Dave Wilt

Dave Wilt Email and Phone Number

0wner @ DECODE Value, LLC
Kirkland, WA, US
Dave Wilt's Location
Kirkland, Washington, United States, United States
Dave Wilt's Contact Details
About Dave Wilt

After 20+ years of in-house B2B product marketing I set out on a journey to focus more on the intersection between what I am best at, what I love doing, and high-value problems that enough people are willing to pay to solve. For me, building my own business (Decode Value), and my work as an industry analyst (Research in Action), are means to this end. My intuitions, tools and processes are the ongoing product of 25+ years of PMM leadership, IC, and consulting experiences with hundreds of products from companies spanning $3M to $3B ARR, including 2 IPOs. By my rough math, that’s 👣 Strategy and execution on 100+ cross-functional launches👣 Presenting at 50+ sales kickoffs, customer conferences, customer briefing centers👣 Thousands of wins, big and small, all collaborative, such as 210% ARR growth in 18 months for Apptio’s flagship product and a 250% increase in Puppet’s ASP👣 Thousands of mistakes committed and observedThrough these experiences I have learned how to nudge and jolt the needle by decoding the customer’s perspective of value in a way that credibly connects dots from 10,000 to 10 feet; from trends and current state pains to compelling, outcome-driving after states enabled by differentiated capabilities.

Dave Wilt's Current Company Details
DECODE Value, LLC

Decode Value, Llc

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0wner
Kirkland, WA, US
Website:
decodevalue.com
Employees:
1
Dave Wilt Work Experience Details
  • Decode Value, Llc
    0Wner
    Decode Value, Llc
    Kirkland, Wa, Us
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  • Decode Value, Llc
    Owner
    Decode Value, Llc 2019 - Present
    I partner with B2B CEOs, CROs, CMOs, Product leaders, and their teams to co-create and align on positioning, narrative, and messaging that ignite customer insights with tools and assets to foster cross-pipeline alignment. The goal: faster, deeper go-to-market fit to scale growth, retention, and expansion. My intuitions and growing system of customer value-centric positioning and messaging tools and processes are the ongoing product of 23 years of PMM leadership, IC, and consulting experiences for hundreds of products from companies spanning $3M to $3B ARR, including 2 IPOs, 210% ARR growth in 18 months for Apptio’s flagship product and a 250% increase in Puppet’s ASP.Underpinning our approach: digging in to clarify and codify your differentiated value from the buyer’s/customer’s perspective. This becomes the golden thread we weave through your levers for GTM fit, including→ ICP, segmentation, and targeting based on who most values your differentiation, when (i.e. Positioning) → Strategic Narrative and messages that credibly and memorably frame your differentiated value→ Strategic assets and content strategies to accelerate the buyer’s cognitive journey from awareness to expansion→ Defined value paths, use cases and guardrails to accelerate close, reduce churn, and increase customer lifetime valueClients include Pantheon (WebOps), Shipium (Prime-like AI shipping optimization), Hiya (Call Intelligence), Stormforge (K8s optimization), Qualtrics (Employee Experience), Suplari (procurement analytics, acquired by Microsoft), Igneous (data pipelines), and Omnitracs (logistics optimization).
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  • Research In Action
    Industry Analyst / Research Director
    Research In Action Aug 2024 - Present
    Frankfurt, Hessen , De
    Conduct research on markets and software products with buyers and vendors, analyze results, and offer perspective through published reports. Reports in progress for 2024:Strategic Portfolio ManagementTechnology Business Management (TBM) / IT Financial ManagementUse a global survey panel of 250k tech decision-makers with budget authority who evaluate vendors and markets they know in exchange for access to reports in multiple markets.Buyer-weighted scoring in Vendor Selection Matrix™: 63% of scores determined by buyers, 37% by analyst) with 1000+ buyer evaluations of vendors in each report
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  • Affinity.Co
    Head Of Product Marketing
    Affinity.Co 2021 - 2022
    San Francisco, California, Us
    Led PMM for data, analytics and workflow in relationship-driven industries such as Venture Capital, Corporate Development, Private Equity Growth, Investment Banking and Consulting
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  • Puppet
    Head Of Product, Technical And Customer Marketing
    Puppet May 2020 - Nov 2021
    Minneapolis, Minnesota, Us
    Built PMM, Tech Marketing and Customer Advocacy team responsible for transformational GTM strategy, marketing & sales enablement for hybrid infrastructure automation solutions for DevOps/DevSecOps.
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  • Swrve
    Vice President Product Marketing
    Swrve Jan 2018 - May 2019
    Atlanta, Georgia, Us
    Repositioned from tech features of mobile messaging to differentiated value of real-time targeting and consumer engagement.
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  • Alert Logic
    Senior Director Product Marketing
    Alert Logic 2016 - 2018
    Eden Prairie, Minnesota, Us
    Built product marketing team for cloud security & compliance. Re-positioned portfolio from traditional managed services to SaaS-based services for securing AWS, Azure and hybrid environments.
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  • Technology Business Management (Tbm) Council
    Director, Tbm Insights
    Technology Business Management (Tbm) Council 2015 - 2016
    Bellevue, Wa, Us
    Drive content agenda through the voice of the customer. Research customer use cases that linked Apptio to decisions and valued outcomes.
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  • Apptio
    Director, Product Marketing
    Apptio 2011 - 2016
    Bellevue, Wa, Us
    Owned flagship product, Cost Transparency, transitioning company from platform to application. Collaborate with CIOs and leaders in IT Strategy, Operations & Finance from TBM Council on best practices for managing the business of IT.
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  • Ca Technologies
    Sr Director, Product Marketing
    Ca Technologies 2008 - 2011
    San Jose, California, Us
    Spearheaded cross-company cloud positioning and sales enablement just as the IT management space begin rapidly evolving to this new model. Wove a single story threaded through cloud access & identity management, application and infrastructure monitoring, service configuration management, project management and more. Prior to that I ran the Service Management product marketing team with responsibility for service catalog, CMDB, service desk and service portfolio management.
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  • Hp
    Product Marketing Lead, Ucmdb
    Hp 2007 - 2008
    Houston, Texas, Us
    Repositioned application dependency mapping tool as a common service shared across HP’s diverse line of IT management products, creating a unifying integration narrative around IT services transformation.Service management, BSM, Configuration Management System, ITIL v3
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  • Bmc Software
    Strategic & Solutions Marketing Director
    Bmc Software 2004 - 2007
    Houston, Texas, Us
    Co-led largest product launch in company history, fusing 80+ products into a single story and framework. Business Service Management (BSM), ITIL, IT Service Management, Service Level Management (SLM) Service Desk, Change Management, CMDB, Asset Management.
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  • Vitria
    Director, Product Marketing
    Vitria 2002 - 2004
    Menlo Park, California, Us
    Owned go-to-market for the company's flagship product, BusinessWare, a platform for Business Process Management with visually-modeled, process-driven integration between systems and people with Enterprise Application Integration at its core.
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  • Arzoon
    Director, Product Marketing
    Arzoon 2001 - 2002
    Us
    Drove the company's go-to-market for supply chain solution - Logistics Resource Management (LRM) -- that enabled Global 2000 organizations to holistically manage transportation sourcing and execution, import/export compliance, inventory visibility, event management, reporting and analysis, and freight payment. . Acquired by SSA Global Technologies, 2004.
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  • Ariba
    Director, Strategic Marketing
    Ariba 1999 - 2001
    Waldorf, De
    From pre-IPO to $30B market cap. Built PR & AR team of 5 from ground up before moving into Solution & Product Marketing role. Instrumental in extending positioning eProcurement into B2B eCommerce.
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Dave Wilt Education Details

  • Stanford University
    Stanford University
    International Relations
  • University Of Arizona
    University Of Arizona
    Political Science

Frequently Asked Questions about Dave Wilt

What company does Dave Wilt work for?

Dave Wilt works for Decode Value, Llc

What is Dave Wilt's role at the current company?

Dave Wilt's current role is 0wner.

What is Dave Wilt's email address?

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What is Dave Wilt's direct phone number?

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What schools did Dave Wilt attend?

Dave Wilt attended Stanford University, University Of Arizona.

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