Merrill R. (Rick) Chapman

Conference Chairman

Rick Chapman is the managing editor and publisher of Softletter, the industry's premier business publication. Rick has worked in the software industry for over 24 years with such firms as MicroPro and Ashton-Tate. He is the author of The Product Marketing Handbook for Software (Aegis Resources) and In Search of Stupidity: Over 20 Years of High Tech Marketing Disasters.

Keynote Presenter

John Aiello

CEO, SAVO

SAVO’s on-demand, collaborative Sales Enablement software (used by more than 100 major companies and 150,000 salespeople globally) opens up lines of communication across organizations, connecting salespeople and marketers with the best sales materials, tools, insights and expertise to help them work more efficiently and effectively. SAVO is one of the fastest growing companies in America, and has won numerous awards for its innovative solution to a problem that has plagued sales organizations for decades.

As CEO of SAVO, John is closely involved in all areas of the business with particular focus on vision/strategy, along with marketing, sales, and operations. He is also chief evangelist for promoting the importance and the business value of Sales Enablement in the various markets SAVO serves.

Keynote Presenter

Brian Wolf

CoFounder and Vice President of Sales and Marketing, BlueLock

Brian Wolff is co-founder and Vice President of Sales & Marketing for BlueLock. BlueLock launched in July 2006, with $5M in venture capital, as one of the country’s first providers of Infrastructure-as-a-Service (IaaS) via its Virtual Cloud Computing Platform.  BlueLock’s core value proposition from inception has been about providing software companies with resilient and scalable infrastructure capacity that matches their revenue and expense cycles. This is Brian’s second stint in the SaaS space after leading the transition and launch of an ASP-based product line for a medical billing software company back in the late 90’s. Prior to starting BlueLock he worked for IMS Health (RX:NYSE), where he lead the business development team for IMS’ $300M+ consulting and services business. Brian is also active in the angel investing community as a founding member of Gravity Ventures, a fund started exclusively to provide growth capital for SaaS companies.

Brian holds a B.A. from the University of Michigan and is a licensed private pilot.

Keynote Presenter

Jeff Kaplan

Managing Director,
THINKstrategies

THINKstrategies was founded by Kaplan -- formerly a leading industry analyst at IDC, Dataquest, and META Group, and successful senior marketing executive at InterOPS Management Solutions and International Network Services (INS) -- as the only independent strategic consulting firm dedicated to helping enterprise IT decision-makers and technology solution providers achieve their business objectives by leveraging the value of IT/telecom services, ranging from professional services to on-demand services, including application, hosting and managed services, as well as IT and business process outsourcing (ITO/BPO).

Jeff has over twenty years of experience and recognized expertise in IT management, managed services, utility computing and outsourcing trends.

He is a frequent speaker at industry conferences and contributing columnist for BusinessWeek Online, Mass High Tech Journal, Financial Times of London, NetworkWorld, Business Communications Review, ComputerWorld, InfoWorld, InformationWeek, and Web Host Industry Review on topics including managed services, software-as-a-service (SaaS), utility computing, outsourcing strategies; network and systems operations, service level management (SLM); and IT ROI and TCO calculations.

Keynote Presenter

Jan Aleman

CEO, Servoy, B.V.

Jan Aleman is the CEO of Servoy, B.V. - an application development and deployment software that specializes in assisting ISVs move their products to SaaS while maintaining their on-premises clients. Prior to helping found Servoy, Mr. Aleman was an owner of Professional Data Management (PDM) -- an IT company specializing in building data-oriented solutions. Besides custom solutions, PDM developed a number of innovative products for Internet and Database solutions, like plug-ins. More than 20,000 users are currently employing these products worldwide in companies such as: Apple, Sony, Genentech, Endemol, Lawrence Livermore Laboratory, Time, USA today and others. Mr. Aleman is a sought after speaker about SaaS and Rich Internet Applications (RIA) presents at conferences and conferences across Europe, South America and the USA.  His keynote sessions at ServoyWorld are always highly anticipated.

Scott Bils, Co-Founder and CMO, Conformity

Scott Bils is the co-founder and CMO of Conformity, which provides on-demand solutions that help organizations more effectively manage the SaaS and cloud-based applications proliferating across their environments. Scott currently oversees all business development, marketing and product management activities for Conformity, based in Austin, Texas.

Prior to founding Conformity, Scott served as Chief Marketing Officer at Scalable Software, a provider of on-demand IT compliance and asset management solutions. Before Scalable, Scott was vice president of marketing for Troux Technologies, a leading venture-backed provider of enterprise architecture and IT governance solutions to Fortune 500 organizations. Scott also served as Senior Director of Solutions Marketing for Trilogy’s High Tech business unit, where he led the successful development and launch of two new product lines.

Prior, he worked at McKinsey and Co. where he provided counsel and guidance on corporate and business unit strategy and M&A issues to senior technology client executives, and co-led the Midwest technology and telecommunications practice. Scott also held positions at Accenture and Kidder, Peabody & Co.

Scott earned his MBA with Honors from the University of Chicago, and holds Bachelor of Arts, Phi Beta Kappa from the University of Illinois at Urbana-Champaign.

Frank Bruno

Manager of Intellectual Property,
Iron Mountain

Frank Bruno consults with developers, corporations and intellectual property law professionals throughout the United States on IP management best practices for Iron Mountain. He specializes in assisting SaaS companies develop escrow and verification agreements and integrating these into large and enterprise sales cycles. Frank's area of expertise covers IP Protection (Strategy, Process & Management) as it relates to technology development, technology acquisitions, software asset management, and managing Domain Name portfolios to Iron Mountain’s clientele. Prior to joining Iron Mountain Intellectual Property Management, he was a Director of Business Development for The META Group, a leading Information Technology Research Consultancy. Frank has been a featured expert speaker on technology and intellectual property protection at many professional and industry events.

Chuck DeVita

President, Growth
Process Group

Chuck DeVita is Founder & President of Growth Process Group, a strategic sales outsource and consulting practice focused on early to mid-stage technology companies. Growth Process Group helps established companies grow revenues, profits and predictability. It assists emerging companies in securing funding and offers an outsourced reference customer acquisition program. The firm also provides interim “C” level executive services to get its’ clients through transitions.

Chuck has over thirty years experience in Sales and Marketing management of enterprise technology suppliers. He has developed regional and worldwide sales forces. He has extensive international sales management experience. He has built direct and indirect channels as well as major account sales organizations.

Ted Finch

President, Chanimal

During my career I have been a Senior VP of Marketing (GM, MarCom, Channel Marketing, Events, Product Management and Strategic Alliances) and Sales/GM background (managing from 17 to 350 marketing and sales people) that has worked in the entertainment industry (competing with Disney), high-tech publishing, software and hardware industry in packaged goods consumer retail applications, educational software, Fortune 100 enterprise and semiconductor markets.

I have helped execute the launch of over 400 products from over 150 vendors including Lotus, Microsoft (multiple divisions), DCA/Attachmate, Adobe, Aldus, WordPerfect, HP, Xerox, IBM, Corel, Sony, Delrina, Generic Cadd, Compaq, Ashton Tate, AOL, Delta Point, Autodesk, GoldMine, Disney, Creative Labs, Ingram Micro, Canon, Mitsubishi, Epson, Novel, Intel and wrote the strategic marketing plan and lead the marketing team that published the world's #1 best selling software product at the time, Netscape Navigator.

On the accomplishment side, I have gone through five acquisitions, helped one of my previous companies to be acquired by Motorola, with profits and revenue at the prior companies reaching a record high with annual growth at each previous company/division of 2,300%, 610%, 280% and 490%.

Jim Geisman

President, Software Pricing

Jim has helped emerging and established software companies solve some of their thorniest pricing problems including how to transition to the on-demand (SaaS) pricing model. He has written extensively on software pricing and is widely quoted in the trade press. He is a frequent speaker at conferences and trade conferences and has consulted internationally on issues of software pricing and deal structuring. Jim has been a co-founder, director, advisor or mentor to early stage companies. He sits on the Board of the Professional Pricing Society and is an advisor to the Entreprenuerial Leadership Program at Tufts University.

Matthew Gonnering
CEO of Widen Enterprises, Inc.

Matthew Gonnering is the CEO of Widen Enterprises, Inc., helping organizations with the creation, management, and distribution of branded materials such as images, video, and audio files. Gonnering leads the organization with a focus on creating enjoyable customer experiences by helping to create a sanctuary for digital media and share subject matter expertise with marketplace.

Gonnering is positioning the organization to help customers prepare for the next generation of digital media while upholding the strong historical roots of a service-driven culture. Gonnering holds a Bachelor’s degree in business administration from St. Norbert College and a Master’s degree from the University of Wisconsin-Madison.

Jay Howell, Partner and Regional Technical
Director, BDO Seidman

With over 20 years of experience in auditing, accounting and business consulting, Jay is the Regional Technical Director for BDO Seidman’s Northern California region. In this role, Jay oversees regional technical accounting, auditing and risk management matters, and works with BDO’s client service teams to assist clients with their financial reporting responsibilities, including consultations on technical accounting, auditing and reporting matters, assistance with SEC registrations, periodic filings, internal control reporting matters and responding to SEC comment letters. Clients Jay works with are particularly concentrated in the technology and software industries.

Jay is also the firm’s leader in the area of software and technology revenue recognition and consults with clients and colleagues across the country on the topic. In addition, Jay oversees BDO’s revenue recognition related training programs and regularly teaches courses on the subject.

Jay previously spent 12 years with two Big Four accounting firms prior to joining BDO in 2001, primarily working with public and pre-public technology company clients. Jay is a member of the AICPA and holds a bachelor of arts degree in Business Economics from the University of California, Santa Barbara.

Lincoln Murphy, Director of Strategic Product Development

Sixteen Ventures

As Director of Strategic Product Development for Sixteen Ventures, the premier Software-as-a-Service revenue acceleration company, Lincoln Murphy brings over 15 years experience in on-demand software product development and architecture, focusing exclusively on SaaS since 2004.

Working with clients of all sizes, from Startups to those at the top of the Fortune 100, Lincoln helps companies recognize and execute on opportunities to generate or enhance revenue through the SaaS business model.

Kevin O'Brien, Director of SaaS Strategy & Programs for Worldwide Alliances & Channels, Oracle

Kevin O'Brien is Director of SaaS Strategy & Programs for Worldwide Alliances & Channels at Oracle Corporation. He is responsible for ongoing development and execution of Oracle's SaaS partnering strategy. Prior to this role, Mr. O'Brien worked in Oracle's Technology Channel Program Office which launched high growth initiatives targeted at mid-sized businesses. Before that, Mr. O'Brien worked in the North America division focused on go-to-market activities with ISV and channel partners. He received his MBA from Harvard Business School and a BA in Government from Colby College.

Rajiv Parikh, CEO, Position2

Rajiv is CEO of Position2, a leading search engine marketing firm, with over 20 years of sales, marketing and entrepreneurial experience.  He is Co-Founder and Board Member of Apieron Inc., a VC-backed company. He grew the AltaVista Business Solutions Group to $40 million in revenues. Prior experience includes leading Marketing and Business Development groups at Sun Microsystems, NCR, and AT&T. Rajiv has a MBA from Harvard Business School and a BS in Electrical Engineering from UNH.

Position2 clients include Johnson & Johnson, Northwestern Mutual, Coverity, Convergys and Reliance.  Rajiv is a frequent speaker in industry forums on search and social media marketing.

K. V. Rao, Founder and President

K. V. founded Zuora after five years at WebEx Communications where he reported directly to the founder and President with strategic marketing and business development responsibilities and played a key role in the growth of this successful start-up. Prior to WebEx, K. V. worked in sales and customer support at SGI. He started his career as the proverbial rocket scientist (Associate Scientist) at NASA and then spent several years developing products at General Motors. K. V. obtained his Ph. D. in Engineering from Iowa State University, an M. S. from the University of Missouri-Rolla, and a B. Tech from IIT, Bombay.

Laura Roach
Executive Practice Leader, SPM Strategies

Laura Roach is responsible for helping Xactly clients assess the optimal project scope of their sales performance management (SPM) solutions. In this role, she also leads Xactly’s SPM Center of Excellence practice, with the charter of empowering companies to increase their sales productivity through best-in-class technologies, benchmarking services and best practices for repeatable success.

An expert in compensation strategies, Ms. Roach brings to her role more than 17 years of experience in sales operations, HR, and compensation consulting focused primarily in the area of worldwide SPM/ICM implementations, compensation design and reward strategies. She possesses extensive experience in core compensation, compensation for complex selling, international remuneration, executive incentives, short and long term incentives, and stock options.

Before joining Xactly, Ms. Roach held variety of key positions at Callidus Software, including director of strategic services, director of custom solutions, and manager of education services. Previously, she was senior manager of sales compensation and recognition programs at XO Communications. She has also held senior compensation consultant and analyst roles at telecommunications leaders Teleglobe and COMSAT, and began her career with Sprint International.

Ms. Roach holds a bachelor of science degree in public administration with a focus in decision sciences from George Mason University and a master’s degree in business administration from Keller Graduate School.

Marty Siewert, Senior Vice President, Sales

A seasoned sales executive with more than 15 years of sales management and executive sales leadership experience, Marty serves as Kadient’s Senior Vice President of Sales. He has extensive experience in early stage and high growth companies including Quintus Corporation, Axiom Management Consulting (a subsidiary of Cambridge Technology Partners), Centive, Art Technology Group (ATG), and most recently ClearForest Corporation. At ClearForest, Marty was responsible for developing and implementing the company's enterprise sales and marketing strategy, professional services offering, and customer support initiatives. At ATG, he rebuilt and managed a sales team to support the North American operations and played a key role in ATG's expansion and extraordinary revenue growth. Marty is a graduate of Xavier University where he studied Economics.

Michael Turner, CEO, Alert Logic

Michael Turner joined Alert Logic to lead the company's further growth and penetration into new markets. Turner is an experienced start-up executive, with multiple successes growing early stage companies to market leadership positions and profitability. Most recently, he was Executive VP and Director for NetQoS, where he was responsible for Marketing, Sales, Product Development and Business Development. During his tenure the company grew rapidly, and was named to both Inc. Magazine and Deloitte & Touche's lists of fastest growing companies in multiple years. Turner continues to serve as a NetQoS board member. Earlier, he was VP of Marketing for NetSolve, an early leader in remote network management services which went public and was later acquired by Cisco Systems; and Director of Marketing for Logic Automation, acquired by Synopsys. He holds a BS in Macromolecular Engineering from Case Western Reserve University, and an MS in Industrial Administration from Purdue University.

Tien Tzuo
Founder and CEO, Zuora, Inc.

Tien Tzuo joined Zuora after 9 years at salesforce.com. Tien was one of the "original forces" at salesforce.com, which he joined in 1999 as the 11th employee, when the company was still operating out of a house on Telegraph Hill in San Francisco. In his 9 years at salesforce.com, Tien built salesforce.com's original billing system and held a variety of executive roles in salesforce.com's technology, marketing, and strategy organizations, including building out the product management & marketing organization, serving as Chief Marketing Officer for two years, and most recently as Chief Strategy Officer.

Tien personally oversaw the vision, direction, and design of the first 17 releases of salesforce.com's award winning product line, including overseeing the launch of salesforce.com and the AppExchange. In 2004, Tien was named CMO of the Year Finalist by the CMO Council and BusinessWeek Magazine. Tien is also widely recognized as one of the thought leaders in the software-as-a-service industry. His podcast on the Secrets of Salesforce is widely cited and has been downloaded over 250,000 times since it was first published.

Prior to salesforce.com, Tien was at CrossWorlds Software, where he launched CrossWorlds' Telecommunications business unit focused on integration with billing systems such as Portal, Kenan, Amdocs, and MetaSolv, and at Oracle Corporation where he managed several of Oracle's largest Telecommunications accounts, including MCI, NYNEX, Bell Atlantic (now Verizon), and AT&T. Tien holds a bachelor's degree in electrical engineering from Cornell University and a master's in business administration from the Stanford Graduate School of Business.

Michael L. Whitener

Principal and co-founder of VistaLaw International LLC

Michael Whitener is a principal and co-founder of the law firm VistaLaw International LLC, with offices in Paris, London and Washington, D.C. Michael’s legal practice focuses on assisting software and other technology companies with licensing, distribution and intellectual property issues. He is the author of Creating Software Alliances (2007) and Corporate Governance for New Directors (2008).

Before co-founding VistaLaw, Michael was International Law Counsel at BearingPoint, a global management and technology consulting firm. He also served as trade adviser to the International Trade Administration. Michael was previously in private practice with the law firms of Sidley Austin and Hogan & Hartson.

Michael is a graduate of the University of Virginia School of Law. He received a Fulbright Fellowship to study Japanese law in Tokyo.

THINKstrategies

The Product Marketing Handbook for Software

In Search of Stupidity: Over 20 Years of
High-Tech Marketing Disasters,
2nd Edition