Marketing, Sales and Business Development Expertise
Focus on young companies
Broad network of proven collaborators
© 2003 Growth Consulting Group
Growth Consulting Group
As an interim member of the executive team, a board member, or on a consulting project basis, John Patberg delivers strategy and marketing management services, to plan and execute business growth, using new products, new distribution channels, strategic alliances and acquisitions.
Experience concentrated in technology industries, with large incumbents and small, fast-growing new entrants, including telecom and datacom equipment manufacturers and distributors, network operators, and service providers in the communication and information industries.
Blue chip reputation and network, developed as a Partner in PricewaterhouseCoopers Consulting, co-founder of Technology Management Group, Director of Marketing at Matrix Instruments, and various Marketing and Product Management roles at the Network Systems Division of AT&T (now Alcatel-Lucent).
Using thirty years of management and consulting experience, John acts as a catalyst for change, clarifying customer expectations, understanding top line growth opportunities, and implementing efficient and effective operating practices for client organizations. Projects that illustrate the depth and breadth of his experience include:
In Market Positioning & Channel Development
For a $300M nationwide telecom equipment business, John led restructuring of marketing programs to return the company to profitability, defining profitable customer targets, implementing focused sales programs, aligning sales incentives with deal profitability, pruning the product line to eliminate unprofitable offers, planning and implementing new service offers in growth segments, and reducing costs by streamlining core and support processes.
For Matrix Instruments' growing computer graphics business, John established the division's first marketing operations, covering product planning, product management, marketing communications, and channel management. He led the development of a highly successful new channel strategy, recruited and developed support staff, and helped drive sales up by 60% over three years.
For the large business customer division of an RBOC, John led a program to dramatically improve customer retention, by defining key loyalty-enablers, developing change programs to improve operational performance against the top loyalty drivers, establishing the business case for investing in loyalty-oriented change programs, and supporting change implementation.
As an Investment Manager
For PricewaterhouseCoopers Consulting, John selected and negotiated strategic investments in and alliances with pre-IPO technology businesses, to establish preferred relationships for PwC in leading-edge IT innovators. As initiator of this investment strategy, he established investment criteria, built an investment team, managed deal flow, structured and negotiated deals, and transitioned relationship management to appropriate line Partners, once a transaction was completed.
For a multi-billion debt syndication by a global consortium of banks, including Chase and Barclays, John co-led the five-month diligence effort, assessing and refining the revenue prospects of an innovative but unproven global mobile satellite communications business. John directed work identifying critical risk factors, defining multi-national research programs to evaluate and measure those risks, modeling the revenue implications of research findings, and developing risk-mitigation strategies for the banks to use in their term sheet.
As a manager in a $2B division of what is now Alcatel-Lucent, John helped overhaul the investment management processes, introduced governance changes to strengthen the role of product line mangers, and implemented a portfolio management approach to direct R&D and capital investments in products and projects with the best balance of near and long term returns.
As an Interim Executive
For a global geo-stationary satellite services business, John served as the interim VP of Strategy and Business Development during a crucial six-month period in their transition from an inter-governmental organization to a for-profit business. He focused key business and product development programs, refined M&A/alliance targets, helped set the executive committee agenda by refining its management processes and instituting more focused, top-level objectives and metrics, and identified a permanent successor.
As a principal in Technology Management Group, a consulting business focused on start-ups, John provided strategy, marketing and sales advice to entrepreneurs and companies preparing to win venture capital investments. His roles ranged from advising on market sizing and channel strategy, to serving as an interim member of the management team during fund raising. Clients represented a broad array of technologies and industries, including: an innovative, medium bandwidth data networking technology start-up; a nationwide telecom equipment remarketing business; a regional computer training company; an industrial image processing software developer; and a holographic storage technology developer.
Education and Awards
John holds degrees in Applied Mathematics (BA) and Computer Science (MS) from Brown University, and in Business (MS) from Columbia University, where he earned the Dean's Award for Excellence and membership in the Beta Gamma Sigma honor society.
2002-present Early stage investor, and Partner in Growth Consulting Group, Threshold Partners and IP Incubation
1989-2002 PricewaterhouseCoopers Consulting, Partner, ICE Industry Strategy Practice
1987-1989 Technology Management Group, Partner
1984-1987 Matrix Instruments, Director of Marketing, Computer Graphics Division
1972-1984 AT&T, Product Line Planning Manager, CO Equipment Division (now Alcatel-Lucent)