Kenneth P. Boasso

Executive Summary

TECHNOLOGY INDUSTRY SALES, STRATEGIC MARKETING, & OPERATIONS EXECUTIVE

Passion for building and leading creative, growth-focused teams that increase revenue and profit through new business acquisition, market development, and customer satisfaction.

Entrepreneurial, results-oriented executive offering an extensive, proven background building and leading empowered, high-performance organizations to drive scalable growth in extremely fluid market conditions. Advocate of collaborative sales processes that create innovative solutions and build revenue and customer loyalty with Fortune 1000 enterprises, technology companies and governments. Resourceful problem-solver combining ingenuity and analytical techniques to anticipate and respond with agility to market pressures. Unquestionable integrity, excellent judgment, and conviction to act decisively.

Core Competencies:

* Mergers & Organizational Integration

* Revenue & Profit Growth

* Team Building, Training & Leadership

* Strategic Business Planning & Execution

* Key Account/Relationship Management

* Business Process Improvement

* Complex Contract Negotiations

* Analysis/Business Case Planning

Accomplished in driving attainment of strategic business objectives in start-up, growth, and Fortune 100 environments.

Professional Experience

• Vice President, Sales & Marketing

  2004 October - Present
  Keychain Logic
  Danville, California, United States

  Customizes marketing, business development, and sales programs, tools and processes for independent software vendors (ISVs) in the SaaS / On-Demand sectors.

  * Designs successful guerrilla marketing, channel, sales, and compensation strategies for new and transforming ISVs.

  * Refocuses customer-facing ISV disciplines on service and solution for this application delivery model.

  * Lead business development strategist for all participants in OpSource's SaaS Incubator Program.

  * Primary author of Software & Information Industry Association SaaS Working Group whitepaper on all aspects of ISV Transformation.

• Vice President, Sales

  2003 November - 2004 October
  Switch and Data / PAIX.net
  Danville, California, United States

  Promoted by company president to take over the lagging Western Region territory, rejuvenate the organization, and accelerate sales. Overhauled organization and rebuilt sales team, achieving a strong, winning culture. Key contributor to FY04 incentive compensation program and FY05 business and financial plans.

  Selected Results:

  * Improved legacy account managers' production 44% by implementing professional methodologies such as strategic process, active funnel management, managed forecasting, and 1:1 coaching.

  * Rebuilt 50% of inherited staff, recruiting, hiring, and training account managers to replace under-performers and establish foundation for entry into new markets.

  * Drove expansion into enterprise market verticals within key metros through development and implementation of a fully coordinated sales and marketing campaign.

  * Led successful negotiations with key customers and prospects such as Accretive Technology, Apple iTunes, Amazon.com, Critical Path, Telecom Italia, Time Warner Telecom, Verio, Virtela, and others.

• Director, Sales & Business Development

  2000 September - 2003 November
  Switch and Data / PAIX.net
  Danville, California, United States

  Recruited to PAIX.net at the crest of the internet wave to energize and reorganize a young sales team, propelling growth nationwide. Assigned by Switch and Data's president during PAIX acquisition to assist with integration, transition, and staff training to support newly acquired technology-focused customers.

  Selected Sales Results:

  * Championed 92% year-over-year revenue growth in 2001 and 36% in 2002, increasing profitability and securing dominant market position during 2 years of industry-wide recession.

  * Built and deployed a professional national sales team, instituted a consultative sales process, and brought focus to customer satisfaction metrics.

  * Renewed nearly 100% of PAIX exchange point contracts while maintaining legacy price structure and aggressively growing base to reinforce status as the market dominating operator of public exchange points.

  * Won marquee agreements with AT&T, AOL, British Telecom, CENIC, Comcast, Earthlink, eBay, Gannett, Google, Level(3), Microsoft, MCI, Peer1 Networks, Qwest, Shaw Cable, Sprint, and others.

  Selected Business Development Results:

  * Contributed to expanding company's strategy, redefining it as a value-added marketplace for bandwidth and network transactions; collaborated with marketing and engineering teams in creating and introducing to market new strategies and products.

  * Increased sales agency and referral participation by 14% by focusing the national programs' compensation structures on success and streamlining membership options from 24 to 2.

  * Transitioned 100% of legacy team successfully, with 4 going on to earn prestigious internal awards, including Sales Manager of the Year and several that ranked in the top 5 of all account managers.

  * Generated $3.4 million in contracted revenue and critical mass at 2 new exchanges by spearheading sales process upgrade that addressed IP peering requirements and stimulated exchange point growth.

• Sr. Manager, Business Development

  1993 April - 2000 September
  MCI
  Danville, California, United States

  Earned numerous performance-based promotions to roles of increasing authority as a member and manager of the team providing strategic marketing support and financial / contractual analysis in MCI's Business Markets division. Supported sales strategies and initiatives in various market verticals, including Global Accounts (top 300 customers), Corporate National Accounts (mid-range enterprises), and Government and Education Markets.

  Selected Results:

  * Led teams supporting real year-over-year revenue growth averaging 36% over 7 consecutive years.

  * Spearheaded business case supporting MCI's entry into $30 billion per year systems integration market, leading to (within a year of launch) more than $200 million in emissions controls systems contracts and a patent for new VANSISMCISM offering.

  * Directed complex contract negotiations and customer-specific proposal development, including:

  ** $1.5 billion US Postal Service frame relay network;

  ** $396 million Department of Defense bandwidth manager;

  ** $196 million Compaq global services;

  ** $122 million California Department of Corrections inmate services;

  ** $97 million Dell domestic services;

  ** $52 million Netscape domestic services.

  Additional Responsibilities at MCI as:

  SENIOR MANAGER, PACIFIC CARRIER MANAGEMENT (Nov 1999 - Sep 2000)

  Enlisted internally to spotlight operational efficiency and financial productivity in a vendor relations role previously focused on regulatory process and systems compatibility.

  Selected Results:

  * Directed $2.5 billion (annual) relationship with Pacific Bell, serving as primary inter-company point of contact for operations, systems, regulatory issues and customer service.

  * Guided complex contract negotiations governing MCI's relationship with Pacific Bell as its second largest customer, achieving improved rates for non-performance penalties.

  * Piloted competition-related regulatory proceedings supporting MCI's plan for local service delivery and governing Pacific Bell's entry into the long distance market.

  SENIOR MANAGER, GLOBAL ANALYSIS & PLANNING (Dec 1997 - June 1998)

  Drafted by division vice president to provide leadership and structure during transitional period, overseeing team in financial management support to $2.5 billion Global Markets segment. Prepared segment-, regional- and account-level P&L statements and performed expense management, rate erosion control, revenue analysis and management, budgeting, and reporting. Assisted with creation, implementation and maintenance of database for business case development, financial and operations reporting, and competitive analyses.

• Administrator, Cost Studies

  1987 August - 1993 April
  ALLTEL
  Danville, California, United States

  Awarded several promotions to team leadership after joining company as an analyst, performing complex cost studies that were the basis for virtually all revenue. Led team in preparing analyses resulting in $19 million in revenues in excess of plan for a 3-year period. Streamlined study preparation by writing program integrating company's reporting system with analysis worksheets and regulated cost allocation software.

  Additional Responsibilities at ALLTEL as:

  ADMINISTRATOR, LEGISLATIVE & REGULATORY AFFAIRS (Jul 1992 - Apr 1993)

  Asked by division president to provide local support after relocation of virtually all non-operations functions. Saved over $5 million per year by negotiating regulations governing revenue requirement calculations, helping to develop a new plan for state of Oregon, and developed metrics for and coordinated implementation of new requirements. Managed external affairs, improving communications to between regulatory bodies and company.

Academic Background

• Master's Degree

  St. Mary's College of California
  Moraga, California, United States

• Bachelor of Arts Degree

  University of California at Davis
  Davis, California, United States