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Mike Gruenberg, Owner/President, Gruenberg Consulting LLC
Mike Gruenberg

Mike Gruenberg’s name in the Information Services Industry is synonymous with winning results – in sales team development and leadership, in performance and customer satisfaction, and in his own success in selling complex information services into demanding markets worldwide. Mike’s track record during more than 30 years in the Industry is headlined by the significant profit performance he has delivered in every position he has held. Mike is currently the President of Gruenberg Consulting, LLC, a firm he founded in January 2012 devoted to provide information services companies with sales source analysis, market research, executive coaching, trade show analysis and best practices advice for improving negotiation skills. Most recently, Mike was Director of Sales for Strategic Account Management at Cambridge Information Group’s ProQuest LLC, a $350 million information services company His mission was to support ProQuest’s most important and largest academic and customers as they were migrating to the Company’s new Research Platform. Mike and his team were responsible for substantial revenue growth and subscription retention in this critically important portfolio. Previously, Mike organized and led a new ProQuest sales team that developed two untapped market sectors, Fortune 500 / Corporate and Medical / Healthcare. In 2009, a particularly difficult year, his seven-person high-performing team closed significant orders at Consumers Union, Hess Oil and Boston Consulting Group. During this time, Mike also managed ProQuest’s corporate-wide Licensing Division. His Medical/Corporate/Licensing group accounted for $15 million in revenue. In 2005, Mike joined Cambridge Scientific Abstracts (CSA) as its Sales Director for the Americas. CSA was a fast-growing, industry-leading publisher of Internet-based information services for STM researchers. In 2007, CSA’s parent Company, Cambridge Information Group, acquired ProQuest and merged the two businesses, now called ProQuest. With the merger, Mike became ProQuest’s Sales Executive Director for the Americas and lead a staff of 14 salespeople and two managers covering the US, Canada, Latin America and Israel. Mike’s team grew sales by 25%. From 2002 to 2005, Mike headed the Strategic Accounts sales team at OneSource Information Services, a business information company. Mike and his team exceeded goals each year. Mike was personally responsible for closing a record new business order, a $500,000 license with a global insurance brokerage / business risk advisor. Carroll Publishing, a marketing information publisher, recruited Mike in May 2000 to serve as their first-ever Vice President of Sales. At Carroll, Mike built the company’s first sales team, established realistic goals, and designed a compensation plan with clear sales objectives, thus creating a framework for future growth of this small company with big aspirations. Mike joined Carroll from UK-based Oxford Analytica, a highly regarded commercial think tank/ strategic advisory firm. As its Senior Vice President for North American Sales, Mike built a new sales team and increased sales by 50% in his first year of employment resulting in $1.2 million of new business. From 1996 to 1997, Mike was Primary Source Media’s Vice President for Global Sales & Marketing, with operations in the US and UK. He successfully stabilized this microform publisher’s revenue situation. In the 1970s, Mike launched his career in the information services industry at Disclosure, a financial information services company. Total company revenue at that time was below $2 million. When he left Disclosure as its Vice President of Global Sales, his 40-person sales team was on top of a $50 million book of business. Mike spent twenty years at Disclosure. Mike lives in Bethesda, MD, with his wife, Barbara Bryden. He has an undergraduate degree (BA) in Political Science from Long Island University and a Masters degree (MS) in Educational Administration & Supervision from St. John’s University. He is an avid life-long collector of music recordings and since 2000 a columnist for an online site devoted to the latest musical trends.

Sessions by Mike Gruenberg
Tuesday   04-09-2013   1:30 PM – 2:15 PM   A203: Negotiating Econtent & Tech Licenses

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