Brian Groth Email and Phone Number

Example of my impact: In the first half of 2024, I ran 12 hands-on workshops for solution engineers. This is something I built to train them on the Einstein 1 platform, so they can build their own demos on it. I enabled others to run an additional 6 sessions, so together, we trained 1307 SEs and achieved an overall CSAT of 4.8 out of 5.0, and Facilitator CSAT of 4.9! Influenced ACV was... significantly in the hundreds of millions. I focus on our AI solutions, Einstein 1 and train our Solution Engineers by getting hands-on and deep into the products, such as Prompt Builder, Copilot Builder, and Model Builder. Overall, my role is to build and deliver learning experiences with tangible business outcomes, such as Pipeline Generation (PipeGen) and Annual Contract Value (ACV) through:- Expertise in AI & Data: Specialize in curating and delivering live training for Solution Engineers (SE, pre-sales, technical sales) on the Salesforce AI (Einstein) and Data (Data Cloud) products by partnering with other experts to build and explain product demonstrations and demo environments. - Product & Industry Enablement: Provide SEs with comprehensive insights on product updates, value propositions, and competitive dynamics, all tailored to specific industries and regions when possible.- Collaborative Impact: Partner with cross-functional teams to refine training strategies, leveraging data and AI to build better learning experiences.- Prompt Engineering: Educate my peers in Global Enablement on best practices with ChatGPT and Einstein to learn industry topics, sales methodologies, sales tactics, and so on.

My role is to activate the Salesforce Industries GTM strategy as an expert facilitator and trainer by delivering learning experiences that lead to measurable behavior changes and business outcomes, such as Pipeline Generation (PipeGen) and Annual Contract Value (ACV). I often leverage sales tools an AI, such as ChatGPT in a variety of ways to build or deliver training. Primarily:- Industry Seller Readiness: Deliver quality industry training sessions to activate sales teams on industry GTM strategies. Leverage industry specific simulations to enable our industry teams to have the very best conversations with their prospects and customers. Prioritize to enable on changing industry trends, relevant customer challenges, and key quarterly priorities.- Product & Industry Solution Enablement: Deliver structured, immersive industry product learning for sales, solutions, and customer success roles. Provide them with the knowledge they need to succeed with product updates, new product introductions, value & positioning, buyer personas, competitive landscape, and solution plays provided in the context of specific industries and regions. - Prompt Engineer: Educate sales teams on best practices with ChatGPT to learn industry topics, among many other topics. This all compliments how to use Salesforce's Einstein GPT solutions. - With a focus on Sales Enablement Impact: Partner with marketing, analysts, and other subject matter experts to see what's working and what's not. This is done by relying on the data of what marketing campaigns & content is working, what products are selling, and what sales campaigns (sales plays) are working. Measured by the impact to PipeGen and ACV.

Plan and run all EMEA-specific sales enablement initiatives for Salesforce.org: Training, coaching, opportunity planning, sales process guidance, etc.. Impact to the business and top activities have included: - PipeGen Enablement: Planned, built and delivered (produced & facilitated) a workshop focused on creating new opportunities (PipeGen), which resulted in new opportunities created, with 61% of the learners generating higher pipe (PipeGen) than their peers who did not take the training and 97% generating higher annual contract values (ACV). With a CSAT of 4.6/5.0.- Winning In-Quarter: Planned, built and delivered (produced & facilitated) a workshop focused on creating & winning new opportunities within the quarter, which resulted in 86% of the new opportunities created (due to the workshop) and won that quarter. With 68% of the learners generating higher pipe (PipeGen) than their peers who did not take the training and 15% generating higher annual contract values (ACV). - Data-Driven, Outcome-Focused: Created a cross-functional enablement group to identify future enablement topics based on performance data, business need, and leadership insight. This group then uses a standard framework to deliver the workshop.

- Lead the EMEA Sales Transformation team focused on sales learning & performance elevation- Drive sales onboarding, core capability development, and management effectiveness- Manage to, and report on, clear KPIs with lagging and leading indicators to track the impact to the business- Build strong trusted partnerships with key stakeholders at all levels in the organization- Define all front-line sales roles, including learning paths and related training needed, all aligned to core competencies per role

Responsible for Sales Strategy & Sales Execution Consulting with EMEA sales leaders and cross-functional business partners to drive Sales Transformation and Sales Productivity and to maximise Sales Effectiveness. 1. Drive the Palo Alto Network account planning program in EMEA by utilizing a variety of sales methodologies, techniques, learning tools, and practices 2. Coach and support sales managers against defined competencies and structured assessments 3. Manage the Palo Alto Network opportunity management program in EMEA 4. Manage sales training in EMEA to drive the application of sales knowledge, skills, and best practices. 5. Contribute to steering content/training development and delivery of formal training in EMEA, while guiding cross-functional peers to effectively prioritize strategic sales plays and programs.6. Develop and execute sales enablement frameworks for repeatable impact

- Manage Planet's Partner Channel and Sales Enablement team - Drive the strategy and day-to-day efforts for Planet's global partner programs- Drive revenue through efficient and effective partner management- Enabling Planet's direct sales team through training and whatever it takes to increase overall sales efficiency and productivity. - Direct the “last mile” of Planet’s Go-To-Market efforts to ensure sales and partners get the latest information, content and training when it needs to happen.- Direct the partner portal, communications, events and webinars - Coordinate cross-company efforts to integrate into regional ISV and startup communities, such as managing Planet’s 2018 sponsorship and challenge for the Copernicus Masters Program (https://www.planet.com/pulse/finalists-planet-daily-change-challenge/)

- Channel and Sales Enablement: Build and manage a sales enablement program and a channel enablement program, both including content, guidance and training- Sales Process and Methodology: Build a robust, but easy to follow, sales process and methodology to effectively communicate the value proposition of Planet to the global marketplace- Channel and Sales Playbook: Create and "land" a comprehensive Playbook for sales and partners, in partnerships with the partner program, product, and marketing plans - Sales Training: Create and/or manage content, resources, tools, sales communications and training to create a consistent message and brand- Channel and Sales On-Boarding: On-board new sales hires and partners- KPIs: Measure the impact to sales and channel productivity through revenue, deal volume and deal velocity - Channel and Sales Enablement: Build and manage a sales enablement program and a channel enablement program, both including content, guidance and training- Sales Process and Methodology: Build a robust, but easy to follow, sales process and methodology to effectively communicate the value proposition of Planet to the global marketplace- Channel and Sales Playbook: Create and "land" a comprehensive Playbook for sales and partners, in partnerships with the partner program, product, and marketing plans - Sales Training: Create and/or manage content, resources, tools, sales communications and training to create a consistent message and brand- Channel and Sales On-Boarding: On-board new sales hires and partners- KPIs: Measure the impact to sales and channel productivity through revenue, deal volume and deal velocity - Sales Content: Both create sales content, but also the processes and understandings required for others to create the right content for sales and partners

Overall: Created and managed the global Sales Enablement program, which included: - Training: Managed the overall Xactly Sales University (XSU), which includes planning, creating, coordinating and delivering training, focused on sales skills, competencies, content and tools; on-demand, online, and in-person. - On-Boarding: Brought sales reps on-board through a smooth process of getting started with a 30-60-90 day plan that involves training, mentoring and includes their manager as appropriate - Strategy: Assisted with the creation and improvements to the sales strategy, territory plans, and sales processes so sales reps can focus on the job of selling to the right accounts- Sales Process: Managed the overall guidance regarding the sales process, while looking for improvements and potential differences per segment that will improve win rates or shorten deal time- Content: Assisted in the creation of sales content to present and demonstrate to customers. Then, make the right content available at the right time during the sales process.- Tools: Selected and manage the tools to enable the sales processes and training efforts, including ensuring the tools are being used by the sales organization with a positive ROI. These included Brainshark, CommercialTribe, ToutApp, LinkedIn Sales Navigator, KnowledgeTree, InsideView, ZoomInfo, and DiscoverOrg- Communications: Established a rhythm of the business with a calendar of aligned training, business reviews, field communications, content updates and other sales-related events- Team Alignments: Improved organizational alignments to close more sales quicker with smooth customer hand-offs along the way. This includes sales development, sales reps, sales engineers professional services and customer success & support.- Measures: Ensured the overall enablement efforts are having positive impact on productivity by measuring overall deal volume and velocity, including ramp time for new employees.

Overall, manage sales programs, processes, content and training at Xactly, but specifically, identify, create and own whatever the sales organization and reps need to drive sales in their territories. This includes: - Sales Process: Create a sales process aligned to the buyer journey, and then change the organization and tools to implement the new process by being the change agent within Xactly- Sales Content: Align sales content to the sales process, with a content strategy, communications plan, and create the content when needed and coordinate with the marketing team to have it created- Sales Training: Identify and create the training needed for the content, tools and skills, which are aligned to the sales process. Then create the courses and teach them, or coordinate subject matter experts (internally and externally, such as Barry Rhein, CEB w/ Challenger Sales experts, etc.)- Sales Tools: Investigate and implement tools when necessary, such as: Content Selling Platforms (KnowledgeTree, SavoGroup), Learning Management Systems (Brainshark, Blackboard, etc.), Sales Certification Systems (CommercialTribe, etc.), E-mail Tracking Tools (YesWare, ToutApp, etc.), Gamification (Hoopla, etc.), Social Selling (LinkedIn, InsideView, etc.) all integrating with CRM (Salesforce.com, Dynamics, etc.) and marketing automation systems (Marketo, HubSpot, etc.)- Sales Strategy: Shape the field sales strategy and tactical plans that influence sales execution and pipeline

Clients and responsibilities include:- Argent Communications Group: Create the marketing strategy, source leads, and implement an e-mail marketing campaign (outbound marketing) - Sousa & Meyer Lending: Create the inbound marketing strategy and implement a video blogging campaign on YouTube that leverages Facebook, LinkedIn, Twitter and a Wordpress-hosted blog- Society Consulting (societyconsulting.com): Business Development Director focused on qualifying leads in companies needing Big Data and BI strategy, solutions and applications while also recruiting Java developers - Engineerus (engineerus.com): Director of Sales Engineering focused on qualifying leads in companies with iOS apps who need Android software development- Digital Doughnut (digitaldoughnut.com): Creation and development of a marketing and technical networking group based in San Francisco to create and nurture future leads for digital marketing opportunities

A broad reaching role responsible for developing, managing, and leading programs to impact revenue through marketing and sales alignment for Microsoft Advertising while driving cross functional collaboration and accountability. - After selling the project idea to executives, I created a global win/loss program that drove regular improvements to sales, pricing and marketing strategies while also improving the sales process and CRM system- Developed and implemented a global go-to-market process for a new ad product. The process was then adapted by the rest of the organization as a best practice and influenced the design of a new marketing operations framework- Created new sales materials and sales training for social media advertising and the competition, with a special focus on the proper focus on earned, owned and paid media. This sparked further investment from senior executives in a competitive intelligence program - Presented social media advertising to Fortune 500 companies, contributing to 100% team quota attainment - Investigated and proposed a marketing automation solution to tie marketing efforts (newsletters and web pages) into the sales process and CRM for lead management and nurturing follow-up sales - Investigated and proposed social selling solutions for Microsoft Advertising sales team

Directed the European Microsoft Advertising consumer marketing strategy, operations, and regional management for Windows Live products including Hotmail and Messenger. - Managed geographically dispersed team of marketing and product managers resulting in effective delivery of high-quality consumer marketing strategies across European markets- After executive approval, I established annual planning events for the regional product and marketing managers- Created regional consumer marketing strategies for the Windows Live products with full adoption in local markets- Led development and delivery of Messenger TV program, including technical architecture design, budget and vendor management as well as consumer marketing strategies to release in 12 languages and adoption in 20 countries. This resulted in a corporate achievement award and promotion and allowed the senior regional executive the opportunity to explain the solution on CNBC and other TV and print news channels.

Directed the development of Microsoft’s largest demo environment leveraging virtual servers, PCs, and mobile devices. - Managed team of 8 employees and budget of $1 million to develop and deploy global demo platform. - Presented to numerous Fortune 1000 customers, resulting in increased sales opportunities and contributing to successful close of several multi-million dollar Microsoft-based solutions sales. - Developed strategies and analysis required to determine why and where to start a new MTC facility. With executive approval, I helped launch new local facilities and trained employees in Taipei, Beijing, Tokyo, Dubai, and Munich. - Managed the global MTC technical community, resulting in invitation to the Microsoft High Performing Leaders program.

Managed solution demos architecture, development and delivery to support technical sales teams worldwide. - Managed team of 10 to architect, develop, and deliver cross-product demonstrations, resulting establishment of an organization that was viewed as a coveted next-step in the career of technical sales professionals.- Presented to numerous Fortune 500 customers, directly contributing to closing millions in technical sales. - Architected technical solutions based on pre-release Microsoft software and developed a portable demo and content delivery infrastructure to support global sales teams.

Led technical deployment and adoption programs for sales and marketing teams. - Managed migration for product support groups from CompuServe to NNTP Newsgroups.- Educated senior leadership on new technologies, resulting in success of numerous projects due to widespread adoption across the company.

Provided support for OS/2 LAN Manager and products relying on “LAN Manager” client technologies.

Led successful migration from OS/2 to Windows 3.1 and provided ongoing support to engineering and business teams.

Managed installation of all DOS-based PCs and lead the training for Microsoft Office products.