for Informix-Net PC and marketing programs for Informix-Net.

Expertise and Skills

• Industries: Broadband, Wireless Mesh, Wireless Data, Wireless Voice, Internet Access, Internet and New Media Applications and Services, 3G, Enterprise Hardware and Software Markets: Consumer and Enterprise devices, applications, content and services; Carrier/ISP; Security and Surveillance


• Wireless Technologies: GSM, TDMA, CDMA, CDMA 1x, WCDMA, HSDPA


• Broadband Wireless Technologies: 802.11, 802.16, 802.20, proprietary systems, smart antenna technology


• Software/Technical: Skilled at MSWord, Excel and PowerPoint; working knowledge of CICS, COBOL, UNIX, IDMS/R databases, Photoshop, and HTML.

Education

• University of Cincinnati, Cincinnati, OH – Part-time MBA program


• Marquette University, Milwaukee, WI – BS Degree in Marketing

Professional Development

• Professional Associations – Personal Broadband Industry Association (founder), Association of Strategic Alliance Professionals (Affiliate committee), Women in Telecommunications, Transaction Processing Council


• Speaking Engagements – Higher Education Wireless Access Consortium, Broadband Wireless World, Women in Technology, Inc., Asia America Multi-Technology Association, Digital Hollywood, Outsourcing/ASP conference, Central Station Alarm Association


• Courses – Communicating in the Workplace/Teambuilding in the Workplace (Farley/Donaldson), Effective Negotiating (Karrass), The Leadership Challenge (Tom Peters), Strategic Selling (Miller/Heiman), Public Speaking (Jerry Weissman)