Oakton Community College

Scanning the horizon

Ottawa, Ontario, Canada

Cloudbeds creates browser-based hospitality management software that simplifies the working life of hoteliers. Cloudbeds' award-winning software is trusted by thousands of hotels, hostels, and groups in over 115 countries. With over 300 integrations, Cloudbeds connects to more marketplaces than any software in this industry.Cloudbeds has offices in San Diego, São Paulo, and Dublin. Visit <a href="https://www.cloudbeds.com">https://www.cloudbeds.com</a> to learn more.

Cloudbeds

Market Manager - North America

After my term at reDock, I embarked on a year-long "walkabout" in Southeast Asia, during which time I was fortunate enough to work in management and consulting capacities with three very different, very remote boutique resorts. In each instance, my mandate was to reinvent the resort, retrain staff, manage construction projects, improve guest rating scores and drive increased revenues. The most successful of these projects realized a review score jump from 5.8 to 6.8 (2nd highest on the island). Given the linear methods used by booking platforms to calculate review scores, we needed to consistent scores of 9.5 to 10.0 to move the needle. In addition, we were able to increase room rates by 70%, room utilization by 39% deliver a profit from operations - all of this executed over a five-month period. Here's what I learned during my 14 months in Paradise:1.	I’m not quite ready for a life of leisure2.	Anything is possible if you ask the right questions 3.	Working without resources, tools and infrastructure makes you more innovative and productive4.	Plan as well as you can, but live and execute in the moment5.	Language is less important than we think. Who we are as individuals tears down seemingly insurmountable language and cultural barriers6.	Paradise is what you create from the place you are right now

Paradise Resort / The Hawk's Nest Resort / Mango Bay Boutique Resort

General Manager / Management Consultant

Along with reDock's re-branding came the introduction of AI to its solution in order to offer an exciting and disruptive level of automation to the creation of RFP responses. Role changed to enable intense focus on the acquisition of critical early adopters who would provide the company with valuable insights, strong references and recurring revenues - and to continue to influence product direction and quality. During this period, used the Challenger Sale methodology to develop and close regional and national deals with some of the largest domestic & international IT Consulting & Staffing firms – including a six-figure, 4-year prepaid subscription with the company’s 3rd early adopter customer.  On the heels of these successes, reDock was successful in securing additional funding. However, the solution proved impossible to scale.  Withdrew from active participation in reDock when the only viable options for growth required a dramatic reduction of product functionality and staff.

reDock

Chief Strategy Officer at reDock

Chief Operating Officer

Joined Koneka, a small professional services and development firm, to guide the company through a pivot from its current model to that of a commercial SAAS vendor; leveraging proprietary technology developed though it's ongoing document management projects.  Up until this time, Koneka had been using licensed and proprietary document management technology to develop custom solutions for a handful of customers in Legal, IT Consulting, and Government. Engaged with the existing customer base to stabilize the projects and negotiate new agreements.  Worked with the CEO to implement improvements in the development process, and to drive the research and experiments necessary to define a new market and product direction that would position Koneka as a disruptor in a substantial addressable market. This work, and the supporting business plans & financial models, resulted in financial support through the Southern Ontario Fund for Investment in Innovation (SOFII) and through an angel-funded seed round.  Koneka then executed a pivot to SAAS Proposal Management Solutions for IT Consulting and Staffing industries, and re-branded as reDock.

Koneka

Rebooted the loudbike brand to acquire one of the largest inventories of vintage Ducati spares in the world and sell on-line through a consignment agreement.  Designed and implemented a world-class e-commerce site and created effective marketing and SEO programs that redefined internet sales in its marketplace and outperformed all competitors' page ranking within 30 days.Developed additional services to add value to customers, including a high-end classic motorcycle consignment business: vintagemotorcyclesforsale.ca and construction of bespoke vintage Ducati race and track bikes.  loudbike Inc enjoyed record sales performance during FY 2013.

loudbike Inc.

Owner - President

DGI is the leading provider of Dealer Management software for the Office Products industry and has recently expanded its development efforts to offer tools to allow its office products dealers to pursue opportunities in the emerging and lucrative Managed Print business.Reporting to the CEO, initially hired to acquire and manage a field service management software company and the mandate was quickly expanded to explore, quantify and pursue new market opportunities for the company. Reporting to the Vice President Sales, designed, planned and executed a Pilot Program that leveraged key partnerships with Managed Print thought leaders to launch Digital Gateway Inc into the emerging Managed Print market. This initiative resulted in valuable beachhead accounts while generating significant net new sales revenue for the company under 60 days and was so successful that the company now enjoys an uncontested leadership position in the Office Products Dealer Managed Print space.

Digital Gateway Inc

Director, New Markets

The first iteration of loudbike provided built to order, hi-performance motorcycles based on rare Italian motorcycles including Ducati and operated an e-commerce site that specialized in high-performance exhaust systems.   Conceived and executed a highly innovative launch strategy propelled the loudbike e-store to a market leadership position generating mid-six figure sales revenue in under three months. Built both businesses from the ground-up and successfully maintained a high growth rate and sound operating margins in a very competitive marketplace. This included brand development, web-site and store operations, partner management, advertising and marketing.  Both businesses were sold in 2006.

loudbike - loudbike e-store

Stilo (LSE:STL) provides software and services (XML authoring tools, content engineering applications and associated professional services) to help major enterprises automate the processing of technical and complex information.Reporting to the CEO, responsible for the management and growth of the company's North American operations. This included the revitalization the sales organization through effective sales training and coaching, re-branding & repositioning of existing product lines, realignment of the professional services team and development of major accounts and partners.As VP Business Development, repositioned the business from “tool maker” to “solutions provider” while implementing a new sales methodology and developing key domestic and international channel partners. Rebuilt the sales team and implemented a revised go-to-market strategy that increased revenues 191% over the prior 12-month period. Negotiated game-changing Corporate Enterprise License and Services agreements with a major aerospace company.

Stilo International

Vice-President, Business Development

Astea International (Nasdaq: ATEA) is a global provider of service management software that addresses the unique needs of companies who manage capital equipment, mission critical assets and human capital.Reporting to the Vice President Sales; focused on the ServicePlus installed base to convert a substantial number of mid-market and Enterprise customers to the Astea platform.  Success resulted in the pursuit and conversion of Astea's Dispatch1 Fortune 1000 level legacy customer base to its new Alliance Enterprise platform.

Astea International

Regional Sales Director

ServicePlus was a leading provider of mid-market Field Service Management and Equipment-centric CRM applications to companies engaged in the maintenance of serialized capital equipment.Joined the company early in its lifecycle and rose from a position selling the early dos-based product to successive positions with increased responsibility as the company grew to just over 80 employees.  As equity partner and Vice President Sales & Marketing, then Vice President Business Development; maintained aggressive growth in product and services sales, continued enhancement of marketing presence, product management, and industry analyst & partner relations.As Vice President Sales & Marketing, created a medium-term business plan that raised $4M in Venture Capital placements and built a sales and marketing team that doubled sales revenues four years running. Personally developed and closed the three largest accounts in the company’s history.  Established partner channels that contributed 60% of revenue and were instrumental in significantly growing the overall business.As Vice President Business Development, built and executed a go-to-market strategy for the company’s second-generation e-CRM product suite that catapulted the business from start-up to established player in its market segment in less than 6 months.  Presentations during a related analyst tour, resulted in the company going from unknown to top position in Gartner’s ‘CHALLENGER’ quadrant.

ServicePlus Corporation

Vice-President Sales & Marketing, Vice-President, Business Development, Partner

Provided contract consulting services to businesses pursuing new business ventures.  Developed business plans, go to market strategies, product rollouts, website content and assistance in sourcing venture capital.

Stephen Munro

Management Consultant

IDC is a recognized market leader in providing end to end solutions for the point-to-multi-point distribution of broadband multimedia content over satellite.Reporting initially to the Vice President Sales and later to the President, developed markets and strategic partnerships that leveraged the company's then emerging high-speed satellite broadcasting technologies. Specific markets developed were the satellite-based digital audio broadcast and image communications segments and these opportunities were developed through strategic relationships with GTE SpaceNet, FileNet and Wang.

International Datacasting Corporation

Director, Business Development

During the 1980's, Systemhouse grew to be the largest systems integration provider in North America and through that growth period, many business units were spun off as separate operating companies under the ownership of the Kinburn Technology Group.Initially based in Halifax, Nova Scotia and reporting to the General Manager, success in selling of highly customized business solutions based on high-end software offerings for the wholesale distribution, manufacturing and retail industries resulted in the assignment of a dedicated business center.  A steady stream of clean deals and large accounts saw the unit grow to 19 IT professionals and produce the highest level of profitability in the company’s Canadian “product-based” operations.  Also closed the largest product-based sale in the Canadian operations. Moved to SHL Business Systems (aka McLeod Bishop Systems) and reporting to the President, achieved immediate success leveraging SHL Halifax experience to close large enterprise deals that resulted in an appointment as Manager, Building Product Systems Group.  Later, as Manager, Records Management & Information Systems Division, created a new division; building a neglected product group into the most profitable segment in the company. .

Kinburn Technology Group

Manager, Building Product Systems Group, Manager, Records Management & Information Systems Division

CICS was a Canadian distributor for the Redshaw Agency Management System; a turn-key Wang 2200-based software solution for independent insurance agents.Reporting to the VP Sales, responsible for selling the turn-key Redshaw system in the Eastern Ontario region.  Successful development of the territory and overachievement of sales quota resulted in a transfer to Halifax, Nova Scotia to open the Eastern Canadian market.

Stephen M Munro

Stephen M Munro