Betsy Summers Email & Phone Number

Cambridge, Ma, Us

Santa Monica, Ca, Us

Our industry (HCM) is very crowded, and I help my coworkers make sense of it. From a deep well of HCM industry knowledge and curiosity, I provide competitive enablement to our sales team, advise the product management and executive teams on market shifts and opportunity areas, and help make sure our brand and marketing messages are differentiated. In addition to conducting regular Win/Loss analysis, client interviews and competitive monitoring and enablement, I regularly work on special projects under the Strategy & Marketing function, including project managing an integration and communication plan, deep cross-functional competitive strategy and training, and a a deep analysis of client churn.

Santa Monica, Ca, Us

Competitive differentiation – Work with product marketing and corporate marketing to ensure competitive differentiation for CSOD product messaging, web content, campaigns, and corporate marketing content.Competitive positioning and messaging – Craft messaging documents to support internal and outbound competitive sales assets, including web copy, presentations, competitive displacement campaigns, and press releases.Facilitator & Evangelist– Craft and deliver compelling presentations for in-person and online events, not only highlighting CSOD advantages over competing solutions, but also positioning CSOD relative to market trends, partner dynamics, and emerging buyer behaviors. Content creation– Collaborate with the demand generation team to guide and develop the ideal content and competitive positioning for outbound competitive programs.Market intelligence – Understand the talent management and broader HCM market, current and emerging competitive threats, competitor’s solutions, corporate strategies, activities, partnerships, strengths and weaknesses; be an expert on CSOD competition and how to beat them.Sales enablement – Communicate the competitive positioning of CSOD products and solutions to sales teams. Develop the sales tools that support the selling process, including battlecards, feature and positioning comparisons, training, and competitive overviews.Strategic sales support – Provide strategic support on competitive sales deals; be the expert on competitor specific issues. Attend Win Rooms to discuss competitive situations. AND... Committee Member, Cornerstone's Development Day - Collaborate with cross-functional committee to orchestrate quarterly 'development days,' when employees host training, attend lectures and invest in their own development.Internal Coach and Facilitator - Regularly present to team meetings about developing more empathy, communicating more effectively, bring your 'whole self' to work, and more.

Santa Monica, Ca, Us

Developed and maintained foundational messaging and positioning resources for the Cornerstone Learning Suite: target buyer personas, buying journey guides, product messaging and positioning, SEO recommendations.Co-Created sales and marketing materials including white papers, videos, datasheets, customer testimonials, landing pages, and other externally facing resources.Collaborated with other marketing functions (demand generation, events, PR, client advocacy) to develop effectively segmented campaigns and targeting product positioning, focusing on customer value and results over features and functions. Strategized with the Product Management team on product development and roadmap, contributing market research and adoption to inform product vision and strategy. Also prepared product launch documentation and release materials, building out new adoption materials with Cornerstone University. Presented enablement sessions to train client-facing teams on new product positioning, competitive landscape and nuances given our geographies, segments and industries. Often pulled in to team meetings to explain shifting market trends and how they relate to our product strategy and buyer needs.Success in this position led to my promotion into Competitive Intelligence and Strategy, overlaying with Product Marketing and Sales Enablement, covering all products, globally.

Remote First, Usa, Us

• Direct integrated B2B marketing strategy for US and UK, including branding, persona development, lead generation, channel selection and management, content strategy, segmentation, video production, website conversion rates, social media, SEO, events, paid ads and partner marketing• Lead strategy sessions to improve knowledge of customer journey, business model, target personas and keywords• Manage multi-title product set including mobile Apps, digital learning product and an extensive user platform and orchestrated all product launches • Work with sales team to provide sales support including email templates, proposal writing, RFP responses, collateral and other material to attract new clients. • Track business-critical marketing and sales KPIs that contribute to and result from quality leads: SEO, CPL, CAC, % leads from marketing, sales cycle, customer retention and others to make sure leadership sees value from marketing activities• Manage a diverse landscape of stakeholders, internal and external, including leadership team, global affiliates, reseller partners, direct customers, sales and marketing teams, operations and othersKey projects: • Introduced new marketing automation platform, Hubspot, and contributed to integration efforts with Netsuite CRM• Designed and implemented lead nurturing campaigns and lead assignment rules resulting in 150% leads to sales YOY• Created large user-friendly competitive landscape map and resources for sales and product development teams• Spearheaded new product line of repackaged IP, introducing new business model for company• Created new responsive company website on Wordpress with targeted content that increased web visitors and leads through better SEO and conversion paths• Launched new digital customer resource platform for internal knowledge sharing

Arlington, Va, Us

Led the go-to-market strategy of CEB's Talent Solutions product line for the EMEA regionAdvised on talent strategy for L&D, HR and Talent Management leaders at Fortune 500 clients, presenting CEB best practices researchManaged product set of talent-focused digital and consulting services offered to Fortune 500 clients across Talent, IT, Finance, R&D, Legal, Sales and Marketing clients and prospects.Scanned market landscape to pick up on trends, feeding them back into product evolutionDesigned and delivered sales training about product set, strategy and competitive landscapePartnered with over 150 sales reps and leadership on sales calls and proposalsLiaised between internal sales team, curriculum design team, and marketing team to deliver customized solutions to clientsRedesigned material and communication (brochures, one-pagers, emails, PPT presentation decks) for sales and promotionWrote RFP responses for complex engagements and proposalsWrote and edited marketing emails targeting specific executive audiences Built, tracked and managed a multi-million dollar pipeline of business

Arlington, Va, Us

• Identified and assessed new market opportunities and targeted customers among existing clients for market research and marketing of products• Conducted customer and user interviews during product development process to validate direction of product development• Developed product positioning and go-to-market strategy for line of new community-enhancing products

Arlington, Va, Us

- Supported the Member Services (Account Management) team on a portfolio of Fortune 500 clients in the General Counsel Roundtable- Data entry, answering incoming client requests, printing and shipping, supporting annual Executive RetreatsAccomplishments: - Awarded Top Coordinator in Member Services in 2007 for work to chase agreements for renewal revenue during Q4 close- Designed and delivered onboarding training for incoming support staff- Won 2 consecutive competitions about "solving tough business problems at CEB" with team of other coordinators in presentation to C-level at CEB.

Bachelor Of Arts (B.A.)

Ba, American Studies