Dave Hawley Email & Phone Number

San Francisco, Ca, Us

I help early stage B2B Saas startups build repeatable and scalable marketing and sales growth.

Reported to the CEO at this Series C and D startup. Dynamic Signal grew 90% in 2017 to $34M ARR. Successfully repositioned company as a leader in a new SaaS category. Increased pipeline to support marketing and sales development team growth from 15 to 50 people. Created results-driven culture and alignment with sales. Results:400% growth in MQLs 300% growth in SQLs200% increase in MQL to SQL conversion rate300% growth in SQL to customer conversion rate30% drop in cost per acquisition300% increase in marketing-originated SQLs150% increase in ASP/ACV for target accounts40% decrease in sales cycleTeam: I rebuilt goals, targets, compensation plans, and success metrics. We built a culture of personal growth, accountability, and teamwork while building predictable, repeatable, and scalable pipeline growth.Demand Generation: Team leveraged expertise in ABM, SEM, SEO, marketing technology, email marketing, website optimization, events, and more. We consistently improved MQL and SQL conversion rates and reduced cost per acquisition while volume grew from hundreds to thousands of MQLs monthly.Sales Development: Implemented alignment with marketing and sales via new compensation plans, career paths, internal promotions, and improved training and culture. Grew pipeline from $21M in one year to $21M in a single quarter. Product Marketing: Repositioned the product suite into a new category and delivered positioning, messaging, sales enablement, and training. Repositioning grew ASP 3-5x for target accounts while the sales closing rate tripled. Content Marketing: Team created a library of innovative content, sales collateral, videos, ebooks, and webinars from original data, Fortune 500 customer stories, and thought leadership articles. Communication: Team produced compelling press and analyst narratives and internal communications. We secured coverage in Inc., Huffington Post, Forbes, The Chicago Tribune, Adage, and dozens of other relevant publications.

Reported to the CEO at this Series A and B startup. SocialChorus grew from $0M to $8M in SaaS revenue. I built the company's first marketing and sales development team from the ground up to 20 people.Successfully repositioned company as a viable alternative to category leader and then again as a leader in a new category. Results600% growth in MQLs900% growth in SQLs400% increase in MQL to SQL conversion rate600% growth in SQL to customer conversion rate350% growth in marketing-originated SQLs150% increase in average sales price for target accounts60% decrease in sales cycle time50% drop in cost per acquisitionTeam: Recruited the first 20 marketers and sales development representatives. We built a culture of personal growth, accountability, and teamwork while building predictable, repeatable, and scalable pipeline growth.Demand Generation: Team drove the marketing contribution from 20% to 75% of the total pipeline. MQL volume grew from hundreds to thousands monthly while driving down acquisition costs by 50%. Sales Development: Grew team to 12 sales development reps and managers. Team culture, training, internal promotion track, and alignment with sales helped this team consistently overperform, growing $0 SaaS pipeline to eight figures. Product Marketing: Repositioned product into new category. Delivered positioning, messaging, sales enablement, and training to support repositioning that grew ASP 3-5x for target accounts.Awareness: We drove quarterly coverage in leading publications leveraging original data, Fortune 500 customer stories, and thought leadership in Fast Co., Forbes, HuffPost, WSJ, and a dozen other relevant publications. Created #1 share-of-voice position versus top 4 competitors on social media. Content Marketing: Each month, the team delivered ebooks, surveys, research, webinars, and thought-leading content. We created original content covering current trends, company data, customer webinars, and customer stories.

Reported to the CMO at this Series B startup. We launched a new category and new products to create a highly differentiated message and offering.Delivered collateral and tools supporting sales and demand generation programs (ebooks, customer webinars, though-leadership articles and blogs, online demos, and customer testimonials).The product marketing team built sales enablement at PowerReviews from the ground up. We supported this twenty-person sales team while launching a new category and products as the company began consistently turning some of the world's largest companies into customers. This launch accelerated sales cycles by 30% and was supported by a full library of sales-enablement training and tools (solution-sales training and materials, customer testimonials, quantified ROI, competitive "kill-sheets," sales scripts, nurturing emails, pricing tools, ROI calculators, and customer reference database). The close rate on competitive deals went from 20% to 80% in 9 months. The majority of this new business was won in competitive sales versus BazaarVoice, a public company, and the category leader. Previously BazaarVoice consistently beat PowerReviews at an 80% rate.BazzarVoice acquired PowerReviews 9 months after the launch of this campaign. I managed one direct report. We worked closely on the above with the CEO, CMO, VP of product, VP CS and CTO.

Reported to the CMO at this Series B startup. Delivered collateral and training for new product launches, sales enablement, and inbound lead generation through website optimization & SEO.Delivered differentiated product collateral and messaging. Drove multi-channel product launches with cross-functional team, highlighting the capabilities of product to prospects, press, and analysts.Delivered 1000s of qualified inbound leads by optimizing SEO, search engine, and content marketing. We drove a 300% increase in leads generated via search engine marketing and an 80% increase in organic traffic to website through SEO, website structure, and conversion optimization improvements.Along with one direct report, we created innovative digital collateral, tools, and training supporting these programs (whitepapers, topical webinars, interactive free trial coaching tool, customer testimonials)Team delivered a full library of sales enablement tools (positioning training, competitive analyses, pricing tools, ROI calculators, reference database) while sales cycles was shortened by 30%.

Reported to the CMO at this Series A, B and C startup. As an early employee (#27), I delivered and supported a broad base of marketing efforts over 4 years, including product marketing, sales enablement, demand generation, email marketing, international marketing, partner marketing, field marketing, website conversion, SEO and search engine optimization. Produced differentiated product marketing and sales collateral, tools, and training. Delivered high-quality product launches. Translated high customer satisfaction into written and video testimonials, helping to increase close rate and decrease sales cycles. Built thought-leading marketing surveys and content, driving coverage in top IT trade publications. Significantly increased website traffic by leveraging SEO, SEM and conversion optimization techniques with webmaster. Continually increased lead quality while lowering costs for $1M digital marketing budget. Worked with sales leadership to drive channel marketing to 30%+ of the company’s overall revenue. Drove international marketing campaigns from 1 to 10% of the company pipeline. Received multiple “Best Presentation,” awards at Gartner’s enterprise summit events.

Chesterfield, Mo, Us

Product marketing for $6B provider of CRM software.Developed collateral and training to support company pivot from a service to a product offering.Delivered sales presentations, white papers, demos, case studies, ROI analysis, customer testimonials and analyst relations content.

Boston, Ma, Us

Delivered thought-leading market research and go-to-market consulting. Recommended market entry, positioning, product development, and sales strategy for early-stage startups and billion-dollar clients seeking penetration into the communications industry.