Bruce W. Lynch
 
 
Summary Bruce’s specialty is to lead the process that creates a new revenue stream. Or,  expand existing revenue. Bruce can lead or support what you need to attract and build a team to figure it out, to map to the market. Invent the revenue generation process. Motivate business partners to promote and help build your company. As a practical, hands on contributor, Bruce can fill each of several revenue roles until orders are closing regularly.

Over 25 years of successful experience in assisting startup and faltering high-tech companies with strategies for improving and expanding revenue generating processes. Expert in utilizing multiple avenues for enhancing bottom line including team selling, major account penetration, cold calling, script supported selling, solution selling. Re-shaped and launched products for current major industries. Personal strengths in software infrastructure and tools markets (founder, CEO of Programmer's Shop, supershops.com) generating cash flow, tight management, leadership, understanding software technologies and legacy system integration, seeing patterns and creating a long-term vision. Special expertise in analyzing current trends and identifying related niche markets. Motivated and eager to work with a capable, energetic team dedicated to building a company into a dominant industry leader.

Objective 

To improve and expand the revenue generating process of a company that has a capable, energetic team. To help build that company into a dominant, respected leader in a related set of niche markets.

 
Professional Experience

1999 - Present MaxSol Concord, Mass

Vice President

MaxSol’s horizontal internet application server and RAD tool software was not being accepted in the market because of limitations. The insurance industry was targeted as a vertical market. Interview with opinion leaders and customers clarified that APIs and key features to add. Three sales people were hired to probe three large insurance segments. Personally and also with sales people closed early referencable accounts.

Rapid advancements by IBM, Allaire, Bea, IBI and others as tools competitors combined with internal engineering limitations and lack of credibility with large accounts limited market acceptance. Together with the account exec closed a $250,000 large health insurer for active integration with IBM Java and WebSphere, with large scale Oracle, DB2 and with small scale FoxPro and Microsoft Access related systems.

Given management constraints and no insurance application software to show, we needed a product and market strategy with high appeal and more than make-or-buy merit for the property and casualty insurance industry. Lead creation of the strategy, specified product content, and wrote early brochures. With some early customers then hired and guided a sales engineer to create prototypes and demos. With some software to show we continued to close key accounts each in varying roles in the value chain. Also closed early allies to increase market substance. 

The eQuote, eAccessInterchange platform from MaxSol will be accessed as an ASP and also private labeled for complex, live, to-the-penny insurance rate quoting and customer self-service. Personally closed a small insurance carrier, the reinsurance divisions of a large carrier, and a web-based agency. Worked closely with sales people to close many others including three agency networks, bringing ‘revenue to the table’ which in turn helped to close insurance carriers.
    • Changes made in first nine months helped bring increase in price per share by 300%, culminating in $8 million equity round. 
    • Together with account executive, closed a $250,000 large health insurer. 
    • Personally closed a small insurance carrier, divisions of a large carrier, a web-based agency and a two alliances. 
    • Assisted sales department in closing many others, including 3 agency networks.
1997 – 1998 Computer Smart Westchester, NY

Vice President

This computer service company was generating less than 25% of break-even revenue. Refocused initially to do on-site LAN and WAN network engineering and then as a Staffing Industry provider of Network Engineers. 
    • Developed and implement systematic approach to generating direct business customers 
    • Closed systems integrator as first wholesale account. 
    • With increased "inventory" of engineers and skills, closed large publicly traded staffing company providing network engineers for pharmaceutical and brokerage industries.
1992 – 1997 Exxel International Boston, MA

Consulting VP

Provided start-up, turnaround and specialized assistance to client companies. A specialized database and also a programming languages software company each increased the number and quality of leads by over 5 times with no increase in budget.

As interim CEO completed a $3 million equity financing and a reverse merger with a public company while consolidating two companies. Reduced expenses changing $750,000 in losses to become $250,000 in pre-tax profit. Recruited an influential board of directors and coached the new CEO.

Wrote business and marketing plans for two start-ups that were funded. One used only $150,000 in start-up capital to fully implement a self-funding, expandable, direct marketer of herbal remedies. Implementation included pricing, ad copy writing, print advertising, set up and scripts for call center, all it, outsourced warehousing and funds processing.

 1983 – 1991 Software Developers Company Hingham, Mass

CEO and Founder

Started the Programmers Shop distribution division as the first specialty, mail order retailer of software then a year later the Solution Systems software product publishing division with $11,000 of capital. Growing never less than 39% per year for eight years, by 1991 the company was profitable, publicly traded, had over 40% market share in distribution and over 40% market share for the BRIEF Programmers Editor with $35 million in revenue.

Growth of over 100% in the final year involved innovative, measured revenue generation in both divisions. In distribution we expanded the Programmers List Cooperative, an alliance among tool publishers. We increased catalog circulation from 100,000 to 500,000 and had the catalog covering all costs before being mailed including all ad and other staff costs. We increased cooperative advertising with suppliers becoming the largest print space advertiser in several tools publications. In both divisions we implemented international distribution, enhanced wholesale promotions and revenue, and implemented outbound telephone sales to corporate accounts. In 22 months, without any new release, we increased by 300% revenue of the BRIEF Programmers Editor to over $6 million to over a 40% market share among C and Assembler programmers who program twenty or more hours per week.

 1982 - 1985 Computer Innovations Lincroft, NJ

Head of Sales and Marketing

As a consultant grew C Compiler developer and publisher from $350,000 per year to $2 million per year in 11 months using internally generated funds and no significant new release to software product content.

With the likelihood of competition from Microsoft and Borland, lead the search and contributed to the design of new compiler technology. With the client wanting a manageable, small company re-focussed on real time and embedded software development.

 1982 – 1982 Softmark Reston, VA

VP Sales

With six months of telephone selling and one face-to-face sales trip, closed initial contracts to converting software from CPM-80 to 8086 MS-DOS with Digital Research to convert their Fortran compiler and with Sorcim to convert Supercalc. 1981 - 1982 Business Computer Store and Reston, VA

Used Computer Exchange 

VP Sales and Marketing

Created to "match together buyers and sellers of used micros" the business model did not work. Re-channeled first the buyers, then the sales people into first a buying service and then to "solutions" including work-stations for word processing, for architects, lawyers and for political campaigns. By 12th total month include the Exchange mis-step, was running at the rate of $3 million revenue and $150,000 pre-tax profit using less than $100,000 of start-up capital. 1977 - 1981 Boeing Computer Services 

Manager, Product Planning 1980 – 1981 Vienna, VA

Looking for repeatable successes involving major opportunities and Boeing technology, researched, made sales calls, defined and implemented for $35,000 of development Program Estimating to model and estimate bill of material and program costs for large capital projects and contracts. Sold quickly to Ford Aerospace, Rockwell and others building toward forecasted $6 million per year with over 60% gross margin compared to the normal 25%. Defined over 25 other niches that could similarly be addressed with customer funded application development.
 
  Sales Manager 1977 – 1980 Chicago, IL Within six months and thereafter unit consistently above quota. Reoriented existing sales people away from opportunity management into target account penetration closing substantial new accounts with Beatrice Foods, Baxter Pharmaceuticals, City of Chicago, Ernst & Whinney. 

Given compensation limits, helped beginners to exceed quota in record time. Managing small software projects and helping sales team sell analytical, engineering and MIS applications to Fortune 1000 and service companies. 

 1974 - 1977 Computer Sciences Corporation Chicago, IL Chicago, IL

New Account Sales

Rookie of the year and consistently among top performers selling business and operations analysis applications to Fortune 1000 companies including Morton Norwich, Borg Warner, Arthur Young, Ernst and Whinney, CNA Insurance, Esmark/Swift, Trans Union Leasing, Chicago Northwestern Railroad and others. 1973 – 1974 IBM Chicago, IL 

Assistant Marketing Representative (trainee)

In the mainframe division, insurance branch learned and helped sell computer capacity forecasting, application planning, lease versus buy. Analyzed business impact of central policy file access and automation of commercial lines underwriting. Education

1969 - 1973 Bowdoin College Brunswick, Maine 

BA with major in German 

with informal concentrations in Economics and Math. Included studies at Mount Holyoke College and U Mass. 8 semesters completed in 6 plus a summer with over 30% of expenses paid from personal earnings. 1974 - 1975 University of Chicago Chicago, IL

MBA program

Took six key courses to better know how to analyze businesses including statistics, behavioral analysis, organizational design, marketing. Boeing, IBM, CSC, 3M, Hopkins, and elsewhere Sales, management, negotiation, planning, project management, C, dBase. Skills With experience in all aspects of running software development, publishing and distribution companies including deep understanding of software, architecture, infrastructure and tools, Bruce’s strongest skills help to launch and reshape products and solutions, to generate revenue and alliances.

Bruce’s sales skills include team selling, major account penetration, cold calling, script supported selling, solution selling and many others. IT skills include project and program manager, project estimating, scheduling and planning, presentations, and requirements definition He is competent with Microsoft Word, Excel, Access, Powerpoint, Outlook, Publisher, Project, Internet Explorer, FrontPage; Netscape Navigator and Communicator; Eudora; dBase, Basic; Photo Shop; Internet Phone, ICQ. Experienced with and strong technical understanding of business processes and with every major and most minor software technologies: Database (relational, hierarchical, network), CASE, ERP, EERP, OLAP, EIS, communications of all kinds, operating systems, expert systems, rapid prototyping, natural language, user interface design, operating system design, etc. 

Business Skills include: sales, face-to-face, executive selling, sales management, sales training ; business development, strategic alliances, OEM, international distribution; forecasting, planning, presentations, business plans, marketing plans, budgets, private and public placements and SEC regulations, contracts, marketing, direct response, advertising, trade shows, telemarketing, scripts, catalogs, Internet marketing, web marketing; raising money, Reg D, private placement, selling stock, angels, venture capital, debt, subordinated debt, factors, asset-based.

Industries where Bruce has substantial experience include: software, hardware, computer services, recruiting, staffing, insurance, banking, manufacturing, IT, financial services, brokerage, engineering, consulting, accounting and others.
E-mail: bwlynch@techie.com
Phone: 617-834-3145
Bio: https://bwlynch.tripod.com/blbio.html