Dan Dearing Email & Phone Number

Washington Dc-Baltimore Area

At ValueSherpa Consulting, I specialize in guiding cybersecurity vendors through the complexities of product marketing, helping them bridge the gap between technical solutions and meaningful business outcomes.I offer flexible, fractional product marketing services tailored to the needs of startups and vendors that require an experienced hand to advance their strategic goals:- Strategic Messaging & Positioning: Craft compelling narratives that highlight unique product benefits and differentiation, ensuring relevance for both enterprise decision-makers and security professionals.- Sales Enablement: Equip sales teams with targeted resources, competitive insights, and training that foster confidence and drive high-value deals.- Analyst Relations: Build relationships with industry analysts, facilitating strategic engagements that validate product offerings and establish thought leadership.- Competitive Intelligence: Implement and modernize competitive intelligence programs to inform product positioning and increase sales success.- Go-to-Market Planning: Develop agile, cross-functional launch plans that accelerate time-to-market and resonate with the cybersecurity buyer journey.For a deeper look into my approach and work samples, please explore my product marketing portfolio, which showcases successful strategies and tools designed to drive results.

Washington Dc-Baltimore Area

Led the Transformation: Helped orchestrate the company's transition into a Cloud Native Application Protection Platform (CNAPP) provider, focusing on fortifying cloud security. Responsibilities encompassed refining product messaging for hybrid cloud relevance, empowering direct and channel sellers, nurturing competitive intelligence, and managing analyst relationships.Strategic Repositioning: Strategically revamped the analyst program, positioning Uptycs as an innovative leader in cloud security. This effort garnered mentions in Gartner, Forrester, and KuppingerCole market reports, solidifying Uptycs’ status as a innovative cloud security provider.Sales Enablement Excellence: Spearheaded the revitalization of sales enablement efforts, introducing outcome-driven sales plays and delivering comprehensive sales kits tailored specifically for Kubernetes, containers, CI/CD, and AWS cloud security solutions.Enhanced Competitive Intelligence: Transformed competitive intelligence practices by deploying Crayon.co, facilitating dynamic tracking of 20+ competitors. Instilled a culture of competitive intelligence within the organization, engaging sales and other customer-facing teams to crowdsource information.Innovative Marketing: Investigated and integrated generative AI solutions into product marketing activities, elevating Product Marketing productivity and effectiveness despite limited resources and staffing.

Remote

- Reporting to the Chief Product Officer with a dotted line to the CMO as an individual contributor.- Supported existing compliance business while launching our new security offering with responsibilities for product messaging and positioning, sales enablement, competitive intelligence, and analyst relations. - Launched analyst program that repositioned SafeGuard Cyber as a provider of Integrated Cloud Email Security with inclusion in Gartner, Forrester, and the451 market reports. - Revamped the product release process that tripled customer awareness for new features and improvements using in-product messaging delivered via Pendo and the SafeGuard Cyber platform.- Modernized the competitive intelligence approach with Crayon.co, providing dynamic tracking of 40+ competitors and influencing $100K in revenue in its first quarter of use.

Remote

- Led product marketing team as a player/coach marketing a suite of 4 security operations products which annually contribute $120M in new enterprise business.- Collaborated with Product Management to acquire and launch network detection and response (NDR) solution which generated a pipeline of $30M and revenue of $2M in the first 6 months of selling. - Launched Crayon.co to modernize competitive intelligence approach and boost win rate by 9 points in its first quarter of use.- Created topic tracks and coordinated content development for the 2021 RhythmWorld security conference which grew attendance by 20% and attracted a record 2530 registrants. - Developed analyst messaging and positioning which helped increase positive analyst mentions by 15% to 30.

Washington D.C.

CAQH is a healthcare IT provider working to streamline the business of healthcare. • Built and led a team of 6 product marketers selling 7 healthcare IT solutions • Retooled the go-to-market approach, empowering product marketers to own their business responsible for product marketing, sales enablement and demand generation.• Drove ABM strategy that identified and targeted 100+ net-new customers to fuel revenue growth in 2020.• Implemented digital marketing infrastructure consisting of Salesforce/Pardot (automated marketing), Highspot (sales enablement) and Demandbase (ABM).

San Jose, Ca

Network security: helped transform industry-leading VPN vendor into a Secure Access provider for mobile, cloud and the data center. • Coached team of 4 product marketers selling 6 security products to power annual double-digit product revenue growth.• Launched comprehensive zero trust security solution, driving 30%+ new business in 6 months, adding 50+ enterprise clients. • Launched MSP offering and partner program to deliver managed secure access for small and midsized enterprises.• Built online PRM and product marketing portal, enabling 100+ sales reps and 1800 partners to drive sales growth 20%.• Drove Gartner, Forrester, IDC, EMA, and Ovum analyst interaction, achieving top Secure Access and NAC solution awards.• Solved revenue decline by creating competitive mobile, cloud, and data security solution, forecast at 10% of 2019 revenue.• Developed quarterly sales promotions, growing sales channels and delivering $15M in revenue over 12-month period.• Supported marketing communications through public press interviews, blog content creation, creative bylines, and speaking at conferences on best practice solutions.

Washington D.C. Metro Area

Acquired by Pulse SecureMobile security: helped enterprises securely unlock new possibilities with mobile apps and BYOD.• Helped drive $100M acquisition, introducing mobile and cloud security to increase available market 300% to $3B.• Developed product marketing positioning and messaging, advancing acquisition of MobileSpaces by Pulse Secure as part of divestiture from Juniper Networks.• Created product launch process and checklist, utilizing demand generation campaigns to accelerate product adoption.• Led customer discovery and use case validation, building early customer proof points funnel, acquiring $8.6M in Series B funding and OEM relationship with Juniper Networks.

New York, New York

Acquired by GoogleAndroid security: Helped make Android smartphones and tablets enterprise-ready. • Built demand generation machine leveraging public relations, automated marketing (Marketo), online remarketing, and inside sales generating 150+ company sales funnel worth $30M in revenue in 3 months.• Increased Verizon and other business channels 10x, resulting in 200K freemium app downloads.• Launched carrier channels with Verizon Wireless and Bell Mobility in 6 months, providing onsite presentations, webinars, collateral development, pricing support, competitive analysis, sales training, and web-based portal development.• Grew online publication coverage in Wired, Fox News, PC World, PC Magazine, Business Insider, Financial Times, and Bloomberg.

Columbia, Md

Enterprise mobility management: Helped enterprises transform their businesses with the latest mobile devices, applications and services.• Developed marketing strategy and sales tools to support 30+ sales team with annual revenues of $10M and 500+ customers.• Instituted twice-weekly analytical sales huddles to fine-tune messaging for technical marketing engagements, countering competition and defusing customer objections, prioritizing product and marketing deliverables.• Defined and guided mobile device management (MDM) product support for Apple and Android mobile devices, expanding addressable enterprise market beyond BlackBerry through competitive research.• Grew and led team of 5 sales engineers, cross-selling and upselling, helping customers modernize mobility solutions.

Acquired by McAfee• Worked with Strategy Analytics and other industry analysts to create the EMM product category, positioning Trust Digital in a $3B market by 2012. • Repositioned Trust Digital from a government-focused provider of smartphone security solutions to a supplier of enterprise mobility management (EMM) platforms for iPhone, Android and other consumer smartphones, resulting in acquisition by McAfee.• Created marketing and product strategies that resulted in partnerships with AT&T and Apple• Expanded Trust Digital markets outside of the US by addressing 70% of the global iPhone market with resellers and service provider channels.• Responsibilities include promoting Trust Digital products with a product marketing mix of proposal support, marketing presentations and briefings, and collateral development; driving requirements definition, product planning and scheduling, product pricing; conducting market research, competitive analysis and sales training.

Acquired by GenBand• Collaborated with the Yankee Group to create the session controller product category that positioned NexTone in a $1.2B market by 2008. • Grew and led a team of 10 people in the execution of NexTone’s marketing strategy with key responsibilities including product promotion, planning and pricing.• Developed an incremental product and partner strategy that grew annual corporate revenues from $250K to $45M.• Articulated NexTone’s long-term strategy to investors and analysts to help raise a total investment of $87M.

• Successfully managed the domestic and international rollout of Ciena’s flagship optical transport platform (MultiWave Sentry 4000) to Sprint and thirteen other carriers contributing over $300M in revenue.• Created a single pricing framework for the MultiWave family of products and increased product margins by programmatically reducing component costs.• Demonstrated problem solving skills by developing and launching a worldwide equipment upgrade program that mitigated a critical product defect.• Created the SmartSpan brand name to highlight key software features of the MultiWave product line.• Coordinated engineering, manufacturing and sales resources to ensure competitive time-to-market for MultiWave products. This effort included proposal support, marketing presentations and briefings, product requirements definition, product planning and scheduling, market research, and product pricing.

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