University of Washington

Middlebury College

The Westminster Schools

Chewonki Foundation

Strategic Partnerships, Growth & Good Causes

Atlanta, Georgia, United States

VERTSPEC

Chief Strategy Officer (CSO)

Launched SaaS offering for Digital Twins for Telecom Towers

OpenTower iQ creates a digital twin of your communication tower to provide real-time intelligence for planning, visualization, and inspection. Increase your asset performance and reduce costs by quickly accessing accurate and easy-to-understand information required for everyday tower operations. Build your digital twins by combining engineering information from 3D models and your database. Choose OpenTower iQ so you can:

Create, maintain, and augment your digital twin and compare as-built towers with your asset management system
Monitor tower health and share data through an easy-to-understand portal
Make informed decisions to support your business model
Quickly turn around designs and design modifications for clients using predictive analysis
Save time, eliminate frustration, and improve visibility, all at an affordable cost

Bentley Systems

Sr. Advisor - Acceleration Ventures

- Success was measured by going from $0 to $25 million in one year.

SFO (Single Family Office) owned.

SaaS offering developed for digital transformation solution for Telecommunications. Leveraged drone service providers, engineering and GIS partner platforms from Bentley Systems and Esri. Brought in Sony to build a new drone, and Nvidia to specialize graphics cards for 3D model generation. Worked with Azure, Oracle Cloud, AWS and Google Cloud to build-out a data security compliant international processing and data management solution.

Consilience Analytics

Startup Advisor

Launched SaaS offering from an historically Professional Services foundation.

1898 & Co.

Business & Technology Solutions (BTS) Group - Technology Consulting and Applications

ASSET MANAGEMENT - CAPITAL PLANNING

MANAGEMENT CONSULTING - GEOSPATIAL SERVICES & APPLICATIONS

Our technology consultants develop and customize new technology solutions and extend the capabilities of existing software tools used by our clients.

They are experienced with industry-leading technologies and systems across a variety of technology sectors, including geographic information systems (GIS), enterprise asset management (EAM), building information modeling (BIM), real-time monitoring, and the Internet of Things (IoT). Our team of specialists includes staff with experience in the development and customization of new technology solutions and the extension of the capabilities of the existing software tools used by our clients. We apply our experience and skills in system planning, implementation and customization to maximize your return on investment in technological tools and systems — helping you use technology to improve your business operations.

Business Consulting

From recommending equity investments to harnessing big-picture data, from creating mobile applications for field data collection to identifying cybersecurity risks, our business consulting team guides projects down a path to faster, smarter and more sustainable solutions.

We add insight and understanding to help you make strong business decisions that support your goals. From pre-capital consulting services designed to help food and beverage manufacturers determine how to prioritize and finance capital projects to helping companies manage the hurdles of change management, our consultants are focused on helping you find the solution that is right for your business.

Burns & McDonnell is a family of companies made up of more than 6,000 engineers, architects, construction professionals, scientists, consultants and entrepreneurs with offices across the country and throughout the world.

Burns & McDonnell

Senior Advisor

SFO (Single Family Office) owned.

Digital Twins. Compare as-built to as-design in 4D.  Analyze and visualize changes over time. Automatically classify parts and structural analyses.

Go to CAD and structural analysis immediately and put your data to work in Esri, Autodesk, Hexagon and Bentley Open Tower more accurately and easier.

The only Digital Twin that can see where nothing else can see and that can give more accurate data than any other sensor on the market.

Visual Intelligence

Hexagon (Nasdaq Stockholm: HEXA B) has more than 16,000 employees in 46 countries and net sales of approximately $3.8B.  Hexagon Geospatial is a division of Hexagon, and is a leading global provider of information technologies that delivers geospatial enterprise applications and Cloud PaaS development platforms.

Hexagon Geospatial has a global installed base of customers using the Power Portfolio of geospatial products and a rapidly growing base of existing and new customers using our highly scalable AWS based geospatial cloud platform -- M.App Enterprise for commercial and M.App X for defense and intelligence.  All Hexagon geospatial platforms integrate Big Data and real-time Analytics with sensors, imagery, point clouds, GIS, BIM, CAD and other software, domain knowledge and customer workflows into intelligent information ecosystems that deliver actionable information.

Globally, thousands of organizations rely on Hexagon Geospatial‘s products including local, state and national mapping agencies, transportation departments, defense organizations, engineering and utility companies and businesses serving agriculture and natural resource needs.

Hexagon Geospatial

Vice President of Sales & System Integrator Partnerships

- 30M Series B just completed April 2021.

Investors include State Street Bank, Wisdom Tree, etc.

At the core of Securrency is universal compliance and interoperability, enabling us to empower more seamless, border-crossing transactions in real time through a completely unique digital assets infrastructure without compromising on security.

Universal Compliance

Different jurisdictions have different regulations, but all with common goals: protect investors and ensure fair, orderly, and liquid markets. Multi-jurisdictional compliance automation allows value to traverse borders in real time while respecting the rules of the road in these different jurisdictions.

Interoperability

Innovation thrives in open systems where optionality feeds creativity. Our technology interlinks existing legacy systems and new digital assets infrastructure to enable more seamless transactions.

Universal Liquidity

The automation of business logic, compliance, and network interoperability makes it easier to create investment opportunities for investors that were previously difficult to reach.

Securrency

Co-Founder

- Sold to UPS ($575M) in October 2021.

Largest point-to-point driver network.

Roadie

- Sold to HERE

Fastest geospatial DB in the world. Precision and accuracy in 3D Geodetic Models @ Petabytes per day.

Executive responsible for the company’s revenue planning, strategies for developing business and Board-reporting.

Led Sales, Product & Marketing teams to build real-time, Big Data location intelligence solutions for Finance, Telecom, Energy, Defense, Healthcare. Customers: Boeing, Disney, Goldman Sachs, Outfront Media, T-Mobile, Ericsson; Fed.Gov’t

Manage the strategic business development & sales process and execution, operations and resources to deliver growth.

Hired and developed sales staff for complex software sales, and provided detailed and provide accurate sales forecasting.

Established successful channel and partner programs, and managed key customer relationships.

SpaceCurve

Senior Vice President, Software & Services

Responsibility for the strategic direction and leadership of sales, marketing and business development for Critigen's global service business, focused on location based services.

Directed fourteen sales leaders division Vice •	Presidents and international sales leaders
Increased ann. revenue from $65M - $110M
-  100 new commercial accounts in 24 months
Navy, Army, ANG, OSD, NRO, NGA, NSA, DIA, DHS, DOE, USDA, HHS and many foreign governments
- Won five new logo contracts >$10M in 18 mos.
- Drove ~15% gross margin increase with long-term, value-priced subscription contracts
- Productized repeatable solutions for enterprise sales teams, OEM deals & mobile applications
Implemented reseller/channel  partner training on products resulting in 12x qualified  lead gen
- Led $100+ million Professional Services Division including the leadership of more than 300 employees
- P&L responsibility within consulting services, Data Management & Content Partner Channels.
- Created Technical Marketing Team to listen to Client •	Vision and capture customer needs and requirements in order to develop innovative proposals with business development teams.
- Completed due diligence of Sales and Marketing Lead and Event Needs & Requirements with detailed, calendar-based planning & budgets.


EXECUTIVE MANAGEMENT & CORPORATE BUSINESS DEVELOPMENT
- Member of the four-person Executive Leadership Team during divestiture (CH2M Hill) turnaround
- Established new organizational sales team structure under auspices of owner, Golden Gate Capital.
- Promoted to build and lead Sales & Marketing teams for the entire company; responsibility for $100M+ business development and all creative vision for Critigen’s global business units.
- Accountable for strategy, lead generation and sales execution for all sales channels worldwide.

Critigen (Now Locana)

Senior Vice President, Sales and Marketing

- Sold to Golden Gate Capital (Geospatial division)

- Prepared all sales and marketing documentation for the Board of Directors; led presentation and discussion of performance results and forecasts at meetings of the Board.
- Turned-around post spinoff morale and reduced attrition 40%. Visited all large office sites personally to learn what was working and what was not; provide vision and process for new responsibility and accountability structures; built excitement for newly-implemented changes; and engaged customers.


MARKETING & PARTNER DEVELOPMENT
- 230% year-over year increase in lead-generation of new customer logos with new partner channels.
- Created Social Media strategy that involved Twitter, Facebook, Wikipedia and SalesForce Chatter.
- Implemented Press Release engine and created new website update protocols.
- 1,200% increase in website traffic and 7x pages/visit with website SEO & Social Media coordination.
- Negotiated six-figure co-spend/marketing financial support agreements with channel partners.
- Created Sales Innovation Group of four top Developers that generated more than 30 mobile apps in iOS, Android and Windows Mobile within an 18-month period, leading to >$30M in services revenue
- Solution Commercialization : generated six product candidates for repeatable and scalable services sales.

STRATEGIC PLANNING AND P&L RESPONSIBILITIES
- Managed $60M+ Services P&L under budget by 4.5% while increasing client billing ratio by12%.
- Developed Sensitivity Analyses for consideration of SGA costs and margin impacts under various growth scenarios as part of budgeting within eight global business units.
- Developed pro forma sales forecast and marketing expense justifications for eight business groups in four countries on a quarter-by-quarter and 3-year and 5-year planning basis.
- Created new business & cash flow analysis for commission and bonus planning used by Golden Gate Capital and lender institutions in several recapitalization exercises.

CH2M

Senior Vice President & General Manager, Spatial Information Management

I’ve known Jack Dangermond for 31 years and this was one of the greatest honors of my life.

Founding Member of the Esri Partner Board, originally led by Josh Lewis and - of course - Jack Dangermond. The Esri Partner Board is a Leadership team of Top Global Partners that advise Jack and Esri senior leadership regarding global issues and opportunities in the geospatial sector.

Esri

Member of the Partner Advisory Council

- Sold to The Hale Group

Developed automated Content and real-time Data acquisition, analysis, reporting and management projects for Fortune 500 and Global 1000 companies.  Needs and requirements assessment projects completed with CxO-level executive management, including full financial deal structuring, internal business-planning and long-term viability-modeling for new initiatives.  Business transformation projects with investments from $3 M - $300M.
- Houghton Mifflin Harcourt Education – retained to design and implement new systems and processes to fully-digitize paperback versions of textbooks from New York and California in time for competitive-bidding with Pearsons, et. al. Orchestrated success by consuming the existing publishing model of content creation and editorial review, while simultaneously developing digital content acquisition, organization, editorial review, publishing protocols and final products that were finished in-parallel and in-time for bid.
- McGraw-Hill – complete solution for the acquisition of millions of .pdf’s, documents from tens of thousands of disparate internal data sources and external websites for integration into publishing engine.
- SAIC – system built to acquire all digital content from thousands of blog sites in multiple languages and deliver organized content that is semantically/syntactically analyzed and used to publish real-time reports.
- Leadership Directories – entire data/content acquisition/distribution platform for all publications.
- Amazon.com– implemented system to capture all competitors’ pricing, and acquire digital content, such as instruction manuals, warranties, images, videos, etc., for distribution to the product sites at <a href="http://Amazon.com">Amazon.com</a>.
- <a href="http://Walmart.com">Walmart.com</a> – system implemented to capture and analyze competitor pricing and promotional data.
- Lexis-Nexis – platform to serve as a meta-portal for all unstructured content acquisition for legal and government files and publications, for digital delivery to channels.

QL2 Software

Director of Global Enterprise Sales

- 1 billion, 20-year line-item-funded research program.
- Identified digital data acquisition and live content integration needs with San Diego Supercomputing and the Center for Embedded Network Sensing to design and engineer the NEON systems integration.
- Developed and sold the vision to agency leadership, the Administration & members of Congress.
- Prepared technical project guidance documents and background materials for Board of Directors,
- Evaluated and prioritized public and private content, data and analytical partners for digital integration.
- Drafted best practices and baseline guidelines for nationwide analyses & monitoring networks.

American Institute of Biological Sciences (AIBS)

Post-Doctoral Fellowship (NSF) - Sensor Networks - National Ecological Observatory Network (NEON)

- Acquired by TIBCO (formerly Insightful [IFUL])

- Designed, implemented and managed very large data acquisition and analysis consulting agreements to Sr. Executive Management at Fortune 500 & Global 2000 companies, and Federal government agencies.
- Executed and monitored needs and requirements assessments for design specifications, and internal due diligence for client's acquisition of hardware and software for near real-time analysis solutions
- Contributed to, and managed, consulting team R&D for enterprise-wide data analysis, monitoring and visual evaluation solutions while preparing recommendations for C-level executives regarding the recommended Cyberinfrastructure investments and evaluations/prioritization of the alternatives.
- Prepared financial TCO & ROI white papers; compared vendor costs results in analytical matrices.
- Monitored contract performance during project implementation and throughout project lifecycle.
- Worked collaboratively with numerous project teams at multiple companies simultaneously.
- Analyzed and reported resolutions to complex client problems with ROI assessment & reporting.
- Completed detailed project budgeting plans and timelines with milestones for implementation.
Examples of specific professional services engagements sold and delivered with TIBCO (Insightful Corporation):
- Examples of just a few of the companies to whom I have sold 6 - 8 figure Software & Services contracts are:
GE Wind Energy, ConEd, A. D. Little/TIAX, CTB/McGraw-Hill Ocean Spray, Pillsbury, Frito-Lay, USGS, USDA Forest Service, EPA, Kraft Foods, Chevron-Oronite, Exxon-Mobil, Time Inc., NY Times, Ford, Boeing, etc.

TIBCO

Director of Enterprise Sales

- Maintained responsibility for product introduction and on-site systems integration and engineering, marketing, budgeting and expansion of Apple Computer sales at New England Colleges and Universities; inventory, price structure and distribution of more than $3M in hardware (that was a big number back then…!).
- Designed and executed sales/marketing campaigns that required the coordination of programs, budgets and staff at Colleges & Universities throughout the NE U.S., with radio and direct mail ads.
- Formulated Apple Higher Education newsletters, flyers, direct mail strategies, database marketing and promotional programs that tripled hardware & software sales to faculty and students in 3 years.

Rand Knight

Rand Knight