LARRY GREENBERG

Skokie, IL 60076 (847) 675-5898 greenberg.larry@gmail.com

BUSINESS DEVELOPER: CONCEPT STRATEGY SUSTAINED RESULTS

Achieves revenue and profit goals, fulfills commitments Gets new products and applications to market for startup and bootstrap situations Presents authenticity, relevance, significance and differentiation to the market Practices and manages good faith selling, respecting customers needs, structures and cultures Aligns sales process with marketing and delivery operations

NOTABLE ACCOMPLISHMENTS
Promoted and installed energy conservation solutions (ECRA) Challenge: To help mid-size companiesindustrial, institutional and commercial businesses with energy costs above $300,000 per yearreduce consumption and cut costs without having to change operations or sacrifice productivity. Key Actions: Started a company to conserve energy by conducting audits and installing guaranteed passive technology solutions where significant savings proved obtainable. Educated the market with e-news and white papers, workshops. Impact: Projects averaged 12% savings and 30% ROI. Introduced network acceleration-optimization in North American market (ActivNetworks) Challenge: To enable North American corporations attain near instantaneous application performance in support of remote and low bandwidth operations. Key actions: Brought specialized data acceleration solution to market to serve distributed corporate networks whose systems infrastructures were dominated by full catalogue global suppliers. Converted European-oriented French language marketing program for the US, Canadian and Mexican markets. Established alliance relationships with IBM and Hyperion to capitalize on integrations with their applications. Personally, and with recruited resellers, drove sales to corporate data centers. Impact: Net revenue contribution rose from 0 reaching $2.7 million annually (wholesale). Transformed call center industry (Teloquent Communications) Challenge: To improve cost effectiveness and customer satisfaction of call centers facilitated by the integration of voice traffic with databases. Key actions: Personally sold then built direct sales and operations group for Midwest Region; then established and managed a strategic selling partnership with Ameritech. Brought criteriabased call routing, data-enabled voice transactions, support for work-at-home agents, and efficient allocation of traffic among multiple workgroups and sites. Impact: Pioneered todays distributed call center industry. My region designed, implemented and supported 45 systems with over 7,500 seats, generating $12 million in profitable revenue from 1994 to mid 1996. Developed companys technical sales manual, selling tools and training program. Introduced voice mail as an accepted, standard business tool (Octel Communications) Challenge: To transform business communications and practices necessitated by the widespread replacement of the secretarial profession by PC-based word processing. Key actions: As General Manager, opened first P&L-based branch office to promote and install voicemail and other messaging and call processing technologies. Personally sold

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bellwether accounts while building a direct sales and operations group. Conducted "missionary" seminar campaign to legitimize voicemail. As National Accounts Director, established program to coordinate direct and channel sellers for the Fortune1000 market. Impact: Generated $2 million in first year sales, $5 million in second year, $11 million in third year for direct office, all profitable. Signed and managed 15 national accounts, generating over $20 million in 2 years. Proposed policies to mitigate socio-economic effects of natural disasters (Sheaffer & Roland) Challenge: Unrestrained occupancy of the nations floodplains and shorelines cause massive, often repeated losses that trigger recurring disaster relief at public expense. Key actions: Co-directed research to identify and measure socio-economic effects of floods and hurricanes to quantify actual national costs. Co-authored proposal for floodplain mapping, land use regulation and insurance risk management. Marketed and sold wastewater land treatment projects and regulatory programming services to local governments. Impact: The study and further work resulted in enactment of the national Flood Insurance Program. Other projects resulted in risk abatement, associated economic development and open space benefits for local communities.

CAREER HISTORY
Managing Director ENERGY COST REDUCTION ASSOCIATES (ECRA), LLC, Skokie, IL Consulting/contracting in passive energy conservation solutions for large facilities. North America Business Development Director ACTIV NETWORKS, Les Ulis, France Data and web acceleration solutions for corporate networks and e-commerce businesses. Vice President, Sales & Marketing VOICE PROCESSING SOLUTIONS, Chicago, IL Voice mail and call processing manufacturer-integrator. Regional Manager TELOQUENT COMMUNICATIONS, San Diego, Boston, MA Developed distributed call center systems using early IP technology. OEM Sales Director PCSI, San Diego, CA Developed extreme voice compression to multiplex over terrestrial and satellite networks. General Manager OCTEL COMMUNICATIONS, San Jose, CA World leader in voice mail systems. 2007 to 2011

2000 to 2007

1996 to 1999

1993 to 1996

1990 to 1992

1984 to 1990

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Background:
MS in Urban and Environmental Planning, New York University BA in History and Middle East Studies, Brooklyn College Conversant in Modern Hebrew, French