James Wilson Caruso
415 State Street, Roswell GA 30075
Mobile 404.788.0188 Fax 770.552.1789 Office 770.642.2080 jim [at] mediafirst.net

EXECUTIVE SUMMARY

Manager of business development, sales, and marketing functional teams with a global record of achievement identifying key decision-makers, and leading teams to sales and partnerships within telecom, cable, new media and computing. Effective in development life cycle and release to market on-time at target cost. Wins customer loyalty through effective listening and technical expertise. Proposes end-to-end solutions, phrased in the words of the customer. Effective speaking one-to-one or with groups of more than 1000. Establishes effective relationships at all levels of an organization. Successful in conceiving, structuring and winning large complex deals.

EXPERIENCE

IDMI, INC. D/B/A MEDIA FIRST PR - ATLANTA, GA.     1998 - Present

Founder/CEO

Key accomplishments at Media First include:

  • Evangelized and sold to hot communications ventures, such as Aether (IPO), Eircom (IPO), Extreme Logic, FaxNet (Acquired by Critical Path), GuardedNet (VC funded), InterVU (Acquired by Akamai) and Libit (Acquired by TI), Optimus Solutions, etc. Defined promotional campaigns for hot technologies, such as Web services, wireless data, IP Fax, Voice over IP (VoIP), cable modem chipsets, set top Operating Systems (OS), LAN/WAN connectivity and Integrated Access Devices (IAD), etc.
  • Acquired Atlanta operations of Media First on May 1, 1999. Successfully grew revenues and reduced costs while increasing service levels and customer satisfaction.
  • Contracted to Media First PR, Inc. (1/98-5/99), sold most new deals, doubled revenues within twelve months. Negotiated and contracted every deal. Created partnerships and affiliates.
  • Initiated first stock option deals. Obtain shareholdings in 25% of new clients.
  • Developed new contracts, measurements, and procedures for conformance to customer expectations and contractual commitments. Initiated cash flow and source and uses of funds for growth management.
  • Established Information Technology (IT) plan, including web-based service delivery.
  • Made media placements in the Wall Street Journal, Financial Times, Investors Business Daily, CIO, Fortune, Dow Jones, Bloomberg, Internet World, Telephony, Information Week, San Jose Mercury News, etc.

    • SCIENTIFIC-ATLANTA, INC., Atlanta, GA.   1994 - 1997

    Director, Worldwide Product Sales, Telephony Systems (1996 - 1997)

    Managed sales of multimedia access network hardware, software, and services including: optical fiber architectures; video transport via SONET/SDH; and telephony digital loop carrier systems, and high-speed data access (e.g., cable modem and competing xDSL). Receive many requests to make presentations of system solutions. Developed strategic focus and tactics to pursue worldwide telecom investor/operators and system integrators. Performed deep Feature-Advantage-Benefit (FAB) analysis on telecom product market requirements and competition.

    Manager, Business Development, International Division (1995 - 1996)

    Managed business development responsibilities for new markets, China and India, and new products, such as cable telephony, high-speed data access for Internet Protocol (IP), and ATM-switched interactive digital video.

    Senior Sales Specialist, International Division (1994 - 1995)

    Won the largest customer orders and annuity revenues in the Asia/Pacific region. Managed Key Account sales in Australia, Hong Kong, New Zealand, and Thailand. Earned "Circle of Excellence" Award for sales performance.

    Key accomplishments at Scientific-Atlanta include:

    • Closed deals with Universal Cable TV, affiliate of NYNEX and TelecomASIA in Thailand, and OPTUS Communications in Australia, generating over $20 million in first year revenues, and over $150 million in the following two years.
    • Sold first international video format (PAL-B/G) set-top order over $1 million, launching that business.
    • Created first cable telephony order which led to multi-million dollar partnership with Siemens.
    • Developed first comprehensive document identifying the strategy for licensing Scientific-Atlanta products together with PowerTV products, leading to major licensing deals with Pioneer and Toshiba. These led to the successful bid for Time-Warner's Pegasus set-top business.
    • Bid & won business through Siemens in Belgium, Bando in Korea and Atom in the Philippines.
    • Member of senior negotiating team for $130 million incremental deal with OPTUS Communications.
    • Managed business development, creating sales channels through affiliates and headquarters of worldwide telecom firms: Cable & Wireless, BellSouth, CP Group, NYNEX, Telefónica, Time-Warner, and US West.

    IDMI, INC. D/B/A INFRASTRUCTURE SOLUTIONS, Atlanta, GA   1990 - 1994

    Founder/CEO, International Sales and Consulting Company

    Created international corporation with revenues from seven countries in Asia, North America, and Europe. Developed and marketed methodology to optimize multi-million dollar Telecom and Utility mapping projects. Consulted on Geographic Information Systems (GIS) and Facilities Management (FM) integration with engineering, maintenance, customer information and billing systems. Presented at numerous trade conferences and trained utility and computer services personnel worldwide.

    • Managed consulting project team of nationals from five (5) different Asia/Pacific countries.
    • Created Go-To-Market plan for a business acquisition of UNISYS Corporation.
    • Provided business development and sales consulting to the Managing Director and Board of £12,000,000 firm in the United Kingdom, resulting in major deals with Intergraph (U.K.) Ltd., and newly privatized Utility companies in the United Kingdom.
    • Joint bid with EMA Services, Inc. led to full time employment to launch their GIS consulting business. Tripled the number of qualified sales leads and increased sales revenues by over 133%.

    Byers Engineering Company, Atlanta, GA 1987 - 1990

    Division Director, Senior Manager of Sales and Marketing

    Managed sales of over $30,000,000 to domestic and international telecommunications operators. Profitably expanded business by creating new OutSide Plant (OSP) services and opening new markets, including European telecoms and Electric Utilities. Managed projects with as many as 30 staff members for customers including NYNEX and British Telecom. Led team in conceiving, writing, and pricing proposals worth up to $15,000,000.

    • Expanded revenues from new clients by over 300%, to over $10,000,000 per year.
    • Increased market share from 10% to 15% in a declining market.

    IBM, Atlanta, GA and Lexington, KY.     1978 - 1987

    Directed team that sold 18 mainframes and 33 strategic software licenses, plus operating systems and development tools, achieving over 230% of quota. Served as Branch Office expert in financial analysis: P&L, discounted cash flow, and lease/purchase.

    • Sold over $28,000,000 in hardware, software, and services.
    • Marketed and conducted 81 seminars, increased attendance by 307%, and enabled 110% increase in sales.
    • Awarded IBM "100% [of quota] Club". Earned "Top Performer" award (top 5%).

    Development Engineer (1978 - 1983)

    • Designed and modified materials, improved manufacturability, and attained high quality standards. Led task forces of up to 25 people on issues of quality, safety, and cost.
    • Developed five new products and fifteen enhancements that lowered costs up to 38%.
    • Solved manufacturing problems, increasing yield from 58% to 97.9%.

    EDUCATION

    Bachelor of Engineering, minor in Management  1978. Case Institute of Technology, Case Western Reserve University, Cleveland, OH

    Speak and read French, Spanish, some Thai.

    Professional courses in sales, marketing, product development, quality, management, and presentation skills.

    MEMBERSHIPS

    Member of the Board of Directors:

    High Meadows School & Camp (currently); WirelessVertical.com, Inc.; Career & Education Information Center, Atlanta, GA; Bluegrass Association for Retarded Citizens, Lexington, KY; Growing Together Preschool, Lexington, KY. Provided leadership and strategic direction to keep the school alive and ultimately expand its program.

    Participant in athletics:

    Over 30's Soccer League, since 1997, winning captain and board rep 2000-Present; Youth Soccer Coach, 1997-Present; Atlanta Renegades Rugby Football Club, 1983-Present, Worldwide Golden Oldies Festival 1997; and University of Kentucky Lacrosse Club, 1978-83, co-founding board member.