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Laurie Harvey

Laurie Harvey

Bradenton, FL, United States
Member since October 3, 2018
Laurie is a leader skilled in turning ideas into unprecedented results. With over 20 years of experience, she creates multi-million-dollar businesses with a focus on secure network and cloud service delivery. She has worked in telecom, security, and mobile. Laurie's products scream with differentiable value. She exceeds customer expectations, solving their most pressing challenges or fulfilling new market opportunities.
Laurie is now available for hire
Project Highlights
Expertise
  • Agile Product Management
  • Cybersecurity
  • Machine Learning
  • Product Management
  • Product Planning
  • Software as a Service (SaaS)
  • Team Leadership
  • Telecommunications
Education
Employment
  • Senior Director Product Management, Calix Cloud
    2016 - 2018
    Calix
    • Led a team of six product managers, I launched two new Calix Cloud offers for network intelligence and analytics.
    • Created over $25 million in new business while slashing costs, and improving gross margins by over 30% to exceed 85% supporting over 18 million subscribers.
    • Created customer incentives to move from legacy to new SaaS platforms.
    • Created ROI models to demonstrate value to customers - tied with customer success to monitor and adjust programs to achieve the desired ROI.
    • Coordinated with 24x7 engineering leveraging local and offshore resources.
  • Director, Product Management, Communications Service Providers
    2011 - 2015
    Symantec Corporation
    • Launched three network security platforms (next generation network protection (NGNP), mobile security, and MDM/MAM) that solved global network threat challenges including identity, fraud, spam, compound threats, traffic analytics, parental, and corporate policy management working with 17 key partners in a 3-year $1 billion plan.
    • Created Symantec Sealed (Partner) Program for MDM/MAM – signing over 40 partners in six months.
    • Wrote (TM Forum) a Service Provider IoT Framework article.
    • Served as a thought leader for security in a network functions virtualization (NFV) architecture.
    • Selected as Symantec Top Talent in 2015.
  • Account Executive
    2010 - 2011
    Aegis Mobility
    • Led marketing and sales activities for Aegis Mobility working with insurance companies, regulatory bodies, and partner manufacturers.
    • Deployed mobile endpoint distracted driving tools and fleet management interfaces to mitigate liability and risk.
    • Worked with regulatory bodies on managing fleet risks with mobile apps for distracted driving.
    • Worked with insurance company customers who wanted to reduce their enterprise customer risks.
  • Director, Business Development, Convergent Communications
    2007 - 2010
    CGI Group
    • Implemented mobile, IP, and UC telecom services at Sprint, AT&T, and CenturyLink.
    • Implemented OSS/BSS infrastructure for software as a service (SaaS).
    • Pioneered the testing center of excellence practice.
    • Managed customer projects in test automation.
  • Vice President Business Development – Americas
    2005 - 2007
    Aepona
    • Ran national sales and marketing for Appium AB, exceeding partnering and revenue goals until they were acquired by Aepona.
    • Managed a team of solution architects and sales personnel to implement large service provider contracts.
    • Established new partner programs.
  • Senior Director Marketing
    2001 - 2003
    Leapstone Systems (acquired by Motorola)
    • Delivered marketing support for over $20 million in revenues in the first 18 months for this startup.
    • Reduced costs by renegotiating contracts to less than 50% of the original contracts.
    • Branded the company (originally Comstellar Networks).
    • Created pricing generating $18 million in revenues.
    • Managed partnerships, media, and events.
  • Director of Product Line Management
    1999 - 2001
    Nortel Networks
    • Led a team of 120 people to create Nortel’s first carrier-grade applications platform program based on SOA and web 2.0 (SaaS infrastructure) with a service provider funnel of $700 million over three years.
    • Led the acquisition of Epicon for $300 million in June 2000 to incorporate a key remote delivery technology.
    • Selected as Nortel Top Talent in 2001.
Project History
  • Ramp Revenues From $3 Million to $25 Million in 18 Months
    Led the PM team to deliver cloud-based analytics solving critical problems for service providers covering 18 million users.

    When measuring the success of any business, the two key performance indicators that drive me are revenues and gross margins. In this case, I implemented a series of tactics to drive results:
    - Streamlined/consolidated the suite of products to simplify the services
    - Focused on differentiable value (DV) to drive competitiveness
    - Created role-based product/service offerings to target specific problems/needs and shorten the sales cycle
    - Changed the business model and pricing, demonstrating the differential value to customers with very strong ROI models.
    - Re-architected the Cloud platforms (adopting clustering) to reduce the number of VMs/servers
    - Implemented full multi-tenancy and multi-layered security

    Achieved revenue goals of taking a $3 million business and turning it into a $25 million business. I took gross margins from under 65% to over 85% (on track to go to 92% by the end of 2018).

  • Cyber Security Sales Enablement Playbook
    Designed and published 66-page Cyber Security Sales Playbook for Service Providers - $1 billion sales funnel

    Organized the global marketing teams to structure both enterprise and consumer cyber security products into sell-to, sell-through and sell with business models to drive new sales opportunities with communications service providers.

Education
  • Bachelor's degree in Business Administration
    1982 - 1986
    McGill University - Montreal, Quebec, Canada
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