Strength through Collaboration

Helping Upstate New York
Achieve Economic Growth

R.C. Tubbs & Associates
 

We put the e in Business,
Marketing, Events  & Technology

EXECUTIVE SUMMARY

The following proposal defines a “Strength through Collaboration” branding and event opportunity for Greater Rochester Enterprise to demonstrate economic development, business and community leadership in Upstate New York.  This proposal has two primary complimentary components:

·         A spring regional trade show that focuses on key companies and executives

·         A regional economic development web site that

o        supports the region, offering consistency and cooperation between municipalities

o        extends and enhances the regional trade show online

Together they combine to help position upstate New York with visible and effective impact deliverables.  This project establishes economic development leadership and puts our region on the radar screens of the RIGHT companies and organization.  A successful event and web site initiative clearly establishes leadership and is a catalyst for change and growth in upstate New York economic future. 

Potential state and private funding sources have been identified and confirmed.  International and federal funding may also be available.  Clearly the business community would support such an effort.

A one-hour conference call will be scheduled for the week of January 15^th.  We look forward to working with you and your team on this important first step.

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To:                        Michael Finney, CEO Greater Rochester Enterprise,

From:             Robert Tubbs, RC Tubbs and Associates

CC:                Sandy Parker, Christine Whitman, Larry Peckham, Robert Ruppenthal, Ed Hall, Jeff Boyce,

Date:             December 30, 2002

Re:                 “Strength through Collaboration” Spring Upstate NY Showcase,
Regional Economic Development Website

Table of Contents:           

EXECUTIVE SUMMARY.

OVERVIEW – STRENGTH THROUGH COLLABORATION.

CONCEPTS AND METHODOLOGY. 4

1.       Stimulate local & regional economic development via an Upstate NY Showcase  4

2.       Strength through Collaboration regional economic development web site. 5

ASSIGNMENT – WHY R.C. TUBBS & ASSOCIATES. 6

TIMING.. 7

EXPECTED RESULTS. 7

CREDENTIALS. 8

NEXT STEPS. 8

Appendix A – Strength through Collaboration Declaration. 9

Appendix B –  2002 ITEC Format, Photos and Themes 11

Appendix C – Robert Tubbs Resume. 26

OVERVIEW – STRENGTH THROUGH COLLABORATION

Upstate New York is an economic powerhouse. With nearly 7 million residents, the region ranks as the 12th largest U.S. state. And with total output of approximately $300 billion, the upstate economy exceeds that of many small--and not so small--nations.  Include Toronto and this region is a Metropolitan area of 10 million people.

Regional economic growth is the key to Rochester’s revitalization.  As a region, we have more power and more to offer than we do separately.  Site selection committee, senior executives and companies do not view us as only Rochester but as a region…it’s the entire package is what they want to comprehend and evaluate.

Strength through Collaboration offers GRE and the region a brand identity and a rallying point for success!  This tested brand resonated with all the participants in last April’s Information Technology Exhibition & Conference.  Proclamations from the Governor, County Executive, Mayor and the Canadian Consulate declared Strength through Collaboration days; a positive and provocative sign of the times.  (See appendix A.)

As GRE’s June 2002 Plan states, “Rochester (and upstate New York) is not on the radar screens of national site selectors and decision influencers” and that only “a strong, regional economic development partnership designed to match the best and proven efforts of other metro areas” will prove successful.  With this in mind, R.C. Tubbs and Associates would like to develop the following concept and methodology to aid in accomplishing this goal.

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CONCEPTS AND METHODOLOGY

 

Stimulate local & regional economic development via an Upstate NY Showcase:

An Upstate NY Showcase, with other local and state agencies, offers a very visible and collaborative approach that addresses the need for a “strong, regional economic development partnership designed to match the best and proven efforts of other metro areas.”  It establishes the regions strengths and affords everyone new economic and business opportunities.

Together, we would develop ½ day sessions/themes for each of five days (see example below.)  One event format would start with a VIP dinner the evening before the actual event.  This would be followed by morning topic sessions, i.e., bio-medical, lunch with a keynote address, followed by an afternoon regional overview session.  The regional overviews would consist of international, federal, state and local resource identification, potential partnerships, strengths, and support group opportunity discussions. 

The business, academic and political communities would collaborate on:

o        Creating a list of targeted and appropriate companies, site selection committees and corporate/academic leaders to attend this April Showcase Event at our expense. 

o        Identifying public and private funding resources

o        GRE and other appropriate agencies staff members would aid in developing a contact list, extend invitations and begin to develop these relationships.  This targeted “short list” of executives would agree to participate in our event at our expense.  They would meet with our political, industry, business, and economic development leaders in one-on-one meetings.

o        An April Showcase Event may consist of the following topics:

§         Monday, April 28, 2003 – Regional Economic Development (ROC, SYR, BUF, NYS, CAN)

§         Tuesday, April 29, 2003 – Bio Medical (BUF, ROC)

§         Wednesday, April 30, 2003 – Photonics (BUF, ROC), Optic Electronics (ROC, CAN)

§         Thursday, May 1, 2003 – Environmental Systems (SYR)

§         Friday, May 2, 2003 – High Technology & Technology Transfer (ROC, BUF, SYR, NYS)

For each day session, these executives would leave upstate New York with:

§         an in-depth understanding of our core competencies,

§         introductions to our community and regional leaders,

§         an understanding of our resources base and

§         a clear picture of the region and its quality of life.

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Strength through Collaboration regional economic development web site:

 

A by-product of our showcase effort is a dynamic and creative upstate New York regional economic development web site. If coordinated and executed properly, it could be the region’s economic development front line.  All of the effort, content and activities that would go into developing and delivering the Upstate New York April Showcase Event become core materials for the site.  It will perpetuate the showcase’s Strength through Collaboration theme and continue delivering ongoing results long after the showcase it over.

Although an aggressive target date, the late April showcase event could also be the launch date of site.  The initial web site designs could:

·      Demonstrates a unified and consistent face to the customer and constituents

·      Coordinates efforts and process between government and private industry organizations on a opportunity by opportunity basis

·      Captures and share key business analytics that:

§   Track and manage opportunities

§   Easily share, update and coordinate key business contacts

§   Measures marketing effectiveness and consolidate key investments in events, promotions and activities

§   Manage the RFP creation, response time & effectiveness (win/loss ratios, etc.)

§   Measures new jobs creation & improved business processes & prospecting

·         Enables segmentation, personalization, content and communications to the various stakeholders and customers… financials for investors, promotions for marketers, contracts for buyers, etc.

·         Promotes self-service; enabling various organization’s and interests to manage their own information, content and processes without intervention

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ASSIGNMENT – WHY R.C. TUBBS & ASSOCIATES

 

R.C. Tubbs and Associates is uniquely qualified and positioned to execute this proposal.  Drawing on fifteen years of marketing, technology, event & project management as well as community and industry leadership, R.C. Tubbs and Associates has proven it can deliver on this proposal.  We have the proven experience, a solid network and the ability to pull people together on large scale, important projects.

Event management credentials include, but are not limited to, the 2002 Information Technology Exhibition and Conference (see Appendix B) where we:

o        Coordinated 32 panelists and speakers on technology, marketing, finance topics and created two themes of Regional Economic Development and Technology Transfer: Opportunities for Commercialization

o        Organized and conducted over two days of presentations on topics of business, technology, finance, government, technology transfer, economic development and more.

o        Details are available at http://www.ebusinessassociation.org/events/2002/itec/index.asp

o        Results:

o        Over 5,000 people in attendance over a two-day period

o        Yielded extensive and favorable coverage by the local media coverage and articles supporting topics and panelists comments

o        International proclamations of “Strength through Collaboration” days (see Appendix A)

o        Positive sponsorship, support and involvement from state and local agencies

o        Contributed $5,000 to Greater Rochester Enterprise as a result of event sponsorship dollars raised.  Proceeds also supported several local scholarship

o        Lessons learned:

o        Can not succeed with the efforts of a few

o        Can not easily combine ITEC’s cookie cutter approach with the business, financial and economic topics

o        A rifle approach is more effective than a shotgun approach: less quantity, more quality

Our web site/technology architecture credentials are equally as strong.  As strategic technology consultants and implementers, R.C. Tubbs and Associates has an extensive resume of highly successful, business aligned, measurable, web-based technology solutions ranging from large global corporate solutions to small business. 

Our sample web site portfolio includes:

http://www.rctubbs.com/ironman

http://www.xerox.com/partners

http://www.cedarsbandb.com

http://www.ebusinessassociation.org

R.C. Tubbs and Associates would:

·         Coordinate, organize, budget and schedule both activities. 

·         Work with GRE and other regional, state and business organizations to develop and promote the proposed April Showcase Events. 

·         Define and direct the web site architecture, functionality, budget and development based upon the regional and local requirements

·         Identify and obtain funding for both projects from contributing sources…private, international and public funds. 

It is critical that the linkage between these initiatives stay tight, well coordinated, well branded and on mission.  For the event and web site, we would act as an honest broker and coordinator between various agency and technology companies to deliver the best possible platform that is not limited to the expertise of one company.  A collaborative approach allows GRE and the region to get specific expertise from a variety of organization while they all receive a portion of the costs.

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TIMING

The proposal assumes that work can begin in mid-January in order to facilitate a late April/early May event and web site launch.  R.C. Tubbs and Associates will establish a definitive timeline, identify resources and deliverables as well as establish a budget once a consulting retainer is defined and an agreement is signed.  We could also discuss the option of staging a second fall foliage event.

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EXPECTED RESULTS

·         Place upstate New York clearly on the radar screens of the “right” people

·         Establishes GRE as a key economic development entity in the area

·         Create and develop the “Strength through Collaboration” brand as an enduring tag line and operating principle for the organization, community and region and build brand equity and support throughout the area

·         Deliver a benchmark web site designed with a dynamic, metric focused and growth architecture

·         Facilitate a community-wide, region-wide, feel good and effective project

·         Create and enhance a solid network of economic development and regional contributors and influencers

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CREDENTIALS

R.C. Tubbs and Associates designed, developed and executed many upstate New York events and technology initiatives over the last seven years through individual efforts and the eBusiness Association he founded in 1996.  This organization quickly grew into a success dominant industry community resource.  The eBusiness Association donated over $60,000 to charities and created scholarships opportunities to the local student.

Formerly with Xerox, Bob Tubbs’ professional background is a mix of technology, business development, marketing, innovation and management.  The portfolio includes:

·         Interim Chief Marketing Officer for start-up involving five Fortune 50 companies

·         Sponsor and architect for the Xerox’s Corporate Global Partner Center

·         Developed and delivered Xerox’s Corporate eBusiness Partner Program

·         Patent application for personally developed xPod technology solution

·         Architect of Xerox’s eChannel partnering strategy and approach to incorporate online partners into Xerox’s traditional resellers and indirect channel portfolio

·         Recognized as the creator and implementer of Xerox’s first “partner relationship management” program

Community activism, volunteerism and public service has demonstrated our ability to deliver substantial community projects and events while creating and sustaining a significant community, political, academic, state and industry network. 

Professional and personal references are available upon request.

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NEXT STEPS

I will be contacting your office to setup a conference call for the week of January 6^th or 15^th.   I will be discussing this proposal with other key players in the region during this time and provide weekly progress reports.  I will attempt to schedule a group conference call as soon as possible.

Please let me know if you have any questions, suggestions or comments.  I look forward to working with you on this exciting and important project.

Here is wishing you, yours and GRE a safe, prosperous and exciting 2003.

Sincerely,

Bob Tubbs 

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Appendix A – Strength through Collaboration Declaration

Dear Business and Technology Professional:                                      April 9-10, 2002

Upstate New York is poised to become the nation’s technology hub.  With our State’s abundance of high-wage workers, a modern and efficient distribution network and several technology centers already in place, the future of technology is right here, right now in Upstate New York.

The sixth annual Upstate New York Information Technology Exposition and Conference, hosted by the eBusiness Association, on April 9^th and 10^th at the Rochester Riverside Convention Center, will be attended by leading decision makers and top level managers from Upstate New York’s academic, public, private and corporate communities.  More than 4,000 people are expected to attend the two-day event, and with support from the industry’s leading technology companies, both national and regional, this year’s ITEC event promises to be a showcase of the very latest from the dynamic and rapidly evolving world of technology.

Strength through Collaboration is the event’s theme and is in response to improving economic development and technology opportunities in our region -- amongst companies, between communities and across the border with our neighbors in Canada.

 

The keynote events focus on regional economic development and technology marketplace, opportunities for commercialization.   Business, community and academic leaders from around the region will come together to discuss ways to strengthen an already strong New York and its trading partners.

As you tour the ITEC event, you will learn why Upstate New York is uniquely positioned to capture the nation’s high technology growth.  The Upstate New York ITEC will feature outstanding technology demonstrations, panel discussions on economic development opportunities and academic research and many special events helping to make this program not just another trade show, but one of the most comprehensive events this year.

Technology is driving the region’s continued prosperity, and the Upstate New York ITEC will provide an exciting glimpse into the future of the state.  The ideas presented during the conference will also help business and information technology leaders find solutions to the challenges they face today.  We look forward to seeing you at the sixth annual Upstate New York ITEC, and hope you will find it educational, exciting and fun.

Sincerely,

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Appendix B –  2002 ITEC Format, Photos and Themes

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 April 3, 2002

Dear ITEC Panelists, Sponsors and Speakers,

This document provides details about your participation in next week’s event.  It will outline timelines and events.  If you have any additional questions, please contact me.  On behalf of the eBusiness Association’s board, members and supporters, THANK YOU!

This year’s show theme is Strength through Collaboration.  We would appreciate your presentation help build on this theme.  We have asked the Governor, County Executive and Rochester’s Mayor to declare April 9 and 10 “Strength through Collaboration” days.  Our goal is to demonstrate and/or illustrate how we can work together to improve and enhance our community by working together.

Our team has been working directly with the Rochester Chamber, SUNY, NYS Economic Development, NYSTAR, the Visitors Association, High Tech Council, and local business leaders to construct a meaningful venue.  We will learn today if Governor Pataki will join us for the ribbon cutting.

Table of Contents:

LOGISTICS:. 2

EVENTS – April 9. 3

7:30 – 9:00 AM - VIP Breakfast, Rochester Riverside Convention Center:  Sponsored by Cisco Systems and Empire State Development of NYS. Keynote presentation:  Sandy Parker, IMC President 3

10:30 – 12:00 PM - Upstate New York Economic Future Panel Discussion: Sponsored by the eBusiness Association, Cisco Systems and Empire State Development of NYS, The Fast Ferry and the Canadian Consulate General 3

EBusiness Association Theater – April 9^th 4

EVENTS – April 10. 6

Technology Marketplace – Opportunities for Commercialization: 6

10:30 – Noon – Academic Technology Transfers and Sponsored Research. 6

2:00 - 3:30 PM -- Commercialization Panel Discussion - Ideation to Implementation. 7

EBusiness Association Theater – April 10^th 8

^{ITEC 2002 Events Timeline – Strength Through Collaboration} 10

LOGISTICS:

Sponsors – We need to get your banners into the convention center by NLT noon April 8^th.  I will need the names and titles of your representatives.  You will have approximately 1-2 minutes per event to say who you are, what your organization does and why it was important for you to sponsor this event/track.

Sponsors are:

NYSTAR, NYS Economic Development, the Fast Ferry, the Canadian Consulate General, Cisco Systems, Gateway and Intel.

Event partners are the Greater Rochester Enterprise, the Rochester Chamber of Commerce, the High Tech Council and local business and community leaders.

Content – For the breakout sessions, please email me one or two “seed questions” or outcomes you might like to see as a result of our discussions.  It could be a follow up event, opportunities to collaborate, etc.

Registration – Please pre-register for the event on the eBusiness Association web site.  This will expedite your admittance into the convention center.  Please follow the link to http://www.ebusinessassociation.org/events/2002/itec/index.asp.

Travelers – The Hyatt Regency is the most convenient hotel.  It is connected by a walkway to the convention center.  The rate is $109.00 single/double occupancy.  The reservation phone number is 800-233-1234.  Please send me your itineraries and the names and numbers of your travel companions.

You can also visit our Visitor’s Association web site for more information about Rochester.  The web address is http://www.visitrochester.com.

Presentations – Please submit your presentations to me NLT Friday, April 5^th.  I strongly recommend you bring a backup copy on a floppy disk.  You should plan on having your presentation on your personal laptop computers.  We will provide a projector and technical assistance at the show.  We will also post your presentations to the eBusiness Association web site after the event.

For track panelists: please limit your slides to no more than five foils.  Remember, you will have approximately five to seven minutes to cover your key points.  If possible, try to support the Strength Through Collaboration theme.

For theater presenters/speakers:  eBA Theater speakers please plan to arrive twenty (20) minutes prior to your presentation.  Bring your computer and/or backup floppy for your presentation.  Someone will be available to help you with hooking it up.

Breakfasts – If your schedules allow, please plan on attending our breakfast on both mornings.  Our open breakfast will begin at 7:30 AM on April 9^th.  If you would like to sponsor a breakfast table for your company, please register at http://www.ebusinessassociation.org/events/2002/itec/2002.04.09-ITEC-vip-breakfast.asp.

EVENTS – April 9

7:30 – 9:00 AM - VIP Breakfast, Rochester Riverside Convention Center:  Sponsored by Cisco Systems and Empire State Development of NYS.
Keynote presentation:  Sandy Parker, IMC President

Tables are available for $300 or individual seats for $30.  Panelist, sponsors and speakers are our guests.  If you plan to attend this breakfast, please pre-register at https://www.ebusinessassociation.org/events/EventRegistration.asp?eventid=7.  Choose the “check” option for payment.  The fee is waived for everyone participating in the panels, theater presentations and sponsors.  We are trying to get an accurate count.

We are encouraging everyone to engage their personal network to invite their special guests to the event or have your organization to purchase a breakfast table.

10:30 – 12:00 PM - Upstate New York Economic Future Panel Discussion: Sponsored by the eBusiness Association, Cisco Systems and Empire State Development of NYS, The Fast Ferry and the Canadian Consulate General

To give visibility and lend support to GRE, the eBA is proud to host the first upstate New York economic summit, the keynote venue for the 2002 ITEC.  This forum brings together Rochester, Syracuse and Buffalo business, community and academic leaders together in a forum to discuss both Upstate New York’s economic future and to share the progress and lessons learned from the three city economic development initiatives.

There will be a 30-minute panel discussion moderated by Thomas Mooney immediately following the presentation segment of the panel.

The track presentations:

·         Thomas Mooney (moderator)
President, Greater Rochester Metro Chamber of Commerce
Exciting economic development activities for Rochester

·         Thomas Richards
President & Chairman, Rochester Gas & Electric
Chairman, Greater Rochester Enterprise
Greater Rochester Enterprise Overview

·         Gary Keith
Chief Economist, M&T Bank

Upstate New York is an economic powerhouse. With nearly 7 million residents, the region would rank as the 12th largest U.S. state. And with total output of approximately $300 billion, the upstate economy exceeds that of many small--and not so small--nations.

·         Paul F. Ciminelli
President & CEO, Ciminelli Development Corporation
Board Member, Buffalo Niagara Partnership
Buffalo Niagara Enterprise Overview

·         David P. Cordeau
President, Greater Syracuse Chamber of Commerce
Syracuse Economic Development Overview

·         Lauren Dixon
CEO, Dixon Schwabl and 2001 Small Business Person of the Year

Opportunities to market Upstate New York - Strength In Collaboration

·         David Catalfamo
Senior VP and Senior Deputy Commissioner, New York State Development of Economic Development

Presentation:  Encouraging Job Creation and Leveraging Private Investment in Upstate New York

EBusiness Association Theater – April 9^th

EVENTS – April 10

Technology Marketplace – Opportunities for Commercialization: 

In a climate of economic challenges, Rochester’s entrepreneurial spirit is exceptionally strong. Rochester entrepreneurs are granted patents at a rate six times higher than the national average. It is the second largest provider of private sector jobs in New York State.

Over the years, local companies have developed exciting technologies but it may not match the market opportunities. Consequently, that technology sits on a shelf, never realizing its potential and showing up on balance sheets as cost without return.

The technology marketplace pavilion and theater brings together buyers, sellers, intellectual property experts, venture capitalists and entrepreneurs to discuss technologies, and potentially turns these investments from expense into revenue. The theater will feature presentations by subject matter experts in all technology transfer and strategic alliance categories.

10:30 – Noon – Academic Technology Transfers and Sponsored Research

Academic Panel from Clarkson, Cornell, University of Buffalo, RIT, Syracuse University, Penn State & University of Rochester

Today’s innovations are not limited to the domain of business. Our universities are a hotbed of technology innovation and development. The country’s best universities are turning out patents, creating new ventures and forging strategic alliances around the world.

What would a technology marketplace discussion be without an academic view of the business and partnering opportunities offered by our most prestigious universities? Please plan to attend the panel discussion.

Panelists:

·         Marjorie Zack, Director - Grants, Contracts, and Intellectual Property, Rochester Institute of Technology

·         Mark Coburn, Associate Provost and Director, Office of Technology Transfer, University of Rochester

·         Jeff Dunbar, Interim Director, Intellectual Property Division - Science, Technology Transfer and Economic Outreach - University at Buffalo

·         Robert J. Genco, Vice Provost, Office of Science, Technology Transfer and Economic Outreach (STOR) - University at Buffalo

·         Rebecca Sutcliffe, Associate Director of the Division of Research, Clarkson University

·         Marshall Issen, Chief Technology Officer, Clarkson University

·         James A. Severson, President, Cornell Research Foundation

·         Ron Huss, Director of the Intellectual Property Office, Penn State

·         Roger Trabucco, Commercial Applications Manager, CASE Center, Syracuse University

• Marjorie D. Hunter, Director, Office of Technology Transfer, U of R Medical Center

2:00 - 3:30 PM -- Commercialization Panel Discussion - Ideation to Implementation

Highland Room B, Rochester Riverside Convention Center

Strength Through Collaboration: Commercialization case study and brainstorming discussion to better align ideas (academia & research), funding (government and private), and marketplace viability (Business)

Orphaned Technologies Research Study Overview 
by Kevin Kelley, Executive Director, High Technology of Rochester

Academia Panel

·         Marjorie Zack, Director - Grants, Contracts, and Intellectual Property, Rochester Institute of Technology

·         Mark Coburn, Associate Provost and Director, Office of Technology Transfer, University of Rochester

·         Jeff Dunbar, Interim Director, Intellectual Property Division - Science, Technology Transfer and Economic Outreach - University at Buffalo

·         Robert J. Genco, Vice Provost, Office of Science, Technology Transfer and Economic Outreach (STOR) - University at Buffalo

·         Rebecca Sutcliffe, Associate Director of the Division of Research, Clarkson University

·         Marshall Issen, Chief Technology Officer, Clarkson University

·         James A. Severson, President, Cornell Research Foundation

·         Ron Huss, Director of the Intellectual Property Office, Penn State

·         Roger Trabucco, Commercial Applications Manager, CASE Center, Syracuse University

• Marjorie D. Hunter, Director, Office of Technology Transfer, U of R Medical Center

Funding Panel

 Private funding

• John Germanow, President, Rochester Venture Capital Group

• Denny DeLeo, Partner, Trillium Group

 Government funding

• Guven Yalcintas - Ph.D, SUNY, 

• Keith Servis, NYSTAR

Business Panel

• Bob Bauer, CTO, Xerox's Solutions Group,

• Sophie Vandebroek, Xerox's Chief Engineer,

• Dr. Pronob Bardhan, Corning's Director, Global External Technology

• David Braitsch, Kodak's Director of Intellectual Property Asset Management and a member of Kodak's Licensing Group

EBusiness Association Theater – April 10^th

^{ITEC 2002 Events Timeline – Strength through Collaboration}

eBA/ITEC 2002 Sponsorship Opportunities

Corporate Sponsors

The eBA is offering track sponsorship opportunities according to the following schedule. It's educational initiatives will benefit from the sponsorship funds. Our Corporate members are entitled to a 5% sponsor discount. Rates may change without notice.

• Track one - Economic Development sponsors:
   $2,500 (maximum 2)

• Track two - Technology Marketplace sponsor:
   $2,500 (maximum 2)

• Table top displays for Tech Marketplace:
   $500 each

Sponsorships are also available for the:

• VIP Breakfast, April 9 - 7:30 to 9:00 AM:
   $2,500

• Academic Breakfast, April 10 - 8:00 to 10:00 AM:
   $2,500

Sponsorship Benefits

• Corporate banners and logos at all events, including mixers, opening VIP breakfast, etc.

• Seating and introductions with VIPs, speakers and eBA board members during mixers

• Mention in press and web releases*

• Email announcements with hyperlinks to all eBA members*

• Logo and hyperlink on eBA Web site*

• Identification as track sponsor in ITEC 2002 Show Guide distributed to Rochester Business Journal subscribers and event attendees*

• Positive exposure to the community and industry at large

• An opportunity to exchange ideas and network with other community leaders

• Generate revenue with the sales or purchase of new technologies

• Complete and comprehensive media coverage

• Subject matter expertise positioning

• An opportunity to reinforce go-to-market strategies and turnaround plans

*subject to commitment by press deadline

Appendix C – Robert Tubbs Resume

Web-Based Market Strategies · Channel Management & Enablement · Global Strategic Partnerships

Visionary leader with unique hands-on ability to combine business experience with knowledge of web architecture in directing business development, marketing, and channel management initiatives at the global level. Expertise encompasses these key areas:

PROFESSIONAL EXPERIENCE

XEROX CORPORATION; Rochester, New York

Corporate Marketing Operations & Channels

Corporate Digital Business Development Manager                       1998 – Nov. 2002

Accountable for worldwide business-to-business web-based channel partners and strategic on-line partnership relationships. Define strategies for various e-commerce initiatives and direct development and implementation of those strategies. Manage $3 million in project budgets and supervise 10 direct and virtual team members. Develop and present business cases and marketing plans to corporate management to engender support and achieve management buy-in for new programs. Delivered $1.8 million in incremental revenues and $800,000 in cost savings through staff of two (Fiscal 2001).

·         Championed MyAssistant Project – A collaboration of five Fortune 50 firms. Served as interim Chief Marketing Officer for a joint venture that proposed a services portal to a broad base of business services essential to meeting and event planning (catering, temporary staffing, facilities management, and document management). Played lead role in developing business and marketing plan.  Submitted plans to Forrester Research, which gave its highest endorsement.

·         Championed the development of Global Partner Center. Assessed existing partner channels and relationships, and proposed an innovative corporate-wide, partner-focused web solution that manages marketing, service, and profitability profiles. Solution provides online opportunity management, financial performance, training collaterals and more.   “How to Sell” content is served to audiences down to the job function level within partnering organizations through profiling Various business groups now use a common partner platform, providing various partner groups with one point of entry.  The solution delivers annual cost savings of $200,000 per group and incremental revenues of $8.5 million from enhanced partner channel performance. Intel and Microsoft sites contained case studies.

·         Championed the development of eBusiness Partner Program. Assessed online partnering opportunities, developed proposal, obtained funding and delivered a new online indirect channel for Xerox.  This affiliate sales/marketing channel, launched in Q2 01, exceeded all projections, leading to $1.5 million in new incremental revenues and over 10,000 online affiliates the first year. Technology allowed tracking of partner performance from impressions to online sales and apportioned and distributed commissions accordingly.

·         Engineered and developed xPods. Designed and developed web marketing storefront templates that efficiently integrate a full range of web and telephone marketing tools for use by channel partners. These tools are easily distributed to hundreds of partner sites and provide customers with new venues where they can shop and buy. This technology increased call volume to TeleWeb centers, generated 22% more leads and improved site traffic by 12%.  xPods were reviewed by a patent committee.

PROFESSIONAL EXPERIENCE (continued)

R. C. TUBBS ASSOCIATES; Rochester, New York

Marketing & Business Consulting / Internet Strategy                                 1996 - 1998

Redesigned website for Xerox subsidiary that generated a 188% increase in sales attributable to the website. Developed and implemented web-based campaign strategy for local election that allowed candidate to raise funds and capture over 49% of vote in race against highly popular incumbent.

GROUPSOFT, INC.; Rochester, New York

Vice President - Sales & Marketing                                                              1994 - 1995

Achieved $350,000 in first-year sales for this start-up firm providing solution consulting services.

HARRIS CORPORATION, RF COMMUNICATIONS GROUP; Rochester, New York (1981-1994)

Manager, Marketing Communications                                                       1990 - 1994

·         Coordinated PR campaign and led Harris Corporation delegation to 1994 NAFTA conference at the White House. Achieved significant media coverage for event and Harris Corporation. Personally recognized by President Clinton and Harris’ senior management for this effort.

·         Created and executed marketing strategy for participation in Telecom ’91 (Geneva, Switzerland). Corporate participation that led to over $25 million in sales attributable to tradeshow leads.

Manager, Government Marketing & Sales                                                            1989 - 1990

Manager, Engineering Computer Organization                                                   1984 - 1989

Database Developer                                                                                              1981 - 1984

SPEAKING ENGAGEMENTS

·         Keynote Speaker - FOCUS 2002 European Customer Relations Management Conference (Nov. 2002) Spoke to high-level European decision-makers on Partnership Management

·         Panel Discussion Facilitator / Program Coordinator - Upstate NY ITEC 2002 (Apr)

Introduced panelists and facilitated two separate discussion groups focusing on Technology Transfer and Regional Economic Development. Recruited panelists from public, private, & academic sectors.

·         Presenter - various local and national eBusiness conferences.  Speak on relevant topics, including Internet marketing, eBusiness strategies, and partnership management.

COMMUNITY INVOLVEMENT

e-BUSINESS ASSOCIATION; Rochester, New York

Founder / Past-President                                                                                        1995 - 2002

Organized this not-for-profit group to promote education and professional networking among marketing and IT specialists. Built organization to over 250 members and an annual $100,000 operating budget.

·         Recruited corporate and community leaders to serve on Board of Directors.

·         Organized and developed format for panelists of group discussions at ITEC 2002, which included CTOs, venture capitalists, technology transfer officers, Chamber of Commerce representatives, and government officials.

Chaired Strategic Planning Committee and ran as Town Supervisor candidate in suburban Rochester. Spearheaded successful efforts to implement first-ever town-wide property reassessment, championed update of municipal planning documents, and promoted campaign dialogue on local issues.

EDUCATION

ROCHESTER INSTITUTE OF TECHNOLOGY; Rochester, New York

Bachelor of Science, Technology Marketing & Distribution                                            1997

Cross-Disciplinary degree with Business, Internet Technology, & Tech. Communications.

Graduated With High Honors / GPA: 3.7 / Dean’s List Six Quarters

Recognized with VandenBrul Entrepreneurial Award (1997) for Internet-based business plan

Nathaniel Rochester Scholarship Recipient (1996, 1997)

Phi Kappa Phi Inductee for academic achievement

MILITARY SERVICE

UNITED STATES NAVY; Command Staff - Air Wing Carrier Group 14                       1976 - 1981

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