Accelerating IT Sales

About Barry Harrigan

For more than 25 years, Barry Harrigan has been an innovative strategist for media and marketing companies. Barry is currently Senior Vice President for Ziff Davis Enterprise Inc., where he focuses on Internet strategies to accelerate the IT sales process for the world's leading technology companies.

Here are a few of Barry's recent online strategies and innovations.

At Ziff Davis Enterprise, Barry runs the Demand Generation Practice with comprehensive responsibility for the company's strategy and service delivery operations related to Demand Generation and Engagement Marketing. Specific initiatives include: the Web Buyer's Guide, e-Seminars, Virtual Trade Shows, Strategic Content Services, the development of a Technology Suite (SPARK, ACCELERATE & SCORE), and related professional services.

Barry founded the Web Buyer's Guide in 2005 to establish the world's most comprehensive information service serving IT buying research. The WBG now serves more than 1,000,000 technology buyers with more than 70,000 information resources, including detailed product information, white papers, case studies, product reviews, lab reports, podcasts and webinars.

Barry founded Ziff Davis Enterprise Branded Landing Zones and the Ziff Davis Enterprise Lead Generation Showcase Program, which are designed to qualify and nurture sales leads for Enterprise IT solutions. This marketing services program is now serving more than 100 clients, including all of the top technology firms in the world.

Barry founded Connexus Media, Inc.in 2002, which was a roll-up strategy designed to acquire and launch vertical market technology Web sites, newsletters and buyers guides. Barry established more than 50 technology media properties before selling the firm to Ziff Davis Media in 2004.

Barry has served on advisory boards for many of the world's leading technology firms, including Apple Computer and IBM. He has inspired innovation and thought leadership in the areas of marketing communications and media with a passion for entrepreneurship and emerging technologies. Barry's track record for innovation can be traced throughout his career.

Barry was President and CEO for International Data Group's Publish Media business unit. Barry focused on launching new business programs designed to meet the information needs of Internet strategists and an emerging e-Business market. Barry created a successful turnaround strategy by re-positioning IDG's Publish brand; then founded the e-Business Communication Association which attracted 500,000 world-wide members and created the company's first lead generation services. Barry had earlier founded the National Association of Desktop Publishers, Desktop Publishers Journal and Publishing and Multimedia, which chronicled these technologies for more than 10 years before being combined with IDG's Publish Magazine.

Earlier in his career, Barry was a successful entrepreneur and business operator focused on the development of marketing service firms. Barry served as President of MarketLynx, a $50MM database marketing, lead generation and custom publishing company where his clients included B2B marketing firms American Express, Dun & Bradstreet and Lucent Technologies; and as the lead executive in the launch for Nynex's first online Yellow Page business directory - BigYellow.com. Barry also founded Self Employed Professional and CASHFLOW magazines which were later combined with INC Magazine; Advanced Computer Graphics Inc, to reduce the complexity of the print production process; and Studio Direct Inc, the first commercial digital photo studio and catalog production facility to accelerate the sales cycles, most notably, for CitiBank, Gerber and Reebok, where he reduced catalog production cycles from many months to a few days.

Barry earned a BS in marketing and a BA in communications from Babson College in Wellesley, MA, and studied sociology and psychology as a graduate student at Harvard University in Cambridge, MA.

You can contact Barry at barryharrigan@comcast.net.