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1699 Middlefield Road
Palo Alto, CA 94301
(650) 329-8655
voice
(650) 269-0650 mobile
(650) 329-8583 fax
joann@needtoknow.com
Solid track record with content and technology leaders in
the following areas:
| Business Development |
Channel Marketing |
| Product Strategy |
Strategic Partnering |
| Content Licensing |
Pre-Sales/Evangelism |
Need To Know
tm Information Solutions
Palo Alto, California.
Founded in 1988, Need
to Know provides Market, Business & Product Development
services to new and established information companies, including content
acquisition and licensing, business development, product strategy, co-marketing
and partnership development, public relations and contract negotiation. Recent
long-term clients include ON24, a streaming
financial portal and syndication network, GeoTouch,
a location-based platform integrating content with geographic searching for the
wired and wireless web, and Biz360, Inc., a Granite Ventures-backed
company applying business analytics to news and information for their Market360
service for PR and marketing professionals. Jo Ann currently serves on Biz360’s
advisory board.
Autonomy,
Inc.
| San Francisco, California. | 1998-2000 |
Director of New Media.
Hired to help this UK-based company penetrate the US new media market
as the leading provider of intelligent content management technologies. US New
Media sales resulted in 80% of US business for last three quarters from such
customers as LookSmart, Portera, Internet.com, Reuters, AP, The San
Francisco Gate, Knight-Ridder, Alta Vista, Talk City, Talkway, Future Tense,
Seattle Times, Financial Times, Boston Herald and NBC Interactive.
Responsibilities include A) Business Development leveraging extensive network
of content contacts to get qualified leads into sales pipeline, B) Evangelism
with prospects on how to use Autonomy’s Portal-in-a-Boxtm ,
personalization and other products to develop compelling web sites and generate
revenue. Play key role in contract negotiations and developing solid US
reference accounts. C) Channel marketing, post-sales partnership and account
management, Developed visible trade show presence, on-site branding and
“content schmooze” partner program.
New Century Network
| Palo
Alto, California & New York, New York. | 1997-1998 |
Director of Affiliate Relations. Account management and business development for Web
network of 150 Web newspapers owned by the nine largest US newspaper
publishers. Manage contract negotiations with prospects, and communications
between affiliates and NCN groups, including Ad Sales, Technology, Editorial
and affiliates with common interests. Managed network-wide project to leverage
local content for syndication, especially Travel & Destination information.
PLS, Inc.
(acquired by AOL)
| Santa Clara, California & Rockville, Maryland. | 1994-1996 |
Director of Information Industry Partnerships. Hired to position PLS as the search
engine for the information industry and to spearhead development of @1
SuperDirectory portal accessing visible web and premium content. Successfully
established business relationships with key content providers, including PBS, International Thomson, The New York Times,
USA Today, The Washington Post, The Christian Science Monitor, NPR, Excite/WebCrawler,
The Well, Ziff-Davis, Cowles/Simba,
and ClariNet. Developed additional
business with strategic accounts like America Online, Apple, and Dow Jones.
Drove partnerships with The Internet
Company, Mecklermedia, Simba, and Editor & Publisher to create a new
media professional’s information portal combining conferencing, directories,
news and profiling. Developed effective channel marketing program through joint
public relations activities, lead generation, co-marketing, conference speaking
slots and activities with key industry associations.
Verity Inc.
| Mountain View, California. | 1994 |
Manager of Information Industry Marketing.
Managed publishing channel development with
newspapers, wire services, information distributors and content providers such
as DowVision. Develop and communicate search engine positioning strategy to
information industry. Successfully identified pre-sales opportunities and got
Verity into the evaluation/RFP cycles of all wire services, most on-line
distributors and many leading information providers, including The Wall Street Journal Interactive, The San Francisco Gate and The San Jose Mercury News NewsHound® clipping service Worked
with publishers, Consulting Sales Engines and Develoment on new applications
leveraging Verity technologies.
Information
Access Company
| Foster City, California. | 1990-1993 |
Product Development Manager - Education & Consumer Markets.
Managed product development
for consumer and education markets. Completed planning and content acquisition
for major "branded" product line for consumer market, including Travel
and Reference. Developed Cognito,
a new type of education service for which she acquired new types of
publishing rights to leading news sources and reference books including
Knight-Ridder Business News, Knight-Ridder /Tribune News Service, Houghton
Mifflin, HarperCollins, World Almanac, and World Book. Successfully launched
six products, including two "mixed media" cd-rom products
incorporating information from reference books, wire services and 64 regional
newspapers. Managed development and launch of the first Macintosh CD-ROM
interface. Developed strategic and tactical plan through 1995 to integrate
static databases with education conferencing services and alert services for
consumer on-line/Web services.
Dialog Information Services
| Palo Alto, California. | 1986-1988 |
Product Manager.
Hired to manage diversification into image databases and repackage
librarian-oriented service for business markets. Successfully championed
redesign and launch of friendlier and more profitable clipping service
for vertical markets. Developed plan to increase revenues via email Agent
delivery. Worked with Marketing VP to develop marketing and training programs
for end-users. Launched first
image database, Trademarkscan. Responsibilities expanded to include
business development, competitive intelligence, market research and product
planning for value-added information interfaces for host, CD-ROM, pc and
HyperCard. Worked closely with Apple to prototype Dialog Hypercard
Library interface that was so successful at MacExpo that Dialog received
numerous unsolicited software orders and joint development
business proposals for vertical market services.
Apple
Computer, Inc.
| Cupertino, California. | 1986 |
Director of Business Development-Information Products.
Defined content and software
requirements for executive news service. Successfully leveraged
information industry contacts to establish business relationships with key
publishers. Played key role in specifying new class of automatically
delivered personal newspapers. Directed consultants in definition of market
potential, identification of vertical market segments and customer information
needs
Dow Jones
& Company, Inc. Info Services
| Princeton, New Jersey. | 1981-1985 |
Editor of Data Base Development.
Managed product development for the largest
electronic information service. Directed staff of product managers responsible
for business, consumer and transactional services as well
as overall systems enhancements. Played key role in business negotiations with
content providers. Managed daily operation of services developed. Directed
competitive analysis and led a divisional task force to improve ease of
use and package information for real market needs. Designed first full-text
service reflecting executive reading habits. Standardized production of
online and print user materials. Created Dow Jones Tracking Service, the
first agent serv ice for the executive and planned CLIP development,
generating 40% of total DJNR revenues. Directed in-house and external
developers of value-added communications software. Promoted to Editor
of Consumer Information. Managed diversification into general interest
consumer services. Researched and identified consumer needs for new
services. Developed solid working relationships with top publishers, most of
whom were totally unfamiliar with online services. Evangelized new media
services and served as company liaison to information, publishing and direct marketing associations.
Acquired new online content, including
online medical reference for consumers written by prominent
physicians, an investment dictionary published as Words of Wall Street, and
Movies, archived reviews of old films. Championed move into electronic
mail, shopping and travel services. Converted Grolier's Academic
American Encyclopedia into easy-to-use research tool Time magazine
said was "likely to revolutionize how we gather information."
Designed value-added College Selection Service with Peterson's Guides.
New York
Times Information Bank
| Parsippany, New Jersey. | 1975-1981 |
Editor of AMI (Advertising &
Marketing Intelligence), a joint venture with the J. Walter Thompson ad agency. Created
and managed highly profitable $185 per hour executive decision-making
information service for advertising, marketing, media and major
consumer-goods industries.
Spoke widely at industry events. Developed marketing and training
program for this early profession-specific service, including user
guides, marketing applications, seminars, online directories and alerts.
Addressed advertising, direct marketing and media professional groups. Promoted
to Editor of Key Issues Tracking Service developed for Executive Office of The President.
Worked with White House and Cabinet-level staff to develop editorial
guidelines. Hired as Staff Writer and Contributing Editor of
Customer Newsletter. Responsible for selecting, abstracting and indexing
articles for inclusion in The Information Bank, a data base covering 70
newspapers, magazines and professional journals. Wrote regular columns on
search applications and techniques.
Education
- Cleveland State University, Cleveland, Ohio.
Master of Arts, Psychology & Literature.
- Graduate Teaching
Fellowship.
- Case Western Reserve University, Cleveland,
Ohio. Bachelor of Arts, English Literature.
Honors
- Graduated Magna Cum Laude, Cleveland
State University.
- Graduated Cum Laude, Case Western
Reserve University.
Excellent High-Visibility References Supplied On Request.
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