William P. Selmeier
20720 Maureen Way
Saratoga, CA 95070
(408) 257-7670 Voice
[email protected]
Computer and Communications Industry Executive
Accomplished executive with proven experience in market creations and
expansion. Experienced in major market impacts ranging from the introduction
of electronic scanning cash registers, introduction of campus LANs,
introduction of ISDN for commercial applications, reviving sales in companies
with aging technology in maturing markets and the introduction of the commercialized
Internet.
Bill functions in key general management and marketing roles promoting
the continued evolution of the productive use of electronics. The greatest
opportunity exist where there is the greatest need..
BACKGROUND SUMMARY
More than twenty five years of successful marketing and sales experience
introducing computer and communication products, developing strategic market
positions, developing sales management tools, and managing people.
CAREER HISTORY AND ACCOMPLISHMENTS
RIGHTNET, INC. San Jose, CA (1996-Present)
President and CEO
Created a company to provide turnkey Linux based internet servers (hardware, software and remote installation). Developed relationships with independent
technical staffs to fill customer requirements, and handled everything
except the Linux installation and configuration. Manages RightNet's support of educational activities such as Silicon Valley Internet SIG and Internet Developer Group
Internet Software Consortium Redwood City, CA (October 1998-March 2000)
Director of Client Relations
From a consulting position, managed the client interface for the
ISC, the non-profit organization responsible for BIND, DHCP and INN
development.
NET+EFFECTS, INC. San Jose, CA (1994-1996)
President and CEO
Led a team that initiated the mail order turnkey internet server (hardware,
software and remote installation) market. Developed the marketing approach,
handled all sales leads, found the vendors for components we needed, ordered
and obtained all the component materials, managed the production schedule,
shipped products, invoiced customers, paid vendors and supervised the accounting.
CONSULTING, San Jose, CA (1991-1994)
Marketing and Sales consulting:
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Director of North American Operations for Dowty Network Systems, bringing
OSI based LANs to the market. Introduced opportunities in Federal Programs
for OSI LANs. Developed incentive programs, Collaborative proposals and
other tools to introduce a popular European Product to North America.
-
Business market establishment for AMIX, an early creative attempt to build
a free market for on-line information. In 5 months the business topics
I supervised became the second largest base for revenue potential passing
more than thirty previously established market areas.
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Initiated and wrote the original two newsletters for NetManage .
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Partner in Net+Effects performing complete sales generation, product definition,
publicity, market creation and other activities. Introduced Sequoia Data
to Net+Effects and expanded the sales of ScanFix to more than double its
previous volume.
-
Director of Marketing for SV-PAL, a San Jose Area public internet access
service. Developed the business model that allowed business to continue
as users subscribed for $20/year to a shell access using donated equipment
and a volunteer staff. Obtained the publicity that allowed SV-PAL to grow
from roughly 100 users to over 3000 users in about 4 months. Obtained national
press coverage on NBC News. Contributed to the policy definition.
-
As Vice President of Sales, in four months approximately doubled the subscriber
business level of Internex, a California-San Francisco Bay Area Internet
Access Service Provider and initiated the got the first paying customers
for WWW hosting.
FUJITSU NETWORK SWITCHING OF AMERICA, San Jose, CA
Director of Sales and Marketing, ISDN Systems Division (1988-1991)
Responsible for Sales, Sales Support and Marketing functions for the
introduction of ISDN Customer Premises Equipment (CPE) devices to North
America. Programs pushed Fujitsu to became the second largest provider
of ISDN CPE behind AT&T by 1990.
-
Through active participation in the North American ISDN Users Forum (served
on Executive Steering Committee), created productive relationships with
RBOCs by positioning Fujitsu as more supportive of RBOC objectives of interoperability
and open standards.
-
Managed the development of marketing communications, order processing procedures,
market sizing, identified previously unknown impediments to ISDN implementation
(now resolved), corrected inaccurate forecasting and implemented a continuing
feedback forecasting system--managed all the marketing activities.
-
Built sales staff and exceeded sales objectives by more than 50%.
LANTEL CORPORATION (Now GAI-Tronics Corporation)
Vice President, Marketing and Sales, Norcross, GA (1987-1988)
Responsible for all sales and marketing activity in a start up manufacturing
innovative voice and data broadband cable modems. The company had been
shipping product for 8 months but had no backlog or shipments in the last
month and a half when I joined. Worked closely with the President as the
number two person in the company.
-
Grew revenues from low 5 figures per month to low 6 figures per month within
first four months.
-
Developed trade show program, marketing program and market opportunity
analysis.
-
Initiated action to consider sale of company after identifying a too limited
market for the product lines.
SYTEK, Inc. (Became Hughes LAN Systems, then Whittaker Communications)
National Sales Programs Manager, Mountain View, CA (1984-1986)
Responsible for sales education programs, national account coordination,
development of sales incentive programs, and lead generation programs.
-
Supported Sytek's growth from $25M to $42M in sales by developing effective
analysis and presentations of product benefits and cost savings.
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Developed a sales quota system based on District Potential and a incentive
compensation plan to fit the potential and Sytek's growth objectives.
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Developed telemarketing lead generation program.
District Manager, Mountain View, CA (1982-1984)
Responsible for sales in the Northwestern USA and at times for Western
Canada.
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Increased the installed base more than tenfold, and tripled the number
of customers.
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Penetrated the district's potential market about double the average penetration
for Sytek elsewhere.
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By 1984 had grown five networks to more than 1000 connections when most
networks were less than 10 connections.
NATIONAL SEMICONDUCTOR
Product Manager, Systems Division, San Jose (Became ICL/Fujitsu)
(1981-1982)
Responsible for all product marketing and planning of all the Datachecker
products placed in the sales area of their customer's retail store.
-
Within the first week of employment, significantly expanded top management's
awareness of the potential in other related vertical markets leading to
a long term plan to broaden the business basis through acquisitions.
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Supported Datachecker sales growth from 19.9% to 24.3% of the Point of
Sale (POS) market and the profitability of the POS terminal products by:
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redefining the terminal strategy to reduce product function overlap,
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drop unprofitable models,
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professional market release of unique POS functionality (talking cash register)
which for awhile was requested on 60% of the systems ordered and caused
several customers to come back to Datachecker that had switched to
competitors, and
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support of the distribution channel.
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Established a competitive analysis and tracking system that assisted sales
in competitive situations as it collected data.
IBM CORPORATION
Marketing Manager, Louisville, KY (1978-1980)
Responsible for sales in Manufacturing and Distribution accounts in
northern Kentucky and southern Indiana working through eight sales personnel:
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Increased the installed base 11% my first year and 41% my second year which
was significantly above the overall performance at this location.
-
Implemented a then innovative unit-wide sales program developed out of
a unit wide planning session
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Focused sales and technical resources on interactive applications.
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Created seminars for customers to present and assist each other to consider
and implement Data Processing applications.
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Obtained and focused regional technical resources more effectively in the
unit.
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Realigned individual sales territories to get a better match between customers
and sales personnel resulting in all personnel exceeding their quota requirements.
Program Administrator, Raleigh, NC (1973-1978)
Responsible for implementing industry programs in support of the Universal
Product Code (UPC) checkout product lines and headquarters support to key
regions of the United States.
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Initiated and implemented a highly regarded industry program to encourage
source marking of the Grocery UPC and to measure its expansion across brands.
In this process I addressed over 3000 grocery and packaging professionals
at various meetings and hosted over 350 key grocery manufacturing industry
personnel at IBM's development site.
-
Presented at more than two dozen IBM and Industry training seminars on
electronic scanning cash registers.
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Expanded the basic cash register application capability through a beta
test supervision of a second grocery product offering.
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Developed and reported UPC Scanning benefits to supermarkets using
presentations and a
comprehensive benefits projection tool. The
results were adopted by the Industry committee promoting scanning.
Within months of its release the implementation of scanning cash registers
increased dramatically.
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Managed a task force that developed the business case and functional definition
for the IBM 3680 point of sale product which had an unusually long life
before it was superseded.
Marketing Representative, Cincinnati, OH (1969-1973)
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Exceeded objectives each of three years on quota.
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Coordinated communications between IBM (executives) and my customer, key
to entry into electronic cash registers, a new market for IBM.
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Developed/sold division wide data processing programs for Kroger Divisions,
specifically SupeRx Drugs and Kroger Food Products.
PROCTER & GAMBLE COMPANY, Cincinnati, OH
Personnel Assistant (1968-1969)
Responsible for recruiting new people for Advertising Brand Management.
Operations & Planning Coordinator (1967-1968)
Responsible for recruiting and organization development in IE Division.
Operated as administrative aid to the I.E. Division Director.
Staff Analyst (1965-1967)
Responsible for specific management and information science projects
in Advertising and Sales/Product Distribution.
EDUCATIONAL BACKGROUND
MSIE and BSIE University of Michigan.