Summary Profile of Chet Barnard

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51 Surrey Lane • Boxford, MA 01921 • (781)910-5301 Mobile
chet@accelerator-group.com

Summary of Capabilities:

• Strong Leadership & Business Acumen

• Proven track record in growing & scaling ‘early-to-mid’ stage companies to create value
• Exceptional Sales & Business Development Skills, including the development of Strategic Partnerships &
Channels; understands and values the importance of Relationships with Clients & Partners
• Team Player with strong marketing and communications skills
• Strong knowledge of both the Enterprise and SMB Software & Services market
• Passion for Value Propositions that create economic & strategic value for clients & partnerships
• Strategic mind that values execution

4/2005 – Present Accelerator Group LLC Managing Partner

• Consulting boutique that provides services to ‘early-to-mid stage’ companies, specifically around repositioning
Go-to-Market strategies & accelerating sales/business development performance. Representative engagements
include:
- Provided both strategic & tactical advice over the past 12 months to an emerging software company
in the Life Sciences / Biotechnology industry. This has resulted in 25% top line growth, greater brand awareness,
significant reduction in their sales cycle ( 6-8 months) and the development of strategic alliances with leading companies in
their eco-system, including the The Massachusetts Biotechnology Council .
- Interim Executive Vice President of Sales, Marketing & Client Services during 2008 for a leading
Managed Services firm in the Northeast, providing technology outsourcing to the SMB market. Repositioned the
company’s strategy, product offerings & overall go-to-market approach for repeatability & scalability, resulting in 30%
growth for 2008.
- Assessed the market and realigned the ‘Go-to-Market’ strategy, including the value proposition, for
a mid-stage technology product company, resulting in significant top line growth
- Provided the Board & Executive Management team of an early-stage technology company with a
review of their strategy and execution capabilities. Major recommendations are now being implemented to accelerate
company performance
- Conducted our “Sales & Go-to-Market Assessment” Offering for numerous clients, resulting in
‘high impact/ROI’ and Action Plans to reposition Sales as a strategic weapon.

3/2002 – 3/2005 Strategic Management Group (SMG), Inc. Executive V.P. & COO
• Simulation Software and eLearning Products & Services
• Responsible for all Sales, Services, Business Development & Strategic Alliances, and Operations
• Funded by Behrman Capital, a leading Private Equity Firm
• Led the repositioning of SMG as a Simulation Software Company; launched the company into major Fortune
500 Clients at the CXX level for strategic initiatives, utilizing simulation as an enabler for major benefits.
• Purchased by BTS Inc., a Public Company in February 2005

12/2001 – 2/2002 SkyFire Technologies, Inc. President & CEO

• Wireless Application Software Product company
• Series A – Garage.com, Velocity Equity Partners & Angel Investors
• Investors hired me to replace the original Founders to assess the company and determine a new strategy
- Stage of the Wireless Market, as well as the Capital Markets in general, prohibited further
capitalization……recommended and executed an orderly shut down of the venture
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Chet Barnard

12/1999 – 12/2001 IBA, Inc. / ServiceSoft-Kana President & CEO

• eBusiness Professional Services’ firm…..initially hired as Sr. VP Sales & Business Development
• Funded by Greylock & Sigma Partners….Investors promoted me to CEO after 3 months to replace Founders
• Within 18 months, repositioned the company from both a market, as well as organizational perspective;
accelerated top line growth and sold the company to ServiceSoft/Kana for 4X TTR

6/1996 – 12/1999 Excalibur Group, Inc / Baan Investments President & CEO
• One of the first Baan Company Reseller & Systems Integration Firms established in the US
• Primary focus was on the high end of the SME market with a compelling value proposition that included
Outsourcing and Subscription models
• Funded by Angel Investors
• Purchased by Baan Investments after 2 years of significant growth & market penetration…….repositioned as
Baan MidMarket Outsourcing

2/1992 – 5/1996 Arthur Andersen Director of Sales & Business Development

• Business Consulting Focus with Andersen Consulting going upstream
• Led Sales in Andersen’s Rapid Growth Phase from $50M to $500M in business consulting services
• Initial responsibilities were the Northeast, growing to National role & Global rollout

4/1982 – 9/1991 Barnard & Thompson, Inc. President

• Developed Technology-based Products & Services for the Manufacturing & Distribution industry
• Company’s Flagship product, The HUB was a leader in the real-time Warehouse Management System market
- Sold to numerous Fortune 100 Clients, including Sara Lee and General Motors
• Sold to Systems Integration Firm specializing in the Distribution industry

10/1978 - 2/1982 Keane, Inc. Branch Sales Manager

• IT Professional Services Firm
• Responsible for all Sales activities in the Boston market to CIO’s
• #1 or #2 Branch in Sales performance every year

6/1974 – 9/1978 EDS

• Initially recruited into the prestigious SED Program in Dallas
• Selected as Instructor in Dallas in 1975; Business Development Role in 1978

Education
B.S. Mathematics, Northeastern University 1974
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Chet Barnard

Addendum to Summary Profile – Chet Barnard

My entire career has leveraged my experience and passion for ‘top line’ growth through Sales & Business Development, to
Fortune 500 clients, within the Enterprise Software and Services sector. Representative examples include:

At Arthur Andersen (1992-1996), as Director of Sales & Business Development, I led the Northeast in a $50M
Business Unit and participated with a select team of Partners to develop and rollout the Global Sales model. This
resulted in consulting revenue growth from approximately $50M to over $500M within 4 years. International
experience – participated in the Global rollout of the Direct Sales model throughout Europe.

At Excalibur Group (1996-1999….acquired by The Baan Company), as CEO led the strategic positioning and
explosive market growth of this initial VAR/SI for the Baan Company. Post acquisition by Baan, led the Channel
business, which resulted in 25 strategic relationships and more than $50M in revenue. International experience –
parent company was from the Netherlands; extensive interactions with Channel Partners in Europe.

At IBA (1999-2001….acquired by ServiceSoft and Kana), as VP Sales and eventually CEO, I led the
repositioning and scaling of the sales function that resulted in 50% top-line growth within 18 months. This
provided investors a significant return when IBA was acquired by ServiceSoft for 4X TTR. International
experience - post acquisition by ServiceSoft, I worked with the Managing Directors in England, France and
Germany to accelerate sales and scale the business.

At SMG (2002-2005), as Executive VP & COO, I was responsible for Sales, Channels and Strategic Relationships
for this $20M Simulation Software company. Clients included nearly 20% of the Fortune 500 and key
relationships with leading software and services companies like SAP, Siebel and EDS. International experience -
25% of our revenue came from International Channels (England, Germany, France and Japan).

At Accelerator Group (2005 to Present), I consult solely to ‘early-to-mid’ stage VC backed companies on
accelerating Sales & Business Development. I have developed some Strategic Assessment & Roadmap Sales
Offerings that quickly determine key drivers and ‘high impact’ recommendations.

- Interim Executive Vice President of Sales, Marketing & Client Services during 2008 for a leading
Managed Services firm in the Northeast, providing technology outsourcing to the SMB market. Repositioned the
company’s strategy, product offerings & overall go-to-market approach for repeatability & scalability, resulting in 30%
growth for 2008
o Executed an aggressive Sales & Marketing acquisition campaign of clients with 75
employees or less delivering a Full Service Annuity Support Relationship
 Improved delivery & service capabilities significantly
 Developed a repeatable Sales Model with a ‘unique & compelling’ Value
Proposition
 95% Retention Rate
- Board Member & Advisor during 2009 to an emerging software company in the Life Sciences /
Biotechnology industry, proving both strategic & tactical advice.
 Quickly assessed their market and competitive positioning. Repositioned their
business & ‘Go-to-Market’ strategy, including their Offerings and Value Propositions.
 Results…. 25% top line growth, greater brand awareness, significant reduction in
their sales cycle ( 6-8 months) and the development of strategic alliances with leading companies in their eco-system,
including the The Massachusetts Biotechnology Council .
-