QUALIFICATIONS SUMMARY

• Market-focused, “market-facing” senior professional with successful team and project leadership, marketing, sales, and relationship management experience.
• Deep experience in helping information technology (IT) users and vendors translate technological concepts and trends into business benefits through focused, effective research, analysis, interpretation, and outreach.
• Primary focus on forging credible, successful relationships by identifying client and prospect needs, aligning these with relevant services, and producing deliverables and results “as promised.”
• Effective and highly rated speaker and presenter, to small and large groups, in person and online.
• Excellent writer, editor, producer, and project leader for business and technical collateral of all kinds.

EXPERIENCE
Senior Analyst, Enabling Technologies & Information Management, Aberdeen Group, 2007 - 2009

• Led Aberdeen Group's coverage, survey-based research, and analysis of key enabling business technologies, such as master data management (MDM), software as a service (SaaS), and radio frequency identification (RFID). Worked closely with internal marketing, vendor clients, and media partners to drive survey responses and research downloads to record high levels in selected areas.
• Grew revenues from vendor sponsorship of RFID research by 20% in first year of coverage ownership, by forging new, repairing broken, and growing incumbent vendor client relationships. Examples of vendor relationships cultivated include leading RFID vendors Alien Technology, Fluensee, Microsoft, and Motorola.
• Built strong working relationships with “C-level” executives at user companies such as Home Hardware of Canada, The Christian Science Monitor, and Pacific Gas & Electric (PG&E).
• Quoted and published in multiple business and technology media outlets, helping to increase survey responses and vendor interest in research sponsorships.

Director of IT Infrastructure Management Strategies, Robert Frances Group (RFG), 1997 - 2007

• Led coverage and analysis of events, trends, and vendors in IT infrastructure management and business alignment, collaboration technologies, open source software, business process management (BPM), and other areas at this start-up “boutique” research and consulting firm. Clients included Hewlett-Packard (HP), IBM, and Microsoft. Also oversaw editorial consistency and quality of daily published research company-wide as Executive Editor.
• Helped to grow company annual revenues to $3.5 million within three years.
• Raised awareness of company and its research via frequent quotations and appearances in business and technology media and presentations at numerous industry, company, and client-hosted events, including Interop, ManageFusion, NetWorld, UNIX World and others.

Analyst Relations/Public Relations/Marketing Consultant, High Tech Connect, 1997 - 2007

• Developed marketing collateral and analyst and media relationships for groundbreaking high-tech start-ups, such as Digital Fountain, and market leaders, such as CA (formerly Computer Associates).
• Coordinated with Mayor's Office to help launch and publicize CitiSpan (now SFGov), San Francisco's first online portal for access to local government services and resources.
• Led team that produced "A Day in the Garden" online, the first live, multi-day Webcast of a major music event (the 29th anniversary of the original Woodstock Festival), in conjunction with Infoseek (now Go.com, part of Disney Internet Group).
• Consulted part-time while working at Robert Frances Group.

Director of Special Projects, NetGuide Magazine/CMP Media (now United Business Media), 1996 - 1997

• Selected judges, oversaw judging process, wrote, and helped to produce first-ever “NetGuide Awards” (for outstanding people and places on the Internet) during Internet World trade show in Los Angeles.
• Managed live Webcast, simultaneous online chat and relationships with production contractors, entertainment and other elements of Awards event, which attracted thousands of online viewers worldwide.
• Wrote and edited news coverage, analysis and opinion for print and online venues.
• Represented publication and company at industry gatherings and in print and electronic media.

Chief Evangelist, UnixWare Technology Group (UTG), 1994 - 1996

• Led group outreach and marketing efforts for trade association of more than 20 leading computing vendors, such at AT&T, Fujitsu, NEC, and Unisys, supporting Novell's UnixWare operating environment. Oversaw a three-person team and a $1.2-million budget provided by members companies.
• Developed association's go-to-market strategies, events, and collateral, and coordinated these with efforts of individual member companies.
• Frequent speaker at industry, organization-wide, and member company events. Also managed media and analyst relations.
• Contributed chapter on Novell's strategy to PC networking book published by Prentice-Hall in 1995.

Senior Writer, CommunicationsWeek/CMP Media (now United Business Media), 1989 - 1994

• Led coverage of multiple established and emerging enterprise technologies, from UNIX and open source software to high-speed networking and switching. Also conducted numerous interviews with industry luminaries from Novell founder Ray Noorda to Microsoft co-founder Bill Gates.
• Participated in innovative "buyer-meets-seller" events at which editors, readers, advertisers, and publication business executives discussed industry trends.

Consultant/Freelance Writer, 1980 - 1989

• Authored “The ABCs of Local-Area Networks,” a book published in 1990 internationally in three languages by leading technology book publisher Sybex upon invitation from publisher.
• Worked with marketing department of portable computer pioneer Kaypro Computers to improve sales channel relations and to negotiate co-manufacturing agreement with Japanese conglomerate Mitsui.
• Consultant to founding management team of San Francisco-based biotechnology start-up Replicon Laboratories, focused on innovative diagnostics. Crafted and negotiated contractual relationships with scientists and business partners and oversaw media relations and internal computing resources.
• Authored white papers and other collateral for various technology vendors and numerous articles for technology and business magazines.

Senior Analyst/Manager of Information Technologies, The Yankee Group, 1977 - 1980

• Wrote and edited research in telecommunications and enterprise computing at this pioneering analysis, research, and consulting firm. Helped company grow from a single office and staff of five to 55 people and offices in three countries, through creation, marketing, and sales of credible, timely research for technology vendors and users.
• Popular speaker at numerous company seminars and industry events.
• Frequently quoted in business, general, and technology media, including The New York Times and The Wall Street Journal, helping to raise company profile among prospective clients.

EDUCATION
Massachusetts Institute of Technology,  Computer Science, Theater, Writing, 1973 -1976.  Activities and Societies: Alpha Phi Omega, Lecture Series Committee, Musical Theater Guild, Student Politics.

Additional details, information, and references available online at http://www.linkedin.com/in/michaeldortch or directly upon request.