Juan Cabezas Email & Phone Number

Denary Corporate Development is a management consulting firm providing business advisory and investment banking services to technology and industrial companies. Responsible for developing and executing growth strategies and operation transformations that yield a 10X increase in company’s value; creating organic and inorganic growth, executing business strategy, strategic and marketing initiatives, sourcing and managing technology licensing, running M&A transactions and integrating companies, alliances, creating operational excellence, building-out new markets and international expansion, and troubleshoot and turn-around situations. Selected results: Re-positioned RFID provider into a cloud-based enterprise solutions as a service (SolaaS) and IoT company and established it as a provider of asset tracking and access control solutions for key vertical markets. Grew revenue 75% in first year. Established growth strategy and developed channels for provider of video surveillance and electronic security products that resulted in a 400% revenue growth in a highly competitive market. Turned-around technical services company taking them from break-even to an 18% EBITDA in 1 year by diversifying and creating new revenue sources and operational efficiencies.Multiple sell-side M&A engagements received outlier valuations due to structured sale approach that stresses vision, strategy and positioning, highly targeted buyers and competitive bid process. Buy-side M&A to fill strategic hole, add capability for competitive advantage or penetrate new market.

Mechanicsville, Virginia, Us

QubicaAMF is the industry leading global manufacturer and marketer of products focused on technology, software and services for entertainment and sports applications - worldwide reach with facilities throughout Europe, Asia and the Americas. Responsible for enacting and executing strategies for growth, expanding strategic capabilities, operational effectiveness and improving execution capability, and CMO. Full ownership of company P&L. President and Chief Growth Officer Promoted to position. Developed vision and strategic growth plan; aligned company around it; drove operational transformation – engineered and digitized key operational processes. Established SaaS and leasing offering. Transformed company from a product supplier to a solutions and services provider and established an e-commerce capability (a first for the company). Continued to improve sales effectiveness worldwide. Performed needs-based segmentation by region (globally), established subscription and leasing models for coverage of all customer segments and drove campaign to convert competitors’ accounts (converted 200). Eliminated under-performing channel partner in Japan; selected and trained replacement. Fixed estranged relationship with largest channel partner serving northern Europe and more than doubled their revenue contribution. Analyzed multiple M&A targets; executed one to fill a strategic need. Achieved a company turnaround, resulted in a 44% revenue increase and a $31M+ swing in EBITDA in an industry that’s declining at 6%+ annually; increased company valuation 5X and re-invigorated culturally diverse worldwide team and channel partners. SVP Global Sales and Int'l ServiceCompany sliding into bankruptcy; revenue in decline; profitability negative - failing to meet bank covenants. Turned-around effectiveness of US sales, global channel partners and alliances through market and geo-specific plans. Grew revenue and improved profitability. Stabilized company in the first 6 months.

Denary Corporate Development is a management consulting firm providing business advisory and investment banking services to technology and industrial companies. Responsible for developing and executing growth strategies and operation transformations that yield a 10X increase in company’s value; creating organic and inorganic growth, executing business strategy, strategic and marketing initiatives, sourcing and managing technology licensing, running M&A transactions and integrating companies, alliances, creating operational excellence, building-out new markets and international expansion, and troubleshoot and turn-around situations.

AM Tech Solutions is a privately owned global provider of outsource technical, engineering, and project management services to the semiconductor industry. Primary responsibility for the company's operational effectiveness, establishing the company’s marketing function, strategic alliances, sales, movement into new markets, channel development, aligning operations, and M&A. Established and executed growth strategy and initiatives for the company with a focus on NPI, alliances (channels) and M&A. Launched new business, defined and launched NPI, expanded existing offerings into adjacent markets; established and managed strategic alliances for access to customers. Established disciplined bid process; ensured consistency, protected margin. Established regional accountability and execution; drove movement from T&M to project-based scope ownership. Completed acquisition for access to market and technical capability; managed entire process. Organic growth initiatives plus M&A combined with systematic business development in target markets / territories resulted in a 55% revenue growth YTY (30% incremental and from new sources); penetrated new industries – pharmaceutical, energy (utilities, commercial building management); diversified revenue sources – including service revenue from OEMs. Re-branded company; launched new web presence.

Us

nVision Software, Inc. is a privately held early stage (pre-A-round) company based in Austin, TX. nVision is a provider of enterprise software application management products and services for composite applications (JAVA and .NET) and web services. Very broad role with global responsibility for revenue growth and customer acquisition, demand generation, business development, channel development, strategic partnerships, and for establishing and driving the company’s marketing function. •Defined growth strategy and target markets – developed growth initiatives with a focus on channels, alliances, pricing and positioning. Comprehensive market, VOC and competitor analysis to define product portfolio and established roadmaps including SaaS offering. Established new product category; symbiont software. Positioned company and product line and defined supporting messaging; de-positioned competition. Established OEM licensing initiatives including licensing symbiont software IP to Business Objects, BMC, Symantec. Developed new web presence; consistent messaging, SEO and lead capture. Established and trained channel in Mexico (LATAM) and UK (EMEA). Trained inside and field sales. Channel sales plus focused direct business development efforts resulted in sharp sales growth. Drove efforts to strategically align nVision with larger company; developed and presented strategic business memorandum; resulted in acquisition. Company acquired by ASG.

Austin, Texas, Us

Zebra Imaging, Inc. is a privately held early stage company based in Austin, TX. Zebra is a provider of 3D digital holographic visualization solutions – products and services. Zebra services the Commercial and Federal markets. Responsible for establishing a commercial business for Zebra, as well as overall responsibility for establishing and driving the company’s marketing function.•Developed and executed strategy and marketing plan for Commercial business. Market, competitor analysis and customer discussions to determine product price / performance point. Developed marketing and sales plan for commercial business. Execution resulted in 90% YTD company revenues.

Promoted into position. Responsible for mapping and executing growth strategies for GE’s electronic Security Division and five operating companies, including entry into new markets, new channels, and new platforms; pricing; establishing strategic partnerships and multi-tiered partner program, setting the direction and driving M&A and leading post-merger integration. Responsibilities also included directing global marketing organization, chairing five global technology Centers of Excellence and transforming the division to a solutions and services provider while establishing a direct sales approach in selected markets. •Established company growth strategy; organic and M&A. Led GE’s Session 1 strategic planning process. Developed and drove growth initiatives across all subsidiaries. Drove game changing NPIs and led Centers of Excellence; developed integrated solutions and services offerings; built vertical sales capability. Developed and managed global alliance with IBM for total solution offering. Developed tiered channel management programs designed to align the channel and to get a greater share of channel partner’s business; led the work to normalize pricing into these channels. Directed global marketing organization resulting in integrated, coordinated marketing initiatives and communications globally. Established LATAM separate from “the Americas;” own sales & marketing capability and separate P&L. Established new web presence emphasizing solutions and vertical markets, as well as direct to end-user promotions. Established brand identity within Security market. All initiatives drove $500M in incremental, organic revenues plus $1B+ through M&A.

Boston, Ma, Us

Casi-Rusco is a standalone company acquired by GE. With global operations and 210 personnel, Casi-Rusco is the leading provider of access control and integrated security management systems to F500 enterprises worldwide. Responsible for providing strategic and operational leadership for the company. Responsible for the company’s P&L worldwide, establishing the company’s strategy, setting and driving marketing initiatives, identifying partnerships and strategic alliances, driving the sales force, managing the channel, order management & fulfillment, call center, professional services, finance, HR and directing manufacturing.•Six month fix – company turnaround. Stabilized company, re-established credibility with customers, realigned company priorities and rebalanced investments. Motivated and reinvigorated team. selected IP assets. Developed growth strategy; focused on delivering extended and new software products & services into existing markets, as well as realigning the go-to-market strategy and channels, identifying M&A targets and licensing of selected IP assets. Established product roadmap; introduced industry’s first open security integration platform. Rebuilt and realigned global sales force resulting in a higher win ratio; established sales operations capability to drive efficiency and effectiveness; drove sales process and tiered compensation plans with accelerators; reinvigorated sales team while reducing commissions paid at quota by 15%. Developed sales tools; including, collateral, promotions and competition “kill” points. Changed order entry process from manual to online and streamlined it, resulted in 20% reduction in order errors. Turned call center into a profit center and achieved $250K profit in first year. Developed sales team and partner training e-learning programs. All initiatives yielded $60M, a $20M revenue increase and a $12M swing in operating margin – from ($2M) to $10M in first year. Established enterprise group at $120M.

Reciprocal, Inc. is a privately held early stage company based in NY, NY. providing a B2B software platform to manage and distribute digital content to connected devices using digital rights management (DRM) protection technologies in an application server environment that includes digital asset management, metadata, order management, commerce clearing, account management and customer care. Reciprocal provides these services to the Entertainment, Publishing and Software Industries. Acquired by Microsoft.Recruited by President and CEO to lead the formation of a new division to address the software industry worldwide. Responsible for the P&L and customer satisfaction for the division, as well as Marketing, Sales, Business Development Services and Account Management.•Developed and established strategy, business plan and marketing plan for the Division with a focus on digital content owners and channels; B2C, B2B and Games.•Defined customer-driven solutions and established a bundled-services packaging approach with fixed pricing (only provider to do so at the time). Established per use and subscription based business models. •Established business development, sales & services initiatives and high level business ties with leading companies, including (partial list) Microsoft, IBM, Macrovision, Symantec, Adobe, InstallShield, SBC, Broadwing, Qwest, RCN, Coradiant, Aladdin, Verio, Genuity, Buyonet, GDM, Gameproducer, EA, Activision, THQ, Tucows and Ingram Micro.•Built and established new channel•Hired and trained regional sales managers and set aggressive commission plan. Consultative sales approach and process generated professional services engagements that allowed us to “mine the install base.”

Established and developed business development group with a focus on growing revenue through BD activities: software licensing (OEM-in and OEM-out), monetize IP, acquisitions, joint ventures, reseller agreements, divestitures and equity investments. Exceeded expectations by closing numerous licensing deals, a master reseller agreement in Asia Pacific, plus two acquisitions with associated revenue of over $1 billion. Developed three phase M&A process. Established disciplined approach to M&A across Tivoli; approach adopted by IBM’s Software Group Established pre-deal process across Tivoli – as well as a post-deal management system to ensure “deal value” was created. Set up infrastructure to track assimilation and ensure success of acquisitions within the Tivoli system. Still in use today. Convinced senior management peers (they opposed it) that an acquisition in the host, mainframe space was necessary. To date, that acquisition has exceeded its acquisition business case by generating over $100M in its first year.Established due diligence master checklist covering all aspects of target business; established acquisition financial model, including “try-for-fit” model to determine maximum purchase price; and generic post merger integration plan. Effectively doubled Tivoli’s revenue through effective Business Development activities. Defined strategic relationship (JV) with category leader (Intel’s LANDesk) to gain enhanced desktop management capability and access to middle markets. Built and developed group into a high performing team. Divested a non-core product line; establishing a prospectus, defining criteria, assessing buyers, entertaining bids and closing. Maintained large deal flow: Evaluated over 175 M&A opportunities, assessing strategic fit and business case contribution. Worked with Univ. of Texas to establish formal M&A training program to educate “core” and “extended” M&A team.Prior to Tivoli, I held multiple executive positions within IBM.

Bachelor'S Degree, Electrical Engineering

Master Of Business Administration (M.B.A.)

Master'S Degree, Industrial Engineering