Fraser Mar lowVP Marketing | Consulting Practice Leader | Head of Research | Strategic Business Development

Expertise in digital marketing and e-commerce, new product introduction, global client engagement and account development, proposal development, positioning and selling the value of the company, partnership development. Champion of new ways of working & building an engaged and inspired team.

PROFESSIONAL EXPERIENCE

O v e r t h e l a s t 9 y e a r s a t B l e s s i n g W h i t e ( 2 0 0 7 - 2 0 1 6 ) :• As a member of the senior team, led the company from $11M in sales in 2007 to $18M in 2015 (64% growth)• Built up the firm for sale by the venture capital firm to a publicly traded company at a 4x multiple of revenue• Launched or re-launched 33 products, realigning and repositioned the portfolio to market needs

A s H e a d o f t h e L e a d e r s h i p P r a c t i c e : BlessingWhite, A Division of GP Strategies – Princeton NJ – Dec 2014 to present

• Retooled the core portfolio to grow custom solutions to 45% of revenue• Initiated, reinvigorated and fostered 8 strategic partnerships for new IP acquisition and development with 10 new

product additions to the portfolio in 2015• Established new sales enablement approaches, improving RFP/proposal success rate from under 5% to 10%

A s V P M a r k e t i n g & A s i a P a c i f i cBlessingWhite, A Division of GP Strategies – Princeton NJ – Jun 2007 to Dec 2014

• Developed a global lead development and nurturing engine, based on original research, digital/social marketing and a strong content marketing approach. Implemented marketing automation via MSCRM & ClickDimensions/Eloqua

• Grew average daily unique sessions from 120 to 900 through website redesign, SEO/SEM, email automation, andadding new web properties, social media and video channels

• Re-established the BlessingWhite brand through research reports (9 researched, written and published personally), articles, book publishing, social media campaigns and live client events conducted around the world

• Built integrated marketing automation platform, growing inbound leads from 12 per week to 40, slashing lead response time from 5 days to less than one day

• Expanded the global distributor network from 6 to 12 and grew revenues from $100K/year to $600K/year• Reduced physical packaging costs and storage from $55/unit to $25/unit by adopting streamlined approaches and

more digital delivery

H e a d o f e - C o m m e r c e GE Healthcare Life Sciences – Piscataway NJ – Jan 2000 to Jun 2007• Development of GE Healthcare Life Sciences' web presence and digital commerce capabilities, from inception to

a $56M sales channel• Established direct EDI/e-trading relationships with top 30 clients, reducing ordering 'friction' and decreasing

missed nightly shipments by 30%• Oversaw a global multidisciplinary team of 40 in the US, Sweden and India• Launched self-service functions, tech support, forums, compliance, integrated service portal, account specific

pricing, web channel promotions by country and many more client centric features.

S e n i o r P r o d u c t M a n a g e r Imaging Research Inc. – St. Catharines, Canada – Nov 1998 to Dec 1999(subsequently acquired by Amersham / GE Healthcare)

• Worked with the senior management team to build up and rationalize a core portfolio of scientific imaging tools prior to sale of the company

• Reworked the entire marketing approach including marketing automation, CRM and web presence

P r o d u c t M a n a g e r Amersham Pharmacia Biotech, London, UK – May 1998 to Nov 1998• Developed the service offering for high-end laboratory research equipment• Launched critical service aspects of multi-million dollar lab instrumentation

B i o t e c h S t a r t - u p Genemark @ RVC – Feb 1997 to May 1998

• In collaboration with the Royal Veterinary College and the UK Canine Club, launched genetic disease markers based on studies of pure breed dogs

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