Dick Gourley Business Biography

Dick Gourley Business Biography

DICK GOURLEY CONSULTING St. Helena, CA

Managing Director (2018-Present)

Dick Gourley Consulting is a boutique management consulting and strategy consulting firm. The firm’s purpose is to help clients develop exceptional leaders and build enduring great organizations. Great organizations will consistently deliver outstanding business results, and Dick is passionate about helping clients improve business performance by solving critical problems and identifying new opportunities.

MACKENZIE STEWART St. Helena, CA

Managing Director (2010-2017)

Mackenzie Stewart was a boutique leadership development and strategy consulting firm. The firm incorporated servant leadership into the firm’s consulting methodology, and focused primarily on startups, emerging business organizations, and social ventures located in California. The company was established in January 2010 in Menlo Park, California.

From 2010 through 2017, the firm worked with many different types of clients, and had an industry focus that included high technology, retail, professional service firms, the wine industry, nonprofit trade associations, and the social sector. Past clients include ZitoVault Software, Proficio, and AthleticOutlook.

GSMR CONSULTING Menlo Park, CA

Managing Director (1999-2009)

GSMR Consulting was a management and strategy consulting firm that provided professional services for Silicon Valley organizations that are starting-up or in transition. The company was founded in 1999 and was based in Menlo Park, California.

From 1999 through 2009, the firm worked with many different types of clients including early stage start-ups, turnarounds, nonprofits, emerging private enterprises, and global public companies. Past representative clients include Ramp Networks, Fujitsu Software, Nokia, Imperito Networks, A4 Systems, Pacific Tweed, RE InfoLink, Alain Pinel, the State of California, and Lavante.

The client knowledge and lessons learned while leading GSMR Consulting provided the foundation and inspiration for the creation of Mackenzie Stewart in 2010.

Pacific Tweed, Inc Carmel, CA

Chairman & Co-Founder – (2001-2007)

Pacific Tweed was an innovative, high-end, traditional, men's and women's specialty retailer located in Carmel, California. The company provided value by developing one-to-one customer relationships, resulting in excellent buying experiences and extremely high customer satisfaction. Pacific Tweed actively leveraged information technology in support of its relationship marketing strategy, resulting in effective execution and predictable and sustainable business results.

GSMR LLC provided the seed funding, infrastructure, and startup expertise that enabled Pacific Tweed to become a reality. Dick Gourley was a co-founder and served as chairman from 2001 until 2007.

The Monterey Peninsula Chamber of Commerce recognized Pacific Tweed for business excellence and community service from 2003 through 2007.

2004 - "Rookie of the Year" Award

2005 - "Retailer of the Year" Award

2006 - "Retailer of the Year" Award

2006 - "Business of the Year" Award

2007 - "Retailer of the Year" Award

TALK CITY (TCTY) Campbell, CA

Senior Vice President – Sales and Marketing (2000)

Recruited by Talk City’s new President and COO to help the newly public Internet services company sell to enterprise accounts and develop a predictable services revenue stream in the U.S. domestic market.

Developed and implemented a plan to transition Talk City from an advertising-based business to an online relationship marketing services provider for major corporate clients. Developed the companies new positioning, messaging, branding, and advertising, which was built around strengthening customer relationships using online collaboration and research. Key customers acquired during this initiative included ABC, EBAY, GE, Kodak, Kraft, Mattel, NBC, and Proctor & Gamble.

Increased revenues from $7.7 M to $14.8 M during the 2000 business year, while reducing sales and marketing expenses by $4.3 million. This represented a 93% growth in sales coupled with a 22% decrease in expenses.

JABIL CIRCUIT (JBL) (GET Mfg, Inc.) Hong Kong / Mountain View, CA

Corporate Vice President – Worldwide Sales and Marketing (1998-1999)

Hired by the new chief executive officer of this private, Hong Kong-headquartered, electronics manufacturing services firm, in an effort to help turn around the company, and prepare it for an initial public offering in early 2000. GET Manufacturing factories were located in mainland China and Mexico.

Conducted an organizational assessment and used the results to develop a new global business development plan focused on growing revenue and adding Global 500 customers. Established a new marketing organization and developed a global marketing plan. Developed new market plan that focused on six vertical industries. Created new company positioning which emphasized operational excellence instead of high volume/low cost.

Restructured the sales team and established new coverage in EMEA, the Americas, and Asia. The customer base grew due to improved focus and better execution. New customers were added by leveraging the updated company positioning. Revenue grew by 40% to over $225M from 1998 to 1999. Key accounts included Alcatel, Braun, Esselte, Lucent, Johnson & Johnson, Nokia, Philips, and Xerox.

GET Manufacturing was acquired by Jabil Circuit in 1999 in lieu of an initial public offering.

ADAPTEC (ADPT) Milpitas, CA

Corporate Vice President – Worldwide Sales (1996-1998)

Recruited to Adaptec from Oracle in early 1996 after significant turmoil and turnover in the Adaptec global sales organization

Adaptec is an industry leader in providing bandwidth management solutions, and supplies ASIC’s, circuit boards, and software to the information technology industry. Responsible for leading a global sales team with over 425 employees worldwide. Functional responsibility for OEM, channel, and corporate accounts; worldwide product sales; inside sales; technical support; and business planning. Reported to the Chief Operating Officer and was a member of the Executive Staff.

After completing an organizational assessment, quickly moved to realign the organization to be more customer-focused. Re-established trust in the sales team and created a customer-focused culture. Developed and successfully implemented a turnaround plan that significantly improved sales and profitability. Grew sales from $659M to $1B and net income from $103M to $173M. This plan also reduced channel conflict and improved customer satisfaction. Developed and staffed retail and reseller teams in the Americas that enhanced Adaptec’s presence with non-traditional customers. Key customers included Apple, Compaq, Dell, Fujitsu, HP, IBM, Ingram Micro, Tech Data, and Toshiba.

Adaptec was acquired by PMC - Sierra in 2010.

ORACLE CORPORATION (ORCL) Redwood Shores, CA

Senior Director – Worldwide Marketing (1994-1996)

Recruited to Oracle from IBM in early 1994 to help re-focus the industry marketing organization.

Developed Oracle’s initial industry marketing strategy and plan as a member of the Worldwide Marketing Organization. Developed model industry solutions marketing strategy and plan with Oracle Korea for the electronics and automotive industries. Implemented plan in Seoul in December 1994 with business development efforts at Samsung, Lucky Goldstar, and Hyundai.

In early 1995 was selected to be a member of the team that re-engineered Oracle’s enterprise applications business. Helped to re-position and re-brand Oracle Applications in summer 1995. Served as a senior member of the team that launched Oracle Applications R10SC which incorporated the SmartClient architecture and GUI. Developed and led the launch of the Oracle Applications business in Asia Pacific during 2nd Half 1995. Targeted campaigns with Global 500 accounts were implemented in Korea, Taiwan, China, Japan, New Zealand, and Australia.

In early 1996 was asked to assume responsibility for managing the global channel relationship with HP, Oracle’s largest and most strategic partner. A key initiative of this effort was to grow the Oracle Applications business with HP.

During the period from 1994-1996, Oracle’s focus on industry marketing and enterprise applications led directly to sustainable applications revenue growth of over 100% per quarter. In addition, Oracle moved from an also-ran in enterprise applications software to the number two position behind SAP.

IBM CORPORATION (1982-1994) Armonk, NY

Began business career at IBM in Seattle and completed the IBM Sales Training Program.

Segment Manager - Client/Server Computing (1993-1994) San Francisco, CA

Segment manager for IBM’s Western Area. Helped develop IBM's sales and marketing strategy for client/server computing, and served as an evangelist for open systems with IBM customers in the Western United States. Helped establish and scale IBM's global Peoplesoft Applications Consulting Practice.

Branch Manager (1991-1993) Silicon Valley, CA

Responsible for IBM’s Silicon Branch Office. Led a sales, systems engineering, and business development team of 13 managers and 80 employees. Transformed the organization from a proprietary, mainframe-focused business, to open systems, and work station-based operation. Created a start-up culture and empowered employees. Major accounts included Intel, AMD, National Semiconductor, LSI Logic, Chips & Technologies, Lockheed Missiles & Space, Varian, Raychem, Sun Microsystems, HP, and Apple Corporation. Participated in the IBM/ Apple Alliance that spawned the PowerPC, Kaleida, and Taligent initiatives. Annual sales were in excess of $125M.

Global Account Executive (1989-1991) Los Angeles, CA

Responsible for Rockwell International, one of IBM’s showcase accounts. Led a sales and systems engineering team of 5 managers and 30 employees. Partnered with Rockwell ISC to upgrade their major global data centers. Grew IBM share by selling engineering applications and workstations in Rockwell’s Business Units. Major projects included the Space Shuttle, B1B Bomber, National Aerospace Plane, and International Space Station. Partnered with the Rocketdyne Division on the development and launch of the IBM RS/6000. Established joint development efforts between Rockwell Semiconductor and IBM on Gallium Arsenide chip development and SONET. Annual sales were in excess of $60M.

Area Sales & Marketing Manager (1988) San Francisco, CA

Responsible for industry software sales in IBM’s Northwestern Area. Developed and implemented a business plan for selling IBM applications in six vertical industries including manufacturing, finance, insurance, healthcare, retail, and engineering.

Sales & Marketing Manager (1985-1987) Seattle, WA

First level manager responsible for banking, insurance, and utility industry accounts in the Pacific Northwest. Key accounts included Washington Mutual, Rainer Bank, First Interstate, Federal Reserve Bank, Safeco, Farmer’s, PIMCO, and Puget Power. Annual sales were in excess of $30M.

Sales & Marketing Representative (1982-1985) Seattle, WA

Responsible for the Boeing Military Company’s Advanced Airplane Division. Performed customer development role for CAD/CAM applications on three Black Projects that included the B2 Stealth Bomber, B1B Bomber, and F22 Raptor Programs. Helped develop and sell the first IBM 3250 and 5080 work stations at Boeing. Responsible for CADAM, CATIA, CAEDS, and IGES software sold to BMAC that was later used for Boeing 777 development.

EDUCATION

UCLA –THE ANDERSON GRADUATE SCHOOL OF MANAGEMENT – Los Angeles, California

Graduate – The Executive Program

UNITED STATES MILITARY ACADEMY – West Point, New York

Bachelor of Science in Engineering