Chief Operating Officer, 1105 Government Information Group (2011 – 2013)Transformed flagship B-to-B media group that provided information to the Government IT market. Responsible for $19 million in revenue and motivated 65 member team. Operational areas included: advertising sales, marketing, content creation (editorial), audience development, digital media strategy, art/design, event management, and media operations. Portfolio included both advertising supported and subscription-based products.• Grew EBITDA to $4.9 million (11.4% increase) through a combination of revenue growth and effective cost management. Successfully transitioned group from focus on print revenue to more balanced print, digital and, event revenue streams.• Improved sales rep performance and forecast accuracy through implementation of web-based forecasting solution, and effective pipeline monitoring dashboards.• Re-branded and re-launched FCW (fcw.com) and GCN (gcn.com)—two iconic government information technology brands. Overhauled branding, market positioning, editorial mission, design, and mobile offerings.• Improved digital media contribution 12.7% by focusing on content marketing, demand generation, webcast, whitepaper, and other ROI based advertising products. • Saved $800,000 while improving content quality and relevance by pioneering innovative “platform agnostic” editorial process that integrated editorial operations for web, print, e-newsletters, and social media product lines.

Provided marketing leadership for shared service team responsible for building B-to-B audience for 35 websites, 15 print publications, and more than 60 live events. Spearheaded digital media transformation efforts focused on improving web-based products and digital advertising solutions.• Achieved 20% increase in audience marketing response rates through implementation of customer data warehouse aggregating data into single resource of 5+ million records and hundreds of demographic data points. • Increased page views 18% and site visits 13% through company-wide digital media optimization efforts including SEO training, analytics usage, and social media engagement.• Developed standardized web analytics, metrics, and KPI reports along with target incentives generating an 8% increase in site traffic. • Chaired Online Steering Committee tasked with identifying and disseminating digital product best practices to product managers across eight operating units.• Directed in-house development and design of customized Sitecore CMS implementation. Consolidated 8 disparate web content management systems into single platform hosting 40+ websites.

Directed 3 key shared service departments: Web Development and Design – responsible for the development and maintenance of 35 websites; Audience Marketing – responsible for $6.3 million marketing budget; Data Services – responsible for managing back-end customer database systems. • Implemented web development methodologies and front-end web design workflows to accommodate demands of diverse web development and design requests across 35 websites.• Achieved 13% increase in marketing response rates through creation of centralized audience marketing department. Implemented standardized promotion plan, formalized A/B testing, and led mentoring program for new team members.• Negotiated $4+ million in key vendor contracts across database services, fulfillment, customer service, list management, webcasting, and email broadcasting. • Successfully integrated 6 acquisitions in 9 months.

Formed 6 member Data Services department responsible for company data systems and database platforms.• Architected company data warehouse of 1.7 million records facilitating greater marketing effectiveness, enhanced cross-promotion opportunity, better market segmentation targeting, and increased list rental revenues.• Lowered email opt-outs 38% by creating and implementing enhanced email marketing permissions structure.• Developed and fielded study to assess effectiveness of company’s central services operations. Recommendations on operational improvements resulted in wide-ranging changes to departmental processes and structure.

Motivated 5 member advertising sales and marketing team. Responsible for $2.1 million in revenue.• Increased online advertising revenue 47% by creating unique custom web portals and topic sponsorship programs.• Boosted sales rep prospecting activity 20% after implementing CRM-based sales management process.• Created new “lead-generation” advertiser program and achieved 187% of revenue goal.

Managed marketing activities for B-to-B publishing groups in the software development, IT certification, and enterprise technology markets.• Developed marketing strategy for 3 successful product launches including market positioning, sales training, and field collateral.• Saved 17% on list acquisition expense and increased market exposure by negotiating trade agreements with key industry tradeshows and user groups.• Designed and fielded 12 different quantitative market research studies for internal and external clients measuring brand affinity, brand awareness, product interest, and advertising recall.

Provided turnkey database solutions and training to education and commercial clients.

Planed, designed and executed all marketing programs for a bi-monthly consumer health magazine with hybrid circulation of 65,000.