TAKING THE REINS: DAVE DONOVAN

TAKING THE REINS: DAVE DONOVAN

Dave Donovan

Position

Federal sales director, SeeBeyond Federal headquarters, Reston, Va. Company headquarters is in Monrovia, Calif.

Age: 43

Hometown: Timonium, Md.

Home now: Herndon, Va.

Family: Married, has two sons: 2 1/2 and "nearing 1."

Most recently read book: "Saving Faith" by David Baldacci

Favorites:

Authors: David Baldacci, Jack Higgins, Tom Clancy

Music: Santana, Steely Dan, Van Morrison

Restaurant: Zeffirelli Ristorante Italiano, Herndon

Hobby: "I play a lot of golf, watch too much sports. With two young kids, there isn't time for much."

TV show: "The O'Reilly Factor"

Best career advice you ever received:
From my father about presentations: If you know more than your audience does about your subject, you don't have anything to worry about.

Education:
Bachelor's degree in business administration, University of Delaware, Newark.

Career Background:

Director of Global Defense Solutions, Tivoli Systems Inc.

What do you see as your first order of business at SeeBeyond?
Two things: to make sure SeeBeyond is positioned correctly to service the federal government. A lot of times these California-based software companies open a federal division, and they think they'll hire two more sales guys and then call yourself federal. I will make sure they do federal business right. I will hire the infrastructure to do this business properly, such as contract managers. I'll establish a marketing budget, get us on the [General Services Administration] schedule. I will make sure those things are put in place so we could do business with the federal government efficiently.

Also, to educate our partners on the value of software for their customers. Within enterprise application integration, many people look at it as merging different data sources.
The idea of enterprise application integration is to merge these different data sources to create information. Our partners are important because they understand the data that makes up their domain knowledge and are able to articulate the business value that is associated with the merging of the data sources. The resulting information and how that benefits their customers is the value that partners bring to the overall solution.

What is the biggest change for you in taking this new role?
It's like going back to when I started with Tivoli. It was a $50 million [in revenue] company. With IBM buying it, it became a $2 billion [in revenue company.] I am now back into what I like to do: building an organization, hiring the correct people ... almost back to the drawing board for another start-up, which I like. SeeBeyond is an 11-year-old company with a start-up mentality in the federal space. I like building things.

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