John VerrochiManaging Director

1 (408) 835-8166 john.verrochi@gmail.com

Verrochi Consulting

A professional portfolio

Verrochi Consulting’s value proposition and qualifications

Value proposition– Solve complex problems from multiple perspectives/disciplines

– Grow clients’ markets, revenues, profits

Qualifications/key differentiators– Breadth of consulting and industry experience

• With leading firms in their fields

– Approach problems from multiple perspectives

• Product, marketing, financial, organizational

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Experience summary: Four areas with blue-chip firms

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Years are not additive across four areas because of some overlap among consulting, marketing, and technology.

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VerrochiConsulting

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Years experience

Putnam Hayes & Bartlett

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Education

MBA, 1994

Graduate coursework in finance, 1981

BA, 1979 Continuing studies classes, 1999-2004

1975 1980 1985 1990 1995 2000 2005

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Approach to solving business problems …

• Problem definition• Situation analysis• Deep market,

financial, competitive analysis

• Financial and alternative scenario modeling

Analysis

• Synthesis• Strategy

development, presentation

Strategy

• Marketing plan development and execution

• Cross-functional and cross-organizational team and project management

Execution

• Increased revenues, market share, profits

• Problem solved

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Results

… from many perspectives

• Define the customer, determine his/her needs

• Market definition, assessment

• Specify and incorporate differentiating features, benefits

• Deep market, financial, competitive, analysis

• Positioning, messaging, sales-force enablement

• Go-to-market strategy

• Model revenues and expenses to ensure a desired return

• Consider alternative scenarios, their implications, and prepare for them

• Lead cross-organizational, cross-functional teams

• Forge alliances with partners, coopetitors as needed/desirable

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OrganizationalFinancialProduct Marketing

Domain expertise

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Technology Enterprise computingHardware (compute, storage, networking)Software (operating systems, middleware, databases, applications, the web)Services (support, professional, education, x service providers)

Consumer electronics Personal computers, tablets, smart phones, televisions, home theater

Technology evaluationIP licensing

Energy, green tech Carbon-based energy sources: coal, natural gasNon-carbon: Nuclear, Solar, WindElectric utilitiesElectric vehicles

Financial services Investment managementInvestment banking

Illustrative consulting projects

Client Project

At the World Bank’s Global Environment Facility, improved a model to allocate roughly $4B in WB and UN funds for sustainability projects to developing countries. Model optimizes distribution of funds for climate change and biodiversity initiatives, subject to policy objectives, floors, and ceilings.

For AT&T’s Intellectual Property group, evaluated the market potential of 25 technologies developed by the Labs group. Assessed products’ features and benefits; reviewed target markets and competitors’ products; presented recommendations for commercialization from market, financial, and organizational perspectives.

Developed the business case to create a complementary services business for Mercury Computer Systems, a $210M technology company that was primarily product-oriented. Analyzed competitors’ and comparable companies’ services businesses. Forecast the revenue and profit opportunity. Developed presentations of analysis and recommendations to client’s senior management, who adopted recommendations

For Hewlett-Packard, developed a comprehensive competitive analysis of HP’s, IBM’s and Sun Microsystems’ hardware, software, and services and strategies in the grid/utility (cloud) computing market from technology, product, and marketing perspectives. Identified and valued 10 potential acquisition candidates to close gaps in hardware and software product lines. Resulting findings and recommendations influenced HP’s technology investments and marketing messaging.

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Product management and marketing

VerrochiConsulting

Inbound/outbound mix 80/20 20/80 80/20 50/50

Market/product requirements x x x x

Product design x x x

Go-to-market plan x x x x

Product collateral:

- Product brief x x

- Sales guide x x x

- White paper x x x

- Sales slides x x x

Competitive analysis x x x x

Industry consultants briefing x

Press release x

Product launch x x x

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New-product development

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Employer Product, target market Results

Conceived, presented the business case for, and developed a new investment targeted for institutional retirement plans.

Led team of internal and external partners to develop product; developed sales collateral; trained sales force.

Assets grew to $3B in three years.

Conceived, presented the business case for, and developed a bundle of hardware, software, services and insurance for availability-sensitive customers in the financial services, telecomm, and service-provider markets.

Built model to simulate technology and financial risk. Developed marketing collateral

$300M in annual revenues within several years.

Quantitative modeling

Where What Type of modeling

Helped develop a model of the US railroad market to simulate changes in market share resulting from a proposed merger

Optimization: minimizing distance, cost, and links between origin-destination pairs

Built financial models for debt transactions given various constraints

Optimization: structuring cash flows subject to constraints of interest rates, current liability profile

Modeled financial flows under interest rate scenarios for sensitivity analysis

Stochastic simulation of interest rates

Modeled cost of computer downtime given various risk assumptions

Technology and financial risk modeling

Updated and improved a model to allocate roughly $4B in WB and UN funds for sustainability projects to developing countries.

Optimizes funds distribution according to policy objectives, floors, and ceilings.

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Cross-organizational team management

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Employer

Internal partners Fixed-income research, portfolio management

Legal

Sales and marketing

Product management

Regional marketing

MarComm

Press and industry consultant relations

Hardware

Software

Services

Risk Management

External partners Securities firms

Commercial banks

Insurance companies

Software companies Software companies and insurance brokerage

Employer

Results

$ Multi-million results with blue-chip companies

• Developed an innovative high-availability product comprised of HW, SW, services, insurance

• Bundled Netscape, Oracle and Veritas products; managed joint marketing programs

• Developed a new corporate retirement product

• Assets grew to $3B in 3 years

• Managed HP-UX product line:> $100M/year; >20% annual growth

• Sized market opportunity at $50-100M in first two years; was $300M soon after

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Next step

If your organization needs help solving complex problems entailing analysis, strategy development and execution, let’s talk and discuss how I may help.

Thank you.

John Verrochi1 (408) 835-8166 john.verrochi@gmail.com

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