- - Doug Pidduck - Career Details

Doug Pidduck - Career Details

Career Summary Chart

Click on job title for details

Year	Career Focus	Job Role	Employer
2002 to date	Sales & Marketing Agency	Director	Intermedia Communication Solutions (own company)
2001	Channel Sales & Sales Management	General Manager	ImageCom Ltd
2000		Area Vice President, EMEA	VTEL Europe Ltd
1998		Director of Sales, EMEA	VTEL Europe Ltd
1997		Global Account Director, EMEA	VTEL Europe Ltd
1995		Regional Sales Manager	VTEL Europe Ltd
1993		Sales & Marketing Manager, Videoconferencing & Business TV	Mar.Com Systems Ltd
1989	Marketing	General Manager - Multimedia	Thorn EMI Business Communications
1987		Marketing Manager	Thorn EMI Business Communications
1984		Product Manager - Videodisc	Thorn EMI Videodisc

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February 2002 to date Director

Intermedia Communication Solutions

Established Intermedia to provide channel development and sales agency services in EMEIA for international vendors of videoconferencing, video streaming, webconferencing video-bridging, video collocation, MPLS networks, and related products and services (see press release).

EMEIA regional representative for VTEL Products Corp. Sales agency agreements for Masergy, VBrick, Raindance, Marratech, Radvision, Techex and Ectus.

March 2001 to November 2001 General Manager, Products & Services

ImageCom Ltd

Approached by ImageCom board to assist in company restructure to address new opportunities for video in 2.5 and 3G wireless and mobile devices.

Headed up division with £2-3M t/o and 35 staff. Responsibilities included sales, marketing and product development.

Established new sales and marketing strategy focused on ImageCom's core competencies.

Board’s expectations proved extremely optimistic in terms of legacy revenues and cash burn rates. Due to poor investment sentiment at the time, ImageCom investors starved company of necessary resources to complete re-engineering.

July 2000 – Feb 2001 Area Vice President, EMEA

VTEL Europe Ltd

Promoted to AVP with General Management responsibility for EMEA operations

Started to implement new sales & marketing strategic direction for EMEA region and planned to widen product line into non-VTEL, OEM products.

Initiated and planned Internet-based promotional campaign.

Introduced very successful, web-based channel communications.

Owing to deteriorating market share in US, reorganisation called for closure of all overseas sales offices.

May 1998 - July 2000 Director of Sales, EMEA

VTEL Europe Ltd

Responsibility for for all company sales in Europe, Middle East & Africa (>$15M)

Led international channel sales team to increased unit sales of 25% y-o-y

Maintained revenues in a period in which average sales price fell by 25%

Grew partner base by 15%

Created and managed partner website

Organised and managed delivery of sales training courses to improve channel performance

Created new international sales plan "Passport" for VTEL Corp

May 1997 - May 1998 Global Account Director, EMEA

VTEL Europe Ltd

Promoted to develop VTEL relationship with existing and new blue-chip, multinationals in co-operation with US field sales

Created the “rapid response” Global Sales Team approach to winning and retaining multinational accounts

Closed $multi-million deals and retained large clients in the pharmaceutical, petrochemical, food processing and manufacturing sectors

Consistently exceed sales targets in EMEA business

Apr 1995 - May 1997 Regional Sales Manager - Northern Europe

VTEL Europe Ltd

Engaged to manage reseller partner channels in UK, Ireland and Nordic Countries

Exceeded first year’s target by 25% (Annual target $3 million)

Made "Victor's Circle" sales club three years running.

Established four new reseller partners in territory

Won new direct contracts worth $20 million over next 5 years

Feb 1993 - Apr 1995 Sales & Marketing Manager Videoconferencing and Business TV

Mar.Com Systems Ltd

Engaged to establish Mar.Com Systems as a leading UK supplier of videoconferencing and business satellite systems

Developed a £2 million firm prospect base and closed sales of £½ million in last 6 months

Established and managed "LiveLink" public videoconferencing studio

Leading salesman in the UK for Sony Trinicom videoconferencing products. Won DGITS contract establishing Sony/Marcom as leading videoconferencing suppliers to UK Ministry of Defence.

Established Mar.Com as UK leading reseller for VTEL and Intel desktop systems

1989 - 1993 General Manager - Multimedia Division

THORN EMI Business Communications Ltd

Developed division into a highly profitable £6 million turnover business unit

Established THORN EMI as leading UK supplier of multimedia products

Established a high profile in the industry

Personally negotiated major partnership agreement between THORN EMI and INTEL Corporation for DVI (Digital Video Interactive) technology affording the division a major competitive advantage in its markets

Launched DVI in the UK and exceeded first year's sales forecasts by over 20% Effectively controlled costs and overheads during period of strong growth and exceeded corporate targets for return on capital employed by 50%

Personally closed DTI supply contract worth over £1 million for the supply of 200 PC/multimedia hardware/software systems

Prepared and presented business plan for MBO of division which Thorn considered but ultimately declined.

1987 - 1989 Marketing Manager

THORN EMI Business Communications Ltd

Established THORN EMI as a leading supplier in the Interactive Video market.

Achieved sales growth from zero to £2 million in two years

Devised and implemented major launch of PC-based digital video system to leisure industry

Won contract for the first UK installation of a major department store video-based promotion system worth £500,000+ in Selfridges, London. Significantly raised the THORN profile as suppliers of pc-controlled video display systems to the retailing sector

1984 - 1987 Product Manager

THORN EMI Videodisc

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