IRA DRILLICK

Brookfield, CT 06804 Phone: 203-775-4878 Email: ira@drillick.com Linkedin: http://www.linkedin.com/in/iradrillick Proven leader in competitive intelligence, open innovation, market insight and strategy for software and technology research. Speak French, Spanish and some Japanese. International Experience. Spectrum Value Limited Partnership Brookfield, CT Competitive Intelligence Director Market insight and competitive intelligence projects for a variety of clients. International Business Machines Corporation (IBM) Yorktown Heights, New York Market Intelligence Leader, IBM Research Division 2006 - 2009 12 years 1996 - 2009 2009 - Present

Provided market and competitive intelligence to IBM Research executives and 3,000 PhD scientists in nine global laboratories. Partnered with business development teams in commercializing new discoveries and patented technologies. My market intelligence team built business plans for voice, visual recognition, solar and custom microprocessor projects. In addition, we formulated market analyses and sales projections for 18 additional business plans. These efforts were critical in gaining $105 Million in Intellectual Property sales in 2008. Core Team member for the 2008 annual IBM Global Technology Outlook (GTO), which evaluates emerging technologies and selects technology targets for the coming year. This is an IBM-developed forecasting methodology that combines worldwide researcher inputs, in-depth technology analysis and Delphi (expert opinion) techniques. The GTO is the most important input for the basic research funding decisions that are part of IBMs $6.3 billion R&D budget (2008 figures.) Won Research Division Award for my work on the GTO. Surveyed customers and business partners in Beijing and Tianjin for a new Software as a Service platform. Developed pricing model and strategy recommendations for the IBM China Research Laboratory team. Team effort produced 2008 sales of $2 million for this new service. Evaluated research strategies of other laboratories and delivered executive reports and recommendations on HP, Microsoft, InnoCentive, P&G and Batelle. Market Intelligence member of IBM Research team developing a research strategy for emerging markets. Produced reports examining opportunities in Brazil, Singapore and the United Arab Emirates. Cloud computing: Analyzed IBM and world total computing resources and the potential positive and negative impact of cloud computing. Creative: Submitted two patent proposals; one published on IP.com in 2009. 2002 - 2006

Manager, Competitive Intelligence Project Office, IBM Software Group

Managed nine senior analysts dedicated to the competitive analysis of major IBM Software Group competitors, such as Microsoft, SAP NetWeaver, Oracle, Tibco and BEA Systems. Briefed IBM Software Group senior executive team on competitor actions and strategy. Worked with sales teams to win competitive situations: influenced over $40 million of sales in 2005. Wrote persuasive customer-deliverable papers: 15 produced in 2005. Delivered 84 competitive analysis newsletters, competitive alerts and positioning memos in 2005. Materials were sent directly to an internal opt-in mailing list of 6,000 IBM salespeople, managers and executives and also republished to an additional audience of 20,000. Developed and presented 120 Linux roadshows to over 10,000 customers, business partners and IBM salespeople in 2004 and 2005. Analyzed Microsoft Total Cost of Ownership and licensing, and assisted with wins such as Miami-Dade. Managed competitive sales track at the 2006 IBM Software University - delivered 24 classes.

Competitive Intelligence Manager, IBM Software Group, WebSphere 2001 - 2002 Responsible for IBM WebSphere worldwide competitive analysis, focusing on BEA Systems. Executive Briefings: Researched and presented to the executive team quarterly competitive updates on sales, marketing and channel actions.

Resume of Ira Drillick, page 2 of 2

203-775-4878

ira@drillick.com

Provided field sales force with competitive tactics. Gained 3 market share points against BEA Systems in 2001. Discovered competitive product, channel and pricing information for product teams. Competitive Alerts: Wrote competitive alerts sent immediately to 400 key salespeople and executives and later published to over 5,000 IBM Software Group employees.

Manager, Web Metrics, IBM, ibm.com Division 1999 - 2001 Produced IBM's Worldwide Business reports for ShopIBM, BusinessCenters and Enterprise web sites. Managed staff of seven programmers and business analysts. Provided leadership to matrix organization of over 80 contributors worldwide. Creative: Submitted patent idea, "Spreadsheet for Words," which was published by IBM in the May 2001 issue of Research Disclosure. Revenue Measurement: Teamed with two colleagues to initiate fundamental changes in IBM corporate financial systems to enable tracking in year 2000 of over $300 million of Internet end-to-end revenues. Tracked over $1 billion in Enterprise web-related revenues in 1999. Creative: Submitted patent idea, "Spreadsheet for Words," which was published by IBM in the May 2001 issue of Research Disclosure. Senior Strategist, FuturePath, IBM, Americas Integrated Marketing Communications 1996 - 1998 Acquired new customers with aggressive, database-driven business-to-business mail and telemarketing programs, code-named "FuturePath." Directed staff of two professionals, with annual budget of $2 million; managed four advertising and telemarketing agencies, and managed matrix staff of 11 professionals. Marketing Programs: Launched successful programs to banking, telecommunications, health and manufacturing sectors. Sales in excess of $10 million from 1996 & 1997 FuturePath programs. GTE Oak Brook, Illinois Director, Database Marketing, Airfone Division 1994 - 1996

Increased company revenues with database marketing, customer segmentation, loyalty programs, partner promotions and new product launches. Directed staff of five professionals, with budget of $7 million. Database: Enhanced customer transaction data to expand the database by 500%, to over 2 million customers and frequent flyer prospects. Aggressive campaign of test mailings, resulting in profitable control mailings. Initiated Data Warehouse project. Marketing Programs: Developed and implemented successful co-marketing programs with American Express, Delta Airlines, United Airlines & other business partners. Product Management: Partnered with United Airlines to magnetically encode the GTE Airfone Aircall number on the UAL Premier Card. This built upon the successful launch in 1994 of the "Phone Number in the Sky," the first service to let people call a specific passenger on an airplane. Prepaid Telephone Cards: Launched industry's first air-to-ground prepaid calling card, in October, 1994. Followed up with additional cards. EDUCATION & TRAINING University of Minnesota, Carlson School of Business, Master of Business Administration, Marketing Michigan State University, East Lansing, Michigan, B.A., "with honor," in Japanese Studies World Money Show, Orlando, FL 2009, 2010, 2011 Volunteer work with local non-profit 2010, 2011, 2012 Gartner Symposium in 2007, 2008 Softletter's Marketing and Selling SaaS Seminar, 2008 Speaker and attendee at IBM Software University in 2006, 2005, 2004, 2003, 2002 Competitive Research at SAP University in 2006 & 2005; Microsoft Tech-Ed, 2004, 2003 and BEA eWorld, 2002, 2001 The Hurricane Island Outward Bound Program, Hurricane Island, Maine