Craig Olson Email & Phone Number

Menlo Park, Ca

DSG is now Corporate Visions, the leading provider of science-backed revenue growth services for sales,marketing, and customer success. As part of Corporate Visions, I help global B2B companies articulate value and promote growth in three ways:• By developing targeted growth plays that directly support your top revenue strategies• By engaging prospects and customers to acquire, keep, and expand more business• By equipping and enabling all your commercial teams to execute your growth plays

Menlo Park, Ca

As a Consulting Principal with DSG, my primary focus is sales enablement and helping organizations implement their growth strategies. Many of our clients will have recently made a strategy change and they’re clear on the "WHAT." They’ve invested substantial time and money in their strategic direction and where the sales channels should focus to drive growth. We work with clients on the "HOW." How to equip every sales channel to implement the strategy. How to achieve targeted sales results. How to drive lasting sales behavior change. How to get there faster. Typical growth strategy changes for DSG’s clients include:• A recent merger or acquisition• Launch of a new product, service or integrated solution• New positioning, executive messaging or value propositions• Sales culture transformation (e.g., a change in sales methodology or a new focus on industries versus solutions)• Major shift in customer engagement strategy (e.g., targeting a new audience or level in the customer organization) • New sales model and organization structure• New focus on leveraging Channel or Alliance Partners to drive growthDSG has been around for 28 years with more than 500 clients, including high-tech companies such as SAP, HP, Adobe, Xerox, Symantec, Cisco, Citrix, Panasonic, Acxiom, and many others. Over the past several years, we’ve expanded our focus to include venture-funded pre- and post-IPO companies that are focused on growth. Example DSG clients include Tableau Software (went public in May 2013), Whiptail (acquired by Cisco), Opower (went public in April 2014), Lithium Technologies, Turn, DataXu, and Monetate. These companies are rapidly scaling their marketing and sales operations and need the sales enablement tools to maximize the effectiveness of new and existing sales reps and managers as revenues grow from $10M to $100M to $1B+.

San Mateo, Ca

Xpert Financial was a financial technology solutions company that pioneered a new way for private companies to raise capital and access liquidity for their shareholders. The company’s core product, Xpert ATS, was a fully-electronic alternative trading system (or “ATS”) built exclusively for private company securities. It was operated by Xpert Securities, Inc., a registered broker-dealer subsidiary of Xpert Financial and a member of FINRA.As CMO at Xpert, I was responsible for the company’s marketing strategy and execution, including positioning and branding, public relations and awareness programs, digital marketing initiatives, and lead generation programs.

Startup Social Media Marketing solutions company with proprietary social mapping, analysis and targeting technology. Key accomplishments include:• Developed new business model/financial plan and new branding, positioning and messaging in preparation for financing.• Raised Series B financing. • Implemented all key G&A systems and processes, including HR, payroll, benefits, legal, finance and accounting. • Implemented all sales systems and processes, including territory plans, compensation plans, forecasting methodology, and customer relationship management. • Increased the number of prospects in the sales pipeline by seven-fold within three months of close of financing. • Placed founder as a speaker at key social media marketing events, including ad:tech and Digital Hollywood conferences.• Secured prestigious industry awards including MarketingSherpa’s Viral Marketing Hall of Fame Award and a finalist for ad:tech 2008’s Best Social Media Marketing Campaign.

A Silicon Valley-based consultancy focused on marketing and sales strategy and execution for large and small high-tech companies. Example engagements include:• Quest Software – Performed multiple primary and secondary research projects associated with key product launches, including pricing strategy, competitive and product gap analyses, and potential technology and business partner ecosystems.• Vencore Capital – Completed a detailed Marketing Audit and Positioning & Messaging Audit for executive management. Leveraged audit results to completely revamp Vencore’s branding, messaging and positioning, and corporate website.• CaseCentral – Conducted primary and secondary research studies focused on analyzing current pricing methodologies and purchasing behavior, and testing potential new pricing models. • American Capital – Assisted American Capital with its due diligence of an Incentive Compensation Management (ICM) solution firm prior to a potential investment.

Market leader in email archiving, compliance, electronic discovery and litigation support solutions. Acquired by Autonomy in 2007 for $400M. Key accomplishments include:• Helped grow company revenues from $5M in 2002 to more than $100M in 2005. • Integrated solutions from two acquisitions and re-positioned the company as the market leader in content archiving and eDiscovery solutions. • Helped develop and refine overall corporate and product strategy. • Executed a broad-based PR program that resulted in 100 press interviews, 200 articles, eight industry awards and 12 in-depth industry analyst reports in a single year.• Created and implemented a comprehensive set of lead generation programs that produced more than 10,000 leads and $60M in pipeline value.• Defined and executed key channel marketing programs to support 50 resellers. • Implemented joint marketing programs with IBM, Microsoft and EMC that generated 25% of the company’s overall annual revenue.

Market leader in Enterprise Contract Management (ECM) solutions. Key Accomplishments include: • Repositioned the company to sell enterprise-level solutions to the Fortune 1000. Within three months, signed up Kraft, Andersen, Deloitte & Touche, BEA Systems, and Intuit. Increased the average deal size by a factor of 3x. • Established ECM as a major new category of software with key industry and financial analysts. Market forecasted by Goldman Sachs and CSFB to grow to more than $3 billion by 2005.• Co-led the product planning process with the VP of Engineering.• Implemented Deal Power 2001, a highly successful user conference co-sponsored by Andersen, Ariba, and HP. Helped establish diCarta as a major force in the ECM space. • Created and launched an industry-leading portal for revenue management best practices co-sponsored by Financial Executives International (FEI). Helped establish diCarta as a thought leader in ECM and revenue recognition.

Leading provider of Data Profiling solutions for Global 2000. Key accomplishments include:• Implemented targeted, results-oriented marketing programs that helped ramp revenue from $200K in 1997 to more than $20M in 2000. Increased the average deal size by 2-3x, including several multimillion-dollar deals. • Successfully repositioned the company to sell enterprise-level solutions to the Global 2000. Signed up 40 G2000 companies across multiple industries.• Wrote the corporate business plan used to obtain $16M of mezzanine financing.• Led the product release process for the company. • Completely re-invented the company’s corporate and product identity. Established Data Profiling as a significant new category of software with key industry analysts.• Achieved numerous industry awards, including Computerworld’s “100 Emerging Companies to Watch in 2000,” Upside’s “Hot 100 Private Companies,” and Open Systems Advisors’ “Crossroads 2000 A-List” award.

“Virtual Database” technology company acquired by Amazon.com for 100x revenue in 1998. Key accomplishments include:• Led efforts to productize and release the company’s products. • Developed and implemented the company’s corporate/product identity and positioning.• Executed an extremely successful company launch, resulting in in-depth coverage by key press and analysts, including over a dozen feature stories and detailed analyst reviews.• Worked with the executive team to change the strategic direction of the company from enterprise software to online media with a focus on content aggregation and distribution, eventually resulting in the acquisition by Amazon.com.

CRM Solutions Company. Key accomplishments include:• Worked with the CEO to create the corporate business plan used to raise $5 million of initial venture financing. • Worked with the founding team to successfully define and release the company’s initial products and develop a 2-year technology and product road map.• Executed an extremely successful company launch. Managed all subsequent corporate marketing activities. Consistently recognized as one of the top six CRM solutions (out of over 300 offerings) by key industry analysts.

Pioneer of Network Attached Storage (NAS) systems. Completed IPO in 1993. Key accomplishments include:• Helped grow the company from 25 to 400 people, ramp revenue from $0 to $100 million, and implement an IPO. Grew the marketing department from three to 25+ professionals and managed an $8 million budget.• Led the company’s strategic planning, product planning, and product release processes.• Developed strategic relationships with key SIs and partners, producing 30% of Auspex’s domestic revenues in 1993.• Managed all aspects of corporate and marketing communications, from initial company launch through IPO.

Pioneer of 3-D graphics systems and software. Completed IPO in 1987. Key accomplishments include:• Helped grow the company from 50 to 1,200 people, ramp revenue from $0 to $300 million, and implement an IPO. • Managed the entire product lifecycle for the company’s first two generations of products, including product definition, release, launch, ongoing support and promotion, and end-of-life.

Mba, Marketing/Finance

Ms, Electrical Engineering

Concurrently completed the first three years of Harvard Medical School.

Bs, Electrical Engineering

With Distinction