Multichannel marketing professional with 20+ years' experience in leveraging data & technology to manage customer relationships & increase client profitability. Focus on strategic planning & tactical execution of integrated efforts driving customer acquisition, retention, & expansion. Direct / database marketing skills enhanced by product management / marketing experience, advertising & branding expertise, corporate strategy consulting role, international
Multichannel marketing professional with 20+ years' experience in leveraging data & technology to manage customer relationships & increase client profitability. Focus on strategic planning & tactical execution of integrated efforts driving customer acquisition, retention, & expansion. Direct / database marketing skills enhanced by product management / marketing experience, advertising & branding expertise, corporate strategy consulting role, international exposure, & media background.
Director, Business Development – Database Marketing Services @ Subject matter expert assisting Sales organization in selling array of integrated direct & database marketing solutions to global companies across all industries. Solutions consist of a variety of strategic analytic services, data enhancement & enrichment, data processing and management, & database technology solutions designed to support organizations in achieving marketing success. Understand customer / prospect business & marketing objectives to define solution or set of services that would effectively support achievement of those objectives. Once qualified, play an integral part in identifying, documenting & communicating all business requirements necessary to architect a solution or set of strategic services to be proposed & presented. Accomplishments include: • Member of team responsible for Harte Hanks’ largest new business win since 2008. Sustained sales process resulted in three year, $20MM deal with a leading affinity marketer. Client provides high-quality insurance & banking products / services to hundreds of alumni associations, financial institutions, employers & professional associations with more than 30MM members. • Led yearlong, multi-divisional initiative to define & productize an integrated, end-to-end offering combining audits, analytics, strategy, planning, execution (digital print + email) & requisite technology infrastructure. Cross-functional team developed successful proof of concept & established go forward methodology / process to be used for all multidisciplinary engagements. From 2013 to 2015 (2 years) Greater Chicago AreaProduct Director, Customer Intelligence Platform – Data Management Services @ Product management / marketing responsibility for CRM & integrated marketing database offerings. • Strategic Planning: Customer Intelligence Platform product definition, roadmap development & managing all aspects of offer mix (Product, Price, Marketing, Brand, Market Conditions, Channel, Support & Delivery). • Thought Leadership: Socialization & acceptance of key concepts within business unit, across Experian companies, & throughout industry. • Sales Engagement: Training & support of business development staff / client management teams to acquire new logos, retain current customers, & expand existing books of business. Accomplishments include: • Restructured technical solution to “value adding infrastructure of people, process & technology for enhancing customer experience & delivering business impacting customer engagement". Strategic planning drove initiatives to better support multichannel marketing – e.g., enhanced integration of Experian CheetahMail & Digital Advertising Services, acquisition of multi-channel customer interaction platform (Conversen), etc. • Achieved enterprise-wide adoption of key concepts: Customer Engagement Framework to help clients understand customers’ journey, Marketing Sophistication Curve to assess & enhance customer engagement capabilities, & Customer Intelligence Platform – i.e., three functional hubs built on foundation of data (Integration > Intelligence > Interaction). Significant industry exposure & acceptance via speaking engagements & published materials. • NCDM Speaker (2011, 2010), contributing editor for Experian 2012 Digital Marketer: Benchmark & Trend Report, webinar presenter for SDL-Alterian seminar & PostCom education series, author of chapter-leading article in DM News – 2012 Essential Guide to Database Marketing. • Received 2011 NCDM Database Excellence award in Marketing Strategies, & contributed to achievement of FY12 EMS business unit goals 97% vs. revenue budget, 143% vs. EBIT). From 2011 to 2012 (1 year) Greater Chicago AreaDirector, Sales Support & Client Relations – Integrated Marketing Services @ Leader of multidisciplinary unit providing sales support for database, list processing, & advanced data management / Customer Data Integration (CDI) products & services. Solution Consultants provided subject matter expertise, consultative services, & integrated solution recommendations to new & existing clients. • Client Acquisition, Retention & Expansion: Drive pre-sales engagement, support of existing client relationships, & organic growth of current clients’ books of business. • Product Development Support: Partner with Product Marketing in ideation, design, & development of new offerings & extensions of existing products / services. • Solution Training & Education: Ongoing, cross-functional education efforts designed to position product features & functions within appropriate context of solution selling. Accomplishments include: • Solution Consultants supported client acquisition, retention, & expansion efforts tied to $100MM+ revenue, resulting in business unit achieving fiscal year performance targets. Staff directly involved in nine database wins with average deal size of $1.1MM (versus prior year of five at ~$300M), two enterprise CDI wins with average deal size of $4MM, & total list processing revenue in excess of $50MM. • Successfully launched & sold Totalvue Retail, Experian’s integrated, multichannel retail database solution. An aggressive, consultative sales approach led to seven implementations of this best-practice defined offering that combined data hygiene / linkage / management, proprietary data assets, a scalable technology platform, data access tools, & strategic consulting. • Partnered with sales management to formalize sales methodology, implement Siebel-aligned customer process, support comprehensive training curriculum including sales effectiveness (John Costigan Co.) + strategic negotiations (Think! Inc.), & create / co-manage Sales Opportunity Review Board to vet opportunities & manage resource allocation. From 2004 to 2011 (7 years) Greater Chicago AreaVP, Corporate Strategist – Bcom3 corporate strategy unit (iLeo) @ Recruited from Leo Burnett Database Marketing Group into nine-member strategic consulting team reporting to Bcom3 holding company CEO. Primary objective to help determine best growth strategies in rapidly changing sectors of advertising & marketing services. • Competitive Landscaping: Comprehensive analysis of agency holding companies to map & understand mix of entities owned, acquisitions made, & services offered (especially for interactive, direct / database marketing, & consulting). • Competency & Capability Assessment: Critical analysis of services & skills throughout entire network. Personal focus on benchmarking of marketing services & CRM-oriented offerings. • Merger & Acquisition: Development of assessment criteria & vetting frameworks for potential CRM firm acquisitions. Co-led research & analysis for evaluating 500+ CRM firms & participated in candidate vetting process. • New Business Team Support: Assistance in cross-company pitches, identification of necessary marketing services resources, & determination of appropriate corporate participants. Content development for prospects with database marketing & CRM needs. Accomplishments include: • Received senior management buy-in to recommended M&A approach. Extensive analysis & related documentation provided recommendations for acquisition candidates, foundation for necessary due diligence, & anchor for partnership negotiations. • Identified significant organizational service gaps & drove realignment / reconstitution of multiple corporate entities (e.g., formation of the Leo Burnett Customer Group – a cross-agency direct, relationship & retail marketing company). Improved integration of assets by defining process, protocols, & rules of engagement for various companies under corporate umbrella. From 2001 to 2003 (2 years) Greater Chicago AreaSenior Manager – Database Marketing Group @ Managed staff & client relationships for a portfolio of direct / database marketing clients. Responsible for daily account management (client interaction, team supervision, program execution, budget, status reporting) & long-term business development (strategic / account planning, client growth, roster expansion). • Business Strategy & Planning: Development of integrated marketing communications plans - specific concentration on acquisition, retention, expansion, & winback initiatives. • Marketing Program Design & Implementation: Logistics, data flow, audience selection, vendor selection & coordination, technical specifications, data preparation & processing, program & project management, tracking & reporting. • Technical Consulting: Data assessment, integration & migration to support marketing analysis & initiatives. Evaluation of client data resources / structures leading to recommendations for enhancing marketing information. • Analytics: Marketing opportunity identification, exploratory data analysis, customer profiling & segmentation, geospatial analysis / mapping, program performance analysis, payout & ROI projection / evaluation. Accomplishments include: • Handraiser campaign for Eli Lilly’s direct-to-consumer launch of Prozac; circulation planning for Hallmark At Home Catalog (12MM+ peak circulation); Ameritech consumer direct mailings (40+ mailings totaling 45MM+ pieces). • Turnkey lead management process for relaunch of Oldsmobile’s Eighty Eight LSS. Coordination & management of agency personnel, client marketing & I/T staff, telemarketing providers, fulfillment vendors, & retailer network. Success led to expansion of process for all other models in the franchise. • Marketing information needs assessment, database enhancement / development engagements with Disney Institute, Oldsmobile’s 800# network, & McCaw Cellular. From 1991 to 2000 (9 years) Greater Chicago AreaMedia Buyer / Planner – Leo Burnett Media (currently Starcom MediaVest Group) @ Initial focus on traditional print & broadcast buying / planning. Direct marketing test involvement led to role as media group liaison for all agency direct marketing projects. Extended assignment managing Procter & Gamble’s Luvs Diaper Club (loyalty program) resulted in full-time direct marketing commitment & transfer to Leo Burnett Database Marketing Group. From 1987 to 1990 (3 years) Greater Chicago Area
BS, Communications (Advertising / Public Relations) @ Bradley University From 1982 to 1986 Dave Duszynski is skilled in: Direct Marketing, CRM, Multi-channel Marketing, Integrated Marketing, Database Marketing, Analytics, Marketing, Account Management, Business Development, Product Management, Marketing Communications, Customer Acquisition, Marketing Strategy, Solution Selling, Solution Development, Strategy, Advertising, Email Marketing, Segmentation, Product Marketing, Business Requirements, Lead Generation, Competitive Analysis, Public Speaking, Customer Engagement, Solution Implementation, Management, Business Communications, New Business Development, Sales, Customer Intelligence, Sales Operations, Product Development, Customer Retention, Direct Mail
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