8 Wight Place  –  Tenafly, NJ 07670
Home: (201) 568-5056  
michaelbergman1@aol.com
Cell: (201) 321-1449

Sales & Channel Business Development Management Executive
Driving Force Behind Winning Go-to-Market Strategies for Emerging Technologies

Integration § XML Solutions § Home Networking § Application Software § Consumer Computer Products 

Expert rainmaker and executive-level channel sales manager offering 14 years of proven contribution to bottom-line corporate performance with 5-fold revenue increases, multimillion-dollar sales growth, and launch of more than 30 new technologies. Intrinsic talent to pinpoint the “right” channel markets, aggressively pursue new customers, and penetrate previously untapped distribution channels. Persuasive communication style and well-honed ability to open the door to sustained relationships with executive decision-makers and industry heavy-hitters. Strengths in:

Pioneering & Developing Robust Channel Sales Organizations for B2B, B2C, & B2B2 Channel Markets

Professional Experience

VendQuest (technology division of Conti Enterprises, Inc.) – South Plainfield, NJ        2001 – Aug 2002

(Pioneering provider of ASP XML solutions and integration to industrial markets, including heavy equipment, trucking, and aviation.)

Vice President, Technology Business Development

Recruited to revitalize stagnant sales and drive improved P&L following upheaval of management turnover and out-of-line budgetary spending. Led an in-house sales, marketing, and technical staff in identification, penetration, and growth of new relationships for channel, corporate, and industrial markets. Analyzed and devised success benchmarks for potential new products. Mapped architecture of complex sales, reporting, and supply chain systems for custom XML integrations through VAR Partnerships.

Selected Contributions:

• Strengthened bottom-line profits in just 90 days, slashing the marketing and sales budget 38% while maintaining steady sales and market coverage.  
   

• Delivered 900+% increase in prospects, growing pipeline from less than 30 to over 300 companies.  
   

• Targeted and opened new industry markets through development and implementation of an innovative, high-ROI grassroots sales and marketing plan.  
   

• Improved sales force performance in pinpointing and targeting new markets through a systematic yet cost efficient lead generation process drawing on hunter sales methodology.  
   

• Forged valuable new strategic partnerships with companies and associations such as Ingersoll Rand, American Trucking Association, National Association of Equipment Dealers, and AOPA.

Channel Sources, LLC – Brookfield, CT        1998 – 2001

(Full service, $25 million sales group with presence in most computer and consumer electronic retailers and reseller channels.)

Vice President of Hardware and Services

Joined company as senior manager charged with creating and orchestrating master sales and marketing plans for computer manufacturers and software publishers throughout North America and Europe. Directed a 9-person sales force in business development for all hardware, ASP projects, and IBM products, targeting major computer retailers, resellers, VARs, and e-retailers.

Selected Contributions:

• Outdistanced the competition and captured #1 share in the voice recognition market as champion behind channel strategy and sales force implementation (39-person effort) for IBM Voice Systems in The VAR and reseller Markets.
   

• Uncovered new Profitable VAR Relationships through out North America, acting as primary rainmaker and pioneering 30 major partnerships and adding over $5 million in new revenue in 2001.
   

• Boosted overall sales 23% by conducting high-impact training for more than 100 representatives, operating at a wide range of technical levels, on strategies to demonstrate and sell emerging technologies to diverse channels.

New Generation Marketing – Morristown, NJ        1996 – 1998

(Consulting firm dedicated to furthering applications and marketing opportunities in the computer hardware and software industries.)

President

Founded and grew this independent consulting firm serving technology entrepreneurs with strategic and tactical support to launch and market cutting-edge PC technologies. Headed a 2-person in-house sales team and up to 20 client sales reps in executing go-to-market and growth plans. Formulated product concepts and strategies and acted as gatekeeper to the retail channel for national accounts, including Staples, Office Depot, and over 100 top North American retailers.  As well as over 500 of North America’s top VAR’s.

Selected Contributions:

• Delivered $23.2 million aggregated additional new revenues to clients in a single year.
   

• Yielded higher profit margins for clients’ businesses by resourcefully adapting products with minimal investment to fit new market segments.  
   

• Launched first 2 versions of Paperless Office, driving a 90% sales increase in just 21 weeks; developed national retailer, VAR, and the corporate marketing and sales force for the Kuwaiti-based client.  
   

• Identified promising new technology investments as advisor to Orbach Venture Partners; analyzed, benchmarked, and tested business plans for new technology products.

Bureau of Electronic Publishing, Inc. – Parsippany, NJ       1993 – 1996

(High-tech publisher marketing CD-ROM software to corporate, educational, and retail sectors.)

Vice President of Sales and Marketing

Hired to lead product development and merchandising for the then-new CD-ROM market, capitalizing on the growing educational SOHO market for children’s software by adapting high-level products into consumer versions. Headed a 7-person sales and marketing staff, interfaced with investors, and reported directly to the CEO and Board of Directors. Managed all package design, production, and developer timetables. Added $300,000 revenue by repackaging and devising a popular “Teach Your Kids” product line series. Generated 25% increase in total company revenues within first year.

DDC Publishing Co. – New York, NY        1989 – 1993

(Publisher of computer trade materials.)

Vice President of Sales and Marketing

Promoted quickly through the ranks to executive role. Opened new distribution channels, leading expansion from a single market to cover the corporate sector, national retail chains, independent bookstores, and universities. Managed 8-person in-house sales staff and a distributor sales force of 100+. Ramped sales 525% to $5 million in 2 years through expanded national distribution network. Launched and built corporate sales to 15% of revenues in 3 quarters. Grossed $3 million in first year through creation of new private-label program for national retail chains.

Education & Credentials

B.A., Political Science (1987 – 1989)

Rutgers College, New Brunswick, NJ |  Eagleton Scholar and recipient of Dean’s Scholarship

Advanced user of MS Office and conversant with JSP, Servlet, JDBC, Java, JavaScript, EJB, XML, and CGI.