Growth Accelerator's mission is two fold: Help B2B SaaS companies understand and articulate the business value of their solutions to their customers AND Help enterprises that are buying tools, technology, and training to measure and know the value of their strategies and initiatives. For SaaS sellers: We institute a Value Based Selling Methodology that attaches financial benefits and ROI to business use cases that matter to the customer.For enterprises: We use a data-driven methodology and our product, MotionROI, to measure and show the ROI of tools, tactics, and training.

Identifying and quantifying the business value to organizations from their big data initiatives using Qubole's best in class big data activation platform. Helping companies invest in the right big data use cases and optimize their total cost of ownership, realization of business benefits and agility.

Led the Value team to collaboratively build Executive facing business cases with companies to drive consensus and an economic justification for a Go-No go decision. Includes "what's in it for me" for different Executive stakeholders, benefits / costs / NPV / ROI, total cost of ownership, competitive differentiation, deployment roadmap, proof points and how projected value will be realizedSales strategy and execution - partnering with Sales Leadership and Sales Ops on sales plays and other revenue growth levers; identifying the ideal Salesperson profile; interviewing and hiring the right candidates that fit that profileSales enablement - continuous enablement of Sales with value based content, training and certification, easily consumable "value soundbites" for early conversations with ProspectsThought leadership through Speaker role at events, blogs, benchmarks, social evangelizationValue realization - Focus on success KPIs, diagnostic / process metrics, quantifiable success stories; common value language and metrics during sales cycle, during implementation and after go-live to help customers demonstrate returns from their investmentBlend of "get your hands dirty and get it done" and "new ideas and thinking with the strategic hat on" that's needed for an extremely dynamic, fast paced, high growth, exciting environment at Coupa

Led a team of Value Engineering experts to articulate the business value to customers by leveraging Big Data, Analytics, Mobility & Cloud to improve business processes, make better real time decisions, build intimacy with their customers and create new business modelsCreated 100+ customer validated use cases for meaningful business impact using above technologies. Established thought leadership through Executive Point-of-views and business process benchmarking Hired and mentored top talent into the organization

Led 60+ customer engagements to drive $100 M+ SAP license revenue using air tight business casesDelivered value propositions to C-level stakeholders that covered customers’ business goals, primary pain points, SAP best practices, benchmarking based business value estimates, ROI and recommended roadmapManaged “Value Academy” program in North America to drive value management with 300+ customers

Led implementation of requirements related to Basel II capital adequacy regulations at a leading US bankTranslated positions of multiple stakeholders such as senior management, nine lines of businesses, internal audit, IT and external regulators to execute deliverables under time pressureDeveloped actionable implementation plans for the bank’s lines of businesses to track progressIdentified $500 million of new market opportunities for the aftermarket division of a heavy duty truck OEM Interviewed 100+ customers, dealers, industry experts, potential partners and conducted market surveysDeveloped and obtained CEO approval for a high profile integrated go-to-market program for a heavy duty truck manufacturer and its captive financing arm. Program led to improved penetration of targeted segmentsResolved incentive misalignment between truck OEM and financing captive via rigorous financial analysis

Presented capital, manufacturing process and intellectual property related implications as key inputs into decisions to launch new productsProvided engineering expertise to USG’s 25 manufacturing plants leading to annual cost savingsDesigned, patented and implemented an innovative gypsum slurry mixing technology to reduce costs