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 and profitability. Clients include:• 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, strategic planning and related work. Acquired by Thoma Bravo in 2022 for $800m.• 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 strategic and operational planning.• 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. • NextBio Inc, a SaaS and Big Data analytics provider in the bioinformatics / genomics market. Acquired by Illumina in 2013.• Decisyon s.r.l., an Italian business process intelligence SaaS company entering U.S. market. Raised $15m Series A.• 3scale SL, a Barcelona-based SaaS API management company. Built the company’s initial business models and raised funding in 2010 and 2013. Ongoing strategic advisor role until acquired by Red Hat in 2016.• BigCommerce, an Australia SaaS eCommerce platform company. Closed $15m Series A in 2011 in large part due to the financial / SaaS operating model I built and pitch prep work with the two founders.

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.

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.

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, SanDisk and others, IP and corporate legal activities.• 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. • Initiated IPO process including S-1 preparation, development of pre-spin off financials and proactive Sarbanes-Oxley compliance. Selected Morgan Stanley and Deutsche Bank to lead IPO.• Established proactive offshore tax strategy to drive long-term effective tax rate to sub-10%.

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.

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 customers to 160 and from zero revenues to $15m in 12 months. Accomplishments included:• 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.

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.

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 revenues in China, Japan, Mexico, Brazil, ASEAN countries and India. • 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

• 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