Philip Smith Email & Phone Number

Los Altos, CA, US

Satellite Beach, Florida, US

• Providing consulting services to SaaS and subscription software companies. Focused on the elements that drive growth and the financial engineering of the go-to-market and customer side, optimizing scaling, cash flow.
• UserZoom, the SaaS leader in web user experience solutions. Raised $34m Series A in 2015 as a result of helping the founders understand and position the subscription business, along with financial model development.
• The Cloud Business Unit of Informatica, a public $1Bn software company. Worked with SVP & GM to implement first-ever SaaS subscription metrics in a historically perpetual license company, and helping lead the annual.
• Inbenta, a leading SaaS provider of AI-driven tools to the customer service teams in multinational organizations. Acquired by Tritium Partners in 2023.
• Nor1, the leader in SaaS hotel revenue management solutions. Developed first-ever economic model leading to a major refocus of the sales and go-to-market strategy. Acquired by Oracle in 2020.
• Ensighten, a SaaS enterprise tag management company. Implemented first subscription metrics, reporting and modeling, resulting in a $15m Series A.

Sunnyvale, CA, US

Founder-member of the Plug and Play EIR program, dedicated to helping incubate and accelerate startups from around the world. Focus on fundraising, business planning and strategy development, operations, international migration/U.S. entry and plugging into the Silicon Valley ecosystem.

San Francisco, California, US

• Bitnami is a subscription provider of packaged Open Source solutions to the developers and enterprises, delivered via major cloud partners (GCP, Azure, AWS, Oracle) and direct sales. Accomplishments included:
• Built first in-house finance team; implemented top-to-bottom financial, accounting, planning & forecasting systems and processes in U.S. and Spain.
• Drove strategic planning and business modeling to grow & scale existing business, add new growth initiatives and align stakeholders.
• Implemented key subscription metrics. Developed first customer usage metrics enabling Sales/BD to drive value-based pricing negotiations with customers.
• Delivered a highly successful exit with acquisition by VMware in May 2019 and led the business transition to VMWare through August 2019.

• Email reputation and delivery SAAS software company. 400 customers, ASP’s ranging from $12k to $50k per year. Accomplishments included:
• Completion of successful sale of company to ReturnPath in August 2008.
• Drove development and adoption of strategic business plan and related path to profitability. Implemented SaaS metrucs-driven planning and decision-making.

Emeryville, CA, US

• Rapidly growing $56m revenue (10x in 3 years), 110-person company focused on biometric fingerprint security applications. Operations in U.S., Czech Republic, Taiwan, Japan and Singapore. Accomplishments included:
• Completed spin-off from STMicroelectronics including $20m venture funding round. Raised additional $11m round of funding in April 2006 and established $10.5m credit facility
• Implemented full finance function from scratch in each country of operation; Established legal and contracts function including negotiation of distribution agreements, customer contracts with IBM, Dell, Sony, Toshiba.
• Implemented global IT infrastructure including Salesforce, Microsoft Dynamics financials and Tensoft ERP/fabless semiconductor manufacturing (ERP) systems in a single, integrated environment.
• Established subsidiary companies and infrastructure in Singapore, Japan, Taiwan and Prague and relationships with key local advisors in tax, accounting, legal, company secretarial and other functions.
• Established proactive investor relations activities with major investment banks and analysts including Goldman Sachs, Morgan Stanley, Deutsche Bank, and others.

US

Market research / consulting company. Reduced expenses 75% and achieved 15% operating margins in Q4 2003. Cash flow turned from $6m burn in 2001 to cash flow positive in Q4 2003. Company sold to Ovum.

US

• Developed and led the financial and infrastructure functions of pre-IPO e-Commerce subscription software and services company for auction, e-procurement and online markets. Grew from 25 people to over 170, from 10.
• Lead the company IPO filing process including timing, banker selection, analyst relations, S-1 preparation and filing and subsequent sale
• Raised significant venture capital from blue chip investors.
• Established all finance, human resources, facilities, legal/contracts and business management functions. Implemented PeopleSoft in two months and $45k under plan, replacing QuickBooks and manual systems.

Fremont, California, US

• Senior position encompassing market research and analysis, strategic plan development, acquisition opportunity evaluation and recommendation, new line of business assessment etc. including:
• Investigation, recommendation and deal structure to acquire $80m (sales) remote access company.
• Developed and drove implementation of strategic initiative to enter the Japanese market including market assessment, positioning, strategic partner search and carrier relationship development.
• Investigated and structured bid to acquire $30m (sales) pan-regional systems integrator.

Fremont, California, US

• Responsible for new market evaluation, business unit strategy and planning, distribution strategy development and channel partner recruitment and development. Key role in tripling business to over $40m in annual.
• Implemented range of market research and business planning initiatives targeting key geographical and vertical markets. Initiated Asia presence including offices in Beijing, Guangzhou and Singapore
• New channel partners added in China, Indonesia, Mexico, Colombia etc. Acted as NET focal point for key pan-Asia systems integrator (Datacraft) and for relationship with major global reseller (Ericsson)
• Developed recommendations for NET strategic initiatives including acquisition of Australian switching equipment manufacturer, acquisition of regional distribution partner, and JV opportunities in China

Fremont, California, US

• Managed staff of 35 in CA, Washington DC, and Europe providing full financial leadership role for organization which grew revenues 57% to $284m over 3 years