Herbert Osher


17 Nipmuck Drive, Westboro MA. 01581
508.870.0411 (H) 508.870-0302 (Line 2) 508.400-5792 (cell)
herb@osher.info
www.herbosher.com




Vice President Marketing / Product Marketing


Senior Marketing and Business Development Executive with over 15 years of success at building and leading world class marketing teams for platform technology companies. Strong business acumen with the ability to execute a wide range of marketing and business development strategies designed to establish market presence and increase revenues and profitability. A proven performer who moves easily from vision and strategy to implementation and follow-through. Consistently successful in identifying and capitalizing upon market opportunities to drive revenue growth and expand market penetration. Excels at integrating the marketing, sales and development organizations onto a common strategy and plan. Outstanding communicator with an ability to translate complex technologies into customer benefits.



Marketing and Product StrategyCommunications and Lead GenerationBusiness Development
Positioning and MessagingCorporate StrategyP&L Leadership


    • Co-founded LaserClick, a search engine marketing firm that provides consulting and implementation services that improve the quantity and quality of lead flow and sales from corporate web sites. LaserClick develops search engine strategies and implements web sites that are optimized to achieve high natural search rankings. In addition, LaserClick designs and manages ongoing pay-per-click advertising campaigns across a number of search venues. LaserClick also provides ecommerce and conversion enhancement strategies to improve the overall performance of web sites.

    • Founder, CEO for an enterprise software platform company – in addition to company operations responsible for product vision and as spokesperson at industry events and to the press and analyst communities. Established a position of leadership in standards-based software platforms against much larger competitors using aggressive and effective PR. Founding board member of the Object Management Group, establishing CORBA and the HyperDesk platform as a dominant industry standard.

    • Established Bell Atlantic Network Integration, a $350 million division of Bell Atlantic as a top 10 national network solutions provider achieving revenue growth of 40% and a profit increase of 62% over two years.

    • Responsible for defining and leading Data General’s transition to open systems and object-oriented software platforms. Created a new corporate strategy transitioning the corporation from a proprietary platform provider to a major player in UNIX/PC distributed computing systems. Launched the fastest growing product family in company history achieving $100 million in the first 12 months and created the RAID storage systems that led to the acquisition of Data General by EMC. Established Data General as a provider of solutions to the Fortune 500 and the Finance community to complement the company’s strength in the OEM and VAR channels.




Professional Experience



LaserClick Burlington, MA, 3/2003 - Present

Internet Marketing Services – specializing in search engine marketing

VP Marketing and Business Development
Co-founder of a marketing services firm that specializes in leveraging the power of search engines to increase sales and lead generation.

    • Joined with an experienced web services partner to focus on search engine marketing services and capitalize on the increasing visibility and importance of search engines for brand promotion and lead generation.
    • Developed LaserClick’s service offerings, messages and business plan.
    • Acquired clients in the enterprise software and web services markets as well as on-line retail sales.


Forensic Marketing Associates Westboro MA, 7/2002 – 3/2003

Marketing and Product Strategy

Principal
Provide marketing and business development services to technology clients and the venture capital community. Client engagements included product marketing, product management, marketing communications, business plans, and strategic planning.
Sample assignments:

    • Retained by a wireless software platform provider to refine product definition and business development plans. Advised company to halt current activities until product was refined and better targeted.
    • Retained by a software development product company to investigate the business intelligence marketplace as a fit for their technology. Provided market research and defined product requirements.


Anysoft, Inc. Newton MA and Israel, 7/2000 – 7/2002

Application integration software platform provider with offshore R&D

Vice President, Marketing and Product Management
Recruited to take a technology languishing in the lab for 5 years and identify markets, define the products and launch them into the marketplace. Created the positioning and messaging that was able to take a complex technology and communicate clear customer benefits.

    • Developed the corporate messaging that differentiated the company from the other players in the application integration space with a technology that “turned applications into objects”. Focus was on the Windows developer market that needed to address the unmet needs of their “line of business” customers to integrate and automate legacy application quickly and at very low cost.
    • Two platform products and an integrated development environment were launched with early sales to VARs and integrators in manufacturing, medical and legal markets.
    • Created an international product marketing and management organization that was effective in managing product development by an offshore development team (in Israel).


Bell Atlantic Network Integration Burlington MA and Frazer PA, 2/96-6/2000

$350M subsidiary – a top 10 national network integrator

Vice President, Marketing and Products
Brought in to transform this $350 million division from a “box pusher” and “cable puller” into a provider of packaged solutions and managed services. Introduced VPN, video and digital voice solutions. Introduced managed security and managed data services. Took an integrator that was submerged under the telco brand and through aggressive PR and advertising established BANI as a top 10 national integrator against such major competitors as AT&T, ISS and SBC.

    • Developed major new product lines around virtual private networks (VPN), network consulting services, WAN management services, security, video and ATM Voice/Data products that grew the revenue by 40% over two years and profits by 62%.
    • Defined the marketing strategy and programs that established BANI as a dominant provider to the large enterprise, medical, higher education and state and local government markets.
    • Rationalized the company’s vendor strategy, eliminating many second tier players to become a major strategic partner with Cisco and managed the relationship with Cisco.
    Responsible for all corporate and field marketing activities including product marketing/management, sales programs, channel management, vendor management, positioning, messaging, advertising, PR and collateral.


HyperDesk Corporation, Westboro Mass.12/90 – 2/96

Enterprise application integration software platform provider – created CORBA platform and peer-to-peer collaboration software

CEO and Chief Marketing Officer
Led a software company committed to defining and then dominating a new industry standard around a “distributed object management” platform. This resulted in the creation of the CORBA standard and the emergence of HyperDesk as a leader in supplying this new software platform. Developed the strategy and led the marketing efforts that positioned HyperDesk as the leader in CORBA-based application integration solutions against the largest competitors in the industry such as Microsoft, HP and IBM. Responsible for company operations as well as providing overall direction, strategy and business planning. Assembled the management team, represented HyperDesk's strategy and vision to the press, analysts and at industry events.

    • Defined company vision, product strategy and business plan. Obtained first round financing from a Japanese investor (ASCII).
    • Created the Object Management Group and the CORBA spec to establish HyperDesk’s platform technology as the industry standard.
    • Closed a major strategic OEM relationship with Novell that included the bundling of HyperDesk’s CORBA platform with 100K NetWare servers per month. This resulted in a 20% equity investment by Novell.
    • Achieved $5M in revenue in fiscal 1993 by delivering product to over 50 enterprise accounts, including F100 companies Boeing and John Deere as well as closing a major development contract with SUN Microsystems.
    • After selling the CORBA platform to Novell restructured and repositioned the company as a Windows based groupware application provider. Defined and launched the industry’s first peer-to-peer collaboration software.
    • Negotiated the sale of HyperDesk to FTP software for $15M in late 1995.


Data General Corporation, Westboro Mass. 11/74-12/90

Fortune 500 Systems and Solutions Provider

Division Director, Product Marketing Division 1987-1990
Led the product Marketing Division for Data General and was responsible for 120 product managers and $1 billion in annual product revenue. In that role, completely redefined Data General’s product strategy and led the transformation of the company from a proprietary platform vendor to a leader in industry standard integrated office systems and distributed computing. Launched the AViiON system family; the fastest growing new product in Data General’s history, achieving $100 million in revenue in its first 12 months.

    • Developed the strategy shifting DG from a proprietary minicomputer focus to RISC based open systems. Created and launched the AViiON family of RISC-based UNIX systems. This product line generated $100M in revenue and 60% gross margin in the first 12 months with a 100% per year growth rate over the next two years.
    • Defined and implemented a breakthrough software platform based on a distributed object-oriented technology to deliver next generation applications.
    • Grew Data General's revenues (and profits) from proprietary systems and distributed computing by over 50% including a successful high-end/high-availability offering that generated $85M in revenue at 80% gross margins in the first year.


Director, Major Opportunities and Accounts 1984-1987
Promoted to corporate headquarters to assume responsibility for managing a group of 30 sales, technical and financial personnel and all activities associated with implementing sales campaigns, special bids and support for strategic account opportunities.

    • Achieved over $300 million in contract revenue from a target group of major accounts.
    • Created and managed a marketing program to establish Data General as a successful vendor to the F500 and the financial community.


North American Sales Division New York City, 1974-1984
Started as the first NY sales support engineer, eventually moved up to manage 3 offices with responsibility for the sales and customer support activities in the New York metro area.


Education


MS, (Computer Science) - New York University
BSEE, City College of New York (C.C.N.Y.)







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