SCOTT R. TATE 2 Schofield Road

Hopkinton, MA 01748 Email: shtate@comcast.net (508) 922-8991 LinkedIn profile: http://linkd.in/GDhpSv

Award-winning technology marketer who increases leads and revenue through

effective messaging, marketing programs, and sales enablement tools

PROFESSIONAL QUALIFICATIONS

Successful and results-driven marketing professional with a track record of building substantial revenue and

visibility for technology firms in a business-to-business sales environment. In-depth experience/expertise in:

Company/product messaging and positioning ● Marketing content development ● Sales tool development

Sales message training ● Marketing campaign development ● Pre-sales support ● Lead qualification

Outstanding writer, public speaker and corporate evangelist

Adept at eliciting a company’s core value proposition, and converting it into powerful marketing messages

Skilled in creating sales tools that increase close rates, reduce discounting, and shorten the sales cycle

Experienced in designing and executing marketing campaigns and lead generation programs

Expert in lead qualification best practices and tools, honed by years of successful field sales experience

Tenacious and self-driven achiever with high performance ratings and numerous awards

PROFESSIONAL EXPERIENCE

THE TRAINING ASSOCIATES CORP. – Westborough, MA 2012-2013 The largest global provider of training talent and solutions

Senior Director of Marketing

Leadership – Managed 15 direct and indirect reports covering product marketing, marcom, demand

generation, web site, SEO/SEM, PR, and telemarketing; established best practices in each area

Core messaging and branding – Retooled the home page, ‘About’ statement, mission statement, logo, tag

line, telemarketing scripts, and voice mail and email templates; wrote, produced, and narrated Brainshark-

powered company overview

Demand generation – Established an e-marketing portfolio using third party portal and e-newsletter ads,

dedicated email blasts to opt-in subscribers, and trigger alerts from select lead database vendors;

established trade show vetting and lead qualification procedure; generated hundreds of leads per month

Marketing automation/campaign management – Developed a comprehensive lead qualification, scoring,

assignment, source identification, and reporting system; provided input for marketing automation module

Sales tool development – Upgraded case study, proposal, and RFP response templates; established

discovery questions for solution selling; created competitive positioning tool

Product management – Gathered market/customer data; refined win-loss tracking and service categories

INDEPENDENT MARKETING CONSULTANT 2009-2012

Employ a unique method for identifying a company’s core messaging and positioning, then applying it in the

creation of collateral, selling tools, sales training content, web page content, and email marketing campaigns

Longest assignment (15 mo.): Director of Product Marketing at Dimensional Insight (Burlington, MA), a

leading provider of business intelligence and business performance management solutions.

Produced market research, competitive analysis, messaging and positioning, sales tools, and collateral;

identified beta customers; and influenced the product direction for a collaborative task management application

in development

Scott R. Tate Resume (508) 922-8991 shtate@comcast.net Page 2

BRAINSHARK, INC. – Waltham, MA 2007-2009 Leading provider of software-as-a-service (SaaS) platform for creating, distributing, and tracking on-demand

rich media presentations used in marketing, selling, training, and internal communications

Director of Product Marketing

Successfully repositioned the flagship product from a department-class tool to an enterprise-class solution –

contributing significantly to the company’s 172% revenue growth within a three-year period

Produced an extensive library of Brainshark-powered multimedia presentations and PowerPoint decks for

use in selling, email marketing campaigns, web site, and customer testimonials

Created selling tools and ROI calculators that effectively positioned Brainshark against alternatives

Produced a series of live and Brainshark-powered sales training courses and supporting tools

Wrote content for data sheets, brochures, press releases, white papers, email campaigns, and web site

Positioned Brainshark, and qualified leads, at trade shows and industry events

Provided pre-sales application consulting that resulted in 7-figures’ worth of pipeline and closed sales

TOTALVIEW TECHNOLOGIES, INC. (FORMERLY ETNUS, INC.) – Natick, MA 2005-2006 Leading provider of software development tools for high performance, distributed and cluster computing

Vice President of Marketing

Planned, developed, and executed all worldwide field marketing and marketing communications activities,

while actively contributing to product direction as a key member of the executive management team

Managed trade shows, electronic and print ads, telemarketing, telequalification, and partner marketing

Instituted a lead capture, source tracking, qualification, rating, assignment and reporting process

Produced press releases, testimonials, editorial and award submissions, collateral, and web content

Achieved a 92% year-over-year increase in monthly “eval” registrations, a 44% increase in Google

click-through rates, and electronic ad click-through rates 260% higher than the site average

Secured Product of the Year honors from Supercomputing Online (2006) and HPC Wire (2005)

APPLIX INC. (ACQUIRED BY COGNOS THEN IBM) – Westborough, MA 2000-2005 Global provider of business intelligence and performance management software

North America Marketing Manager

Planned, developed and executed trade shows, telemarketing, telequalification, appointment setting, email

campaigns, Webinars, seminars, direct mail, video, e-newsletter ads, and sponsorship of industry research

Hosted and ran the company’s annual user conference

Increased marketing’s contribution to sales pipeline from 0% to 55% within four years

Received a 6th Player Award and record three Applix Achievement Awards for contribution to sales

Editorial submissions garnered an eWEEK Excellence Award and Aberdeen Group What Works award

Senior Systems Sales Representative, Kronos Inc., Chelmsford, MA (1999-2000) – Sold enterprise

workforce management software solutions. Developed ROI calculation tool that was adopted worldwide.

Regional Sales Manager, The Info Group, Framingham, MA (1997-99) – Sold call center reporting

software. Closed the fastest six-figure deal in company history (Frito-Lay)

Account Executive, Target Systems (acquired by Applix), Westborough, MA (1995-97) – Sold CRM

software. Top revenue generator in almost every quarter, achieving 161% of quota in first year. Earned

Outstanding Achievement Awards for most new accounts and largest deals. President’s Club member.

VP of Worldwide Sales, Alpha Modular Systems, Campbell, CA (1989-94) – Managed worldwide team of

sales reps for semiconductor matrix trays. Increased revenue from $3.9M to $15.6M within two years.

EDUCATION

BROWN UNIVERSITY – Providence, RI B.A. in Psychology and Communications