SCOTT R.

TATE
2 Schofield Road Hopkinton, MA 01748 (508) 922-8991 Email: shtate@comcast.net LinkedIn profile: http://linkd.in/GDhpSv

Award-winning technology marketer who increases leads and revenue through effective messaging, marketing programs, and sales enablement tools
PROFESSIONAL QUALIFICATIONS
Successful and results-driven marketing professional with a track record of building substantial revenue and visibility for technology firms in a business-to-business sales environment. In-depth experience/expertise in: Company/product messaging and positioning Marketing content development Sales tool development Sales message training Marketing campaign development Pre-sales support Lead qualification Outstanding writer, public speaker and corporate evangelist Adept at eliciting a companys core value proposition, and converting it into powerful marketing messages Skilled in creating sales tools that increase close rates, reduce discounting, and shorten the sales cycle Experienced in designing and executing marketing campaigns and lead generation programs Expert in lead qualification best practices and tools, honed by years of successful field sales experience Tenacious and self-driven achiever with high performance ratings and numerous awards

PROFESSIONAL EXPERIENCE
THE TRAINING ASSOCIATES CORP. Westborough, MA The largest global provider of training talent and solutions
2012-2013

Senior Director of Marketing Leadership Managed 15 direct and indirect reports covering product marketing, marcom, demand generation, web site, SEO/SEM, PR, and telemarketing; established best practices in each area Core messaging and branding Retooled the home page, About statement, mission statement, logo, tag line, telemarketing scripts, and voice mail and email templates; wrote, produced, and narrated Brainsharkpowered company overview Demand generation Established an e-marketing portfolio using third party portal and e-newsletter ads, dedicated email blasts to opt-in subscribers, and trigger alerts from select lead database vendors; established trade show vetting and lead qualification procedure; generated hundreds of leads per month Marketing automation/campaign management Developed a comprehensive lead qualification, scoring, assignment, source identification, and reporting system; provided input for marketing automation module Sales tool development Upgraded case study, proposal, and RFP response templates; established discovery questions for solution selling; created competitive positioning tool Product management Gathered market/customer data; refined win-loss tracking and service categories
INDEPENDENT MARKETING CONSULTANT

2009-2012

Employ a unique method for identifying a companys core messaging and positioning, then applying it in the creation of collateral, selling tools, sales training content, web page content, and email marketing campaigns Longest assignment (15 mo.): Director of Product Marketing at Dimensional Insight (Burlington, MA), a leading provider of business intelligence and business performance management solutions. Produced market research, competitive analysis, messaging and positioning, sales tools, and collateral; identified beta customers; and influenced the product direction for a collaborative task management application in development

Scott R. Tate Resume

(508) 922-8991

shtate@comcast.net

Page 2

BRAINSHARK, INC. Waltham, MA 2007-2009 Leading provider of software-as-a-service (SaaS) platform for creating, distributing, and tracking on-demand rich media presentations used in marketing, selling, training, and internal communications
Director of Product Marketing Successfully repositioned the flagship product from a department-class tool to an enterprise-class solution contributing significantly to the companys 172% revenue growth within a three-year period Produced an extensive library of Brainshark-powered multimedia presentations and PowerPoint decks for use in selling, email marketing campaigns, web site, and customer testimonials Created selling tools and ROI calculators that effectively positioned Brainshark against alternatives Produced a series of live and Brainshark-powered sales training courses and supporting tools Wrote content for data sheets, brochures, press releases, white papers, email campaigns, and web site Positioned Brainshark, and qualified leads, at trade shows and industry events Provided pre-sales application consulting that resulted in 7-figures worth of pipeline and closed sales

TOTALVIEW TECHNOLOGIES, INC. (FORMERLY ETNUS, INC.) Natick, MA 2005-2006 Leading provider of software development tools for high performance, distributed and cluster computing
Vice President of Marketing Planned, developed, and executed all worldwide field marketing and marketing communications activities, while actively contributing to product direction as a key member of the executive management team Managed trade shows, electronic and print ads, telemarketing, telequalification, and partner marketing Instituted a lead capture, source tracking, qualification, rating, assignment and reporting process Produced press releases, testimonials, editorial and award submissions, collateral, and web content Achieved a 92% year-over-year increase in monthly eval registrations, a 44% increase in Google click-through rates, and electronic ad click-through rates 260% higher than the site average Secured Product of the Year honors from Supercomputing Online (2006) and HPC Wire (2005)

APPLIX INC. (ACQUIRED BY COGNOS THEN IBM) Westborough, MA Global provider of business intelligence and performance management software

2000-2005

North America Marketing Manager Planned, developed and executed trade shows, telemarketing, telequalification, appointment setting, email campaigns, Webinars, seminars, direct mail, video, e-newsletter ads, and sponsorship of industry research Hosted and ran the companys annual user conference Increased marketings contribution to sales pipeline from 0% to 55% within four years Received a 6th Player Award and record three Applix Achievement Awards for contribution to sales Editorial submissions garnered an eWEEK Excellence Award and Aberdeen Group What Works award Senior Systems Sales Representative, Kronos Inc., Chelmsford, MA (1999-2000) Sold enterprise workforce management software solutions. Developed ROI calculation tool that was adopted worldwide. Regional Sales Manager, The Info Group, Framingham, MA (1997-99) Sold call center reporting software. Closed the fastest six-figure deal in company history (Frito-Lay) Account Executive, Target Systems (acquired by Applix), Westborough, MA (1995-97) Sold CRM software. Top revenue generator in almost every quarter, achieving 161% of quota in first year. Earned Outstanding Achievement Awards for most new accounts and largest deals. Presidents Club member. VP of Worldwide Sales, Alpha Modular Systems, Campbell, CA (1989-94) Managed worldwide team of sales reps for semiconductor matrix trays. Increased revenue from $3.9M to $15.6M within two years.

EDUCATION
BROWN UNIVERSITY Providence, RI
B.A. in Psychology and Communications