1. Chip Burnham
MARKETING ● ENGINEERING ● SALES
Proven innovator, motivator, and strategic leader with extensive experience leading teams in marketing, engineering, and sales
within fast paced, global environments. Strong technical and business capabilities. Recognized expert in manufacturing
technologies and holder of numerous patents. Nearly 20 years of hands-on experience and leadership at VP level leading strategic
planning, market development, staff training, and product development across many disciplines. Known for ability to quickly build
high motivation within cross functional global teams to solve tough business issues.
Market research: VOM/VOC
Brand Messaging and Awareness
Sales, Marketing, Engineering Management
Direct/Indirect Sales Channels
Team Building/Global Training
Strategic planning and implementation
Member of Senior Management Team reporting to President and CEO; Principal Strategist to the Board of Directors.
Architect of global strategies that included pricing, sales, product development, brand, lead generation, and go-to-
market channels (direct and indirect).
Translate corporate financial goals into strategic initiatives and enterprise-wide actionable programs.
Contributed substantially to growth of company and to attaining and sustaining a global leadership position in high tech
machine tool industry. Achieved a 25% market share last four years despite number of global competitors growing
from ~50 to ~200.
One of five senior executives to present the company for sale to 20+ PE firms and interested companies. Authored
marketing and technology portions of the Offering Memorandum, the Confidential Information Summary, and the
Offering Circular used by the acquiring PE firm to finalize the acquisition.
Team Building, Effective Coaching, Staff Development
Recruit and mentor key staff to maximize potential, provide career advancement opportunities, create environment that
enhances job satisfaction and maximizes contribution to the company.
Ability to break down global cultural barriers and build high degree of trust and cooperation through a three phase
approach of listening and gathering input, creating a strawman for global review, and then launching with global
agreement. The end result is a sense of fairness and teamwork that greatly increases global efficiency and buy in and
reduces duplication of effort.
Led and empowered cross-functional and global matrix teams to implement global customer relationship management
software (CRM) to indirect sales channel to launch a fully revamped product line to direct global strategic planning
Developed and installed full tracking Key Process Indicator (KPI) systems across multiple disciplines, complete with
countermeasures automatically implemented by the responsible “point of impact” person, creating an environment of
responsibility and accountability.
Collaborated with senior executive peers to develop clarity and understanding of markets and customers thereby
enabling and ensuring a holistic incorporation of marketing initiatives across all functional areas of enterprise in support
of the strategic plan.
Sales and Marketing
Generated more than 11,000 leads for 70 direct global sales people per year with shrinking marketing budget without
degrading lead quality. Accomplished by raising staff skill level and improving effectiveness of lower cost marketing
endeavors (i.e., brand awareness, viral marketing, lead generation and lead nurturing via video email campaigns).
Revenue targets increased by 50%, leads increased by 50%, and MarCom budget decreased by 25% over 4 years.
Led globalization of sales and marketing in terms of brand, website, trade shows, indirect sales and service partners,
lead management, and showrooms. Translated messages, collateral and campaigns into 15 languages, eliminating
duplication of effort across the globe generating dramatic output of small team.
2. Chip Burnham
Led creation of nearly all sales training materials and conducted or guided training of all global sales staff on new
products, sales tools, techniques and SPIN Selling strategies.
Revolutionized customer focused market research. Implemented thorough, fast, and impartial voice of the customer
research technique to uncover and rate needs, and “Voice of the Market” research techniques to analyze competition,
growth opportunities, and trends. Information is used as key input when developing new products and services.
Created Cause Marketing program through “Workshops for Warriors” to train Veterans on equipment.
Overhauled marketing messages and segmentation, providing clear views into customer and prospect needs.
Created new sales compensation structure, organizational structure, and geographic staffing to create intrinsic
motivation of sales staff, resulting in significant gross margin and revenue growth.
Created indirect channel across globe. Led team from initial strategy, through installation, and global tracking of a new
approach that increased feet on the street from 100 to 400 in two years. Devised method of linking the indirect agents
and distributors to our direct sales team to render channel conflict negligible and win competitive battles. Within three
years from launch 45% of all sales came from indirect sales leads.
Led awareness project of putting the “Flowjet” on American Chopper, where 4-8 million viewers saw our process used
weekly on reality TV. Created strategy and managed relationship. Vast increase in awareness led to significant market
growth. New shows are still filmed today featuring the Flowjet. Machine tools also placed on other reality shows.
Engineering, Product Management, Technical Service and Product Development
Created global product development strategy and managed highly talented and creative technical team.
Pioneered flat stock machine tools for the industry, now estimated at a $1 billion industry. Responsible for engineering,
marketing, product development and product improvement for these products.
Created and implemented engineering change order system that processed drawing changes through WIP in an
average of three hours. Reduced and sustained backlog of changes to virtually zero and allowed for rapid incremental
improvement and best in class quality.
Prior to the current approach using “Stage Gate” techniques, created and implemented Concurrent Engineering system
that brought full company involvement into new product development, reducing development time and improving
performance of systems.
Conceived and released dozens of new products, including a powerful PC-based intelligent controller that has
revolutionized ease of use and productivity of customers.
Implemented Independent Service Providers to complement our direct service team when system sales outpaced
Created loyalty program, 4-Point Business Success Program, to drive success of our customers and raised reputation
for service and support to best in industry.
Conducted R&D testing in early years that resulted in breakthrough technologies – long life mixing tubes, abrasive
waterjet system advancements, mathematical modeling of the cutting process, advanced articulation of the head to
improve finished part accuracy and throughput. Numerous patents awarded.
Strong Communication Skills, Public Speaking, Thought Leadership
Held primary role in organizing and leading global strategy meetings, developing technical content on website and in
Authored popular blog series with global following. Contacted monthly by industry analysts and trade publications for
input as thought leader on manufacturing.
Public speaker interviewed by trade publications and TV, presented at sales and marketing events as manufacturing
and machine tool subject matter expert.
Skilled at interviewing to uncover and explore customer needs – Voice of the Customer interviews, focus groups, and
Skilled at creating cold calling programs for lead generation.
Presented strategies, countermeasures, growth plans at many Board of Director meetings.
Created strong global teams throughout the world via extensive international travel and face-to-face interaction on
Published author on technology – the Waterjet chapter of “The Machinist Handbook”.
Interacted with senior and junior staff members of companies worldwide on broad array of business topics, such as
manufacturing, engineering, materials, marketing, sales, or finance.
3. Chip Burnham
FLOW INTERNATIONAL CORPORATION, Kent, WA 1989 – Present
World leader in design and manufacture of waterjet cutting machine tools and surface preparation (coating removal) equipment.
Revenues of $230 million – $260 million. Sells in over 80 countries to a very wide array of customer end markets.
Vice President, Global Marketing (2009 – Present)
Manage teams in an ever-changing environment of up to 180 staff members (excluding dotted line global staff) with a
Marketing Communications budget of $3 million to $4 million.
Responsible for Global Marketing Communications and Channel Management, with additional focus on Product
Management, Aftermarket, and Technical Service groups.
Vice President, Sales (2001 – 2009)
Managed North American eastern sales team of 20 and revenue target of >$50 million per year; created and conducted
sales training globally driving revenue of >$120 million per year.
Vice President, Technology and Education (1999 – 2001)
Raised awareness of waterjet technology in the manufacturing industry through seminars, trade associations,
universities and created global product roadmaps for all products, training of global sales teams
Vice President, Marketing (1997 – 1999)
Responsible for marketing, technical service, customer service, product roadmaps, and applications development with
a staff of approximately 100 and annual Marketing Communications budget of $4 million.
Director of Engineering (1992 – 1997)
Responsible for sustained engineering, standard products, special systems, new product development roadmaps, and
execution, technical information.
Product Manager, Shapecutting Products (1990 – 1992)
Created world’s first shapecutting machine tools for waterjet industry; guided all aspects of product, sales, and marketing.
Applications Engineer (1989 – 1990)
Responsible for development of new applications.
UNIVERSITY OF RHODE ISLAND, Kingston, RI 1985 – 1989
Graduate student on full scholarship and salary. Responsible for management of lab, and primary operator of pedestal
robots and waterjet equipment donated by ASEA Robotics (now ABB), Fanuc and Flow International Corporation.
Conducted extensive research into technology, resulting in successful commercialization.
Performed test cutting on equipment in lab for hundreds of industry prospects.
University of Rhode Island, Kingston, RI
M.S., Manufacturing Engineering, 1989
B.S., Industrial Engineering, 1987