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Business Development, Marketing & Sales Event

March 8, 2012

David C. Donovan
President
Aequus Strategy Group


With 28 years of experience in federal, David C. Donovan has generated hundreds of millions of dollars in public sector business. Donovan has held VP/SVP/EVP positions with Tivoli (IBM), Cognos (IBM), SeeBeyond (Sun), Citadel Security Software (McAfee) and Trust Digital (McAfee). He is a leading expert on public sector sales and business development. Donovan has a proven track record of growing public sector business in a short time span.

At Tivoli, Donovan sold enterprise licenses to the USAF, Army, Navy/NMCI and key intelligence agencies. Tivoli became the de facto standard for the Department of Defense, in large part because of his efforts. He then leveraged this success in the U.S. Department of Defense territory across other NATO countries, establishing executive relationships with Tivoli sales management in Canada, Europe and Australia.

With Cognos, Donovan served as public sector vice president where he achieved record growth of more than 75 percent in public sector sales by closing major deals with the Department of Defense, Health and Human Services, and the Department of Labor. He also closed the largest deal in Cognos history - Army National Guard. As a result, public sector revenue grew from $12 million to $55 million. At SeeBeyond Technology, Donovan closed deals at NMCI, CSC Logistics Modernization, DLA and NASA. At Citadel Security Software as public sector vice president, he secured enterprise deals with three of the largest government agencies, the Department of Veterans Affairs, DoD enterprise-wide and the Department of Energy. Under his direction, public sector revenue increased from $5 million to $19 million. At Trust Digital as executive vice president worldwide, Donovan built a commercial and government sales team for an emerging technology company in the business of securing handheld devices such as PDAs and smartphones. During his tenure, revenue increased by 300 percent.



Sunita Gill
Performance Consultant
Dale Carnegie


Sunita Gill has been with Dale Carnegie, Washington D.C., as a consultant for more than eight years. She has consistently ranked as a top 50 sales revenue generator among more than 1,000 consultants in the Dale Carnegie organization worldwide. She has also been a top three revenue generator globally for the last two years in a row, doubling her sales revenue each year. She helps organizations develop their sales and leadership skills, and provides her clients with solutions on complex organizational issues such as developing strategies to increase sales performance, succession planning, change management, retaining and developing talent to achieve their strategic goals.

Gill applies a strategic approach for developing her accounts to their maximum potential. She excels in identifying and driving new business opportunities and account penetration. Her effectiveness stems from being able to uncover clients' unique needs and challenges and developing tailored solutions.

Prior to working in the United States, she worked as a consultant and trainer in the Asia-Pacific region for several years. Gill has worked with leading organizations in the finance, defense, transportation, information technology, health care and government sectors. She possesses an M.Sc. in human resource management and training from the University of Leicester, U.K.



Bill Haskitt
Vice President, Marketing
Whereoware


Bill Haskitt joined Whereoware in 2003 as a partner. He heads up Whereoware's online marketing team, which focuses on marketing automation, search engine optimization, pay-per-click and behavior-based marketing. In addition to an extensive expertise in e-commerce, Haskitt pioneered sales automation and contact management using Act, Goldmine and then Salesforce.com. With 13 years of experience with CRM and sales automation, Haskitt has invaluable insight when integrating customers' CRM with marketing automation.

Prior to Whereoware, Haskitt was the vice president of sales and marketing for BIAP Systems, a transaction marketing company in the online technology industry. Haskitt's first-hand experience with new Web-based technology initiatives has served as the basis for many of the products and technologies Whereoware offers to improve the buying and selling experience.

Before BIAP, Haskitt worked as a regional manager for Burroughs, a Unisys Company managing a $150 million region and Reed-Elsevier and Bell Atlantic in the online and digital catalog marketplace. While at Reed-Elsevier he introduced two digital catalog products, which were later trademarked. He served in numerous senior management roles as he developed, marketed and sold digital catalogs.

Haskitt holds a B.S. from the University of Michigan with a dual major in math and psychology. He spends his free time playing tennis and occasionally competing in national bridge tournaments.



Nancy McCarthy
President
DC Rainmakers


Nancy McCarthy has built a successful sales and management career spanning more than 20 years with leading Fortune 100 companies and since 2004, leading DC Rainmakers. She is viewed as an expert in sales, business development, strategic relationship building and client relationship management for professionals in service organizations, tech companies and knowledge-based industries. Her clients are Fortune 500 and Inc. 5000 as well as others working to attain those levels. She has a strong reputation of success as a consultant and coach who leads her clients to increase their profitable, sustainable revenue and exceed their goals.

McCarthy specializes in developing stronger leaders and making Rainmakers out of high performers who want to take their game to the next level and substantially increase profitable revenue. She has had great success working with CEO's, executive teams, professionals, sales/ business development and non-sales team members to help them become stronger leaders and help the company grow. In fact, many clients continue working with her as happy clients for several years and have become her best advocates of DC Rainmakers.

McCarthy has a great track record over the past several years of inspiring and leading teams and organizations to exceed goals and increase profitable revenue. She guides CEOs, EVPs, vice presidents, directors, managers and high-performing sales representatives from being good to great. Results are what it is all about and she makes them happen helping clients better their best. The ROI for her services is incredible as the results start flowing in. McCarthy brings to her clients a quota-blowing sales and management career. She is a dynamic, result-driven business consultant and sales coach who turns executives into rainmakers and helps companies grow. McCarthy brings to her clients proven success opening new markets and capturing profitable new customers while growing existing business with industry-leading results. She is skilled to not only think outside of the box, but to create a new box. She is truly a possibility thinker. McCarthy's advice is based on her experience opening new markets and growing customer accounts as she blew away the quotas in both the federal and commercial markets for companies such as: GE's Satellite Division of GE Capital, McGraw-Hill's e-Learning Division and LexisNexis.

She is a true award-winning rainmaker who identified and closed individual deals of $30 million in billed revenue selling both products and services. While in highly technical sales she had a $3 million goal that she blew away when she identified and won $45 million in new business. She opened new markets in most of her positions breaking through quotas with a track record of out-performing consistently in the top 1 percent if not No. 1 nationwide. She held positions as VP, director of channel sales for North America, manager and salesperson. She was successful both hunting and farming and loved developing strong relationships with her customers.

Her coaching encourages behavioral changes through practice very much like a coach for sports using both humor and tough love. She has great success working with CEOs, the executive team, professionals, sales/business development and non-sales team members that touch the customer to help them become stronger leaders to help the company grow. She believes and promotes the theory that rainmakers are great leaders and believes that to be a great salesperson you must be a leader. Rainmakers must lead the customer so they can achieve their goals and lead the internal team to make sure the customer is happy and ensure the company has what it needs.

She believes in focusing on things that matter such as understanding market expectations, the customer's needs, goals and dreams. Through this approach, she successfully assists her clients to open doors - interview, hire and great build sales/business development teams, strengthen existing relationships with clients, build executive presence and stronger presentation skills, create sales operations structure and sales strategy for growth, identify and close profitable business.

She is a tough, dedicated business consultant and sales coach with tenacity, integrity and very strong character who loves her clients and whose only goal is to assist her clients surpass theirs. She has developed a reputation for giving honest feedback and pushing her clients past their comfort zones to grow as executives and thereby growing their companies. She changes cultures, attitudes and style. She makes things happen and gets her clients results.



Cathy Melcher
Director, Marketing Communications
Northrop Grumman Information Systems, Civil Systems Division


Cathy Melcher is the marketing communications director for the Northrop Grumman Information Systems Civil Systems Division. She has more than 20 years of marketing communications experience, including previous branding, visibility and the strategic positioning leadership positions with OAO Technology Solutions, Raytheon Network Centric System, Harris Corporation and Concert Communications. As a global marketing and strategic communications leader Melcher has a proven record for driving strategic growth and targeted commercial, international and government market penetration through customer engagement campaigns, market recognition and thought leadership initiatives.

Melcher earned a bachelor's degree from New Mexico State University with a double major in English and journalism.



Greg O'Connell Senior Director, Federal Sales Infoblox

Greg O'Connell has more than 20 years of enterprise sales experience primarily focused on the government sector. He thrives in a technology startup environment, where he enjoys seeing his contributions impact a company's growth. O'Connell also enjoys the excitement of wearing many hats to achieve company goals. He has generated millions of dollars in government sector business for several startups, consistently leading federal sales to be the largest contributing business units. This has directly led to successful acquisitions for these startups. Currently the senior director of federal sales at Infoblox, he has held senior-level positions at Netcordia, IBM, PureEdge and TellMe Networks. He spent his early career in public sector sales at Netscape, Sybase and AT&T.

While at Netcordia, which was acquired by Infoblox in 2010, he oversaw all federal-specific investments and feature requirements necessary to compete and win in the federal marketplace. As vice president of federal operations, he led federal to be the top business unit in 2008 and 2009. He secured the largest contract in company history with the U.S. Army WIN-T program in 2009 ($3.4 million) and second largest contract in company history with the U.S. Army JNN program in 2008 ($2.4 million).

At IBM, which purchased PureEdge in 2005, O'Connell drove more than $80 million in IBM middleware revenue via the PureEdge combined solution. As director of worldwide government for IBM Workplace Forms, he led the division to be No. 1 worldwide in 2006 and 2007, and was responsible for enablement and sales leadership across a worldwide government sales force of more than 2,000 employees. In his early days at PureEdge, O'Connell established relationships with executives at the highest levels in government IT, including Mark Forman, the first government-wide CIO appointed by President George W. Bush in 2001. He collaborated extensively with Forman and his senior staff, leading to the adoption of PureEdge as the standard platform across several government programs, including Grants.gov, which deployed to all government agencies. Upon Forman leaving public service, O'Connell recruited him as a founding member of the PureEdge Federal Advisory Board.

At TellMe Networks, which was later acquired by Microsoft, O'Connell secured the largest contract to date in 2002 with the State of Utah ($2.2 million). While at Netscape, he grew the state and local sector by 243 percent, from $5.1 million to $12.4 million and established a nationwide state and local matrix management model to share best practices and achieve greater efficiencies in state and local market. O'Connell also was the No. 2 representative in revenue worldwide in his early days at Netscape.