Events

Agenda: 

• 5:30 pm to 6:00 pm Networking
• 6:00 pm to 7:45 pm Presentation
• 7:45 pm to 7:55 pm Q&A
• 7:55 pm to 8:00 pm Closing Remarks 

Speaker 1 - Scott Stribrny

Abstract
Is your growth strategy based on an unmet, highly valuable customer need? Have you 
ever missed a customer need—one that is not fulfilled by any product or service that is 
now on the market? The identification of customer needs in context requires a deep 
understanding of customer’s experiences. Today it seems the only sustainable. 
competitive advantage is for you to know your customers better than your competition. 
Successful organizations have a proven effective process in place to obtain and utilize. 
Voice Of the Customer (VOC) to identify new opportunities, grow substantial and 
sustainable new revenue and improve margins. Eliciting the VOC while balancing with 
Voice of the Business (VOB) is an extremely important part of the new product. 
development process. It forms a checkpointed basis for design and marketing decisions. 
from concept development through product launch
This program describes a 2-stage, 8-step process that includes voice of customer driven. 
innovation and high-performance execution. We’ll touch on four case studies, ranging. 
from a $2M engineering services company, to a $1B network infrastructure solution 
company resulting in:
• patent pending solutions that turned operating income from negative to 8%, 
• a new service offering that achieved 10% operating income in the 1st year, 
• 65% gross margin services offering that exceeded initial revenue targets.

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Speaker 2 

^Biography—

^{Brendan Doorhy}
Brendan Doorhy has worked as an engineer, product manager, program manager, business 
development manager and the director of a $60M business. He has worked in the 
automotive, engineering consulting and IT industries. He brought innovation to every role 
he held evidenced by this 30 US patents.
As a leader within a $1B OEM, Brendan led teams that developed products and solutions 
that contribute more than $100M of annual revenue. He led the Intelligent Management 
Systems business unit. This $60M business comprised 100 engineers, product managers, 
program managers and business development managers in 3 continents. He developed a 
software center of excellence in the US and a hardware center of excellence within EMEA. 
Also, within this role, Brendan contributed to the business case, due diligence and 
integration of the company's first ever acquisitions.
As a strategic growth program leader, Brendan developed a new growth business targeting 
a new customer segment of IT system integrators. This was accomplished using an eightstep market driven growth methodology. This process included value proposition 
hypothesis, target segment interviews/discovery, business case development and 
execution. This resulted in a new business initiative that generated a high margin $20M 
growth revenue in year three