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Executive Management

Situation

In June, 2002 a unique set of circumstances led DGI founder Scott Hayes to contract MarketShare president Brian Hunt to act as President and COO for DGI. Mr. Hayes remained in place as CEO and dedicated his time on industry relations and technical innovation; Mr. Hunt provided strategic direction and day-to-day leadership and management of DGI.

Solution

Over the 12 months from June 2002 thru June 2003, under MarketShare leadership, DGI realized record share, sales and profitability growth while the rest of the industry was quite soft. Several major accomplishments contributed to DGI’s success:

  • Implementation of a deliberate management process that enabled the entire DGI organization to function as a stronger, more talented and more effective team.
  • Development and implementation of a strategic roadmap (Our Framework for Growth*) with clearly stated and prioritized goals, operating principles, strategic priorities, organizational capabilities, and enablers.
  • Development of process and tools that equipped sales teams to more effectively sell in a complex environment with multiple buyer types and targets including in-house development of sales sheets, brochure and folder*.
  • Maintained industry leading performance advantage with strategically timed new product releases, upgrades and public relations. Included working closely with development team leadership to remove obstacles and empower their efforts.
  • Establishment of a strategic alliance with LECCO Technology Limited to strengthen both companies’ competitive position and advantage.

Outcome

Recognizing that the DB2 UDB space had become an area of fierce competition BMC Software decided to integrate DGI’s advanced performance analysis and reporting capabilities into their SmartDBA solution. On June 23, 2003 BMC Software acquired DGI to clearly position BMC as the outright leader in the DB2 UDB space. MarketShare is credited by DGI sales force, development team and BMC executives for holding DGI together and making the acquisition possible.

* Samples available upon request.