I am currently an advisor who specializes in go-to-market strategy and execution for the enterprise software market. As a four-time chief marketing officer (CMO), I provide CEOs and board of directors expert guidance on how to profitably scale their business to maximize shareholder value. Prior to my current role, I have been a CMO for the last 11 years at two Andreessen Horowitz (A16Z) portfolio companies – initially in 2010 when they made their first investment in Apptio and then in 2019 for their largest investment in Tanium. At Tanium (an endpoint cybersecurity company), I was brought in by an A16Z board member to transform the company's go-to-market strategy in from a sales-led platform to transactional product-led growth play. I committed two years to rebuild the marketing team, build a cloud offering and establish segmentation to bring better predictability to their pipeline, forecasting and bookings goals. At Apptio (a SaaS IT budgeting and financial analyses company), I spent close to a decade building the company, conducting a successful initial public offering in 2016, and in 2019 positioned the $2B acquisition of the company to Vista Equity. This successful outcome was fueled in large part because my team built a commercial strategy based on broad market education and creating industry financial standards that only Apptio products could initially deliver – thus locking out our competitors. To drive that commercial strategy, and on top of my duties as Apptio’s CMO, I had the opportunity to establish a global nonprofit organization called the Technology Business Management (TBM) Council. As the Founder and CEO of the TBM Council, we drove industry standardization across the private sector and public sector – including changing several U.S. federal and state laws for technology cost optimization and planning. Through this approach, Apptio gained direct access to over 20,000 CIOs, who influenced over 2/3rds of worldwide technology spending. Prior to Apptio, I was the CMO and Vice President of Products at NetIQ. I defined the strategic direction and led product management and marketing activities across NetIQ’s portfolio of systems and security management products. During this time, I was an integral part of NetIQ’s conversion from public to private company. Before becoming CMO at NetIQ, I spent four years as the Vice President of Corporate Strategy. In this role, I defined the product direction, led product management and was responsible for identifying and positioning potential acquisitions.