OneView is decision intelligence for GTM efficiency: helping you get more of the right outcomes with less effort.Our product ingests your GTM data, allowing you to scenario plan and run experiments at scale across your data.Aiding in your critical decisions is our AI chatbot. It is trained on your data to help you make decisions about your campaigns and sequences in a fraction of the time.Working together as a cross-functional team, you can keep it all on one page with Workspaces, a collaborative design to allow work and data to live in the same place.The future of GTM strategy is here, get access today!

The Revenue Lab is my solo consulting practice. I work with select clients on a permanent advisory or temporary retainer basis.

I provide GTM advice and guidance to the founder and executive team. Fuzy is Product Science as a Service that automates rigorous quantitative analysis to discover insights from existing user behavior and business outcomes data, such as usage, revenue, and retention. Fuzy eliminates the guesswork for product owners so they can instead operate on context-rich insights and accelerate decision-making.

The innovative Nucleus platform leverages AI to learn 'the art of the sale' and optimize seller performance. It provides timely and hyper-personalized information that moves sellers away from managing deals and lets them focus on closing them.By analyzing your solutions, Nucleus comprehends and interprets value propositions, use cases, features, and benefits. Using this information, Nucleus creates a customized model that pinpoints potential customers in the market to purchase and recommends the most effective engagement strategy based on their specific challenges, needs and goals.Our platform is designed from the ground up for our customers to identify their best targets and arm sellers with insights to create a first impression that's perfectly aligned with their prospects.We become an integral part of your go-to-market organization, working with existing tools and data to close more deals faster.Nucleus changes the sales paradigm.

Kambeo is changing the way companies and their employees connect with the charities in their communities and across the country. In a hybrid world, social impact is more than a gesture of corporate responsibility. It's a way for employees to connect with each other and their communities, to feel a sense of belonging camaraderie, and to overcome the loneliness and separation that is often an unintended consequence of remote work.The results are higher job satisfaction, productivity, and retention, as well as an ability to attract and retain top talent.For companies, Kambeo simplifies the management of programs designed to promote volunteerism and charitable giving. Kambeo connects companies to charities seamlessly, working directly with thousands of charitable organizations in the U.S. and Canada, and millions more through affiliate networks. I'm helping Kambeo bring their platform to market, and couldn't be more proud to be part of the journey.

Meh

Acquired by Elixirr, September 2023

Assisting with early-stage, founder-led Sales as we figure out product-market fit, refine our ICP, focus in on buyer personas, and figure out our optimal go-to-market motion for the next 12-24 months.

Building a Sales Development organization for a new Stax venture.

My time at Outreach taught me two things: 1) my favorite part of the job wasn't selling things, but helping customers solve problems; and 2) my passion for teaching and training is still burning strong 15 years after leaving the classroom. As much as I enjoy pitching, crafting, negotiating, and winning deals, I love tackling Big Sales Challenges even more. Founded the Professional Services practice at Sapper Consulting with TJ Macke in March of 2020. I literally missed my in-person interview because the pandemic cancelled - everything. Undeterred, we went on to exceed stretch goal over the next 9 months, providing services for clients including AT&T, Juniper Networks, EDB, Unity Technologies, Solarwinds, and Forcepoint. In 2021, we grew by 10 team members, more than doubled revenue, and expanded our clients to include Anaplan, SAP, ServiceTitan, Facebook Reality Labs, Autodesk, ON24, Poly, Splunk, and Zebra. Services include: * Custom Sales Playbooks & Workflow optimization for SDRs, AEs, and AMs: Inbound, Outbound (ABSD), Expansion, Pre-/Post-Discovery, Nurture/Reengage* Sales Development Program Development: Design and deployment* Manager (SDR/AE/AM) Training Programs* Sales Technology Optimization/Orchestration : Outreach, Salesloft, Groove, Apollo, LeanData, Consensus, Spekit, Revegy, Clari, 6Sense, Bombora, Gong, Chorus, ZoomInfo, ChiliPiper, Calendly, etc.* Sequence design, creation, governance, and optimization* Reporting & Attribution refinement

"Land and expand" is a great idea, but very few companies follow through on the expand part. I volunteered to be the first (and only) Strategic Account Manager in order to help Outreach figure out how to earn more share of wallet by expanding our relationships with our largest customers. Part sales, part customer success, I worked with some of the biggest businesses on the planet, helping them transform their sales organizations into 21st Century sales machines, and transforming their revenue operations in the process.Clients included Adobe, Marketo, Magento, AT&T, Rackspace, Forcepoint, Red Hat, SolarWinds, and Clear Channel Communications.Drove adoption and usage of AE seats at Adobe, Marketo, Magento, Red Hat, SolarWinds, Forcepoint, and a host of customers not in my account portfolio.Expanded seat counts at every company in my portfolio.

Employee #126. Last man standing from "Sales Team 6." $1MM Club 2018Pioneered Outreach for Closers:* Trained Outreach's new SDR & AE hires, as well as CSM teams and ProServ Trainers* Trained customer closing teams (Adobe, SolarWinds, Forcepoint, Red Hat)* Featured presenter at Unleash '19* Presenter at RKO '19New business signings included AT&T, ESW Capital, Farmer's Business Network, WellSky, BigCommerce, Ingram Micro, Pax8, and dozens more enterprise and fast-growing startups ranging in size from a few dozen to several thousand employees.

*Read on to see what these guys did, but add that Thrillbox is a case study in knowing who you're getting in bed with when you take outside money.Thrillbox is an Austin-based startup on the front lines of the immersive experience economy. The intersection of immersive media (Virtual Reality, Augmented Reality,360 videos) and cognitive computing (big data, computer vision, machine learning) is transforming the landscape of our world. From education and entertainment to advertising and commerce, immersive consumer engagement will drive monetization strategies as companies embrace the new media. Thrillbox facilitates immersive consumer engagement by providing virtual reality analytics, ROI metrics and actionable insights on user behavior based on users engagement within immersive media content.

Helped execute pivot from UX point solution to strategic Data-as-a-Service offering for retailers with very large or feature-rich product catalogs. Key new business signings included John Varvatos, Journeys, Ann, Inc., Staples, Kerastase, and Free People. Edgecase was acquired by GroupBy, Inc.

Civitas Learning leverages predictive analytics to unlock the secrets of student success buried in disparate data sources across college campuses. They're one of the fastest growing data companies int he country. I was a First-30 employee, responsible for new partnerships with Community Colleges and Universities in the Midwest, and growing existing accounts. Key signings include the University of Arkansas System & University of Arkansas-Little Rock, The University of Oklahoma, DeVry University, Chamberlain College of Nursing. Successfully accelerated and expanded partnerships in 3 successive quarters. Generated 3.5X annual quota in qualified pipeline through first 3 months of 2015.

Ah, Pluck. They were an early competitor of BlockSavvy/Athena, and a recent acquisition of Demand Media (now Leaf). I was promised that I was joining a startup within a publicly traded company, with the opportunity to build a new BU, and nearly double my salary and OTE, with a big bonus for joining. Less than halfway into my first year, the GM left, never to be replaced. The project was essentially left to die on the vine, then sold to Sprinklr about a month after I left. The important lesson here: don't let money lure you away from a job you love, especially if you don't know what's really going on at your new destination.

Hired as a Market Developer (SDR before that was really a thing) in August 2010 and promoted to Enterprise Sales Director in January 2011 (after setting and breaking the monthly new meetings record 5 months in a row). I worked with enterprise clients in New York, New Jersey, Quebec and Ontario to develop and execute video strategies designed to drive traffic and sales across channels. Led the sales process from discovery call to final close. Consistently among top sales performers every quarter, achieving 150% of quota in the first 9 months of 2012. Key new client signings included Brookstone, Barnes & Noble, L'Oreal, Northern Safety, NBTY, Toys 'R' Us, and Sigma Corporation of America.

Salvaged the remnants of BlockSavvy and partnered with the principle developer to create online development solutions for emerging and established businesses. Co-created, marketed, and directed outside sales of the Athena Social Commerce Platform, which powers Market America's Chatterbox, an online community for their direct sales associates and their customers. Also turned down numerous potential sales because the amount offered was significantly less than what we earned on our initial sale (but well above a profitable number). Ran the business into the ground trying to repeat that initial unicorn-of-a-sale, and learned many hard lessons in the process.

Initially contracted to provide guidance to the development team responsible for building the social networking platform that powered Dame Dash's BlockSavvy.com. Primarily directed the creation of platform communication tools and features, and defined the "rules" of social interaction. Hired as Director of Operations in June 2006. Responsible for day-to-day operations, coordinating development staff & delivery schedule, and managing advertising sales and strategic partnerships. Successfully launched BlockSavvy.com in September 2006.Managed day-to-day operations for Dame Dash's BlockSavvy.com, an urban social network. Saw the community grow to more than 70,000 active users. Also responsible for interactive advertising development for clients, including Nike, Scion, ATT/Cingular, PRO-Keds, Blastro.com, and various Hip Hop artists. http://money.cnn.com/magazines/business2/business2_archive/2007/06/01/100050987/http://www.theguardian.com/media/2006/dec/08/newmedia.musicnews

Taught multiple sections of Public Speaking at one of the oldest Historically Black Colleges & Universities in the country (older than the University of Texas at Austin, just down the block). If I had stayed in academia, this would've been a dream gig on a permanent basis.

Coached the NDT/CEDA policy debate team for 9 glorious years, racking up 21 First-Round At-Large bids to the National Debate tournament, winning 9 consecutive NDT-NIET combined national championships, and earning high ranks as a most preferred critic (judge) from 1994 to 2003.

Taught multiple sections of Introduction to Public Speaking and Business and Professional Speaking to undergraduate students (who I believe mostly enjoyed meeting me for office hours at The Hole in the Wall, a bar just across the street from my actual office).

https://commstudies.utexas.edu/camps/utnif-debateCo-directed the University of Texas National Institute in Forensics, a 7-week summer program for high school debate and individual events students from across the nation and around the globe. From it's founding in 1994, it grew into one of the premier summer programs in the country, and continues to provide funding for both the University of Texas forensics programs and the Department of Communication Studies in the Moody College of Communication. It is the flagstone achievement of my early careeer.I also taught the top lab, lectured, developed curriculum, managed staff, kissed alumni butt, and marketed my ass off.

Coached the policy debate team at UNT for three glorious years between graduation and graduate school. Taught undergraduate debaters the dark arts, spent way too many hours in the library, drove a van more than 8,000 miles, judged hundreds of debates including the final round of the National Debate Tournament (1995), and served on the NDT/CEDA Topic Selection Committee.