COMPANY PROFILE:

Digex, Incorporated

Leading provider of managed Web hosting services for Fortune 2000 companies.

SITUATION:

One of several national tier-one ISPs in early 1997 with annual sales of approximately $20 million, competing against larger firms such as UUNET, AT&T, Sprint, GTE, IBM & Exodus.

Digex became the leading provider of managed Web hosting services to Fortune 2000 and other web-reliant companies, including financial services and insurance firms, retailers, business-to-business firms and technology firms.

SOLUTION:

Joined as virtual VP of marketing to drive upgraded sales support, corporate identity & lead generation. Subsequently hired as FT VP of Marketing; built marketing department & developed new positioning in <45 days. Positioned Digex as the hosting company of choice for companies with high-investment Web businesses.

Digex had just gone public in late-1996 and was having trouble ramping up its marketing programs. After its first marketing executive didn't work out, I was called in to serve as Virtual VP of Marketing to organize and lead execution of several key deliverables, starting with the company's first corporate brochure and including successful direct mail initiatives for both its Web Site Management and Business Internet Connectivity divisions.

RESULTS:

During initial six-week engagement created company's first integrated marketing program.

Success led to full-time VP of Marketing position, in which I served for two-and-a-half years.

During that time, built the company's first corporate marketing department and launched all key marketing infrastructure components.

Let do annual revenue growth in excess of 100% for 3 consecutive years. Digex became known for its expertise in managing Web sites, which became the high value, high margin sector of the hosting business. Subsequent IPO raised $175M and resulted in market cap of over $2B.