verrochi professional portfolio
DESCRIPTION
John Verrochi's experience, education, and skillsTRANSCRIPT
Verrochi qualifications
Experience, education, skills
Key differentiators– Breadth of consulting and industry experience
• With leading firms in their fields– Can approach problems from multiple perspectives
• Product, marketing, financial, organizational
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Experience summary: Four areas with blue-chip firms
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Years are not additive across four areas because of some overlap among consulting, marketing, and technology.
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VerrochiConsulting
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Years experience
Putnam Hayes & Bartlett
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Education
MBA, 1994Graduate coursework in finance, 1981
BA, 1979 Continuing studies classes, 1999-2004
1975 1980 1985 1990 1995 2000 2005
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Approach to solving business problems …
• Problem definition• Situation analysis• Deep market,
financial, competitive analysis
• Financial and alternative scenario modeling
Analysis
• Synthesis• Strategy
development, presentation
Strategy
• Marketing plan development and execution
• Cross-functional and cross-organizational team and project management
Execution
• Increased revenues, market share, profits
• Problem solved
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Results
… from many perspectives
• Define the customer, determine his/her needs
• Market definition, assessment
• Specify and incorporate differentiating features, benefits
• Deep market, financial, competitive, analysis
• Positioning, messaging, sales-force enablement
• Go-to-market strategy
• Model revenues and expenses to ensure a desired return
• Consider alternative scenarios, their implications, and prepare for them
• Lead cross-organizational, cross-functional teams
• Forge alliances with partners, coopetitors as needed/desirable
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OrganizationalFinancialProduct Marketing
Illustrative consulting projects
Client Project
At the World Bank’s Global Environment Facility, updated and improved a model to allocate roughly $4B in WB and UN funds for sustainability projects to developing countries. Model optimizes distribution subject to policy objectives, floors, and ceilings, and allocates funds for climate change and biodiversity initiatives.
For AT&T’s Intellectual Property group, evaluated the market potential of 10 technologies developed by the Labs group. Assessed products’ features and benefits; reviewed target markets and competitors’ products; presented recommendations for commercialization from market, financial, and organizational perspectives.
Developed the business case to create a complementary services business for Mercury Computer Systems, a $210M technology company that was primarily product-oriented. Analyzed competitors’ and comparable companies’ services businesses. Forecast the revenue and profit opportunity. Developed presentations of analysis and recommendations to client’s senior management, who adopted recommendations
For Hewlett-Packard, developed a comprehensive competitive analysis of HP’s, IBM’s and Sun Microsystems’ hardware, software, and services and strategies in the grid/utility computing market from technology, product, and marketing perspectives. Identified and valued 10 potential acquisition candidates to close gaps in hardware and software product lines. Resulting findings and recommendations helped to determine HP’s technology investments and marketing messaging.
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Product management and marketing
VerrochiConsulting
Inbound/outbound mix 80/20 20/80 80/20 50/50
Market/product requirements x x x x
Product design x x x
Go-to-market plan x x x x
Product collateral:
- Product brief x
- Sales guide x x
- White paper x x x
- Sales slides x x x
Competitive analysis x x x x
Industry consultants briefing x
Press release x
Product launch x x x
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New-product development
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Employer Product, target market Results
Conceived, presented the business case for, and developed a new investment targeted for institutional retirement plans.Led team of internal and external partners to develop product; developed sales collateral; trained sales force.
Assets grew to $3B in three years.
Conceived, presented the business case for, and developed a bundle of hardware, software, services and insurance for availability-sensitive customers in the financial services, telecomm, and service-provider markets.Built model to simulate technology and financial risk. Developed marketing collateral
$300M in annual revenues within several years.
Quantitative modeling
Where What Type of modeling
Helped develop a model of the US railroad market to simulate changes in market share resulting from a proposed merger
Optimization: minimizing distance, cost, and links between origin-destination pairs
Built financial models for debt transactions given various constraints
Optimization: structuring cash flows subject to constraints of interest rates, current liability profile
Modeled financial flows under interest rate scenarios for sensitivity analysis
Stochastic simulation of interest rates
Modeled cost of computer downtime given various risk assumptions
Technology and financial risk modeling
Updated and improved a model to allocate roughly $4B in WB and UN funds for sustainability projects to developing countries.
Optimizes funds distribution according to policy objectives, floors, and ceilings.
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Market and competitive analysis – examples
Technology– Enterprise applications:
comparison of Oracle and SAP– Grid/utility computing:
comparison of HP, IBM, Sun– Business intelligence software
vendors– Videoconferencing– Major ISVs’ professional
services and support revenues – Broadband for SMBs– News filtering and distribution to
multiple platforms, including wireless devices
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Finance and investments– 401(k) advisory
Renewable energy– Market dynamics and
financial aspects of solar, wind, and smart grid
Cross-organizational team management
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Employer
Internal partners Fixed-income research, portfolio managementLegalSales and marketing
Product managementRegional marketingMarCommPress and industry consultant relations
HardwareSoftwareServicesRisk Management
External partners Securities firmsCommercial banksInsurance companies
Software companies Software companies and insurance brokerage
Employer
Results
$ Multi-million results with blue-chip companies
• Developed an innovative high-availability product comprised of HW, SW, services, insurance
• Bundled Netscape, Oracle and Veritas products; managed joint marketing programs
• Developed a new corporate retirement product
• Assets grew to $3B in 3 years
• Managed HP-UX product line:> $100M/year; >20% annual growth
• Sized market opportunity at $50-100M in first two years; was $300M soon after
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Next step
If you or your organization needs help solving complex problems entailing analysis, strategy development and execution, let’s talk to discuss how I may help – in either a consulting or full-time capacity.
John [email protected]
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