David’s guest this week is Jack Derby. Jack is a long-time professor of entrepreneurship and marketing at Tufts University and M.I.T. He’s been at the helm of several companies and startups, and in 1990, he founded Derby Management, a consulting firm specializing in strategic business planning ang revenue growth. In part one, Jack shares how his “Science of Sales” can help accelerate growth and maximize performance and the importance of inviting guest lecturers and certified coaches to help his students in the classroom.
About Jack Derby:
Jack is a professor within the Derby Entrepreneurship Center at Tufts, where he teaches separate courses in marketing and in sales. Jack has taught at Tufts for 16 years and was the prior director of the center, which consists of 16 professors and 800+ students a year, constituting the largest minor on campus. The Center encompasses the study and practice of entrepreneurship through all the Tufts schools.
Jack individually coaches 20 Tufts student startups each year. Today, he continues to teach a marketing course and a sales course in the Center, where he received the Henry & Madeline Fisher award voted by students as the highest rated professor on campus in the Department of Engineering. Prior to stepping down as Director in 2020, due to family health issues, Jack was the Cummings Family Professor of Entrepreneurship. For 20 years, he has taught business planning and marketing in MIT’s Mechanical Engineering Department, where he continues to teach.
In 1990, Jack founded Derby Management, a regional consulting firm specializing in strategic and business planning with deep expertise in the specializations of business planning, sales productivity and marketing optimization. Prior to starting Derby Management, Jack served as CEO of Mayer Electronics and President of CB Sports. He is or has been a board member of 21 companies. Jack’s 17 years of corporate background consisted of being President of Litton Industries Medical Systems, CEO of Datamedix and Executive Vice President of Becton Dickinson Medical Systems, a market leader in hospital monitoring.
For his work as an entrepreneur, Jack was named to the Boston Business Journal’s Mass High Tech’s All-Star Team, he received MIT Enterprise Forum’s Vince Fulmer Award for his work as chairman, and in 2019, received the Lifetime Achievement Award from the Association for Corporate Growth of Boston for his work as long-term chairman of this leading M&A organization. Jack has founded or co-founded nine startups over the years, acting as CEO in eight.
Today, Jack is an active and highly engaged board member with a long investing history as an early- stage investor as General Partner at Kestrel Ventures, Chairman of Common Angels and currently as a General Partner at Converge Ventures.
Hosted By: David Radlo