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| Resume of Herb Cabral |
Herb Cabral 583 Sugar Road Bolton, MA 01740 978-779-9880 - voice 978-779-9981 - fax 508-246-3040 - cell SUMMARY: An established business builder with over 25 years of experience in Information technology with the past 15 years in sales and marketing of trade shows and publishing. Demonstrated success in developing practical and profitable solutions; establishing and funding a multimedia development business; and understanding of technology product marketing including advertising, trade shows, channel development and intelligent partnering. EXPERIENCE: 6/97 - Present Cabral Communications Bolton, MA INDEPENDENT REPRESENTATIVE 10/97-Present for Knowledge Asset Media, Camden, Maine Associate Producer, KMWorld�99 Conference and Expo Responsible for all selling exhibit space, sponsorships, and creating content for web site, promotional literature, and electronic marketing campaign. In 1997 the show was called KMExpo97 had 70 exhibitors, 1,500 attendees, and 8,500 sq ft of exhibit space. KMExpo98 was held 10/13-15/98, with 86 exhibitors, and over 25,000 sq ft of exhibit space and created a profit of over $150,000. 6/97-10/97 for Exhibit 4 Productions, Marlboro,MA Event Production Responsible for selling exhibit space, sponsorships, and show guide advertising for two trade shows, Online World, and a new event, Digital Magic. The audience for Online World are the buyers and sellers of online information services, and the audience for Digital Magic are digital contents creators, and the associated hardware and software vendors. In addition, I was responsible for producing the conference portion of the Digital Magic event. This task involved working together with the Editor of Digital Magic Magazine to create conference content and scheduling, as well as researching, recruiting, and confirming speakers and keynotes. 12/95-6/97 IDG, Framingham, MA NATIONAL ACCOUNT MANAGER Member of the initial sales team for the launch of a new tradeshow, The Internet Commerce Expo. First year attendance was over 11,000 attendees within excess of 140 exhibitors. Sold to and managed accounts nationally and established relationships with accounts such as Microsoft, Hewlett Packard, Lucent Technologies, Open Market, Oracle, 3COM, Next Software, and many others. 1991-1995 Cabral Communications, Bolton, MA INDEPENDENT REPRESENTATIVE 1992-1993 - for Faceoff Magazine Charlestown, MA Publisher Achieved a break even, no debt operation after taking over publication of Faceoff Magazine for investors who were about to abandon publication. Redesigned the cover, reformatted contents, recruited writers, a typesetter and printer, improved editorial content and developed productive relationships with vendors. Returned the publication to the news stand publishing four issues with a circulation of 10,000. 1/90-9/93 for Camden New Media which became Parker Taylor Publishing, Camden Maine National Sales Representative Launched advertising sales for a new publication, ImagingWorld. Established a national telemarketing and outside sales effort, overcoming resistance to a new publication with �Professional Persistence�. Called on and signed companies such as IBM, Canon, Panasonic, other hardware and software manufacture distributors and ad agencies helping to generate $1 million in advertising revenue in the first year 1989-1991 Exposition Management, Waltham, MA SALES MANAGER Participated in the launch of a sales effort to find exhibitors for a new tradeshow in the computer driven presentations market. Established a telemarketing, fax and outside sales effort, attended relevant tradeshows and visited customer locations nationally to generate exhibitor revenues. Signed over 50 companies for the first year's show. Generated a 35% increase in exhibitor revenues in the second year, including sales to IBM, Apple, Microsoft, and Lotus. 1984-1989 Info*Touch Systems, Peabody, MA PRINCIPAL Served as Partner, COO and GM of a multimedia and software development company. Participated in strategic planning and product design transforming an existing video production operation through the use of computer integration. Raised financing through Bank of New England and designed products for customers. Increased revenues 800%, contributed significant pioneering work in multimedia, and participated in the sale of the company. 1980-1983 IDG, International Data Corporation - Framingham, MA ACCOUNT MANAGER Managed an account base of 35-50 Fortune 500 and large government agency accounts for the Information Systems Planning Service, a consulting service consisting or research, telephone inquiry, and Conference attendence. Helped increase the consulting service from 80 to 140 accounts. 1971-1983 Experience in computer operations: Wang Data Center, Arlington, MA, 1971-1976 Stop&Shop Companies, Boston MA, 1976-1977 CallData Systems. Newton MA 1977-1980 JUNIOR COMPUTER OPERTOR through DATACENTER MANAGER On the management team of two major data center relocation projects for Stop&Shop Companies and Calldata Systems. Participated in the design of the new computer rooms, coordinated with in-house engineering departments and computer vendors, supervised site preparation and equipment installation, and trained computer operation staffs. Met all project deadlines and budgets and contributed to state-of-the-art facilities for both companies. Managed a 35,000 sq. ft. multi-vendor computer operations facility for CallData Systems. Trained and managed a staff of 33 with a $1 million budget. Instituted a 3-day work week, that reduced customer re-runs by 70%, while maintaining staff size. Restructured a demoralized third shift at Stop&Shop companies by establishing performance criteria, and regular meetings with staff both individually and in groups to achieve teamwork and create a functioning unit. Eliminated operational and security problems and immediately increased productivity. EDUCATION: Business Administration, Northeastern University, Boston, MA COMMUNITY ACTIVITIES: 1994-Present Bolton Lions Club. Currently the Club Secretary | |||||||||||||||||||
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Participated in the evaluation of KMExpo�98, and re-positioning for �99. Shifted focus of event to become more conference focused with a smaller exhibit area. Participated in the decision to change venues and dates, as well as conducted site visits to prospective convention and hotel facilities. Created the idea of the KM Town Meeting which was a general session at the end of day two and three of the Conference. One of the sessions was carried live over the Internet drawing 500 plus online attendees in addition to live audience. Asked by Compaq Computer to address their top 50 International Business Development Managers and Systems Architects on the KM market. The presentation covered the developments in the market since 1997 in order to give them an idea of the history of how KMM has been portrayed to, and received by end users, as well as sighting case studies of implementations and their results. KMWorld�99 in Dallas was attended by over 900 attendees (300 plus Exhibit Only and 500 plus Conference) and had over 10,000 square feet of exhibit space with 50 plus exhibitors. Even with the drop in overall exhibit space, the increase in Conference revenue made the show profitable once again in 99. Currently conducting a survey of exhibitors, and evaluation of conference attendees and KM World Magazine readers to determine a location for 2,000. | Details of the past year | |||||||||||||||||||
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| Frequently Asked Questions |
Frequently asked questions abou Experience/ Education/Special Skills/ Training 1. Experience selling Enterprise solutions to Fortune 1000 and Digital 1000 organizations My history has been selling IT related products to IT product and services vendors. The list of companies I have sold to starts at IBM, Microsoft, Lotus, Compaq, Hewlett Packard, and virtually every other top IT vendor, and encompasses companies who have ascended to those ranks like Dell Computer (when Michael Dell worked the phones himself and went by the name of Dell). * Ability to work remotely I have worked from my home throughout the 90?s, and also have the ability and technology to communicate from remote locations when traveling. * Experience in the sale of Storage Networking or related products I sell to Storage and Networking companies, and have been to N+I in Las Vegas for the last three years. * Proven track record of meeting and exceeding quota in a competitive environment The projects I have worked on have been predominantly launch products, and have consistently generated revenue from $0. In launches, quotas/budgets are determined more by projections than actual, so I am used to developing a feel for the entire market and prospect base, then factoring competition, and fiscal schedules of the hottest prospects to determine deliverable revenue goals. * High Integrity I have a lengthy list of references that can respond to that question. I think that question is best answered by those who have been in a position to be effected by my level of Integrity. * Demonstrated ability to penetrate large organizations I like to refer to that ability as being a Giant Killer. I have a demonstrated track record in closing large contracts with the leading IT vendors. * Ability to sell in a consultative manner to senior executives within targeted opportunities Selling a trade show that hasn?t happened yet, or a publication that hasn?t been launched, are examples of the ultimate consultative sales process. Based on my experience dealing with high level decision makers, and my knowledge of the history and trends of the Knowledge Management market, I was asked by Compaq Computer to address their top 50 international Business Development Managers on the topic of the state of the Knowledge Management market, and what they were likely to hear from the executives in user organizations they were engaging on behalf of Compaq. * Ability to leverage and expand existing customer relationships I've had considerably more experience developing customer relationships from scratch with new products and companies nobody has ever heard of. So having an existing relationship with a customer removes many hurdles and would give me the ability to know many important facts about that customer I would have had to dig for. One of my customers from a well known Document Management software company had a great philosophy about customer relationships. First of all when did the customer know he had a business requirement ? How did they know? What occurred to make the customer realize a solution was needed.? Second, how did the customer envision the solution? Was it obvious? Did the customer design the solution? Did an outside vendor design the solution? Lastly, and most important, what was the ?compelling event? that that caused the customer to cosse the solution provider. Examining these elements will give any company an insight into every one of their customers. Combining that information across the entire customer base will show trends, and help all salespeople look for business requirements within their customer?s enterprise, and develop the solution before the competition. Now there?s a compelling event. * Ability to leverage current and future OEM/Partner relationships I first learning what the term OEM meant when I toured the Wang Laboratories maunfacturing facility as a Northeastern University Co-Op student in 1971, and saw IBM 1052?s having the IBM labels removed to be replaced with the WANG logo. I have also watched the OEM market give birth to the VAR and integrator markets. I understand the concept and importance of strategic partner relationships. In the last three years, I have noticed a changing trend in partner relationships. In 1997 and 1998, vendors expanded their Channel of Distribution Network, and in 1999, those Channels were reduced by 50-70%. So it seems quality is replacing quantity as a Channel strategy. | |||||||||||||||||||
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