About Us

Whitman Consulting Group Inc. – Top Line Growth, Bottom Line Results

WCG measures success through the growth of its customers.
With decades of expertise in:
    - Selling strategy
    - Building sales
    - Marketing strategy and planning
    - Project management for technical organizations
    - Technology review for business organizations
    - Product strategy and lifecycle management.

WCG maintains a targeted set of Consulting and Advisory services designed to address the specific needs of:
    - Large to mid-sized enterprise
    - Small business
    - Not-for profit organizations.
 
 
 
 
 
 
 
 

Joel Whitman

In 2002 Joel founded Whitman Consulting Group. Leveraging years of experience with some of the most influential and dynamic companies within the High Technology and Retail industries, such as GTE Internetworking, NaviSite, Sun Microsystems, Cabletron and Genuity to Small Businesses and Start-ups with little more than ambition and a great idea.

WCG is committed to the growth of its customers.

WCG client benefits include:
• Clearly defined markets to attack
• Whole products which satisfy their customers
• Powerful marketing designed to drive the most effective sales results
• Organizational direction which streamline costs while increasing productivity.

For years, Joel has worked with teams of leaders at all levels to develop and institute strategic change throughout their companies. His approach to business focuses on several practical areas fundamental to any business as it considers the most effective way to address its markets. This practical approach to consulting enables companies to chart a simple, approach to positioning, linking a companies products & services directly to sales results.
Bottom line: Whole products supported by empowered organizations drive sales. Period.

Whitman Consulting Group is focused on the following areas: of business

•Go-to market: Strategic Marketing, Selling and Product Strategy
•Target Markets: Enterprise, Small Business, and Not-For-profit

•Examples of clients include:
- Global Marine Systems
- Poole
- Vantage Partners 
- Cramer Productions
- K-Sciences
- NaviSite Inc.
- PeopleBest
- Sun Microsystems
- The Ray & Barney Group

As a successful Consultant and Executive within the high technology and Retail industries, Joel is quite familiar with challenges facing today’s executives. In this capacity and as a consultant, he works in the trenches with management teams to define strategy necessary for attacking market opportunity and solving major business problems as well as to unify and motivate employees effected by dramatic change.

Joel lives in Massachusetts with his wife and three children. Joel is a lifelong Red Sox fan and was (almost) completely confident that Boston would indeed win the World Series in 2004 .
 
  
 
 
 
 
 
 
 
 
 
 
Glen Hartman
 
Glen leverages his 14 years of strategic leadership, marketing, business development and management consulting experience to add value to WCG’s client relationships.
 
Glen has established a proven track record in managing fast-paced organizations in the technology sector in positions ranging from COO to SVP of Sales and Marketing to Managing Director of product and service lines. In addition to his corporate leadership roles within IT, Glen has also served as a management consultant advising C-level executives at Global 2000 companies in the Financial Services, Healthcare, Manufacturing, Government, and Telecommunications verticals. Glen is known for his mantra of “Relationships are Assets,” and is a practitioner of Relationship Capital, a discipline he frequently speaks on at industry events.
 
Before joining WCG, Glen was Managing Director of Horn Group, a communications and marketing agency servicing technology companies. At Horn Group, Glen set strategy, managed a multi-million P&L and advised clients ranging from emerging technology companies to the Fortune 500 on marketing strategy.
 
Prior to Horn Group, Glen was COO of KSciences, a full-service IT research, consulting, and systems integration firm where he oversaw day-to-day operations, service quality, and client relationships. Under his leadership KSciences was named as a finalist for Ernst & Young’s Entrepreneur of the Year Award in 2002. Glen's past positions include: Vice President of Marketing at Identify Software, an Israeli-based Deloitte & Touche Fast 50 Company and Vice President of Marketing at Giga Information Group (now part of Forrester Research) where he was instrumental in Giga’s successful IPO, global expansion and achievement of profitability.
 
Glen’s strong propensity toward results-driven marketing and communications started with his early work in B-to-C direct marketing and advertising (where he led award-winning campaigns for clients such as Sony, 20th Century Fox, and Club Med) and set the foundation for relationship-building for which he’s now best known.
 
With proven experience in the marketing and selling of both products and services, Glen’s standout skill lies in developing effective go-to-market strategies for brand building and market penetration in global markets driven by integrated marketing, direct sales and channel strategies.
 
“I thrive in high-pressure situations and am at my best when leading and mentoring large teams through challenges to reach strategic objectives. My methods are steeped in accountability with a penchant for fiscally responsible leadership and a passion for delivering value to clients. I challenge myself and my teams to measure success not just in soft terms like awareness, market valuation, and favorability but in return on investment...hard dollars.” — Glen Hartman
 
Glen received a B.A. from the University of Massachusetts at Amherst and holds a graduate degree in music and film composition. 
 
 
 
 
 
 
 
 
 
 

John Whiteside

John brings extensive experience in the messaging and collaboration market to WCG, along with a solid background in product marketing and strategy, market development, and corporate marketing. Directing the messaging marketing efforts of service providers NaviSite and Interliant, John brought new managed messaging services and technologies to market, including the first Microsoft Exchange 2003 hosting service.

John’s experience includes identifying the addressable segments of the rapidly growing and changing messaging market, developing product positioning and requirements for Exchange and Lotus Domino service offerings, creating market launch programs, and developing marketing programs to generate sales opportunities and revenues. With an extensive marketing communications and strategic marketing background, John’s abilities span the range from high-level planning to final execution for successful, profitable market entry.

At Cable & Wireless, John managed the product marketing function for the telecom provider’s eMessaging service line, encompassing broadcast fax and email services used by online marketers, financial institutions, and publishers. John guided the transition of this service line (now owned by Xpedite, Inc.) from a fax business into an email-centered offering suitable for the growing online market integrated with the company’s overall telecommunications service portfolio.

Messaging and Collaboration

Few technologies have become entrenched in business life as email. Just a decade ago, email was an interesting application used mainly in technology circles. Today, it’s the primary method of business communications.

As its importance has grown, so have the market for messaging technology and services. Today we’re seeing a transformation of email, as uptime requirements, legal and regulatory requirements, mobile access, always-on presence capabilities, and real time collaboration become prime market movers.

Working with NaviSite, one of the major providers of managed messaging services, John has helped bring managed services for email, instant messaging, content filtering, mobile access, and regulatory archiving to market. With a solid grasp of the market dynamics and drivers, the influence of major software vendors such as Microsoft and IBM Lotus, and the new technologies that will transform how we communicate, John can help you identify the opportunities and challenges for your messaging service or product.

Areas of Expertise

• Market Analysis: Understanding the market for your product lets you set realistic goals, understand your ideal customers, and measure progress. Breaking an overall market into addressable segments and mapping your value proposition to the needs of your best potential customers means that you can target your positioning, product launch, and sales activities for maximum revenue.

• Product Positioning: In the IT market, many organizations know that they have a strong product or service, but have problems articulating their value proposition to the market. Positioning your product or service in terms of customer value, rather than feature/function statements, makes the difference between niche success and wider market penetration. An outside view into your market and your offerings can help you cut through the full range of product features and identify the positioning that will generate sales.

• Sales Launch: All too often, there’s a disconnect between the IT marketers – with broad, long-term views of their markets – and their sales counterparts, who are focused on meeting immediate revenue goals. Successful product launches must bridge this gap, giving a sale force a clear understanding of the immediate opportunities, best customers, and strongest value proposition for a product. That requires translating market positioning into drivers that motivate the field salespeople.

• Marketing Communications Support: A basic marcomm foundation for your products and your organization has never been more important. Customers are looking for complete, compelling information on your organization, its strengths, its history, and the specific benefits of your services. From web content to collateral, events, search engine optimization, and market localization, the right marcomm programs makes your sales process faster, less costly, and more effective.
 
 
 
 
 
 
 
 
 
 

Kris Alexander

Kris is a marketing and business professional with 8 years of management experience in strategic planning, market analysis, defining and driving products to market, and developing business opportunities. He has a track record for thinking outside the box to create new opportunities that have translated into new products, new channels or profitability improvements, working with businesses such as Microsoft, Cisco, Verizon, Level 3 (formerly Genuity), HP, Parker Guitars, EB Games, Turbine Entertainment, nVIDIA, and ATI. Kris also founded and operated an independent record label "Empire Underwater" for several years, producing and releasing several CDs including a nationally charting CD by "Stimulant".

Most recently, Kris built and grew an ESD (Electronic Software Distribution) services business for NaviSite.  ESD enables quick and cost effective electronic distribution of software, media, games, music, and movies.  With ESD, NaviSite has enabled businesses such as Oracle, Computer Associates, and Solidworks to deliver software electronically.  NaviSite is a leading provider of

Kris is currently also an active member of the advisory board to the Themis Group, who is an international operator of Massive Multiplayer Games (MMGs) and an industry leader in the integrated provisioning of in-game support operations, player acquisition and community management services and advertising/PR agency services to developers and publishers of online PC and console games, gaming web sites, and other community driven destinations within the interactive entertainment industry. Themis also manages a sister company, Warcry, which is the largest independent non-subscription based network of fan sites dedicated to MMGs.

Kris’ expertise has focused on using a personally developed approach to examine market opportunities, more quickly and efficiently identify the best opportunities for a business, and to rapidly implement a plan for pursing the opportunities. This approach has been successfully implemented with NaviSite, Parker Guitars, WarCry Gaming Network, Lahey Clinic, Genuity (currently Level 3). 

 
 
 
 
 
 
 
 
 
 

Maureen Rogers

With over 20 years experience in technology marketing, Maureen Rogers believes that marketing’s job is pretty straightforward: make products and services easier to sell and easier to buy. This means ensuring that products meet true market requirements; sales people are equipped to sell; and customers clearly understand what they’re buying (and why). A graduate of the Sloan School of Management at MIT, Maureen has practiced her trade at Interactive Data Corporation, Wang Labs, Softbridge, Genuity, and NaviSite, marketing a broad range of products and services. She is also a board member of two non-profit organizations, St. Francis House (New England’s largest day shelter for the homeless) and the Writer’s Room of Boston (providing quiet, affordable workspace for writers).

Capabilities Maureen specializes in:

Marketing Plans: developing creative, results-driven marketing plans that provide fully integrated marketing calendar for the year: press and analyst relations, advertising, lead generation, events, sales tools, training, collateral, web-site, market research. Plans created to align with overall strategy, budget parameters, and sales force expectations.

Product Requirements: working closely with all of key constituencies (customers, product management, sales, marketing, support) to develop and prioritize product requirements.

Messaging Analysis/ Development: evaluating and revamping company/product messages to ensure that they are compelling, differentiated, easy to understand, market- and customer-driven, factual, and consistent with the company’s overall goals. Deliverables include value propositions, elevator pitches, “stuck in the elevator” pitches, and content briefs/FAQ’s that can be used as the basis for collateral and sales tools.

Collateral/Sales Tools: developing the content/copy for a broad range of collateral and sales tools: web sites, sales presentations, brochures, data sheets, white papers, advertorials, advertisements, direct mail, sales prompters, analyst and press briefings, press releases, training materials. When formal design is required, Maureen engages and works with outside creative firms to ensure that design supports the message.

Product Launch: determining launch objectives and developing plans to ensure that those objectives are met. Also available to captain overall launch.

Win-Loss Analysis: conducting in-depth debriefings with sales personnel, customers, and prospects who chose other vendors. Deliverables include qualitative and quantitative analysis, and recommendations for messaging and product requirements.

Team-building/Mentoring: working with existing marketing groups to broaden their skill set and experience, designs the right group structure, and helps recruit personnel to fill key gaps.

Non-profit Marketing: positioning, messaging, tools, and content that apply relevant marketing principles to the unique needs of non-profits as they work to reach multiple constituencies, including those utilizing their services, donors, employees, and volunteers.