Doug Small Email & Phone Number

California

• Developed, negotiated and executed $400M, 3-year partnership between HP and MSFT to jointly build, sell and support a new category of integrated appliances and services for virtualization, data management and.
• Established infrastructure to execute the agreement: regional sales force, compensation and incentive plans; regional marketing teams; factory marketing, engineering and support; joint roadmaps, engineering.
• Drove inbound and outbound marketing with product strategy, roadmaps, launch strategy, messaging, collateral and event planning.
• Developed 12 solutions in 18 months: Enterprise Data Warehouse, and integrated appliances for Data Warehouse, Business Intelligence, Data Consolidation and Messaging.
• Introduced the products in 6 launches and 5 events. Served as primary HP spokesperson.
• Drove Supply Chain project for complex solutions; improved sales quote time 8x and build time by 3x.

California

• Managed HP’s top 3 Global Alliance partners: Microsoft, Oracle and SAP. Led 20-person team to develop and execute comprehensive strategies and tactics to grow share with each partner. Aligned targets and plans with HP.
• Developed 14 differentiated solutions for SQL, SharePoint, Exchange, Oracle DB, Oracle RAC, PeopleSoft, SAP ERP and SAP appliances; improved 22 existing solutions
• Drove messaging, participation and joint PR at 3 partners announcements and 10 events.
• Developed and executed 8 marketing campaigns from HP and 4 driven by partners.
• Developed sales training, trained alliance and business unit sales teams, and partners.
• Grew revenue with each partner from 3% to 15%

California

• Directed Marketing strategy and execution for HP’s multi-$B business in Linux/Open Source products and services. Executed primary research on customer segments and whole product requirements; developed fact-based.
• Created Product Marketing team and developed 6 new solutions with ISV partners; developed sales tools and collateral. Trained sales and partners in 12 worldwide events; created SWAT team to support field, ISV and.
• Managed comprehensive awareness program with advertising and media. Ads drove 500K new page views with cost per impression 16% below HP average. Developed and executed analyst program featuring quarterly updates with.
• Grew HP to #1 share position in every measured category. In targeted Linux OS on server blades category we moved to #1 share position, overcoming 2.5x share deficit.

California

• Managed strategy, investment and tactics for HP’s multi-$100M high-end server business in the Telecom vertical market. Developed strategy and roadmap for moving from proprietary HW/OS to industry standards and Linux.
• Implemented 10 projects with $12M investment; developed sales content and collateral; trained sales force and partners. Personally negotiated multi-$10M migration wins.
• Sales 107% of target, grew market share, and displaced competitors in key accounts.
• Moved business to above average PL profitability.

California

• Recruited by General Manager to Functional staff to create a new Internet appliance business. Developed and executed WW Sales Development plan.
• Successfully negotiated for regional investment to drive business. Integrated HP sales and marketing with two external partners. Relocated to Europe to establish business.
• Launched a new category, with 19 products, in six months.

California

• Managed profitable multi $100M regional business unit; 20HC; $30M budget; Marketing and Sales.
• Established tiered channel partner program; recruited and enabled online resellers.
• Created and managed Inside Sales team; integrated with HP field and partners.
• Developed and implemented complete closed-loop marketing system.
• Sales increased 75% and 30% in two consecutive years
• Improved Marketing Cost Envelope by 5 points while growing revenue

Mba With Honors, Marketing

Bachelor Of Arts With Honors, Business Economics