Gary Lyng

As the leader for HP’s Information Lifecycle Management strategy and HP Storage Solutions market development, I have overall responsibility to forge both Storage and Enterprise growth initiatives for HP. In this role I have established a position of leadership, differentiation and competitive advantage for HP, driving the value of digital convergence with information solutions from the data center to the edge and from the enterprise to the end-user.
Notable accomplishments to HP’s business include;

• HP Information Strategy – the noise in the market was coming from EMC with the whole company directed behind an ILM strategy with HP viewed as simply offering products. I changed the playing field by developing a unique business strategy, tying vision to strategy to available solutions, growing the business contribution and demonstrating industry leadership, differentiation and execution. This was achieved partly by creating a value proposition tying the 3 primary business units of HP together and collaboration thereof. Through this strategy each business unit achieved additional differentiation of their own product lines, and HP achieved a position to attack the market and competition from a position of strength and from multiple fronts.

• Storage Solutions – HP storage had historically struggled to develop a consistent and impactful storage solutions push beyond the individual products. I took on this challenge, developing a logical cumulative growth plan for solutions, which the product oriented sales force could rapidly engage with. This was achieved by directing the marketing efforts in the three main areas including solutions by vertical, enterprise applications and HP directives on key go-to-market initiatives (ITC, BC&A, and ILM).

• ILM strategic products – Upon joining HP I created and implemented a new product strategy, of which the current and new products defined aligned with for customer and analyst credibility. This involved adjustment to the pricing and product configuration, acquisition and licensing strategy to fill out technology gaps. Through this new approach we were able to complete a number of licensing agreements and acquisitions broadening the solutions for customers and growing revenue.

PERSIST, a startup company in a highly competitive market, required strategic direction, as well as hands-on efforts to address and implement the tactics to achieve the strategy. Lyng lead the company’s product strategy and business alliances. Key accomplishments include;
• Forged relationships with key strategic alliances including HDS, Dell, HP and HP Services, resulting in the acquisition of PERSIST by Hewlett Packard.
• Established product direction and priorities aligning with early adopter customer needs and defining long-term roadmap and vision for the company resulting in quality beta customers, early revenue and synergistic strategies with major alliances.
• Set out vision for company attached to key market arenas of application-centric storage, grid computing and peer to peer concepts demonstrating how the initial focused markets expanded into a major market opportunity; key to working with the venture community and partnering with strategic vendors
• Placed PERSIST firmly in the market by evangelizing with key market influencers including industry analysts and press, this on-going effort has resulted in coverage by the key influencers including the major and technology press as well industry analysts.
• Generated significant outbound marketing efforts including company online presence, extensive sales support tools ranging from basic collaterals to competitive sales briefs and real-world cost analysis. This core set of materials enabled shorter sales cycles and reduced sales objections.

Led global business initiative to grow VERITAS solutions, to offer end-to-end data availability from the data-center out to the mobile device. Division’s functional areas included OEM sales, channel sales, marketing, R&D, product management and support teams.
• Defined and implemented a 180 degree division restructure with new product, new sales, marketing and development strategy resulting in dramatic revenue growth change and evolvement to new strategic value.
• Grew division from $11m to $22m in 15 months with a run rate of $52m, and 35% operating margin with a team of 67
• Acquired optical mastering technology company and integrated into the division product line and channels
• Defined new product strategy and grew portfolio from a single desktop backup product to 6 product solutions for data protection and data mastering for optical media
• Established major OEM alliances in US, Europe, Asia Pac and Japan removing the incumbent competitor
• Increased distribution demonstrating a profitable rollout into both 2-tier distribution and eBusiness channels
• Defined strategy and plan to provide enterprise mobile infrastructure using peer-to-peer and synchronization technologies. This enabled taking the division from a tactical profitable desktop storage solution to a strategic and valuable solution for the enterprise and the whole of VERITAS to be engaged with.



SENIOR DIRECTOR OF PRODUCT MANAGEMENT (ENTERPRISE)
Revenue Growth –
• Drove foundation products to the next business level by expanding the market reach outside the OEM community and into early direct and channel sales, a $250m revenue contributor
• New market segment of corporate end user PC backup of $100 million business responsibility with nine direct reports
• With VERITAS executive team drove in-depth business operations restructure to establish new company direction for $300m backup business
M&A –
• Set product integration strategy for Seagate NSMG acquisition, working detailed elements through acquisition legal process
• Acquired and integrated TeleBackup Systems and technology into VERITAS, later incorporated solutions into the core data protection group
Strategy & Planning –
• Created 18-month business plan, roadmap, P&L and sales forecasts
• Created new product strategy extending the product line for market fit from low end to high end needs
• Transformed market push to solution and customer-focused strategy versus pure technology sale
• Created the VERITAS client protection strategy, including client backup, desktop management and off-line storage. Included HSM technologies and media management strategy
Alliances –
• Built industry consortium for NT distributed file system with key alliances
• Defined business strategy, plan and contracts with EMC resulting in OEM relationship and incremental revenue