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CHASM INNOVATIONS

Ph: (339) 225-0473

E-mail: Bob_chasminnovations.com

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Welcome to the website of Chasm Innovations After 20+ years of leading sales and business development operations for early stage technology companies, I launched Chasm Innovations. Throughout my entire career, I had the consistent challenge of pioneering, validating and selling disruptive technologies / solutions to big global companies and partners. Once this was figured out and underway, we were able to implement a repeatable process in order to scale the business to either an IPO, acquisition, along with having a few failures!What I have found to be the most streamlined, resourceful and profitable way of overcoming these disruptive technology sales and business development challenges was to perfect a way of targeting and selling to the "“C-Suites"” of big companies and partners. (I define “C-Suite” as anyone having a “C” beginning with their title, or their immediate direct reports, usually an “SVP”.) You want to qualify your opportunities as quickly as possible while receiving executive sponsorship through closure…...and this is the place to do it! Once executive sponsorship is achieved, they will “"connect the dots"” while confirming steps to closure along with who else within their organization needs to better understand details behind your company, technology, value proposition, partnering options, etc.Using a process I developed and call "“Initiatives-Selling"”, we are able to engage with “C-Suite” executives about 70% of the time …within 2 weeks. A key component of “Initiatives-Selling” is to first identify the major INITIATIVES underway within their organization quickly, followed by the ability to communicate a unique value proposition, mapped to the initiative. (There are a few strategic ways to make “C-Suite” introductions. We can review all of the detail behind “Initiatives-Selling” when we speak through a conference call or meeting as we discuss our potential engagement.)The mission of Chasm Innovations is to partner with clients who have the challenge of selling to, or partnering with big companies and partners. Many times, clients lack the bandwidth or expertise to create these new sales and partnerships. Chasm Innovations can either take the lead to generate these sales and partnerships, train an internal team on how to do this, or a combination of both. Either way, I want to leave my clients with a strategic and documented process for repeatable and scalable results.Step 1 of my process is an assessment where I invest my time to best qualify our joint opportunity. Let's take that first step and I look forward to partnering with you.Sincerely, BobRobert DiLoretoManaging Partner

My Process

My process is specific to each of my client's goals yet it leverages a consistent set of components that work across disruptive technology adoption. Here is a high level summary and I will provide much more detail as it applies to your situation when we connect:Step 1: Assessment (I invest this time to best qualify our joint opportunity)The first step is to meet the key members of your organization while understanding:Your disruptive technology through conversation, presentation and demonstrationYour business plan and overview. What makes you different? What problem are you solving? Competition? Customers? References? What is your value proposition? Current sales process?WHO ARE THE IDEAL MAJOR CUSTOMERS, PARTNERS AND USERS YOU WOULD MOST LIKE TO ATTRACT? PLEASE NAME THEM... THINK BIG!Step 2: Planning & TargetingOnce I have a good understanding of your Assessment requirements, we confirm:The ideal list of major customers, partners and users to targetMy tailored execution process, presented back to your organization. Here is where I provide insight to my Initiatives-based processes that accelerate results Identify internal resources I will need from your company and when -Key executives will be needed and strategically coordinated only for highly qualified opportunities. (Ex. CEO to validate company direction, strategy; CTO/VP Engineering for demonstration, others to validate product roadmap, etc.)To ensure a very low cost of sales, tools such as SKYPE, Go-to-Meeting, SFA tools, etc. are leveragedStep 3: Execution & ResultsNow comes the fun part! Executing my "Initiatives-based" strategies and sales processes while targeting our agreed to set of major customers, partners and usersAccelerating the adoption of your disruptive technologySigning contracts Step 4: Scale and Repeat Proven Customer Acquisition ProcessesOnce traction is established and repeat results are attained, I document your tailored process in order to scale ongoing sales / business development initiatives. This is accomplished through:Cross training existing members of the sales / business development organization, and/orIdentifying A players to add to the organization if needed

Main Different

My Main Differentiation

Besides my entire career experience being focused on pioneering major markets for disruptive technologies, there are key differences.

I have numerous influential contacts across a broad set of markets, technologies and industries. However, I believe it is far more important having the skill set to rapidly create new executive connections for my clients when needed. How is this accomplished?

Introducing Initiatives Selling:

Initiatives selling (I-S) is a results-oriented approach that breaks through traditional ways of creating new business opportunities in major companies. Using a top down approach, I-S creates a win/win relationship that leaves your business with an executive stakeholder to increase your success.

I-S creates a “vision match” between your products and technologies with strategic objectives and initiatives sponsored by top C-level executives. By focusing on those initiatives, you are one step ahead of other companies who are offering solutions for a company’s current business; you’re offering solutions for their future business and success. You become strategic rather than a point product or technology that may or may not fit in with a defined set of product requirements.

With executive endorsement and interest, your products and technologies will move more quickly through the sales process reducing the time to revenue for you.

I-S works. Chasm has a 70% rate of success in top companies. And Chasm isn’t just about introducing the technology to my clients. Chasm also offers strategic insight throughout the process allowing you to focus your existing sales management on current initiatives. With Chasm’s I- S approach, you get feedback on your opportunity quickly. Within weeks you’ll know whether you’ve achieved a “vision match” as opposed to other methods that may take months or years to realize or potentially not realize a “green light.” Chasm also provides counsel and direction on how to replicate your I-S success with additional targets.

About

Robert DiLoreto has over 20 years building major markets for disruptive technologies in both domestic and international markets.

Applying his Initiative Sales technique, DiLoreto has helped companies build their businesses by exposing his clients emerging and nascent technologies to companies in new major markets.

Examples of some these pioneering efforts include leveraging "social robotics" to improving patient self-care behaviors focused on chronic diseases; Biotechnology, cell-based therapy; "2-way, always-on" communications chip set and platform to enable medical devices; games for health; predictive analytics; mobile apps; RFID/general sensor networks; E-Commerce; plus a number of business management software solutions when they were first introduced including MRP/ERP; engineering product lifecycle management; and adaptive/intelligent planning.

This success can be attributed to his ability to first identify the most important company initiatives sponsored by “C or SVP” levels within the targeted company while linking and communicating a compelling value proposition against these initiatives. Consistent results include executive sponsorship and coaching, streamlining the remainder of the sales or business development process until closure.

DiLoreto has created business relationships with and partnered with a number major market customers in Healthcare, High Tech, Medical devices, Manufacturing, Retail, Pharma, Large Consumer brands, and Logistics,

He has also led sales and business development organizations at ASK Computer Systems, Aspect Development, and GlobeRanger. At ASK, Robert was one of the sales leaders, growing the company's revenues from $5 million to $250 million before it was acquired by Computer Associates.

DiLoreto led the strategic accounts organization at Aspect Development as revenues grew from $5 million to $100 million before being acquired by i2 technologies for $9.2 billion, one of the largest software acquisitions in history.

After graduating from Boston College, B.S. Business Administration, Robert began his career at NCR Corporation.

Welcome LTR
My Process
Main Different
About

Case Studies
Initiatives Selling (I-S) Case Studies:1. An RFID / General Sensor CompanyOverview: I joined a pioneering RFID and multi-sensor based platform company, leading VP Business Development and International initiatives. The company provided a platform, development environment along with industry solutions that leveraged RFID and many other sensors in addition to 2/3D bar codes, voice, motion sensors, video, photo eyes, mobile/fixed reader devices, etc. The company exclusively sold through strategic partnerships and channels.Challenge: At the time of my joining, the company was targeting and signing smaller regional reseller partners only in the US who focused on selling to smaller end customers, resulting in transaction sizes averaging under $50K. I had zero leads to work with.I-S Solution: I defined and executed a new customer acquisition strategy, targeting some of the worlds largest systems integrators and enterprise software providers to become new strategic partners. My goal was for these partners to "private label" and sole-source our platform to build all RFID/general sensor solutions for of their customers, across industries such as retail, pharma, distribution/logistics, manufacturing and asset tracking. I-S Results: Global companies such as Atos Origin, www.atosorigin.com, and Infor, www.infor.com adopted our platform to develop innovative industry specific solutions for their large customers, resulting in some of the worlds largest deployments. These included The Dutch Flower Auction, www.floraholland.com; Brazil's largest retail chain, www.casasbahia.com.br, etc. The average transaction size more than tripled in value while establishing partners who had international presence and customers. Other key partners included SAP, Cardinal Health, Bayer Business & Technology Services, VeriSign, YFY Group/Taiwan, DelMonte, Schiphol Airport, etc. I implemented my process through out my organization.2. Games for Health CompanyOverview: The client is a "games for health" company providing innovative engagement strategies through the playing of online casual games in order to motivate better chronic disease management through the use of rewards and incentives. Diabetes management was their initial focus. My client's original business model was developed around a consumer model, attempting to attract registered users onto their site and brand.Challenge: The initial business model was met with limited success as it was difficult creating a recognizable brand while attracting high volumes of users to the site.I-S Solution: I introduced an alternative business model where they could create a private label brand for existing diabetes management platforms who had initiatives to increase the number of repeat users, increase retention, motivating users to spent more time on site, etc. I-S Results: Targeted the CEO of the #1 independent diabetes website as they had the most number of unique visitors, page views per visit, repeat visits, and time spent on site. Created a dialogue and value proposition around a private label opportunity where the diabetes site would offer the games for health platform under their recognized brand. A 60 day sales process led to implementation. All metrics were improved while developing a new revenue model for their advertisers/sponsors who pay additional dollars to sponsor specific games, using their commercial logos, etc.3. Medical Device & Communications Platform Overview: The Company has developed a new "two-way, always-on" communication chip-set and software platform that leverages the North American pager network.Challenge: Deciding what market and application would be best suited for this technology. A working prototype did not exist, zero customers, and zero leads. This was an IP Transfer assignment.I-S Solution: Working with the CEO and chairman, we decided to target the medical device market, specifically glucose meters. After our research, it became clear that his market became highly commoditized with little differentiation between competing brands. This resulted in high customer churn, low brand loyalty, diminishing margins, etc.I-S Results: I reached out to all of the major glucose meter manufacturers, identified key initiatives focused on creating a higher level of brand differentiation and arranged for senior executive briefings with all of the major players, including J&J, Bayer, Abbott, Roche, Medtronic and Nipro Diagnostics. The feedback was positive, however all except one was looking for a solution that would provide world-wide coverage, not just in North America. We are now in negotiations for a North American partnership agreement.4. Early stage cell therapy companyOverview: Early stage company is developing a novel cell-based therapy for the treatment of diabetes, renal disease, myocardial infarction, and other diseases characterized by organ-specific cell damage. The company has discovered a new mammalian cell type, which is able to stimulate damaged tissues to regenerate damaged tissues to regenerate without the Pathfinder Cells (PCs) themselves being incorporated into the new tissue.Challenge: Establishing new partner relationships with large Pharma to qualify immediate and long term partnership opportunities.I-S Solution: I took the lead and pursued seven of the largest Pharma companies to qualify (at SVP levels) their interest in how my client could leverage and complement the cell therapy initiatives they had in their organizations.I-S Results: After confirming key partner development initiatives within these targets, we had senior level meetings with five of the seven companies. We are now in negotiations with one of the companies. Within 30 days, I established corporate contacts at GSK, Amgen, Sanofi-Aventis, Novo Nordisk, and BMS. Through my personal network within the pharma / medical industry, I introduced an industry leader in Diabetes care to my client's CEO who then added him to their Board of Directors.5. An MIT Spin-out Overview: The client company provides a predictive analytics platform. The platform applies a unique combination of proven computer problem-solving techniques with AI algorithms that emulate human learning, memory and predictive reasoning.Challenge: The company was focused on addressing too many markets at once.I-S Solution: After assessing and prioritizing potential available markets including pharma, financial, supply chain, defense, etc. we focused our platform features and value proposition on pharma. We leveraged unstructured and structured data and extended the platform, indexing to PubMed, ClinicalTrials.gov, etc. I-S Results: I targeted large pharma initiatives, focused on evidence based medicine. We also indexed internal data assets, providing a unique value proposition as organizations can now extract maximum value from their data assets while generating meaningful insights in ways that have not been feasible until now. Within 90 days, Bayer became their first customer.
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Client Testimonials
Testimonials:"Robert and I have been working together on international Business development efforts while pioneering the RFID industry. Robert has an excellent mix of skills to operate in an emerging technology field (as RFID was, beginning in 2004). Robert has a keen strategic and sales instinct to underscore the business value of RFID to customers along with a practical hands-on approach to get deals closed. In addition, he provides key entrepreneural skills that are crucial in launching initial customer traction while ensuring that a reference case emerges. This process was crucial to start our successful enterprise partnership. Robert also assembled a very effective team at GlobeRanger that validates his leadership in building an organization. We sold some of the worlds largest international RFID deployments while winning these against all the major competitors. He also has demonstrated excellent relationship management skills in turbulent environments where one false move regarding technical and organizational strategies could potentially jeopardize customer confidence." Erik Cramer, Global RFID Program Director, Atos Origin (www.atosorigin.com) "Robert is a super sharp business development executive, who is professional, focused and creative. I had chance to work with Robert while I was with Microsoft and then at SAP. Through, Robert, we could strengthen the relationship between the companies we represented. With the strength of this relationship and Robert's dedication, we built a significant pipeline, delivered some of the most sophisticated RFID solutions, expanded the partner ecosystem and built a solid value proposition. Robert knows how to work around organizational barriers and is very effective is communicating business value of solutions. It has been a great pleasure winning and doing business with Robert." Alok Ahuja, Director, Solutions Marketing, SAP (www.sap.com) "Bob was instrumental in building the relationship between Infor and GlobeRanger. His business development expertise was quite effective in not only establishing the relationship between our two companies, but also resulted in our company recognizing significant revenue from GlobeRanger's RFID/General sensor framework. Bob is a straightforward executive who establishes a level of trust with his clients very quickly. He is articulate and represents his company quite well. I hope to work with Bob again and drive revenue for both of our companies. I highly recommend Bob to any company that needs a highly skilled business development executive. Bobs team was also a class organization " Mike O'Brien, Senior Vice President, Infor (www.infor.com)"I had the pleasure of working closely with Bob at GlobeRanger for several years. Bob has an uncanny ability to navigate a customer landscape, quickly identifying the key decision makers and making the right meetings happen with the right people. GlobeRanger's go-to-market model was through OEM/reseller partnerships and Bob was successful of creating strategic partnerships with key Global software providers and systems integrators, resulting in some of the world's largest RFID and Sensor based solution deployments. I often traveled with Bob, even internationally, and observed that Bob created truly unique relationships and even friendships with his customers and partners. Bob's sales skills along with his strategic and people skills combine to make him a tremendous colleague and key contributor to any organization. " Bryan Tracey, VP of Engineering and Chief Architect, GlobeRanger Corporation"Bob DiLoreto is an extraordinary business development and strategic partnership executive that I trusted and that I have had the pleasure to work with at GlobeRanger. In addition to building an exceptional organization, Bob understands the complexities of developing long lasting partnerships, both domestically and internationally. Bob delivered to GlobeRanger the type of results our competitors envied." Len Chermack, President & CEO, GlobeRanger, Inc."Bob is an excellent relationship builder - he opens doors from the very top all the way to the executional levels of an organization. He's masterful at tailoring the story of your disruptive technology offering to meet the needs of the specific customer. His ability to quickly make executive level contacts, combined with his initiatives based strategies and sales processes, streamlines time to closure" Pritesh Gandhi, Founder, Ambient Devices (www.ambientdevices.com)
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FAQs
FAQs Why did you start Chasm Innovations?Throughout my entire career, I had the consistent challenge of pioneering, validating and selling disruptive technologies / solutions to big global companies and partners. I want to help clients facing these same challenges. There are a number of exciting companies that have developed high value innovations who lack the ability to sell to, and create strategic partnerships with big companies and partners. What is “"Initiatives Selling"”?Initiatives Selling is a streamlined, resourceful and profitable process of targeting and selling to the “C-Suites” of big companies and partners. (I define “C-Suite” as anyone having a “C” beginning with their title, or their immediate direct reports, usually an “SVP”.) You want to qualify your opportunities as quickly as possible while receiving executive sponsorship through closure…...and this is the place to do it! How effective is this process?We are able to able to engage with “C-Suite” executives about 70% of the time...…within 2 weeks. Once executive sponsorship is achieved, they will “"connect the dots"” while confirming steps to closure along with who else within their organization needs to better understand details of your company, technology, value proposition, partnering options, etc. This process greatly differs from many of the antiquated, long-sales process methodologies that exist today.Do you only work with early-stage companies?No. Mid-size companies also offering a disruptive technology or solutions many times have the same challenge in reaching C-Suites of big companies and partners. What resources do you need from your client company to be successful?Key client executives will be needed and strategically coordinated only for highly qualified opportunities. (Example: CEO to validate company direction and strategy; CTO/VP Engineering for demonstration, others to validate product roadmap, etc.) To ensure a very low cost of sales, tools such as SKYPE, Go-to-Meeting, SFA tools are leveraged.What particular disruptive technologies and new innovations have you pioneered?IP Technology transfer for medical devices; Technology commercialization for biotechnology; Applying social robotics to improve patient self-care behaviors focused on chronic diseases; Games for health; Predictive analytics; Mobile apps; RFID/General sensor networks; E-Commerce platforms; plus a number of business management software solutions when they were first introduced including MRPII/ERP; Engineering product lifecycle management; Adaptive/intelligent planning.What international market verticals have you sold to in your career along with having the greatest number of contacts? Healthcare, High Tech, Medical devices, Manufacturing, Retail, Pharma, Large Consumer brands, Logistics, etc. When working with clients, how are they able to adopt, leverage and scale the success you have brought them?As part of my overall process, I document the Initiatives Selling processes that have proven to be successful for individual clients. In addition, I cross train members of my client’s sales / business development organization for repeat success and scale. How do you price for your services?It is usually a mix of a daily fee/retainer along with a success fee. In addition, I am open to discussing warrant options as well, based on demonstrated performance.
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Slide1

Generating Strategic Sales and Partnerships for Disruptive

Technology and Solutions Providers to BIG Companies

Slide 2

Aligning Big Company Open Innovation Initiatives With the Most Promising Disruptive Technology and Intellectual Property (IP)

Slide 3

Helping Big Companies License and Commercialize their IP towards other BIG Company Open Innovation Initiatives

Slide 4

Accelerating Commercialization

Fueling Innovation

Driving Entrepreneurial Success

CONTACTCHASM InnovationsOne BroadwayCambridge, MA 02142555 California StreetSuite 4925San Francisco, CA 94104339 225 0473bob_chasminnovations.com

CASE STUDIES Sponsors mini1

Communications Hardware and Software Platform Provider

Overview: The Company has developed a new "two-way, always-on" communication chip-set and software platform that leverages the North American pager network.

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Sponsors mini2

Early stage cell therapy company

Overview: Early stage company developing a novel cell-based therapy for the treatment of diabetes, renal disease, myocardial infarction, and other diseases characterized by organ-specific cell damage.

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Sponsors mini3

An MIT Spin-out

Overview:The client company provides a predictive analytics platform. The platform applies a unique combination of proven computer problem-solving

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Sponsors mini4

Games for Health Company

Overview: The client is a "games for health" company providing innovative engagement strategies through the playing of online casual games in order...

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CLIENT TESTIMONIALS Client1

Bryan Tracey, VP of Engineering and Chief Architect, GlobeRanger Corporation

I had the pleasure of working closely with Bob at GlobeRanger for several years. Bob has an uncanny ability to navigate a customer landscape

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Client2

Alok Ahuja, Director, Solutions Marketing, SAP Labs

Robert is a super sharp business development executive, who is professional, focused and creative

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Client3

Mike O'Brien, Senior Vice President, Infor Distribution Supply Chain Group

Bob was instrumental in building the relationship between Infor and GlobeRanger

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Client4

Erik Cramer, Global RFID Program Director, Atos Origin

Robert and I have been working together on international Business development efforts while pioneering the RFID industry. Robert has an excellent mix of skills

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