Todd Lutwak

Guest Lecturer

2015

Chief Commercial Officer (CCO)

2022 - 2023

SVP Growth, Business & Platform Development

2018 - 2021

Hired to find growth, we created new products, services, and monetization. These new programs became the focal point of the business, opened up new TAM, drove 80% of the pipeline, and improved monetization from $4 to over $100 per transaction. The success of these new initiatives was central to a $1.2 Billion acquisition.

Board Partner

2017 - 2019

Andreessen Horowitz is a venture capital firm that provides seed, venture and growth-stage funding to the best new technology companies.

Partner

2012 - 2017

Lead the Consumer Market Development Team, accelerating the time to market and developing business opportunities for our portfolio companies. Hired and trained team to execute this strategy. Developed and delivered “The Principles of Platform Management” to educate our portfolio companies such as Airbnb, Lyft, and Pinterest on how to build and manage platform and marketplace dynamics. This content has been widely shared and adapted via blogs, media outlets, business school curriculum as well as to train employees in large platform companies such as Google, Apple, and Facebook. Mentored portfolio company CEOs and teams on go to market strategies including; business development, channel programs, pricing policies, team design, and marketplace management. Facilitated over $200 Million in signed sales and business development deals among our portfolio and Fortune 500 companies. In many cases, these were the first significant deals for the portfolio, helping them establish a customer base and reference network.

Vice President of Selling

2010 - 2012

Led department responsible for eBay’s selling activity including pricing & monetization, and site inventory. These sellers account for over $18 Billion in annual gross merchandise sales and over $1.9 Billion in annual revenue. • Created innovative pricing structure that motivates sellers to improve both their customer service levels and the quality of products offered resulting in $50 million annually in incremental profit. • Launched and operated eBay's Daily Deals inventory program to increase buyer traffic and conversion. Program grew over 200% in 2010 and sold over 3.1 million units. • Created and managed strategic account management program and Top Seller Summits to grow & develop our highest value customers. These and other new marketing initiatives led to a 25 point increase in Net Promoter Score with our selling base and were critical to improving seller retention. • Manage Seller Marketing and Programs to drive awareness, understanding, and adoption of key initiatives and help sellers grow and improve the service they deliver to buyers. • Represent Top Seller point of view on policy, seller communication, and product development decisions. • eBay spokesperson for Seller Experience topics with media and at industry conferences including Internet Retailer, Internet Merchants Association, eBay Live, eCommerce Merchants Trade Association, and investor relations events.

Sr. Director of Seller Development

2003 - 2010

Senior Director, Business & Seller Development Created and managed department responsible for developing and implementing merchant acquisition, growth, & retention programs. These customers now account for more than $10 Billion in annual merchandise sales. • Developed strategy and executed plan to build programs that resulted in creating and scaling relationships with over 300K top merchants who account for more than 60% of the US business. Built & managed team of 250 and replicated programs in 13 countries. This initiative made eBay’s top 5 strategic priority list several times and were highlighted during analyst day. • Lead business development & merchant acquisition team responsible for establishing long-term relationships with strategic accounts. In addition to generating significant revenue for the company, these deals lead the way into new lines of business and “raise the bar” for existing sellers which improves the buying experience. • Oversaw lead generation and merchant initiation programs which acquired over 40,000 new customers in first year and drove over $35M in incremental sales. Managed the creation of Customer Insights system to better understand small businesses and incubate site-wide innovation. Drove $7M in incremental revenue by identifying issues within registration process, and supporting its fix. • Created and launched seller programs based on a strategic segmentation of potential and performance. These programs quickly demonstrated strong ROI ranging from 37% to 450% while building relationships with our customers. Responsible for growth and retention of PowerSellers by developing tiered rewards, recognition, and incentive programs. • Founder and editor of PowerUP Quarterly, a publication designed to share ecommerce best practices with 450,000 top sellers in the U.S. and Canada. This growth-oriented publication resonated so well with users it helped eBay shift its perception from a marketplace to a trusted partner.

Director Computer Categories

2000 - 2003

Built eBay’s Computers and Networking Business, including managing all strategic, business development, marketing, and PR efforts. Extended the eBay marketplace beyond collectibles to include mainstream buyers of technology through strategic business development with industry influencers. • Increased sales from $400M/yr to $1.2B/yr by identifying and implementing growth initiatives through structured analysis of the marketplace and managing their implementation. • Executed business development & merchant acquisition deals with manufacturers and retailers such as IBM, Dell, Sony, and Sears to provide consistent sources of quality products, which improved credibility and attracted business buyers to eBay. These relationships have generated over $100 million in sales and created a multiplier effect from other businesses. • Led marketing and PR plans to build awareness and acquire new business buyers for eBay’s Technology categories. Negotiated integrated marketing deal with major computer publications, which resulted in strategic placements of over 500 million impressions. Served as Computers spokesperson for public relations campaigns including Comdex and CES.

Senior Manager

1998 - 2000

• Developed the Electronic Commerce Strategy for foreign telecom holding company. The project included: identification of business models and opportunities that maximize shareholder value, business plan development, implementation planning, and design of organizational structure required to successfully address new market opportunities. • Served as Interim Vice-President of Marketing including co-managing all aspects of the creation through launch of NaviCa$h, an internet startup in Portugal. This internet launch signed up over 20,000 users in the first week through viral marketing, which was the largest internet launch in the country. • Created marketing and distribution plan for national utility entering telecommunications industry, which included the design of both direct and indirect channels and their respective acquisition, training, and compensation. This organization achieved over 150% of plan in year 1 after launch.

Various Sales & Sales management positions

1991 - 1998

• Coordinated interdepartmental team responsible for business development of telecommunications solutions for largest account in the region. Designed and sold many of the largest deals at the company including cutting edge internet and video conferencing networks that connected the states school systems with total contract values that exceed $100 Million. • Selected into company fast track program that included full company tuition reimbursement to attend MBA program while working. • Selected member of management team chartered with strategic development, creation and launch of new sales channel that profitably serves the small business market. This new channel exceeded all expectations by growing revenue while reducing investment and eventually grew into a sales force of over 300 people. • Developed and ran bonus program to retain top performers. This program developed into a training program and motivated teams to share best practices throughout organization.