Paul Privler-Independent Consultant – Industry/ Embedded/ IoT

Consulting and support in the areas of sales/business/technology/development/marketing:

• Sales, Key Account Management
• Business Development, business/corporate development
• Partner management
• Program/project management
• Product management & marketing
• Technical marketing, content marketing
• New business, innovation and technologies

Until July 2021 active as advisor and consultant for Mixed Mode in the areas of Key Account Management, Project Management and Business Development.

From Q3/2021 successful delivery of various customer projects in the area of Business Development, corporate development, consulting, coaching, technical content management, sales and marketing:

• EMS service provider and PCB test house, inspection systems: revision of company portfolio and presentation. Integration of specialized distribution for optical inspection systems from Japan: content management, marketing, communication, web, sales automation, lead generation
• Full service marketing agency – technology marketing for industry: expansion of the existing B2B and B2C marketing portfolio with industrial and technology topics: content management, presentation and focus on "technical marketing", web, target market and customer analysis, lead automation, consulting
• Software product manufacturer & software development in the field of security for Embedded & IoT: company alignment and portfolio definition for an IoT and Embedded Security company with a SaaS solution for IoT device management: building a partner network to offer complete Embedded/IoT security solutions, technical content, company alignment and portfolio definition, strategy & planning, target market and customer analysis, product marketing/USPs for the security device management tool "IoT-Suite", standards and regulations for cyber resilience (e.g. CRA, NIS2, RED), web content, SEO, management of marketing and sales agencies, CRM, sales, presentations, trade fairs, congresses, building company webinars & events
• Software engineering service provider/system house for IoT, Embedded, web, mobile and desktop applications: business development, content creation, customer acquisition and sales
• Manufacturer of memory products with security features as an add-on: memory products in standard form factors (SD, CF, SSD...) are extended with security modules such as HSM, TPM or secure elements and thus offer users secure data storage, transfer and access. Also interesting as an upgrade or retrofit solution to meet the coming new regulations and requirements regarding cybersecurity such as CRA, RED and NIS2. Business & New Business Development for the area "Embedded IoT Solutions & Security", sales & marketing. Expansion of the pure semiconductor business to include security solutions and services. Interface between management, marketing, sales and product management. Building business partners, technology partners, system integrators and resellers from the Embedded, IoT, OT and IT environment. Creating reference designs/demos/lighthouse cases and proof of concepts for cross- and reference selling. Co-marketing with security partners. Technical content creation for web, sales and marketing, webinars, social media etc. Networking, participation in trade fairs, congresses and events. Lead generation, qualification, follow-up and conversion to customer. Product definition, USPs, features. Analysis of competitors, market positioning, target markets - strategy, concept and measures - go to market.
• Marketing agency group with sales and management consulting: consulting for companies on restructuring, market analysis and market entry, go-to-market concepts, customer acquisition and expansion, new customer generation, lead generation and management, concepts and execution of campaigns (web, mail, social media, phone outreach in person or with AI voice assistant, webinars...). Processing and managing customer product data for PIM product information and DAM data asset management systems. Focus on customers in the industrial and technology environment with products and services that need explanation.

Joined the management team at Mixed Mode. Responsible for sales and marketing/communication

• Overall sales responsibility for the development of Embedded & Software solutions through project resourcing, service or work contracts, or agile contracts
• Project acquisition, project planning and quote/order closing through handover to development. Clarification and negotiation of technical, commercial and legal components. Customer consulting and support.
• If needed, creation of employee CVs, preparation and presentation of employees to customers
• Acquisition of new customers and building of key accounts such as Infineon, Texas Instruments, NXP, Rohde & Schwarz, BMW, Continental, Audi, OCE/Canon, Hilti, DLR, TÜV, Siemens, Osram, Webasto, Airbus, Dornier MedTec, Liva Nova & Giesecke & Devrient.
• Representing the company at congresses, trade fairs, associations, networks, etc.
• Generated revenue 2020 approx. 4 M€. with self-managed accounts
• Introduction of "topic-based sales" in 2014 with a focus on core areas such as Linux, IoT, Security, Quality etc.
• Responsible for the CRM tool "cobra CRM Plus". Adaptation and expansion of functions. Definition of the sales process
• Personnel responsibility for the sales team (3 employees)
• Responsible for sales strategy and budget responsibility
• Partner management (suppliers, HR recruiters, 3rd parties, freelancers, media partners, partner companies)
• Management of freelancers (project planning, contracts, customer meetings etc.)
• Contract management and legal (negotiation of NDAs, project and framework agreements, work contracts and partner contracts)
• Customer project management for Embedded & Software projects
• Process management at Mixed Mode and at customers
• Technical consulting and advisory
• Process definition and introduction of ISO9001 at Mixed Mode (2002)
• Introduction of agile processes in development and sales from 2016
• Tanto2-BUS - concept, product definition and product management. Market launch of the FlexRay/CAN analyzer Tanto2-BUS (start July 2006). Partnership with Hitex.
• Concept and execution of events (trade fairs, training courses, seminars)
• Building the training program "Expert Sessions" (2005): acquisition of external training partners and speakers, review of training materials, acquisition of participants, moderation & execution
• Building training partners (Vogel Verlag, Weka Verlag, MicroConsult, PLC2...)
• PR/public relations (press, media), building partner publishers such as Weka, Vogel and Hanser, managing technical articles, writing own articles. Transferring content from print to digital/online. Generating technical content.
• Marketing strategy for Mixed Mode
• Operational marketing (company presentation, materials, promotional items, web etc.)
• Expansion of digital marketing: web presence, social media, mailings etc.
• Active use of social channels such as Xing, LinkedIn and Facebook
• Building a partner network, engagement in associations (bavAIRia, Sicherheitsnetzwerk München, VDI, BICCnet)
• Building design alliances and cooperations (e.g. Infineon Preferred Design House & Security Partner Network, SGS-TÜV, ST Microelectronics, XILINX, Tasking/Altium)
• Managing director tasks: strategic direction of the company, planning, controlling, monitoring target achievement, competitive analysis...
• Building up staff: interviews, selection, hiring, definition of roles and positions, training and retention management
• Building a management structure (team leaders, project managers, program managers, experts), leading the management team
• Developing the company to approx. 100 employees with a scalable company structure
• Total revenue Mixed Mode 2020 approx. 12 M€

Project MTS

• Team leadership and management of 5 developers from Mixed Mode (Munich and Berlin)
• Concept creation and design of the base software (167CR platform) for a controller module
• Implementation and integration of real-time methods (round robin, queues, mailboxes...) into the base software
• Programming of various application-specific software
• Concept creation of a test board for the controller module
• Development of an RS232 to HDLC converter

Project SM1/4 and SL*B

• ASIC emulation for ASIC S6MD
• Overall tool responsibility (Hitex ICE, HP Analyzer...)
• Development, testing and integration of controller modules based on 8086, 386EX and 486SxSf
• Development, testing and integration of application-specific assemblies (OIS16, EIPS1)
• Concept, coding, integration and testing of the base software
• Functional ASIC verification of the HSCX and DMA modules
• Driver development (Sonic-T, ESCC2)
• Development of tool software (ASIC test monitor)

12 months of working student and internship activities in the Siemens Anlagentechnik ANL division