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Resume of Mark Donnigan
I am a business executive who leads and inspires my team and colleagues with a growth mindset. I am agile, a value creator, and a doer. I build disruptive technology, software, and consumer service businesses with an explicit focus on go-to-market strategy, implementation, and revenue leadership, through the lens of marketing and sales.
I work cross-functionally and have verifiable success leading marketing, sales, and business development teams that have generated more than $300 million in revenue and shareholder value. My experience spans startups and growth-stage companies, including International work in Israel, Taiwan, China, Europe, the UK, and Brazil.
I have a very high value for teamwork, and function best at the intersection of market and business development, demand creation, sales leadership, and go-to-market strategy. I am motivated by technology innovation where emerging markets and inflections in existing markets are enabling disruptive companies to reshape the value center of connected experiences for the enterprise with IoT, entertainment with streaming, and intelligent systems using AI. Companies I’ve contributed to include VUDU (acquired by Walmart), Nest (acquired by Google), Eric Schmidt and Verizon backed Beamr, and a digital Redbox system backed by Toshiba and NCR to name a few.
“I first met Mark when he represented MOD Systems in the DECE Consortium, and later we worked together at Sony Pictures. From my first conversation, Mark struck me as smart and adept at navigating the complexities of the Media & Entertainment space. He is a business-minded and market savvy technology deal maker...†Mitch Singer, President DECE, Chief Digital Strategy Officer, Sony Pictures
EXPERIENCE
Beamr, Vice President of Marketing, April 2016 to Present
Vice President of Sales & Strategy, May 2013 to April 2016
Beamr is a venture-backed image science and technology company. As Vice President, Marketing, reporting to CEO and Founder Sharon Carmel, I lead a team responsible for all marketing activities including digital, podcast, events, and corporate/partner communications (PR). I believe a leader is only as strong as their team which is why I’m exceptionally proud of the large marketing footprint we’ve built while with a team that is orders of magnitude smaller than the industry norm. We’ve rearchitected marketing to be a growth engine that connects directly to revenue creation in the fast-moving and dynamic area of video software and technology B2B sales. The result of the team's work is a 4x increase in our industry engagement metrics, leading to a 2x growth in sales qualified leads, all while reducing our marketing CAC >2x.
As Vice President, Sales & Strategy, a role I assumed as the product was just being released in its earliest form, I built our earliest market engagement strategies and led all direct sales efforts beginning with Hollywood studios, streaming video service providers, MSO’s, and new media platforms. I held primary revenue responsibility for the company's first video product while launching a new category of video technology, called video optimization. I closed multi-year software licensing agreements with the industry’s largest digital services bureau to supply Beamr optimization technology to tier-one Hollywood studios, a studio-backed premium VOD streaming service, and a big OTT streaming service distributing content globally.
Accomplishments: 300% growth in 2014, 200% growth in 2015. Built and maintained a pipeline of >40 active targets. I established relationships with three major studios, two tier-one MSO’s for deal sizes of $35k to $200k+ per year. Secured and moderated high profile panels at Streaming Media with four senior customers. Closed joint marketing engagements with AMD and Intel. Selected and implemented marketing automation systems (Pardot, Hubspot). Fully managed all content creation, production, and editing as co-host of The Video Insiders podcast (thevideoinsiders.com).
“Mark is a highly skilled business development executive, an expert in the industry of media delivery, OTT video ecosystem, and content origination. Mark uniquely combines a high-level strategic perspective, with hands-on sales & business generation skills.†Eli Lubitch, President, Beamr
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D-launch, LLC, Principal, 2010 to Present
I work at the intersection of marketing, sales leadership, go-to-market planning, and business development, with a focus on start-ups and early to growth-stage companies in the software technology, digital entertainment, consumer entertainment services, video delivery, and IoT CE sectors.
Projects overview (select examples):
Sales leadership & go-to-market strategy for content-adaptive perceptual optimization technology sold to entertainment imaging companies (Hollywood studios, MVPD's, digital distributors, OVP's).
General Manager responsible for business development & sales leadership for DUNE HD IP STB players sold in U.S., copyright, Brazil & South Africa to OTT, & IPTV streaming video operators.
Built sales teams, designed go-to-market plans & built channel sales structures for multiple companies.
Developed B2B service provider channel business model for IoT company sold to Google.
Industry evangelism for next-gen technologies & products via public speaking, moderator, panelist @ Streaming Media, Digital Hollywood, TV Connect, TV Next, Apps World, Second Screen Summit, DMW Future of TV & more. (Global)
Secured product distribution agreements with Control4 & Microcenter while closing technology & content partnerships with VUDU & other distributors.
Developed & implemented digital entertainment solutions & product strategies + SEO & social channel marketing development for multiple companies resulting in 3-10x ROI.
Recruited CEO which resulted in the successful management buyout of a 25-year-old private company.
“Mark is at the top of my list of people I would trust to launch a new hi-tech product or service.†Martin Schwarz, Innovation Lead, HP
“Mark is a superb marketing, sales and business development professional who can always be counted on to perform at the highest level.†Kurt Hoppe, Director Product Management, Google
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Dune HD, General Manager, Americas, 2010 to 2013
Dune HD is a specialty manufacturer of IPTV STB’s and streaming media players. Responsible to develop the business strategy and provide the sales channel leadership and market development for the B2B and B2C sales channels which lead to >300% increase in revenue, including new markets opened up in Brazil, copyright, Latin America, and South Africa. I was active in the product roadmap, responsible for key decisions around the channel and partner development, as well as the overall business structure for the region. Lead and coordinated with stakeholders in key International markets on PR and marketing campaigns domestic and foreign. Supported worldwide marketing initiatives as the primary evangelist and speaker at industry events such as Streaming more info here Media, Digital Hollywood, Second Screen Summit, Apps World, TV Next (OTT Con), TV Connect, and others in North America, Brazil, and Cape Town South Africa.
“As a result of his (Mark’s) industry knowledge, massive personal network and excellent understanding of how best to grow markets and establish partnerships, we have achieved a high degree of market presence and success.†Konstantin Dyshlevoy, President & CEO, Dune HD
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MOD Systems, Director, Business Development, 2009 to 2010
Successfully closed business partnerships and negotiated all terms and agreements issuing press releases with global CE companies: D-Link, Asus, Sonic and Kingston (Taiwan). These partnerships were a critical component to the launch of the MOD Systems digital kiosk in airports with InMotion Entertainment and were required for the development of our nationwide retail expansion plan which included the largest MSO in America.
Coordinated with and worked alongside engineering and as a member of the executive management team to develop and set strategy for the adoption of secure SD Flash Card support on millions of CE devices (SDSD Video with CPRM DRM) so MOD’s vision of the SD card becoming an optical disc replacement could be realized.
Represented MOD Systems as an active participant in monthly in-person Digital Entertainment Content Ecosystem (DECE, consumer brand: UltraViolet) meetings, responsible for raising issues of business significance to MOD and creating consensus and agreement where needed.
“Mark is a world-class business development professional. He approached us with a novel feature which we felt could extend the value proposition of the ASUS media player line, and though he needed to navigate between time zones which were 15 apart (the US, Taiwan), he managed to marshall the needed resources on both sides for a successful POC. I can say from first-hand experience that Mark knows how to work with CE's to get technology adopted.†Sean Lai, ASUS, Product Division BU Director
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VUDU (acquired by Walmart), National Dealer Channel, Sales & BD Head, 2008 to 2009
VUDU was the first content streaming service built to capitalize on the digitization of content at the inflection point of broadband Internet which enabled DVD quality to be streamed to the home. I was recruited by Co-Founder Tony Miranz and jointly reported to Chairman Alain Rossmann. I built the channel sales strategy from scratch to create demand creation of a premium VOD digital movie player sold to the CI (custom installation) CEDIA channel. I was responsible for all aspects of the sales plan and its execution, including recruiting, hiring, managing and leading a team of Regional Sales Managers and 15 Independent Rep Firms. Created all sales and market support processes while directing the sales efforts of the internal dealer support team. (Lead team of 5 direct reports)
“Mark is an energetic, smart, dynamic, and highly effective sales manager. Mark has an in-depth knowledge of the channel and of the CE market and is a skilled negotiator. I highly recommend him.†Alain Rossmann, Co-Founder & Chairman, VUDU
How Mark Donnigan thinks.
Kaleidescape, Channel/Market Head, Evangelism & Development Leader , 2006 to 2008
Kaleidescape created the first entertainment server, pioneering a new way for consumers to access and enjoy their DVD and Blu-ray discs. Reporting to COO / Co-Founder Cheena Srinivasan, I traveled throughout the US, continental Europe and the Middle East (EMEA) as Principal Evangelist to increase distributor and dealer productivity. Built, recruited and trained the education and support team for EMEA and US markets. As an active member of the sales management team, I contributed to the sales strategy and planning efforts which led to a >700% 3-year revenue growth rate, and recognition as one of the fastest private growing companies by Inc magazine in 2008.
“Mark is enthusiastic, responsive, hard-working and articulate.†Dr. Stephen Watson, CTO, Kaleidescape
“Mark is a consummate industry professional. He is smart, charismatic, articulate and incredibly competent. He is always well-prepared and delivers 100% every time.†Roger Goff, Entertainment Attorney & Film Producer
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Behringer, NSM, North America & Strategic Market Development, 2004 to 2006
Product: Professional audio and live sound electronics equipment. Reporting to President of BEHRINGER North America Stephen Frasier, directed the sales efforts of 25 inside and outside sales representatives selling to 1,500 independent dealers in North America. Achieved 20% growth over my first year at $29 million. Developed the strategic plan for the active expansion of direct selling channels into regional and national distribution partners. Responsible for sales plan development, implementation, and achievement, including P&L accountability for multi-million dollar personnel and selling expense budget. Responsible for generating sales and demand forecasts for BEHRINGER Holdings CEO and CFO as a member of the US executive team. Directed all efforts of U.S. based trainers (market makers) and business intelligence personnel.
“Mark possesses the rare ability to combine strong leadership experience with a solid understanding of technology, product development, sales and marketing, and a clear understanding of the market forces relevant to success in the consumer marketplace.†Craig Devin, VP Global R&D, Behringer
EDUCATION
Cornell University MBA Certification Program - eCornell Certificate: Business Strategy, Achieving Competitive Advantage, 2014
University of Northern Colorado – Music Performance (piano), Music Composition
Colorado State University – Computer Science