Experiences at Micorport - VP Sales & GM

Santa Cruz breeds some unique personalities. Insight is needed -

Unix and Linux - anything anti-MicroSoft. It's a religion, you know.

Personal contacts.

Revenue comes first, then people skills.

Terminating people who no longer cared and were becoming disruptive, plus making people work six days a week.

1. Finding a new market for our services after the shrink wrap business 'shrank' away. Found success in supporting AT&T/Lucent.
2. Dealing with the many personnel matters omnipresent in a small company - being counselor, HR, Legal, and Accounting - all in one. I sold only in my spare time, it felt....

Intel UNIX software licensing and services
- Changed company's business focus from selling shrink wrapped UNIX software to OEM licensing and contract development services. Developed and maintained close relationships with AT&T, Audix, A G Communications, and other telco equipment suppliers.
- Managed certification of large SMP servers from major manufacturers for SVR4.2 compliance and development and delivery of network connectivity and security software.
- Created and sold end-of-life software and escrow services to IBM and Lucent.
- Negotiated and managed OEM, VAR, and Service Agreements with Novell and the Santa Cruz Operation....