Rich Sullivan, deputy CFO, DreamWorks Animation

Dealmakers Impact Report 2012: Corporate Strategists

DWA’s $155 million acquisition of Classic Media last summer ushered hundreds of classic properties through DreamWorks’ door, from Casper the Friendly Ghost to Lassie to the Lone Ranger. The deal gave DreamWorks Animation a library of new assets to monetize through various means, including television and consumer products. DWA “had been trying for several years to diversify, and that was a major step. It gave us a portfolio” and an experienced international sales team, Sullivan says. Sifting through rights was complicated, but worth it. In time for the holidays, DWA owns stop-motion classics “Rudolph the Red-Nosed Reindeer” and “Frosty the Snowman.” The first film, “Mr. Peabody & Sherman,” hits in 2013. Sullivan also helped clinch a high-profile film distribution deal with 20th Century Fox as the studio’s long-term pact with Paramount expired. He worked a deal with educational gamer JumpStart that’s moving online and mobile with “Madagascar” and a joint venture with Technicolor called M-GO. His team supported DWA’s landmark agreement to create a studio in Shanghai with Chinese partners.