& Principal Consultant
MBA, IIM, Ahmedabad, India
Shankar has two decades of corporate experience in multinational
corporations (MNCs) and national conglomerates in Singapore,
India, Asia Pacific, and the USA. He served as the Vice President
(Sales), Asia Pacific of a USD1.5 Billion MNC, selling to
clients such as Unilever, Procter & Gamble, Henkel, Johnson
& Johnson, Colgate Palmolive, and Lion. He was also a global
account director responsible for Johnson & Johnson, USA.
has extensive exposure to Asian markets, particularly, India,
China, and the ASEAN countries. He also has strong experience
in corporate finance, corporate planning and joint venture
management. He has proven expertise in strategic marketing
and selling to large corporations and to senior management.
has taught marketing and sales at institutions such as the
Nanyang Business School, Singapore Management University,
and the Indian School of Business. He has an MBA from the
Indian Institute of Management, Ahmedabad and a cost accountancy
is a seasoned sales and marketing executive considered by
his colleagues as an "innovator" and an "agent of change".
He has consistently launched new products, services, and new
organizations in the early part of his career at companies
like Avis, Holiday Corporation and Marriott International.
In the last eight years he has worked for several start-up
organizations where he has led each one through phases of
transformational growth. He developed acquisition strategies,
managed mergers and restructured resources for growth.
Vice President of Business Travel Sales at Marriott International,
Mike launched Marriott's first National Account Sales organization.
He also was Marriott's first Vice President of Interactive
Sales and Marketing where he led in the development and launch
of Marriott.com in which his approach was cited in a chapter
of Bill Gates book, "Business at the Speed of Thought".
in his career as Corporate Director of Interbrand Marketing
he developed a world-wide account pricing system for Holiday
Inns brand and leveraged strategic alliance co-op marketing
programs across Holiday's owned brands, Embassy Suites, Hampton
Inn's, Harah's Casinos and Homewood Suites.
recently Mike was Senior Vice President of Strategy and Chief
Operating Officer of The Travel Industry Association of America,
where he restrucutured the organization for growth. In the
late nineties he was responsible for Sales and Marketing for
an internet consulting firm, Proxicom where he participated
in a successful public offering of the company at $40 million
and subsequently developed the growth and acquisition strategy
resulting in annualized revenues of $250 million in two years.
also has been recognized as having strong relationship management
skills. He has been cited on the front page of the Wall Street
Journal for a research study on account management he co-produced
while President of the Strategic Account Management Association.
During that time he co-authored two books on relationship
management, "Unlocking Profits" and "The Trust Imperative".
He was also Chair of the Hospitality Sales and Marketing International
Foundation. Mike is currently a Senior Research Scholar at
George Washington University and served as an adjunct professor
in the University of Maryland MBA program as well as Cornell
University's Professional Development Program. He earned a
Bachelor of Science degree in marketing from the University
of Connecticut in 1981.
(Venky) Shankar is Professor of Marketing and Coleman Chair
in Marketing at Mays School of Business, Texas A&M University.
His areas of specialization include Competitive Strategy,
e-Business, Entrepreneurship, International Marketing, Branding,
Pricing, New Product Development, Supply Chain Management,
and Biotechnology. Dr. Shankar has a Ph.D. in marketing from
the Kellogg Graduate School of Management, Northwestern University
and has corporate experience with the multinational corporations,
Mattel Toys and the Hong Kong and Shanghai Banking Corporation
in the areas of marketing and international business development.
has won several research awards from such sources as the American
Marketing Association (AMA), Center for International Business
Research and Education, the Government of Canada, IBM, and
the Marketing Science Institute. His research has been published
in leading academic journals such as the Journal of Marketing
Research, Marketing Science, Management Science, Strategic
Management Journal, Journal of Marketing, Sloan Management
Review, the Journal of Retailing, and the Journal of Academy
of Marketing Science and in business periodicals such as the
Wall Street Journal, Financial Times, Chief Executive and
Executive Excellence. He is a winner of the 2006 Clarke Award
for Outstanding Direct Marketing Educator, 2001 IBM Faculty
Partnership Award, 1999 Paul Green Award for the Best Article
in Journal of Marketing Research, the 2000 Don Lehmann Award
for the Best Dissertation-based Article in an AMA journal,
a Faculty Fellow of the 1999, 2000, 2003, 2004, and 2005 Doctoral
Consortia of the AMA, and a Faculty Fellow of the 2001 e-Commerce
Consortium of AMA. He is the co-editor of Journal of Interactive
Marketing, an associate editor of Management Science and is
also on the editorial boards of Marketing Science, International
Journal of Research in Marketing, Journal of Retailing and
the Journal of the Academy of Marketing Science. He has delivered
over 100 presentations in different countries. He is a three-time
winner of the Krowe Award for Outstanding Teaching and has
taught Marketing Management, Digital Business Strategy, Marketing
Strategy, Marketing Research and International Marketing.
He was also a visiting faculty at MIT, INSEAD, Singapore Management
University, Indian School of Business, and the Chinese European
International Business School, Shanghai. He is an academic
trustee of the Marketing Science Institute (MSI).
has consulting and executive training experience with organizations
such as Allstate, BNA, Fannie Mae, Frito-Lay, GlaxoSmithKline,
Halliburton, Hewlett Packard, IBM, Intel, International Paper,
Lockheed Martin, Lucent Technologies, Marriott International,
Northrop Grumman, and PepsiCo. He has made several appearances
on CNN, C-SPAN, Voice of America and GreatIdeasRadio. He has
been on a number of advisory boards, including IBM's e-Business
Conference Advisory Committee, Technology Entrepreneur Community
Center, and European e-Business Center, ESSEC, France. He
is a Fellow of the e-Business Research Center at Penn State
University. He has served as a business expert witness in
legal cases. Detailed information on his work can be found
Ancarani is Professor of Marketing at Alma Mater Studiorum,
University of Bologna, and at SDA Bocconi, Italy. His areas
of expertise include segmentation, pricing, digital marketing
and mobile marketing. His research has been published in several
marketing journals such the Journal of the Academy of Marketing
Science and the Journal of Interactive Marketing. He has presented
his research at leading marketing conferences worldwide.
has consulted with several companies, including General Electric
and Vodophone. He has been a visiting faculty member at many
business schools in the USA.