Jeffrey W. Knight                                                                                                                 

  jknight@adjunctex.com

With both a legal and marketing background, Jeff brings success in  business-to-business, consumer and vertical markets.  He is skilled in strategic planning, product development/identity, lead creation, positioning and messaging.  Jeff is an expert in developing and communicating business value and ROI for products and services.  His expertise is in creating and managing successful direct marketing and advertising campaigns, promotions, database marketing, collateral, conferences, channel programs, catalog and magazine publishing, PR, and trade shows.  As an innovative developer of and advisor to successful new business start-ups and program/product launches, Jeff has developed successful alliances, channels and programs that drive multi-million dollar sales.

Experience

Wyse Technology, San Jose, CA

SENIOR MANAGER OF STRATEGIC and CHANNEL MARKETING

Directed and developed strategic marketing, channel and lead generation programs for world’s leading thin client manufacturer, whose market share grew five years in a row. Created partner programs, collateral, alliances, joint marketing campaigns, vertical programs, product marketing and pricing, strategic position papers.

Created premium Platinum, Gold and Silver VAR Programs that delivered 38% of POS revenues in first year, and raised VAR purchasing from 40% to 90 in face of increased low-cost PC competition.

· VAR Partner program received Five Star rating (top 10%) from VAR Business.

· Maintained VAR revenues during corporate shift of field sales focus from VAR channel to direct sales.

· Created web-based sales training program that trained 500 channel partners in first six months.

· Increased lead generation, visibility and impact of events and shows by better than 200% within six months.

· Directed and developed company's first major integrated vertical marketing program which made retail the top sales vertical in six months (from 6% to 15% sales) using CIO-level direct mail with 45% response.

· Developed and led emergency sales campaign for integrated terminals that grew sales 76% in three months

· Grew and initiated key marketing partnerships with Microsoft, Compaq, IBM, HP, SCO and Citrix and alliances with vertical market ISVs and integrators.

Vanstar Corporation, Pleasanton, CA

DIRECTOR OF MARKETING, 1995 to 1996

Directed advertising, corporate marketing and positioning for $2.2 billion PC network integrator.

Managed six staff, nine agencies, employee recognition programs, $5 million budget and developed comprehensive integrated multi-channel field marketing support for 550-person nationwide sales force.

Repositioned and re-branded company as leading IT service provider; grew target awareness from 0-31% with $4 million ad campaign that won “Most Creative and Original” Service Marketing Award from Gartner Group.

· Created and launched Web site, major events, presentations, promotions, collateral, and annual reports.

· Designed and launched award-winning on-line electronic sales/marketing tools for mobile sales force.

DIRECTOR of DIRECT MARKETING and CATALOG, 1993 to 1995

Created catalog business unit and achieved $21 million annual sales rate in first 14 months.

· Gross margins 30% higher than corporate sales force. Increased average orders by 100%. Increased sales 10% to 25% per month. Return rate 10-30% below industry norms. Doubled Apple sales; increased IBM share 50%.

ComputerLand Corporation, Pleasanton, CA

DIRECTOR of MARKETING FINANCE and BUDGET

Created department to budget, allocate and control $35 million in market development funds to fund advertising/marketing programs for $2 billion computer products franchise and distribution sales company.

· Generated $12 million operating revenue and $6 million from audit of prior six prior years’ of vendor funds.

· Reduced $600, 000 co-op receivables by 99% in six months.

ComputerLand Corporation, Pleasanton, CA

PUBLISHER, ComputerLand Magazine

Created and launched high-quality major computer magazine (300,000 circulation).Developed the financial, editorial, business, sales, marketing and circulation strategies and plans. Directed strategic planning, creative design, ad sales, operations and promotions for four-color, glossy bi-monthly.

· Exceeded $500,000 in annual profits from 1988 to 1993. Cut production costs 50% over three years.

· Achieved four years’ top quality/effectiveness rank from franchisees for increased sales and customer loyalty.

Friends of the Earth Foundation, Inc., New York, NY

EXECUTIVE DIRECTOR

Directed operations, and increase fund-raising and special projects efforts for non-profit foundation.

Increased annual revenues from $500,000 to $1.2 million and personally raised over $600,000 in grants.

Directed 35-person staff of 30,000-member environmental advocacy group. Increased giving 70%. Created no-interest loan program to underwrite capital needs. Managed $3 million budget.

Education and Affliations

Columbus School of Law, Catholic University of America, JD
Yale College, BA, Psychology

Member, District of Columbia Bar Association
Past President/Board Member, Child and Family Therapy Center and Small Press Distribution, Inc.