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SALES IN THE 21st CENTURY
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| You grow profits through sales.
It's a new day, a new century, and a new millennium. What still works and what
does not?! On Tuesday, March 6, you will learn what our speakers think about
sales in the 21st Century. Where have we been, where are we, and where are we
going. Each speaker with a background as an entrepreneur and a view from the
CEO seat will provide his perspective. Whether in automatic test generation
software, data and information mining and management, or the Internet, sales
drive profits and profits drive success. |
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Speakers:
Jeffrey Crown is responsible
for the development and overall management of LycosLabs that harnesses Lycos' 5
years of Internet expertise in starting up, building and operating one of the
world's largest and most profitable networks of Web sites. Jeff's team will
deliver this knowledge base and services to start up companies that are looking
for the fastest acceleration of their business to a liquidity event. Jeff
joined Lycos as one of the first employees over four years ago when Lycos
became the youngest company ever to go public on Nasdaq. As the previous Lycos
Vice President of Corporate Development, Jeff and his team have been
responsible for nearly every strategic partnership, distribution, technology
and content agreement in place at Lycos today. He also originated major
alliances with Netscape and Microsoft, as well as the e-commerce business model
at Lycos, building it into a $100M backlog, before putting it under the
operational guidance of the 150 person Lycos advercommerce sales team. Jeff
spent the last 19 years in general management, sales, and marketing at
companies including McDonnell Douglas Automation's $1 Billion computer
business.
Jeff was also responsible for defining and setting strategy
in emerging market segments, including entertainment and music, communications,
wireless, PC Platforms, Alternate Devices, and Small Business. Major
partnerships and alliances in these market segments include the world's first
and largest MP3 library, first to market Lycos Radio Network, Ericcson
Wireless, AOL Instant Messenger, IBM, RCN and Lotus worldwide partnerships.
Paul Fluckiger
is the President & CEO of WebSite000.com, LLC. Paul is a
successful entrepreneur and technologist, having run several high-technology
companies. Prior to WebSite000, LLC, he was the President of Celerity
Solutions, Supply Chain Division. Here he led the company's vision in
implementing e-commerce based Supply Chain applications that emphasized the
company's expertise in Collaborative Planning and Execution systems. Paul was
President & CEO of Carleton Corporation, a dominant supplier of data
migration technology to the Data Warehousing market. He engineered the sale of
Carleton Corporation to Apertus Technologies, and the newly formed company -
renamed Carleton - has subsequently been acquired by Oracle Corporation. Before
this, he was Vice President responsible for Canada and the Northeast United
States for Computer Corporation of America, a leader in Database Research and
Development. Here, he worked closely with organizations in the Health Care,
Insurance, Banking and Consumer Packaged Goods industries in the development
and implementation of strategic information systems built on CCA's high
performance database engine. He is a frequent speaker on technology and
business topics. |
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Peter de Bruyn Kops is founder, president and sole
owner of Acugen Software, Inc., a Nashua, New Hampshire company specializing in
automatic test generation for digital electronics, particularly programmable
logic devices. After graduating from Harvard with A.B. and S.M. degrees in
applied mathematics, he worked as a software engineer for Teradyne in Boston.
By 1991, five years after startup, Acugen was the worldwide market and
technology leader for programmable logic test generation and most competitors
had withdrawn from the market.
Dayton Semerjian 's high-technology experience spans
sales management, channel marketing, product marketing, product management,
strategic planning, operations management and financial management.
At
OpenReach, the leader in virtual private networking managed services, he is
responsible for worldwide sales and marketing design, development, and program
implementation across all sales channels and all geographies. Before joining
OpenReach, he was the executive vice president of NationStreet, a B2B
"last-mile" e-commerce fulfillment company focused on delivery and fulfillment
of large consumer durables to the home. Prior to NationStreet, Semerjian led
Intel Corporation's marketing organization for its wide area networking
operations. Previously, he was the vice president of worldwide marketing and
product management at the Shiva Corporation, a leading provider of remote
network access and virtual private networking solutions. Semerjian also
previously served as a strategy consultant for Mercer Management, formerly
Corporate Decisions, Inc. in Boston, where he focused on developing profitable
growth strategies for companies in emerging industries. He holds an M.B.A. with
from Harvard Business School and a bachelor's degree in marketing from the
University of Massachusetts. |
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Moderator:
William Byrnes is an attorney
and principal of Byrnes & Associates providing efficient and cost
effective, temporary in house legal and business management services to
leverage outside counsel advice against enterprise strategy and business
practices to drive profitability to the bottom line. He has thirty years
experience in the global information business. He holds a JD from Suffolk
University Law School and a LLM degree in Taxation from Boston University Law
School. He is also a board member of the IEEE Entrepreneurs' Network and a
member of the Infrastructure Committee of the Cape Cod Technology Council.
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