Debbie Franklin Email & Phone Number

Eden Prairie, Minnesota, Us

Remote, Us

– Lead & Manage Competitive Intelligence Team– Establish clear CI practice/coverage areas and CI ownership model to maximize quality and consistency of competitive analysis, contextual guidance and overall subject matter expertise– Develop consistent deliverables templates, SLAs and processes – Provide executive overview level content for sales and eStaff– Define/scope CI SLAs and deliverables BOM by competitive coverage Tier priorities– Identify and lead high value-add/proactive engagement opportunities for CI to partner with key stakeholders (Sales leadership, PM, PMM, eStaff, AR) to achieve broader org goals and objectives

Santa Clara, Ca, Us

– Lead Competitive Manager for Solutions and Cloud Competitive Intelligence coverage area, including BizApps such as Oracle, SAP, Microsoft, Splunk and Cloud competition (public, hybrid, on prem private cloud). Added hyperconverged competition in early 2019. Solutions/cloud role established to help Pure compete in new markets and enterprise accounts (solution/portfolio selling).– Provide product feature/function analysis to inform the field and key stakeholders (marketing, PM, BU) of potential gaps and in-depth SWOT relative to the competition.– Regularly present at internal company-wide events with 200-400+ audience members (live sales kick-offs, new hire trainings, videos), and to partners/customers (internal trainings and trade show) around our key competitive differentiation.– Direct deal support, field content creation and Field SE “Bootcamp” trainings– Strategic messaging development to differentiate Pure products from the competition, leveraged in both internal and external resources (e.g., blogs)– Proactively analyze market and competitive landscape for strategic win opportunities(such as new product features and bundle options, GTM, partnership opportunities to show differentiated value over the competition)

Austin, Texas, Us

– Promoted to Director in Jan 2013 to manage the systems competitive team– Recognized subject matter expert in competition to Oracle engineered systems, servers, and cloud solutions (including IaaS, cloud at customer)– Proven ability to provide both deep-dive product feature analysis on Tier1 competitors for sales consultants, engineers and architects, along with up-leveled to summary differentiation talking points for sales reps, partners, execs – Provide guidance to Tech teams (e.g., Oracle Database) regarding detailed non-Oracle systems configuration implementation compliance and requirements (translate non-Oracle to Oracle terms)– Typically daily functions include deal support/field coaching, field-actionable analysis for new sales content (responses to announcements, rebuttals, battlecards, etc.), sales trainings, stakeholder queries– Documented (field reported) competitive wins new revenue in $ millions per quarter (based on sales team anecdotal self-reports, citing competitive team support as contributing factor for the win)– Co-developed/executed Oracle competitive take-out programs with product marketing & business development teams and partners; emphasis on initial target analysis and competitive content to support the program or campaign – Participated in global and regional field immersion trainings, delivered competitive training and workshop guidance to thousands of Oracle sales reps / consultants (field-requested presenter; highly rated feedback)– Supported content for Oracle OpenWorld with competitive differentiation proofpoints, TCO/pricing comparisons, executive talking points and other suggested positioning/emphasis areas for breakout presentations

Palo Alto, Ca, Us

– Founding co-member of re-launched worldwide cross-platform strategic competitive team within Sun’s Systems Group (server & storage solutions including hardware, infrastructure software, high availability, virtualization, management)– Emphasis on deep-dive product feature/function analysis to inform product management and R&D of potential gaps and SWOT relative to the competition, both today and forward looking to future generations. – Proactively analyze market and competitive landscape for strategic opportunities (such as new product features and bundled combinations to show lower TCO and other uniquely differentiated value over the competition)– Promote competitive “readiness” within the Sun Systems Group (advise and provide insight on competitor trends, SWOT, roadmaps, promos, etc.) for product planning and development as well as marketing messages– Created sales positioning collateral & held regular trainings for the field.

Palo Alto, Ca, Us

– Developed and implemented new company-wide VMware market intelligence program – Analyzed and synthesized market data (marketshare, landscape analysis, trends, etc.) into strategic targeted summaries with actionable insight for eStaff and Board of Director, engineering, PR, IR, Product Management and Marketing, Alliances, and the VMware field.– Developed repeatable market soundbytes and “fast facts” designed to help differentiate VMware from competition at a company level. This was leveraged in PR collateral, Investor Relations (IR) executive earnings coverage and Q&A, etc. and updated quarterly.– Managed/owned VMware’s annual core metrics customer research program, driving new research instrument development based on updated product requirements and including new research angles designed to yield marketing quotable findings. Findings were broadly leveraged at VMworld 2008, including a presentation by VMware CEO to strategic partners and industry analysts)– Managed/prioritized 20+ research vendors ($2 million research budget) and new company-wide internal MI library of analyst reports and other key assets

Houston, Texas, Us

– Initially hired as 6 month consultant to deliver worldwide competitive analysis/positioning and then leveraged as foundation for new global HP competitive team (25+ individuals by 2008); contract renewed continuously until time of departure– Primary analyst and lead author of IBM competitive field content and trainings within HP BCS (business critical systems) group– Worked closely with product and marketing teams to deliver competitive analysis for outbound content (e.g., The Real Story blog, launch collateral, etc.) and target key value proposition message frameworks (e.g., for BCS launches)– Improved message alignment and partner engagement through cooperative efforts with HP strategic solution partners (e.g., Intel, Oracle, Accenture, others)– Strategic account support for multi-million dollar deals (e.g., $50M in new business at lighthouse consumer goods account with aggressive competitive threat; Fortune 500 retail client account - provided rationale/arguments which led to postponement of $20M purchase of competitor equipment which was to be one server at each retail location)– Delivered record-breaking attendance at HP Americas field training webinars (1,000+ attendees); Regional SVP assigned as “required sales training”.

M.A., Psychology

B.A., Psychology