Associates

Our associates are successful professionals with extensive experience in solutions marketing. They bring a variety of cross functional and cross industry experience to Solutions Insights, making sure our clients get the best value for their money.

Kathy Macchi. As Managing Partner for Allegro Associates, Kathy has developed demand generation and lead development programs for large enterprises such as HP, Hitachi Data Systems, and SGI for more than 10 years. Her proven Touch TraxSM methodology helps companies reach prospects with ongoing, relevant communication touches during the typically long solutions sales cycle. With an IT background, Kathy also has extensive knowledge of the IT and marketing automation systems that support lead development. Kathy holds a BA from Boston State and a Masters from the University of Texas. She is a certified partner of the Technical Professional Services Association and a Senior Associate with ITSMA. Contact Kathy by email.

Neil Baron. Neil has almost 20 years of solutions and services marketing experience in a variety of industries including enterprise software, IT services, chemicals, materials and “clean” technology. He has served in senior level marketing and management positions at Sybase, Digital Equipment Corporation, Brooks Automation and other companies. He has helped numerous organizations transition from selling products to providing solutions. He is passionate about helping companies accelerate market demand for new products and generate incremental revenue from the installed base. Neil received his MBA from Harvard Business School. Contact Neil by email or on LinkedIn.

Paul Dunay. Paul Dunay is an award-winning B2B marketing expert with more than 20 years’ success in generating demand and creating buzz for leading technology, consumer products, financial services and professional services organizations. Paul is the Chief Marketing Officer of Networked Insights, a leader in social media analytics, and author of four “Dummies” books: Facebook Marketing for Dummies (Wiley 2009), Social Media and the Contact Center for Dummies (Wiley Custom Publishing 2010), Facebook Advertising for Dummies (Wiley 2010) and Facebook Marketing for Dummies 2nd Edition (Wiley 2011). His unique approach to integrated marketing has led to his recognition as a BtoB Magazine Top 25 B2B Marketer of the Year for 2010 and 2009 and winner of the DemandGen Award for Utilizing Marketing Automation to Fuel Corporate Growth in 2008. He is also a finalist for the last six years in a row in the Marketing Excellence Awards competition of the Information Technology Services Marketing Association (ITSMA), and is a 2010 and 2005 gold award winner in Driving Demand. Paul holds an Executive Certificate in Strategy and Innovation from MIT’s Sloan School of Management and a bachelor’s degree in Marketing and Computer Science from Ithaca College. Gain insights into Paul’s approach to integrated and social media marketing at: http://pauldunay.com

Valerie Norvell. Valerie is an experienced HR professional and the President of Vantedge, Inc. a custom learning company. She has 10+ years of experience as an external consultant creating learning and talent management strategies, and building, implementing, and measuring related solutions across various industries. In addition to her consulting experience, Valerie has served as a top learning and talent management executive in a global firm of 55,000+. This combination of internal and external experiences gives her a unique perspective on how to build innovative and effective solutions and gain the internal buy-in needed for successful execution. Valerie holds a BA in Technical and Scientific Communication from MiamiUniversity of Ohio. Connect with Valerie by email .

Mike Peters. Mike, founder and president of Whitespace Consulting, has more than 25 years of experience in professional services sales, marketing, and market research in the technology industry. Prior to founding Whitespace Consulting, Mike held senior leadership positions at PriceWaterhouseCoopers Consulting and Harris Interactive Corp.Mike is a visiting instructor in the graduate business programs at Babson College and Northeastern University; he alsoserves as a judge in the annual ITSMA Services Marketing Excellence Award Competition and as a senior team advisor for the MIT Enterprise Forum’s Annual Business Plan Competition. Mike holds a Marketing and Management degree from Clarkson University. Connect with Mike by email.

Tom Sadtler.  An expert in solutions portfolio management, strategic planning and services product management, Tom has 20+ years experience leading organizational change and solutions marketing teams in services and technology companies. He specializes in helping teams shift their frame of reference from a product out view to a customer in view. Prior to Solutions Insights, Tom Sadtler was Vice President Product Marketing for CA’s Professional Services and Customer Services. In this role, Tom lead the launch CA Services Standardized Offerings strategy and messages. Before joining CA, Tom worked for the Massachusetts Institute of Technology’s Media Lab, a self-supporting laboratory that studies innovation in digital technology and its impacts on society. In this role, he led marketing and sales to the Lab’s Global 2,000 customer base.  Tom has also held the position of Vice President, Solutions and Portfolio Management, for HP Global Services.  Tom has a BS, cum laude in Psychology from Tufts University, an MSW from Boston College and an MBA from Harvard Business School. Connect with Tom by email.

Andrew Taylor. Andrew, founder and president of The OnDemand CMO, has over 25 years experience in high tech marketing and sales covering software, services and hardware. Before establishing The OnDemand CMO, Andrew held senior director and management positions at BEA Systems, Sun Microsystems and Brocade Communications. Andrew brings extensive and varied expertise having worked on engagements with small businesses to large corporations creating overarching strategies, bringing new products to market, aligning marketing and sales disciplines and developing compelling campaigns. As the founder of The OnDemand CMO, Andrew uses his accumulated marketing and sales knowledge as well as 21st century results orientation, to deliver the marketing expertise and outcomes clients need most. Connect with Andrew by email or on LinkedIn.

Mary Donato. Mary is founder and President of Applied Principles, a management consulting firm that helps companies achieve excellence through integrated sales and marketing processes.   Clients include companies wanting to improve their market coverage approach through better sales channel optimization and marketing strategies.  A variety of industries are represented in her client base which includes ADP, FranklinCovey, SunMicrosystems, Ryder, Lexmark, Citrix Systems, Global Compliance Services and Travelocity.  Mary has significant experience in diagnosing sales gaps, developing new sales channels and implementing programs to drive productivity improvements.   She helps companies design and implement effective sales coverage models including traditional field sales, inside sales, channel partners and the web.  By leveraging her 30+ years of experience working with Fortune 500 firms, she ensures an organization has a solid sales management process, effective coverage approach and demand generation programs which are critical enablers to success.  Mary held executive positions at Xerox and Dun and Bradstreet and is also Associate Director for ISBM, a B2B marketing “think tank”.  For more information, go to www.marypdonato.com or contact Mary at Mary@MaryPDonato.com.

Charles Born. Charles has 30 years of product, services and corporate marketing experience as a Sr. Marketing Executive and CMO.  He builds pragmatic solution marketing strategies that focus on business benefit, measurable results and accelerated sales while creating customer connections, value distinction and market differentiation.  Charles has used his organizational and communication skills to build solution strategy alignment across the sales, marketing, services and alliances/partner stakeholders in billion-dollar, multinational companies like Compaq, Nortel and Amdocs, in companies in the software and SaaS markets, and in start-ups like BlueSnap which Charles recently launched into the Cloud Commerce services market.   As social media increases in influence and brands become dominated by communities, Charles is passionate about using solutions to create a dialog with B2B consumers and establish value—and he brings his enthusiasm and experience into every engagement.   Charles is a founding member of Crazy Moon Consulting, a boutique marketing, organizational development and HR consulting firm. Contact him at charlie@crazymoonconsulting.com.

Jackie Lustig. Jackie Lustig, Principal of JL Communications LLC, is an accredited public relations professional with more than 25 years experience in corporate and marketing communications. Jackie’s in-house communications experience includes stints as manager of investor relations at Prime Computer and director of corporate communications at Bytex Corporation. On the agency side at Weber Shandwick, Jackie worked with diverse technology clients ranging from start-ups to Fortune 500 organizations. Jackie is known for her work on behalf of One Laptop per Child, leading a communications campaign that raised $35 million to fund laptops for children in poor countries. The OLPC campaign won the UN Grand Award for the communications campaign best aligned with the goals of the United Nations. Jackie has a BA magna cum laude in History from Brown University and an MBA summa cum laude in Marketing from Babson College. Connect with Jackie via email or on LinkedIn.