Darren Guarnaccia Email & Phone Number

Chandler, Az, Us

I help technology companies get traction and reboot their growth. Are you struggling to find product-market fit? Are you struggling to get customers and prospects to understand your product’s value? Are you looking for ways to get your pricing to scale with your customers’ increased usage? Are your sales calls and demos falling flat, and not leading to further engagement?With over 2 decades of product strategy, management, and marketing experience, I help tech companies find their unique value and how to position their products with clarity to catalyze growth and help companies scale. I provide fractional CPO and CMO services, as well as consulting services for: Product strategy workshops and coaching (Jobs to be done, TAM/ICP analysis, competitive landscape and moats, SWOT/TOWS analysis), Product Management workshops and coaching (commercialization strategy, roadmap development and prioritization, product and sales led growth strategies, build/buy/partner analysis and ISV ecosystem strategies) Product Marketing workshops and coaching (product messaging and positioning, product differentiation, competitive positioning, pricing strategy, channel strategy, product launch optimization, product demo optimization), analyst relations strategy, and program design

Stone Ridge, New York, Us

Helped reposition product, and rework messaging to focus on market problems. Helped to rekindle growth while advising on product improvement opportunities to further scale customer growth.

San Francisco, California, Us

Uniform is the first Visual Workspace that solves how marketers and developers work together in the new world of digital experiences. Uniform's Visual Workspace empowers digital teams to blend content, data, and technology from any source into winning digital experiences. As president, I oversee marketing, customer success, technology partnerships, and product strategy.

Vancouver, Bc, Ca

Recruited by CTO to serve as a member of the senior leadership team driving product management, product marketing, and ecosystem and alliances functions within the company. Manage a team of 90 employees across four main functional areas with a $10M+ annual budget.► Spearheaded strategy to fuse product management and product marketing principles and establish a synergistic working style to drive commercial success. Integrated ecosystems and product partnerships functional areas from following success within product marketing and product management functions.► Unified user research, inbound product marketing, and product management to build a highly responsive, commercially driven product organization that shifted the team from a feature factor mindset to customer problems and desired outcome mindset. Launched the company’s first new product within five years.► Established a market-leading product strategy which transformed Hootsuite’s value proposition and boosted growth from low single- to double-digit growth, while significantly increasing customer retention.► Trained, developed, and upskilled top talent to promote companywide growth.► Vetted and acquired two new companies and integrated them into existing product and partnership functions.► Innovated and introduced a release-to-market and go-to-market process which supported both product and sales-led growth portfolios. ► Dramatically improved user experiences across Hootsuite’s products which reduced in-bound support requests.► Built strong cross-portfolio engagement with sales, customer success, and marketing teams. ► Led company to become recognized by Forbes Advisor as Best Social Media Management Software in 2022 and achieve the best-ever NPS scores in company history. ► Recognized by G2 as a Top 50 Enterprise Product, Top 100 Global Sellers, Top 100 Highest Satisfaction Products, Top 50 Marketing Products, Top 100 Software Products, Top 50 Small Business Products, and more.

Denver, Co, Us

Hired to turn around underperforming business after serving as a board advisor for eight months. Spearheaded efforts to differentiate product within the market and integrate product management and marketing functions into a single, unified platform. Managed a team of 15 across product marketing and product management.► Developed integrated go-to-market strategy across multiple product lines to increase multi-product sales and enable up-selling and cross-selling capabilities.► Successfully turned around declining business, leading team to release meaningful capabilities to the customer base and drive competitive value through functionality and positioning.► Championed efforts to reinvent Crownpeak’s legacy CMS product and adopt new cloud-based computing features which improved sales win rate by 20% and reduced customer churn by 10%.► Expertly positioned company to enhance standing with industry analysts. Established Crownpeak as a visionary in the Gartner MQ.

Düsseldorf, North Rhine-Westphalia, De

Portland, Or, Us

Brought in to rebuild the company’s marketing team, strengthen the company’s reputation, and build out demand generation, brand, and product marketing functions.► Identified and capitalized upon a category creation opportunity. Engaged in storytelling which enabled the company to differentiate within a very concentrated space.► Developed full funnel model and attribution, delivering on MQL and pipeline targets.► Created a new go-to-market strategy for sales, leading to increased win rates and larger average deal sizes.

San Francisco, California, Us

During a ten-year tenure was instrumental in transforming a small Danish web content management (WCM) software start-up into a Silicon Valley player and an “EUnicorn” customer experience management (CXM) firm valued at €1 billion. Attained a Leader position in Gartner, Inc.’s Magic Quadrant alongside Adobe, Inc., a company twenty five times Sitecore’s size. Hired during start-up phase as employee number 30 within a $7M company. Promoted through progressively responsible roles and executed scalable strategies as company grew to $200M+ with valuation at $1Bn+. Led efforts to disrupt the market and created a new category, shifting from Web Content Management to the Experience Management space. ► Redefined Sitecore's partner strategy and reorganized the global alliance function, successfully reversing years of channel decline. Reinstituted growth in the channel and renewed partner-initiated pipeline production.► Instituted the concept of purposeful partnering, transforming the organization from a reactive, service orientation to a proactive, business development orientation.

San Francisco, California, Us

Led partner marketing, product marketing and analyst relations functions through continued leadership in multiple categories of Gartner and Forrester reports with CAGR of 40%.► Positioned and launched Experience Commerce as a new product line which exceeded sales targets by 110%. ► Built Sitecore Customer Leadership Board, creating breakthrough product insights and transformational customer stories that improved sales on a global level

San Francisco, California, Us

Drove corporate and product strategy, direction, and vision. Achieved continued CAGR of 40% through market leadership and market disruption.► Built a technology partner ecosystem that influenced $20M+ in deals and improved win-rates by 10%. ► Led corporate development initiatives for M&A pursuits, including the acquisition of Commerce Server and others that more than doubled Sitecore's addressable market.► Spearheaded new product incubation efforts designed to accelerate product adoption and growth.► Selected as distinguished keynote speaker at 20+ events annually with upwards of 2K attendees. Led Sitecore’s positioning with industry analysts, including Sitecore’s leadership position in the Gartner Magic quadrant year after year.

San Francisco, California, Us

Redefined Sitecore's go-to-market and positioning to reinvent Web Content Management around Experience Management to disrupt the market. ► Created a new category that reshaped the industry with the launch of the Online Marketing Suite and resulted in 60% YOY growth.► Designed and built an unparalleled analyst relations program from scratch, which led to industry leadership positions across multiple industry analyst reports and drove 30% of total inbound leads to Sitecore. Grew average sales price 20%.

De

Brought in to lead corporate vision, product strategy, and positioning for RedDot. Managed a global product marketing team.► Established a breakout product, LiveServer, which transformed the way customers buy Web Content Management.► Built and managed relations with industry analysts and press relations, resulting in a leadership position in various analyst reports that were a large driver of inbound leads. ► Selected as public spokesperson for RedDot North America.

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