Thomas C. Browne...

LEADING COMPANIES TO ACCELERATED GROWTH AND VALUE

tcb@tcbrowne.com (978) 975-2100 North Andover, MA 01845

Chief Executive Officer and President of five venture companies growing to almost 300 employees and a $50M revenue runrate. Multinational public corporation P&L executive with over $200M in revenue and up to 500 employees. Proven ability to rapidly transform and commercialize technologyenabled businesses in dynamic environments across multiple industries. Strategic architect establishing relevant value propositions for growth and exit revamping products, focusing development, scaling production and optimizing sales channels to propel shareholder value. Leverages extensive leadership experience coupled with technical expertise in helping multidisciplinary teams to overcome serious business challenges and achieve breakthrough results. Successfully sold three companies.

Adaptive Leadership that Drives Change and Optimizes Performance

INTERSENSE, INC./ISWD CORP. Billerica, MA
2006 2012 Developer and marketer of miniaturized microelectronic Inertial Motion Tracking Systems for simulation, training, navigation and guidance applications in global Military and Industrial markets.

CEO AND PRESIDENT

Recruited to revitalize venture-funded company and achieve liquidity for investors. Identified and focused on key growth opportunities, developed high value enabling technology and achieved sale of company to a strategic acquirer. Accelerated revenue growth by shifting product orientation from training and simulation applications to high value operational applications used to enhance military situational awareness and create animated entertainment. Revamped product development and manufacturing around a highly scalable mix of internal and outsourced resources. Created micro-miniature systems for GPS-denied personal navigation, virtual movie/game production, industrial assembly verification/error-proofing and augmented flight/vehicle cockpit visualization. Leveraged microelectronics/MEMS technology to develop and productize the "NavChip," the world's smallest inertial measurement unit (IMU).

NEXAWEB TECHNOLOGIES, INC. Cambridge, MA

2005 2006 Backed by three VC firms, company provides Java-based software supporting Rich Internet Applications with user functionality of client/server architectures over the Internet while eliminating delay/bandwidth consumption of HTML web formats.

CEO AND PRESIDENT

Recruited to fill open CEO position, determine the companys best path forward and lead the res ulting growth effort. Assessed internal strengths/weaknesses and identified promising enterprise software opportunities along with competing open source models to position the company for growth.

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GOLD WIRE TECHNOLOGY, INC. Waltham, MA

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2003 2004 VC-backed firm providing an award-winning management appliance to enable control of operator access to critical network and server infrastructure, control changes to configurations, ensure conformance to operating policies and document compliance with key regulatory and industry standards.

CEO AND PRESIDENT

Recruited to replace Founder as CEO and accelerate company growth. Quickly identified critical need to establish market alignment and stabilize product development. Refocused companys value proposition to match trends in the enterprise market. Tied product development and marketing to that value proposition. Recruited a senior sales team and dramatically expanded the qualified prospect pipeline. Established significant ecosystem partnerships nationally. Signed or expanded key accounts such as Bear Stearns, ADP, Staples, TJX, and New York City Transit. Retained founding technical team, and refocused on stabilizing product planning processes and re-prioritizing product releases. Pace of market adoption relative to companys needs and key investor situation favored sale of company. Closed sale through an internal process yielding three competitive offers exceeding estimated valuations.

NEXTNINE, INC. Cambridge, MA

2002 2003 Backed by three Israeli VC firms, company provided a distributed support infrastructure to the network equipment industry for remotely maintaining and upgrading complex, mission-critical systems.

CEO AND PRESIDENT

Recruited to provide P&L leadership for venture-backed software company with development and finance operations located in Israel. Helped founding team transition from a technology orientation to a needs-based selling/product strategy. Closed launch customer and established pipeline of qualified prospects using a needs model. Reorganized operational processes to increase customer focus and reduce internal churn. Resulting increases in effectiveness and efficiency enabled 33% reduction in cost base while retaining focus on qualified prospects. Consolidated company in Israel to further cut costs and reach profitability.

NAVIPATH, INC. Andover, MA

1998 2001 Subsidiary of CMGI (an Internet incubator/operating company) providing innovative private-label, high performance Internet access services to ISPs nationwide.

CEO AND PRESIDENT

Retained to build a next-generation Internet access network business across North America. Starting from a technical development project with a dozen people, ramped company to 285 employees and went from zero revenue to a $50M revenue run rate in 15 months. Focused on developing a state-of-the-art systems infrastructure, recruiting a top-flight management team and direct sales staff, and securing strategic ISP partnerships. Attained 92%+ major market coverage within 18 months, reaching 96% of the population of the continental US and Canada. Recorded 100% core network uptime while supporting more than 50 million customer sessions/month. Recognized emerging VISP opportunity in 1999 and led development of leading edge systems infrastructure to manage cross-platform registration, billing and payment for Web applications. Integrated broadband and wireless access, email, credit card gateway, desktop client/server software, and Web advertising services within a highly scalable network targeted at corporate clients wanting to extend their brand on the Internet. Chosen to team with two dozen strategic partners (Prodigy, Juno, Global Crossing, Level 3, and more) based on best practice network operations and customer service quality. Tied AT&T as the leading B2B Internet access network in North America after just two years in business. Yielded valuation of $500M in a private investment 15 months after incorporation. Poised for IPO at a $1.2B valuation by Goldman Sachs (April 2000) on the cusp of the dot.com meltdown. Shifted emphasis from revenue growth to profitability. Restructured network, reducing cost base 40% while retaining coverage and quality. Closed the sale of the business to a major carrier through a private process.

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PREVIOUS LEADERSHIP HIGHLIGHTS:

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SENIOR VICE PRESIDENT AND GENERAL MANAGER, BBN CORPORATION, 1996 1998
Retained to lead implementation of corporate defense commercialization initiatives identified in prior consulting role. Built profitable $100M+ business (~500 employees) focused on Internet, wireless, security and network operations capabilities. Concurrently, led development/investment solicitation for new enterprises born of proprietary technology. Turned around a mature organization faced with dying products and fragmented R&D with no funding for new product development. Established commercial development practices, grew sales in related service businesses and established third-party joint development programs. Closed down six unprofitable product lines and initiated the spinoff or sale of four units. Increased revenue from $45M to projected $105M in three years, more than replacing $30M in unsettled revenue, and yielding 150% annual growth in continuing and new businesses with overall annual growth of 25%. Secured $40M+ funding from global partner (NEC) to develop the world's fastest Internet router. Grew project from zero to 75 people in three months and produced a top-of-line IP router in 18 months (paper to production) that incorporated 16 new ASICs, each produced in a single spin.

PRESIDENT/CONSULTANT, TECHNOLOGY MARKETING ASSOCIATES, 1994 1996

Assessed commercial business potential of 36 proprietary technologies for a DARPA-funded technology development company and developed a market entry plan for a multimedia networking company. Developed line-of-business organizational model, enabling rapid scale, increased profit and critical mass in key segments. Assumed operating responsibility for major divisional component and subsequently accepted a senior position with this client (BBN). three P&L leadership roles emphasizing business transformation and technology

VICE PRESIDENT, SONY ELECTRONICS, INC., 1989 1994

Promoted through commercialization.

As Vice President, Conference and Satellite Systems, built the worlds first intercontinental HDTV satellite network. As Vice President, Strategic Development, teamed with a strategic partner to commercialize defense technologies. As Vice President, Corporate and Government Marketing, led sales-model transition that established a 50-person direct sales force targeting Fortune 100/Federal markets, operating in concert with traditional dealer channels across seven US regions and comprising over $200M in revenue. Grew corporate account revenue 40% to $100M+ in a recessionary year; nearly doubled sales productivity and grew gross profit margin two points. Tripled consumer electronics sales to the multinational corporate market and achieved share dominance in both the corporate and government segments through targeted relationship marketing programs and integrating corporate and government sales efforts of five autonomous, multi-channel product groups.

MILITARY EXPERIENCE:

LIEUTENANT COMMANDER, NAVAL AVIATOR, EXECUTIVE OFFICER, UNITED STATES NAVY

Aircraft Commander with extensive international flight experience and operational tours in Southeast Asia and Europe. Awarded Air Medal for combat service and Navy Achievement Medal for individual achievement.

Education
MSA, Management Science and Operations Research The George Washington University, Washington, DC BS, Physics The College of William and Mary, Williamsburg, VA