Dan Vetras' Resumé


Talisma Corporation/nGenera, Bellevue, WA – October 2002 to January 2009
President, CEO and Board Member
Publisher of Customer Interaction Management (CIM) software, with 300 employees worldwide, over 950 customers deployed in 33 countries and with substantial operations in Bangalore, India.

  • Recruited directly by Oak Investment Partners to assume CEO responsibility from the founder after having just successfully merged a previous portfolio company of theirs (Captura) with Concur Technologies (CNQR), where Oak Investment Partners were also the lead investor.
  • Oversee all strategic efforts of our product engineering, go to market, sales, services, international, and financial organizations through a business model that incorporates a significant portion work being done off shore in Bangalore, India.
  • Grew top line revenue from under $6 million to a run rate of over $40 million by end of 2008.
  • Successfully divested the company of its outsourced technical support services business through a revenue earn out structure, to focus on its core competencies of building and delivering internet based customer service software globally to companies such as Aetna, AOL, Bank of America, Canon, Citibank, Comcast, Daimler-Chrysler, Dell, DHL, eBay, Ford, Royal Bank of Canada, University of Notre Dame, United Airlines, Microsoft, Pitney Bowes, Sony, and Sprint etc.
  • Led an exit strategy for the company in May 2008 when Talisma merged with nGenera Corporation based in Austin, TX in a private to private transaction that has the combined companies on an $80 million run rate.
  • Ran the largest nGenera business unit in nGen Customer before transitioning out of the company after a successful integration.

Captura Software/Concur Technologies, Kirkland, WA – April 1998 to October 2002
President, CEO and Board Member
Leading Provider of Corporate Expense Management solutions and early pioneer in the Software as a Service (SaaS) business model.

  • Responsible for this Total Expense Management software company’s overall strategic direction and daily operations
  • Led Captura’s executive team, consisting of product development, professional services, sales, marketing, business development, finance, operations, and international business.
  • Secured venture and corporate funding in excess of $90 million over a 4+ year period of time from investors such as Oak Partners, The Sprout Group (CSFB), Merrill Lynch, Voyager Capital, Ford Motor Company, Master Card, Hewlett Packard, EDS, Accenture and others.
  • Grew overall business from less than $1 million in recognized revenue to approximately $10 million and booked in excess of $22 million in FY ’02 in new contracts which resulted in a deferred revenue subscription backlog of almost $40 million at the time of it’s acquisition by Concur Technologies a publicly traded (CNQR) direct competitor.
  • Successfully transitioned the assimilation of Captura’s employees, its Global 2000 customer base, and its strategic business partners into the parent company over a three month period.

Intranets.com/Cisco, Woburn, MA - February 1997 to April 1998 Vice President Sales and Services Worldwide
Founding member of this Intranet in a Box software start-up that was first to introduce a suite of a web based applications to small and medium businesses

  • Instrumental in the initial venture capital raise of $2 million form Lazard Feres, FBR (Freidman, Billings, and Ramsey) and MDT (Memorial Drive Trust Fund)
  • Successfully recruited a senior team of sales and service personnel to manage day-to-day business operations that generated on average $1 million dollars of revenue a quarter.
  • Responsible for securing distribution of the entire product line with Ingram Micro, Tech Data, and Micro Age.
  • Developed a Business Partner Program that recruited over 250 Value Added Resellers worldwide in the first quarter of the products availability.
  • Forged the initial strategic partner alliances with Microsoft, Netscape, Oracle, and Compaq.
  • Identified and recruited all of the national Internet Services Providers partners intending to host the product line for end users on a monthly rental basis.

Edmark/IBM Corporation, Redmond, WA - September 1993 to February 1997
Vice President of Worldwide Consumer Sales and Channel Marketing
Recruited by CEO to transition business model from primarily a school market provider to a recognized leader in consumer software publishing via retail channel distribution.

  • Responsible for Worldwide P&L of sales, channel marketing, and customer service for this multimedia software division of IBM.
  • Participated, as a member of the Edmark executive management team, in the successful sale of the company to IBM in December 1996.
  • Directly managed over 35 people and was instrumental in growing the top line revenue at Edmark to over $25 million.
  • Increased North American outlet penetration from less than 1,500 stores to over 10,000 in a span of two years.
  • Negotiated and secured worldwide OEM royalty bundle commitments that included significant up sell, with Acer, Apple, Compaq, Dell, and IBM.
  • Drove top line growth in the consumer channel of over 230% in FY 1995 while helping to account for an overall profitable fiscal year and a 3 for 2 Edmark stock split.

Lotus Development/IBM Corporation, Bellevue, WA – June 1985 to August 1993
Northwest District Sales Manager
Managed a sales, support, and administrative staff of a dozen people, covering geography of seven Northwest states.

  • Achieved FY 1991 Seattle District sales revenue objectives in excess of $18 million at 106% attainment.
  • Exceeded similar district sales quotas for both previous fiscal years ’89 at $13.5 million and ’90 at $15.0 million.
  • Recruited and developed personnel to their highest standard of achievement while maintaining one of the lowest attrition rates for Lotus nationwide.

Sales Planning Manager, Cambridge, MA

  • Acted as the communication vehicle between corporate headquarters and the field sales force for mainframe connection and electronic software distribution offering from Lotus.
  • Worked with Lotus sales managers across North America to develop consistent sales, distribution, and marketing program of those products.
  • Influenced program development and product marketing corporate wide to reflect sales issues on product positioning, promotions, and roll out strategies.

Business Development Manager, (UK) Windsor, England

  • Participated in first ever, long term assignment of a Lotus employee to international headquarters.
  • Developed multinational hardware and software manufacturer relations and agreements with Compaq, Hewlett Packard, and Wang in the UK.
  • Managed account team for largest UK commercial customers in vertical industries of accounting, electrical, and insurance.

Senior Sales Representative, Mount Laurel, NJ

  • Hired as first local representative in greater Philadelphia area to develop and maintain corporate and reseller accounts within a three state geography.
  • Finished at 125% of assigned sales objectives in FY ‘85, first for the New York district.
  • Simultaneously assumed responsibility for opening office facility which grew in excess of 20 plus people within a two year span.

Digital Equipment Corporation/Hewlett Packard, Cherry Hill, NJ- June 1981 to May 1985
Sales Representative

  • Responsible for management and development of Fortune 500 end user accounts in the greater Philadelphia area.
  • Last assignment included managing the Bell Atlantic Corporation account through the AT&T divestiture as a regional Bell operating company.
  • Market experience included communication, manufacturing and office automation.

EDUCATION:

American International College, Springfield, MA
Bachelor of Arts, Political Science - 1981