GUY LANGVARDT

3026 Passmore Drive, Hollywood Hills, CA 90068

Business: 213-284-3966, Cell Phone: 213-810-6881

guy_langvardt@hotmail.com, langvardt@global.t-bird.edu,

EDUCATION

CAPELLA UNIVERSITY (Minneapolis, MN) ………..……………………..……….……….…... 2001 to 2007

Ph.D., Organization and Management specializing in e-business with concentration in organizational development and change.

THUNDERBIRD, SCHOOL OF GLOBAL MANAGEMENT (Glendale, AZ) ………..………..… 1977-1978

M.B.A., International Management with concentration in financial marketing and Chinese-Mandarin language.

VALPARAISO UNIVERSITY (Valparaiso, IN) ……………………………..…….….…….…….… 1971-1974 B.A., Psychology with concentration in international studies.

BUSINESS EXPERIENCE

IBM CORPORATION (Los Angeles, CA) ................................................................................... 2004 to Present

Sales Executive, Systems and Technology Division - Sell POWER based servers to targeted competitive accounts; develop strategic account plans for targeted accounts to create new business opportunities; and primary focused on entertainment and media, and Asian motors accounts.

SUN MICROSYSTEMS, INC. (Los Angeles, CA) ……....................................................................... 1999-2004

Regional Sales Executive, Professional Services Division .……………………………………………2000-2004

Sold consulting, educational, managed and utility services in Southern California: negotiated and closed three-year $15 million product and services agreement with News Corp; achieved or exceeded annual sales objectives in two out of three eligibilities, and earned two company sales awards, conducted product training and educational programs for sales and technical teams throughout region.

Business Development Manager, Entertainment and Media, Market Development ……………… 1999-2000

Directed business development and sales training initiatives in entertainment and media industry globally; designed and implemented educational programs to train sales teams on effective strategies in industry segment; developed strategic marketing plan for Sun’s entertainment and media initiative, leading to greater visibility and sales penetration in the sector; directed independent sales vendor’s (ISV’s) initiative in digital asset management solutions, driving increased server and professional service sales.

COMPUTER ASSOCIATES (Los Angeles, CA) …....................................................................................... 1999

Director of Entertainment and Media - Sold application lifecycle, Internet commerce, security, data warehouse, database management software solutions and consulting services to the entertainment and media industry; initiated programs to improve sales team’s industry knowledge; developed strategic account business plans that identify sales opportunities in target market; and developed and implemented market strategies to increase deal flow and improved close rate.

WE PROGRESS THROUGH CHANGE, LLC (Los Angeles, CA) ………….…..…………… 1998 to Present

CEO and Founder - Specializing in leadership coaching, organizational change, strategic market development, and sales training to social entrepreneurs. Facilitate and guide organizational change initiatives; provide strategic account planning facilitation to technology industry sales and marketing teams; conduct market research for business development activities; provide consulting services for e-business specializing in computer hardware, software and professional service solutions; develop and implement training plans to increase sales opportunities and close rate; and provide other business development and marketing services.

COMPAQ COMPUTER CORPORATION (Los Angeles, CA) ………………………………….…. 1997-1998

Director of Entertainment, Media and Sports, Strategy and Corporate Development - Directed business development, merger and acquisition and strategic alliance programs for newly created entertainment and media industry initiative; negotiated and managed $6.5 million strategic alliance with Walt Disney Company resulting in significant hardware placement, consulting services and marketing rights at Disney Quest; directed new media investments and initiatives including Planet Hollywood Online and Silicon Artists; and formulated business plans to obtain increased company profitability and improved loss ratios.

SUN MICROSYSTEMS, INC. (Los Angeles, CA) ............................................................................... 1995-1997

Sales Executive, Entertainment and Media, Computer Systems Division - Sold UNIX based workstation, server, networking systems and consulting solutions primarily to entertainment and media industry; closed $6 million deal at Disney Online, gaining Sun’s first significant presence at Walt Disney; generated 20-fold business improvement in market segment, and exceeded annual sales by 85%; recognized for superior performance in developing entertainment/media market; and achieved top worldwide company ranking as “Rookie of the Year” and four other company awards.

TREASURY SERVICES CORPORATION (Santa Monica, CA) …………….…………………... 1994-1995

Regional Manager, Sales and Marketing Division - Sold client/server based decision support application software and consulting solutions to financial institutions in Southeast United States; developed sales training program, which lead to improved productivity of sales teams; and implemented targeted account planning process, resulting in 30% increase in sales from major financial institutions.

NCR CORPORATION ........................................................................................................................... 1979-1994

District Manager, Financial Systems Division (Los Angeles, CA) ………….………………………. 1983-1994

Sold hardware, software and consulting solutions to financial institutions in Arizona and Southern California. Managed 12-person sales and support team from 1986 to 1994; increased sales between 20% and 80% above objectives consistently over 10 years; and recognized for superior performance in generating sales and profit resulting in over forty-five national and international sales and management company awards.

Senior Marketing Analyst, Financial Systems Division (Dayton, OH) ….………………………..… 1981-1982

Managed business development, marketing and sales training programs for 80 person national sales team; developed and implemented equipment reseller program resulting in incremental revenue of over $26 million; and designed and managed sales and management training programs, increasing sales productivity by over 35%.

Executive Account Manager, Financial Systems Division (Phoenix, AZ) …….…………...……….. 1979-1981

Sold hardware, software and consulting solutions to financial institutions in Arizona; sold $2.3 million in ATM systems, making it NCR’s largest single order in Arizona history at that time; and attained 251% of annual objectives resulting in three national and international company awards.

SOUTHWEST SAVINGS AND LOAN ASSOCIATION (Phoenix, AZ) …………..….…………… 1978-1979

Product Development Manager, Corporate Development and Marketing Department - Developed strategic product development and marketing plan for new consumer financial products and services; developed four new product programs that resulted in improved market position; and designed and implemented the first Visa credit card program for Arizona based thrift.

TEACHING EXPERIENCE

UNIVERSITY OF PHOENIX (Los Angeles, CA) ....................................................................... 2007 to Present

Lecturer in various human resource, marketing, management courses.

ROBERT KENNEDY COLLEGE (Zurich, Switzerland) .......................................................... 2007 to Present

Lecturer in e-business for on-line MBA program.

IBM CORPORATION (Los Angeles, CA) ................................................................................... 2004 to Present

Speaker, Meeting Facilitator, and Technology Evangelist - Competitive Sales Strategies, Personal Sales, Marketing, Organizational Development and Change, E-business and UNIX Server, Workstation and Storage Solutions.

SAINT PAUL’S FIRST LUTHERAN (North Hollywood, CA) ………………………………. 2003 to Present

Speaker and Meeting Facilitator - Organizational Development and Change, Fund Raising, Marketing, E-business, Computer Systems Architectural Design, Technology Planning and Meeting Facilitation.

SUN MICROSYSTEMS, INC. (Los Angeles, CA) ............................................................................... 1999-2004

Course Developer, Meeting Facilitator, Lecturer, and Technology Evangelist - Sun’s Professional Service Methodology, Personal Sales, Sales Management, Organizational Development and Change, Entertainment and Media Industry Marketing, E-business, UNIX Server, Workstation and Storage Solutions, Professional Services and Educational and Training.

WE PROGRESS THROUGH CHANGE (Los Angeles, CA) …………………….…………… 1998 to Present

Consultant, Speaker and Meeting Facilitator - Personal Sales, Sales Management, Organizational Development and Change, Entertainment and Media Industry Marketing, Market Research, E-business, UNIX Server, Workstation and Storage Solutions.

COMPAQ COMPUTER CORPORATION (Los Angeles, CA) ……..……………,……..………… 1997-1998

Speaker and Meeting Facilitator - Personal Sales, Sales Management, Marketing, E-business, Corporate Strategy and Market Development, and Entertainment and Media Industry.

TREASURY SERVICES CORPORATION (Santa Monica, CA) ……………….…….…………... 1994-1995

Speaker, Technology Evangelist and Meeting Facilitator - Personal Sales, Sales Management, Marketing, Financial Industry and Decision Support Software.

NCR CORPORATION (Dayton, OH) ................................................................................................... 1979-1994

Course Developer, Speaker, and Technology Evangelist - Personal Sales, Sales Management, Organizational Development and Change, Marketing, Financial Industry and Automated Teller Machine (ATM) Technologies.

SOUTHWEST SAVINGS AND LOAN ASSOCIATION (Phoenix, AZ) ………………………….. 1978-1979

Speaker and Product Development Strategist – Financial Marketing and Automated Teller Machine (ATM) Technologies.

VALPARAISO UNIVERSITY (Valparaiso, IN) ……………………………………..……………………. 1972

Teachers Aide - Tutored children with learning disabilities at Development Reading Center, School of Education.

CURRENT RESEARCH

Langvardt, G. (2008). Who taught Thomas Watson to sell at IBM? John H. Patterson: The father of modern salesmanship. Presentation for IBM Corporation’s Western Regional Sales Meeting, Costa, Mesa, CA.

Langvardt, G. (2007). Resilience and commitment to change: a case study of a non-profit organization. Published doctoral dissertation, Capella University, Minneapolis, MN.

SELECTED PAPERS AND PRESENTATIONS

Lambert, B. & Langvardt, G. (2008, August). Establishing Sales Credibility. Training + Development. American Society of Training and Development. Alexandria, VA

Langvardt, G. (2007, April). Resilience and commitment to change: a case study of a non-profit organization. Published doctoral dissertation, Capella University, Minneapolis, MN.

Langvardt, G. (2006, May - August). St. Paul’s First Lutheran Church’s mission and vision statement: A review of the survey results and task force recommendations. Paper presented at the meeting of the St. Paul’s First Lutheran Church Congregation in North Hollywood, CA.

Langvardt, G. (2006, May). Planned giving and the development of a St. Paul’s endowment fund: A review of the research results and the interim planned giving committee’s recommendations. Paper presented at the meeting of St. Paul’s Church Council in North Hollywood, CA.

Langvardt, G. (2004, September). Selling against Sun Microsystems: A review of practical strategies or what works? Symposium conducted at the meeting of IBM Corporation’s Western Area Sales and Management Team in Catalina, CA.

Langvardt, G. (2000, July). The role of digital technologies in the music industry: A review of new developments. Symposium conducted at the meeting of the Entertainment and Media Industry Forum at Sun Microsystems, Inc.’s Global Field Training Conference in San Diego, CA.

Langvardt, G. (2000, May). The entertainment and media industry: A growing opportunity for the technology sector. Symposium conducted at the meeting of Sun Microsystems’s Asia Pacific Sales and Marketing Team Conference in Tokyo, Japan.

Langvardt, G. (1999, December). Digital asset management in the entertainment industry: The killer app? Symposium conducted at the meeting of Sun Microsystems’s Americas Entertainment and Media Sales and Marketing Team Conference in Los Angeles.

Langvardt, G. (1998, December). The Internet as a promotional tool for syndication television programming or have you heard about integrated marketing? Symposium conducted at the meeting of the National Association of Television Program Executives (NATPE) in Hollywood, CA.

Langvardt, G. (1996, November). Effective sales strategies targeting the entertainment and media industry. Symposium conducted at the meeting of Sun Microsystems, Inc.’s National Sales Organization in Anaheim, CA.

Langvardt, G. (1988, May). Selling to major accounts in the technology sector: A review of effective sales strategies. Symposium conducted at the meeting of NCR Corporation’s Western Area Financial Systems Organization in Los Angeles, CA.

Langvardt, G. (1981). Effective sales strategies targeting the financial services industry. Symposium conducted at the meeting of NCR Corporation’s National Sales Organization in Dayton, OH.

Langvardt, G. (1979, January). A comprehensive product development and marketing strategy for Southwest Saving and Loan. Paper presented at the meeting of the Executive Management Team at Southwest Savings and Loan in Phoenix, AZ.

Langvardt, G. (1978, April). A strategic marketing plan for automated teller machines (ATMs) at Chemical Bank. Paper presented to the meeting of Financial Marketing Class at Thunderbird, The Garvin School of International Management.

HONORS AND AWARDS

Recognized for consistent achievement with over fifty awards for sales and management excellence including the following awards:

Sales Leadership in Commercial Sector in 2007, IBM Corporation

Sales Leadership in Communications Sector for 2005, IBM Corporation

Worldwide “Rookie” Sales Leader of the Year for 1996, Sun Microsystems, Inc.

District Manager of the Month for August 1993, NCR Corporation

District Manager of the Month for May 1993, NCR Corporation

District Manager of the Month for May 1991, NCR Corporation

District Manager of the Month for March 1991, NCR Corporation

District Manager of the Month for March 1989, NCR Corporation

District Manager of the Month for January 1989, NCR Corporation

U.S. Group Sales Leader for 1988¸ NCR Corporation

R. L. Miolla Million Dollar Honor Roll for 1988 (Twice), NCR Corporation

District Manager of the Month for December 1988, NCR Corporation

District Manager of the Month for November 1988, NCR Corporation

District Manager of the Month for October 1988, NCR Corporation

District Manager of the Month for August 1988, NCR Corporation

District Manager of the Month for July 1988, NCR Corporation

District Manager of the Month for May 1988, NCR Corporation

District Manager of the Month for April 1988, NCR Corporation

District Manager of the Month for January 1988, NCR Corporation

R. L. Miolla Million Dollar Honor Roll for 1987, NCR Corporation

District Manager of the Month May 1987, NCR Corporation

District Manager of the Month for April 1987, NCR Corporation

U. S. Sales Leader Award for August 1986, NCR Corporation

U. S. Sales Leader Award for April 1986, NCR Corporation

Chairman's International Sales Leader Award 1981, NCR Corporation

U. S. Group Sales Leader 1981, NCR Corporation

U. S. Leader Account Manager for March 1981, NCR Corporation

SERVICE

FREE WORLD U (South Pasadena, CA) …………..………………………………………….. 2008 to Present

Board of Directors, Member

AMERICAN SOCIETY FOR TRAINING AND DEVELOPMENT (Washington, D.C.) ….. 2008 to Present

Sales Competency Panel, Member

CAPELLA UNIVERSITY (Minneapolis, MN) ………………………………………………… 2007 to Present

Ambassador

VALPARAISO UNIVERSITY (Valparaiso, IN) ..…………………………………………...… 2007 to Present

Ambassador

UNITED PROFESSIONAL SALES ASSOCIATION (Washington, DC) ………….………... 2006 to Present

Los Angeles Chapter (Founding Member and Chapter Development)

LUTHERAN IMMIGRATION AND REFUGEE SERVICE (Baltimore, MD) …….……….. 2003 to Present

Ambassador

SAINT PAUL’S FIRST LUTHERAN CHURCH (North Hollywood, CA) …….……..……… 2002 to Present

Church Council (Member), Board of Elders (Member), Task Force on Mission and Vision (Chairman), Committee on Planned Giving and Endowment Fund (Chairman)

THUNDERBIRD, SCHOOL OF GLOBAL MANAGEMENT (Glendale, AZ)…...……….… 2001 to Present

Ambassador

PROFESSIONAL DEVELOPMENT

Teaching Practice Seminar ……………………..……………………………………………………………. 2006

Capella University

Selling to VITO …………………………………………………………………………………………….… 2005

Systems and Technology University, IBM Corporation

Technical Training on UNIX Operating Systems, Servers and Solutions …………….……… 2004 to Present

Systems and Technology University, IBM Corporation

IBM Signature Sales Methodology ……………………………………….…………………………… 2004-2005

Learning@IBM, IBM Corporation

Technical Training on UNIX Operating Systems, Servers and Solutions ...………………….….…. 1999-2004

Sun University, Sun Microsystems, Inc.

Sun Sigma (Six Sigma) Green Belt Certification ..………..…………………………………….……..…… 2004

Sun University, Sun Microsystems, Inc.

Essential Facilitation …………………………….………………….……………………………….……….. 2004

Sun University, Sun Microsystems, Inc.

Enterprise Selling Process …………………………………………………………………….……………... 1999

Siebel (OnTarget), Computer Associates

Targeted Account Selling ………………………………………………………………………..…………… 1999

Seibel (OnTarget), Computer Associates

Strategic Account Planning & Team Facilitation ………………………………………………………….. 1999

Robert Tolar Marketing, Sun Microsystems, Inc.

Power Based Selling ………………………………………………………………………….………………. 1995

Holden Advisors, Sun Microsystems, Inc.

Strategic Sales Management ……………..……………………………………..……………………………. 1994

Brian Tracy International at Treasury Services Corporation

Coaching and Leading Customer Focused Teams …………………………………………………………. 1993

Sales and Management Education Division, NCR Corporation

Strategic Selling and Conceptual Selling …………………………………………………………………… 1992

Miller Heiman, NCR Corporation

Large Account Management Process ………………………………….……………………………………. 1991

Miller Heiman, NCR Corporation

Accelerated Sales and Management Leadership Training Program ……………………..………… 1980-1981

Sales and Management Education Division, NCR Corporation

SKILLS/COMPETENCIES/TOOLS

Language Skills: Fluent English, gained proficiency of Chinese-Mandarin and Filipino, some experience with French, Spanish and Portuguese (Brazilian).

Computer Skills: SPSS, MS Office, Adobe Acrobat, OpenOffice, StarOffice, Lotus SmartSuite, Siebel CRM, ACT, Goldmine, and various other Windows, MAC and Linux based office productivity applications and tools.

International Education/Work/Travel Experience: Considerable cross-cultural experience gained over twenty five years of living, learning, and working overseas; grew up in Australia, England and the Philippines prior to attending Valparaiso University in the United States; worked in England, Germany, Holland, Japan, and Spain; and traveled extensively throughout Asia, Australia, Europe, and the United States.

PROFESSIONAL MEMBERSHIPS

Academy of Management, American Society for Training and Development, American Society of Training and Development, Association for Research on Nonprofit Organizations and Voluntary Action, Organizational Development Network, National Association of Sales Professionals, IBM’s Institute of Business Value - Practitioner Support Network, Strategy and Change.

REFERENCES

Will be furnished upon request.