Beverly Spaulding Email & Phone Number

Prilly, Canton De Vaud, Ch

Built a senior team of revenue-driven marketers, driving a 40% increase in the overall pipeline and a 85% growth in ARR since joining• Strategy & Planning: Design and implement a holistic demand generation strategy aligned with the company’s +35% growth objectives. Oversee the marketing plan and budget to meet demand generation targets. Ensure demand gen initiatives are integrated with revenue goals and the company’s broader DEX category strategy. In partnership with Sales Operations and Corporate Strategy, define target ICP accounts.• GTM Tech Stack: Select, implement, manage, and document go-to-market technology and platforms. Drive continuous enhancement and enablement of the tools within the marketing and sales organizations based upon usage metrics. • Data Hygiene, Analysis & Reporting: Track and report on key demand generation KPIs, including pipeline growth by stage, conversion rates, and ROI. Ensure customer data privacy and compliance. Continuously enrich the contact database Implemented persona tagging in support of ABM strategy. • Budget Management: Oversee the global marketing program and tech stack budgets totaling $15M+, collaborating with Finance to forecast, track, and manage marketing spend. • GTM Alignment: Key stakeholder in the development of the end-to-end lead management process including lead capture, lead scoring, nurture, and defining service-level agreements for lead disposition and progression.

Prilly, Canton De Vaud, Ch

Troy, Mi, Us

• Team Leadership & Management: Oversaw Demand Generation and Marketing Operations team including Acquisition Marketing, Customer Growth Marketing, Field Marketing, Event Marketing, Partner Marketing, and Marketing Ops.• Demand Generation Strategy: Collaborated with sales & marketing leadership to establish marketing sourced and influenced contribution goals, reverse waterfall, and conversion rates throughout the funnel. Achieved 110% of marketing sourced goal in 2020 based on 54% (first touch) marketing sourced bookings contribution.• Strategy & Planning: Responsible for the strategy, plan, and execution of all Demand Generation efforts to drive marketing sourced pipeline and bookings growth.• Processes & Alignment: Led interlock with regional sales leadership to align priorities and sales plays. Adjust sales plays and campaigns as required by changing market conditions and emerging opportunities.• Corporate Events: Oversaw annual thought-leadership based conference, PowerPlex, as well global events. • Reporting & Analytics: Forecasted, measured, analyzed and reported weekly on the impact of demand creation activities on sales pipeline, revenue, and sales cycle length.• Data Hygiene: managed contact database of 600k+ contacts and enrichment. Developed and implemented title normalization and persona tagging.• Marketing Tech Stack: Oversaw platform operations team responsible for onboarding, implementing, and enabling martech.• Campaign Operations: Management of all Eloqua email campaigns. Rolled out updated lead scoring model and developed global subscription center strategy.• Analytics & Planning: Managed Marketing SFDC dashboards and reporting. Collaborated with Sales Ops to define the lead to revenue process including lead capture, lead scoring, and service-level agreements. Worked cross functionally to identify leaky areas of the funnel and investigate process improvements. • Budget Management: Managed and maintained global Marketing budget.

Troy, Mi, Us

Boston, Massachusetts, Us

• Developed integrated, multi-touch demand generation campaigns that drove MQLs, SQLs and bookings growth for PTC’s IoT manufacturing solutions (ThingWorx and Kepware) worldwide.• Developed and implemented ABM specific strategies, target lists and campaigns that include one to many, one to few, and one to one across the buyer’s journey.• Partnered closely with Sales, BDRs, Product Marketing, and Product Management to identify and orchestrate ABM programs leveraging fit, intent, and engagement. • Collaborated with the global field marketing teams to develop localized demand programs executed in each geo.• Forecasted, measured, analyzed and reported on the impact of demand creation activities on sales pipeline, revenue, and sales cycle length. Monitored and improved program performance. • Developed waterfall models based on annual bookings goals.• Maintained demand generation budgets of $1.5M+ globally and monitor/optimize ROI across all channels.• Led a team responsible for $35M+ in annual marketing sourced pipeline contribution.

Boston, Massachusetts, Us

• Oversaw creation and execution of CAD (Creo and Mathcad) demand generation campaigns globally including everything from content and campaign creation to sales & channel enablement, timelines and success metrics. Tracked and reported on campaigns throughout the funnel.• Grew 2016 Creo Marketing sourced pipeline 140% YoY.• Built “campaign-in-a-box” programs for CAD’s 100+ global channel partners that included content creation and sales enablement materials. Tracked campaign performance, revenue impact, and partner adoption.• Oversaw project management, implementation and reporting of chat functionality for PTC Mathcad sales producing ROI upwards of 760%.• Collaborated with field marketing on CAD campaign plans globally, managed regional marketing spend and monitored campaign performance based on leads and pipeline.• Managed PTC Mathcad Facebook, Twitter, LinkedIn, and blog accounts.

Needham, Ma, Us

Digital Account Services Team Lead (Jun 2011- Jan 2013)Digital Account Services Specialist (Mar 2010 - Jun 2011)• Oversaw demand generation direction, campaign management and marketing optimization of key account teams including Dell EMC, HP, IBM, Oracle, VMWare and NetApp.• Worked directly with Sales Executives and Management, Design and Production, Marketing and accounts throughout North America to ensure campaign accuracy and best practices across the department.• Supervised a team of eight demand gen campaign managers and directly managed four report specialists and one campaign specialist responsible for 300+ demand gen campaigns.Coursework: Managing Conflict and Collaboration, Managing Change, The Manager’s Magic Potion, Situational Leadership, Management 101, IDG Compass, Excel Levels 2 & 3, Excel Pivot Tables, Advanced PowerPoint.

Newburyport, Massachusetts, Us

Account Manager (Jun 2008- Jun 2009)Junior Account Coordinator (Jan 2008- Jun 2008)Intern (Oct 2007 - Jan 2008)• Project managed all digital, social and traditional media campaigns for clients including print, direct mail, TV, radio, social media, Google PPC and online newsletters/ eblasts.• Consulted with the sales team to plan monthly budgets and execute advertising objectives.• Collaborated with the creative, production and social media marketing departments to develop strategic implementation and ensure timely delivery of all campaign elements as well as client satisfaction.