Dean Trumbull is a highly energetic Senior Technology Executive, Information Security Professional, and Software Archite...
Dean Trumbull - CISSP... DRIVING TECHNOLOGY PRODUCTS AND SERVICES FROM CONCEPT TO MARKET Bartonville, TX 76226 • 469.226.9026 •
[email protected] • www.linkedin.com/in/deantrumbull
Start-up Operations | B2B2C Sales | New Product Development | Global Market Expansion | IPO | Exit Network Security | Cloud Security |SaaS| Virtualization| Telecommunications | Emerging Technologies Global DataGuard | Intel | Dialogic | Melita International/eShare | Intecom Highly energetic Senior Technology Executive, Information Security Professional, and Software Architect who repeatedly builds the high performing teams that develop and deliver profitable, cutting-edge technology products and services to market, while preparing a company for IPO and/or strategic acquisition. Visionary, yet disciplined business leader with the proven ability – time and again – to apply engineering expertise and pragmatism to tactically align resources to meet corporate objectives. Understands that while the end sale is the priority in technology development, exceptional quality in products and services, as well as communication of mission and vision, is imperative to an organization’s success. Builds cultures infused with enthusiasm and creativity. Diverse experience in general management, P&L, manufacturing, marketing and product management, including new category creation and expansion. Author of two US patents; contributor to 77 patents spanning telecom/computing industries. A career of innovating, cultivating and delivering market and industry firsts… Unified Enterprise Security™ Suite (UES). Led Global DataGuard’s creation of comprehensive, fully integrated, converged solution that provided a superior, agile network security service. Assumed sales leadership role in 2010 growing revenue at 25% CAGR and tripled customer installed base. Sold company to Masergy for 7X LTM.
Enterprise Converged Communications Solutions (ECCS). Created 200-person start-up division ECCS to support Intel’s expansion strategy to capture telecom equipment manufacturers. Category creation initiatives help drive pull-through telephony hardware and software components, increasing sales from $200M to $450M in less than three years.
Computer Telephony Server and Ecosystem. Led Dialogic start-up of a new business unit. In 18 months, grew software license revenues from zero to $49M, adding additional $100M in pull-through hardware revenue. Executed $44M software license agreement with Microsoft. Acquired by Intel for $781M.
Voice over ATM Computer Telephony Card. Designed Melita International’s revolutionary Universal Telephony Platform™ and patented ATM backbone technology. Launched flagship PhoneFrame C/S product that took company from $15M to $65M and IPO in three years.
Voice over IP PBX. Designed VOIP technology for Intecom. One of three principals to start wholly owned subsidiary InCite, which was later renamed Selsius and sold to Cisco for $140M.
PBX-based Automatic Call Distributor (ACD). Designed and first-to-market, award-winning call-center solution for Intecom. Successfully sold to LME customers that included Microsoft, Apple, USAA and Coke. Committed • Competent • Visionary • Successful • Revenue Growth • Quality
Executive Competencies that Deliver Outstanding Stakeholder Value
Strategic Marketing and Partnership Creation Market Trend and Opportunity Identification Product Evangelization, Development and Launch Value Network and Ecosystem Development Strategic Acquisitions and Investments Competitor and Market Research and Analytics
Organization Planning and Development Managing, Defining and Tracking Sales Performance B2B|B2C Managed Security Services Provider (MSSP) Direct, Channel and OEM Sales Creation of Sales Operations, Processes and Team Demand Creation | Channel Development
A Career Transitioning Vision into Profitable Reality GLOBAL DATAGUARD (GDG), now MASERGY COMMUNICATIONS , Dallas, TX Global DataGuard is the technology leader in network behavior analysis-based Unified Enterprise Security™ for small-to-medium businesses up to large enterprise environments. The company has been arming Fortune 1000 companies with battle-tested, proven unified security solutions and Security Risk Management (SRM) Managed Security Services™ since 2001. Global DataGuard’s unified security
Dean Trumbull, CISSP
Page 2
solutions for premise, cloud and hybrid network environments are deployed on three continents in both corporate and managed services environments. Sold in April of 2014 to Masergy Communications.
VICE PRESIDENT AND CHIEF OPERATING OFFICER (2004 – 2014) VICE PRESIDENT – MANAGED SECURITY SERVICES | POST-ACQUISITION INTEGRATION – MASERGY COMMUNICATIONS (2014 – 2015)
Hired to lead GDG in building a technology so market compelling that the company would be purchased. In a highly competitive and fragmented space and lacking sufficient capital, spearheaded product strategy that created a comprehensive, fully integrated, converged solution that shared information at a subsystem level to provide superior service, agile response and continuous customer protection. As COO, led day-to-day operations that included P&L management, channel development, marketing, product development, product management, manufacturing, managed security services operations and professional services. In late 2010, assumed additional leadership of sales organization. Developed direct sales strategy and sales process that tripled revenues and customer installed base in by 2015. GDG was sold to Masergy Communications in Q2/2014. Retained by Masergy to lead post-acquisition integration.
Platform Development. Led successful development and deployment of Unified Enterprise Security™ platform in 18 months that integrated packet analysis, intrusion detection, intrusion prevention, adaptive behavioral analysis, vulnerability management, vendor alerts, correlation systems, an asset database and a security threat intelligence dashboard – all of which work together to provide preemptive remediation information.
Customer Acquisition. Displaced MSSP incumbents (Dell SecureWorks, IBM and Solutionary) at numerous LME accounts, including American Airlines Federal Credit Union, 7-Eleven, Roundy’s Corporation, Army Airforce Exchange Service (AAFES) and Stony Brook University, as well as retailers, banks and credit unions worldwide.
Awards. Industry Innovators Award for Unified Threat Management – SC Magazine (2008 – 2010); ASM Product Innovation Award for Unified Security – Network Products Guide (2008 – 2010); and winner of Tomorrow’s Technology Today Awards in Unified Security (2007-2010), Network Security Solution and Security Risk Management categories – Info Security Products Guide (2006 – 2009).
Sales. Developed comprehensive scalable sales process and collateral encompassing demand creation, outside sales and account management. Led talent search and personally hired and trained entire sales team. Grew annual revenues at 25% CAGR, tripled the installed base, and positioned company for successful acquisition.
INTEL CORPORATION, Dallas, TX DIVISION GENERAL MANAGER (1999 – 2003)
Following Dialogic acquisition in 1999, retained by Intel to expand and accelerate the converged communications category creation and drive adoption efforts to capture telecom equipment manufacturers (TEM). Developed strategy and formed new division (200 people) focused ecosystem development and growing value network participation to 120 companies, and bring to market the Intel Converged Communication Platform (ICCP). P&L control.
Revenue Growth. Category creation efforts contributed significantly in growth of computer telephony hardware and software components sales from $200M to $450M in just 2.5 years.
Capital Investment. Led $50M worth of strategic investments via Intel Capital in 15 companies to align open systems suppliers and boot strap channel development.
Value Network Creation. Created comprehensive ecosystem of 120 companies delivering ISV applications, platforms, application certification, professional services, telephone instruments and speech engines.
Innovation. Delivered market-maker adoption by Rockwell, Fujitsu, 3COM, Oracle, NEC, Ericsson, and Nortel.
Licensing. Successfully licensed ECCS software and platform technology to numerous partners in CY2003.
Relationship Management. Managed customer relationships across North America, Asia and Europe.
DIALOGIC CORPORATION, Parsippany, NJ Dialogic Corporation was an extremely successful High Tech manufacturer of PC-based voice processing software and hardware for the telecom industry. Dialogic by acquired by Intel Corporation in 1999 for $781M.
VICE PRESIDENT AND BUSINESS UNIT MANAGER (1997 – 1999)
As part of this internal corporate venture, recruited to build and lead a new division to expand markets that had been hampered by market oversaturation. Dialogic, at the time, owned 72% of telecom peripheral market. In 18
Dean Trumbull, CISSP
Page 3
months, built team to 75, grew revenue from zero to $49M, and added another ~$100M in pull-through value for other divisions.
Business Plan Development. Personally developed and executed strategy that brought Dialogic hardware and software components into the proprietary PBX and key-system markets. Built a complete CT Server ecosystem that enticed incumbent telecom giants to transfer from in-house to external Dialogic purchase.
Marketing. Devised and led 20-month marketing effort, promoting “Open Systems” in Telecom that signed up 40 companies to the CT Media Value Network.
Client Acquisition. Convinced Telecom OEMs (Rockwell, Nortel, Siemens, Alcatel, Ericsson, Fugitsu, NEC and Toshiba) and computer OEMs Digital Equipment Corporation (DEC) and Compaq to introduce a branded individualized CT Server, based on Dialogic hardware and software components.
Strategic Partnerships. Personally led partnership negotiations with Microsoft to license CT Media™ middleware for $44M, enticing Telecom incumbents to adopt the open systems-based converged communications architecture.
Acquisition by Intel. Evangelized industry through vision, energy, coordination and salesmanship, with successes leading to the acquisition of Dialogic by Intel Corporation for $781M in 1999.
MELITA INTERNATIONAL/eSHARE, Norcross, GA VICE PRESIDENT, ADVANCED TECHNOLOGY AND COMMUNICATION SERVICES (1994 – 1997)
Key member of the senior-management team that wrote the strategic business plan that grew company from $15M to $65M in three years culminating in an IPO.
Delivered Universal Telephony Platform (UTP) as open systems replacement for proprietary Phoneframe CS switch in one year. Designed and developed SCSA based ATM backbone card to provide scalable PC based multinodal architecture. Licensed ASIC technology to Mitel and board product to InnoMedia Logic (IML).
Earlier career experience and successes include Manager, Software Engineering, Intecom – designed “first-ever” Voice over IP Technology; Software Engineer, Call Processing and OS, Datapoint Corp. – developed Z8000 based ISX™ digital PBX sold to Teknekron Infoswitch; and Software Engineer, National Data Communications.
Education and Training ISC2 Certified Information Systems Security Professional (CISSP) Successfully completed extensive CISSP training and achieved Official ISC2 certification 12/15/2015 Intel University Completed extensive post-secondary and graduate-level curriculum required of General Managers Intecom Management Training Program – selected as a high potential University of North Florida/University of South Florida Completed significant undergraduate studies towards a BS degree; recruited preemptively by professor to join National Data Communications for in-company software development program.
Patents Creator of two US patents (below) and contibutor to more than 77 patents: - Transmission of voice over an asynchronous network – Patent 6118763 - Systems and Methods of Identity and Access Management – Application 20090177675
Philosophy Lives daily the philosophy “If you have something hard to do, you want to bet on someone who’s successfully delivered the impossible … with speed and rapidity.”
