Experience That Matters
Todd Hussey and Dave Zwicker are high tech sales and marketing veterans with experience that spans three decades of technology evolution and changing business cycles. They have worked for companies of all sizes while performing a number of leadership roles including:
· Building and managing MSP and CSP sales organizations and channel programs
· Defining and launching new products and services for MSPs and CSPs
· Building brand awareness and generating sales leads f
or MSPs and CSPs
· Defining critical business processes and measurement systems for MSPs and CSPs
Over the years, Dave and Todd have worked together and apart creating a unique partnership where synergy is the result of their diverse company backgrounds and industry perspectives. Their complementary skills and compatible styles have enabled them to bring a unified and integrated approach to sales and marketing. As a result, MSPexcellence represents a unique and unmatched resource for MSPs and CSPs who wish to implement successful go-to-market programs that are grounded in deep industry experience and demonstrated success.
Todd Hussey has an executive sales background rich in MSP experience and sales accomplishments:
Concord Communications (listed on NASDAQ and later merged with CA)
As one of the first employees at Concord Communications, the leading fault and performance management software platform provider developing solutions to MSPs and enterprises, Todd and his teams helped grow the company from $1-125m and go public. Todd grew the international business from $0 to $20m via dozens of VARs/MSPs working with them to build multi-million dollar businesses reselling
Concord's solutions and a Managed Services business based on
Concord's E-Health software platform. Also, as VP MSP and OEM Sales, Todd was responsible for recruiting and enabling the success of US based MSPs and OEMs with Concord solutions.
SilverBack Technologies (acquired by Dell)
As VP Sales, Todd helped lead the transition for SilverBack to become one of the world's first and leading MSP RMM software platforms. During his tenure, he and his team added 100+ MSP customers, achieved 40% quarter-over-quarter growth, and provided MSPs with a comprehensive set of sales and marketing tools and training to create and grow their Managed Services business.
A premised-based Managed VoIP Provider selling to the SMB market via MSPs. As VP Sales, Todd and his team grew the recurring revenue based business over 200% adding 400+ SMB customers in two years working hands-on with MSPs teaching them how to build a significant Managed VoIP business.
PictureTel Corporation (listed on NASDAQ and later merged with Polycom)
As one of the very early employees intimately involved in building PictureTel's business from $3-150m, Todd and his team grew the company's Japan business and then the Asia/Pacific business based in Hong Kong, both partnering with VARs and helping them build a significant business based on PictureTel's solutions. He grew these businesses from scratch to over $20m. Todd also ran PictureTel's $22m global reseller partnership with AT&T.
Viola Networks (acquired by Fluke Networks)
A VoIP MSP software platform sold to MSPs allowing them to offer Managed Services to their SMB customers. In a period of two and a half years as VP Sales, Todd and his team grew the business adding 200+ MSPs and enabled their success by providing them with the sales and marketing tools and programs to manage 1000's of SMB customers.
Dave Zwicker has an executive marketing background that is also rich in MSP experience and demonstrates a number of key marketing accomplishments:
Dave was brought in as VP to establish a formal marketing function for this venture stage managed service provider of IP-based voice communications solutions to the SMB market segment. During Dave’s tenure, Whaleback experienced twelve consecutive quarters of accelerated growth in sales bookings, customer acquisition, MSP channel partner recruitment and brand awareness. Dave led key product management initiatives such as price restructuring, product launches and two OEM deals that helped to increase the customer base by 160% and the average order size by 58%. Dave also launched a Premier Partner Program with comprehensive sales tools and innovative sales agent and lead referral campaigns that increased partner productivity and drove a 230% increase in annual sales.
Viola Networks (acquired by Fluke Networks)
Dave managed the global marketing of a VoIP management software portfolio and transformed the company from a low price commodity supplier of diagnostic tools into a supplier of strategic VoIP lifecycle management systems for high-end markets. He developed a VoIP lifecycle management product positioning strategy and re-launched the company with an extensive media/analyst road show generating extensive coverage and a new brand identity. Dave developed and drove a new business model and go-to-market plan based on strategic analysis of VoIP management market segments including adoption/deployment rates, price points and revenue potential. He executed integrated marketing campaigns generating 500% growth in pipeline opportunities, 100% increase in average selling price and 25% growth in new customers.
As VP of Solutions Marketing, Dave managed a worldwide organization of 100 people to execute integrated marketing programs for VARs and MSPs based on advertising, direct mail, on-line marketing, events, channel programs, sales tools and collateral materials. Dave executed comprehensive go-to-market programs targeting multiple end-user market segments resulting in a 100% increase in the production of qualified leads for the company’s direct and indirect sales channels
Dave managed the corporate marketing group and a multi-million dollar budget to deliver a full range of marketing services including lead generation, media relations, sales resources, corporate events and technical marketing. He instituted global marketing programs with record-breaking lead generation results to support direct and indirect channels of distribution. Dave created the company’s first on-line sales toolkit with vertical marketing sales guides, technology whitepapers, customer case studies and competitive analysis.
River Networks (acquired by Enterasys Networks)
Dave was brought in by the chairman of the board of directors to develop all aspects of marketing for this innovative VPN start-up company. He built an elite team of professionals to perform product management and marketing communications on a global basis. Dave’s work enabled growth in valuation through revenue production, channel development, customer wins and market awareness resulting in $170M acquisition by Enterasys and a 10x return for the company’s investors.
MSPexcellence has developed a comprehensive program for building a successful MSP and CSP business called The MSPexcellence Cloud Solutions Provider Program.
We strive to enable our resellers to grow significant and
sustainable business around Google Apps. MSPexcellence has developed
programs, tools, and training to help our resellers get to this level with
their business. After many years of helping managed service providers
build up recurring revenue business, they're now bringing a great deal of
experience to help cloud service providers do the same.
Google Apps SMB Channel Lead
As a Google Apps Premier
SMB Reseller, our business is already strong and growing. So, too, is the
market for cloud-based solutions and services. The CSP Program helps us
look beyond our current business model, focusing on the future in a more
structured and strategic way.
The program helps us evaluate, plan, and
expand our services with a greater understanding of the impact on our costs,
our operations, and our bottom line. Rather than trial and error, the MSPexcellence
CSP Program gives us information we are using for more timely, more accurate,
and more beneficial decisions.
CEO Cumulus Global
MSPexcellence has a unique
and practical approach for avoiding pitfalls while, at the same time, providing
a framework for connecting business strategy, marketing programs and sales
execution into an integrated set of initiatives that will fuel the growth of my
Brian Killian, CEO, Northpoint Technology Group