Don Drury

Don Drury Email and Phone Number

Retired @ Boston, MA, US
Boston, MA, US
Don Drury's Location
Leominster, Massachusetts, United States, United States
Don Drury's Contact Details
About Don Drury

STRATEGIC SALES AND MARKETING ADVISORI help organizations optimize the productivity and impact of their Go-to-Market teams. I focus on two areas for the clients I work with: high level strategic insights and execution support services to address gaps or challenges that we identify. My approach leverages the principals of Design Thinking and Agile execution to support companies who are assessing their GTM strategy and testing pivots or new sales plays to optimize revenue. Drury Advisors services help you answer three fundamental questions: why do customers need and buy your solutions, why are they compelled to buy now, and why from you. Clarity on these three critical topics allows us to review and focus your target markets, ideal customer profiles and buyer personas, messaging, competitive plays, enablement, and analytics.My career includes direct experience in: * Strategic market segmentation, positioning and messaging * Aligned Sales and Marketing planning and execution* Process, policy, and governance definition and execution* Lead flow, pipeline, and forecast management* Sales Enablement, development and training programs* Creation of strategic Sales Playbooks* Sales Methodologies and best practices* Pre-Sales Consulting / Architect resource and demo library development * Sales and Marketing tech stack rationalizationSample Outcomes:* Sales enablement Playbook program resulted in pipeline growth of 14 - 20% and 12 - 15% increases in revenue* New onboarding program reduced sales ramp times by three to six months, leading to savings of $1.5M - $2M+ per year in FTE headcount* Member of ELT guiding the Americas region of a global ERP company from $10M to $380M in revenue over a six-year period* Client removed $15M of "dead" leads from their Pipeline and improved lead conversion to opportunity rate by over 50%* A global fintech client realigned target segments and drove 25% increase in Marketing sourced pipeline and 5 - 10% revenue growth in select markets* Led the global launch of a market leading ERP product driving sustained revenue growth and supporting a successful IPO valued at $7B

Don Drury's Current Company Details
Don Drury actual

Don Drury Actual

Retired
Boston, MA, US
Don Drury Work Experience Details
  • Don Drury Actual
    Retired
    Don Drury Actual
    Boston, Ma, Us
  • Gtm Applied
    Founder
    Gtm Applied
    Boston, Ma, Us
  • Drury Advisors
    Principal
    Drury Advisors Jun 2018 - Present
    I am the founder and principal of Drury Advisors, a one person consultancy with a network of partners and affiliates sharing a common vision: helping small and mid-sized B2B organizations improve the performance and productivity of their sales and marketing teams. Starting with understanding the “big picture” and strategic goals for an organization I work with leadership to assess the current state of their revenue generation engine. Together we identify the root cause of why the company is missing revenue and margin goals, struggling to retain customers, or experiencing high turnover in the sales team. We then collaborate to define, prioritize, and implement the investments and programs needed to improve productivity and outcomes. Specific areas of focus include Go-to-Market Strategy, Sales Organization design, Revenue Ops and Enablement services, and Agile / Situational Selling. More insights can be found here: http://www.druryadvisors.com/Engaged as an independent consultant by JMI Equity and JMI portfolio companies to improve sales effectiveness and execution.
  • Sirius Decisions (Now Forrester)
    Consulting Director, Sales Practice
    Sirius Decisions (Now Forrester) Dec 2014 - Jun 2018
    SiriusDecisions empowers the world's leading sales, marketing, and product leaders to make better decisions, execute with precision and accelerate growth. Clients rely on SiriusDecisions to contextualize problems and bring to light opportunities to drive sustainable growth. Our holistic solutions are founded on proprietary research, a deep understanding of b-to-b complexities and the tenet that organizational alignment brings better outcomes.As a Consulting Director I support the team and our clients in opportunity development, project delivery, and contributing to ongoing practice and service development in the areas of Sales Enablement, Sales Operations, and Sales/Marketing/Product alignment.
  • Fujitsu
    Senior Director, Software Sales
    Fujitsu Apr 2014 - Nov 2014
    Jp
    Responsible for sale of the Fujitsu Interstage products in the Americas region.Fujitsu Interstage is a complete suite of modular and flexible software that helps companies continuously visualize and optimize their business operations. Responsible for small sales team focused on growing license revenue for the Interstage BOP product line based on the OpenText Cordys BOP platform. Work closely with Marketing and broader Fujitsu Sales and Services teams to cross-sell and up-sell existing customers.
    View
  • Cordys (A Subsidiary Of Opentext)
    Vice President, Worldwide Field Enablement
    Cordys (A Subsidiary Of Opentext) Oct 2012 - Jan 2014
    Putten, Gld, Nl
    Member of Executive Staff responsible for defining and executing the Cordys Cloud Strategy. Played a leadership role in the due diligence process and integration of Cordys into OpenText. Post acquisition I designed and launched a field enablement program for the global OpenText BPM sales and service community.Prior to acquisition I oversaw the worldwide launch of Cordys Cloud, including field training, sales kits, updated price books, contracts, and collateral. Served for one year as interim Vice President of Marketing, responsible for Corporate and Field Marketing, Sales Operations, Cordys Academy and Certification programs, and the 8,000 member Online Community for the Cordys Direct, Partner, and Customer ecosystem.
    View
  • Cordys (A Subsidiary Of Opentext)
    Vice President, Global Solutions Engineering
    Cordys (A Subsidiary Of Opentext) Jan 2012 - Oct 2012
    Putten, Gld, Nl
    Responsible for development and execution of sales and service enablement programs, methodology, and team development for the Americas, EMEA, and Asia Pac teams. Programs span the direct Cordys organization, partners, and strategic/OEM customers, with a focus on optimization of all resources and ensuring success across the ecosystem.
    View
  • Cordys (A Subsidiary Of Opentext)
    Vice President Of Solutions Engineering And Operations
    Cordys (A Subsidiary Of Opentext) Jan 2010 - Jan 2012
    Putten, Gld, Nl
    Responsible for North American Operations including pre and post sales architecture and consulting teams, professional services (direct and channel partners), customer support, and internal IT. Serve as senior liaison to Development, Support, Professional Services, and Marketing teams in EMEA (Netherlands) and India.
    View
  • Copley Consulting Group
    Vice President Of Consulting
    Copley Consulting Group Oct 2007 - Jan 2010
    Managed a small team of pre and post sales consultants supporting the SyteLine product from Infor, Inc. Served as Engagement Manager for several key accounts successfully implementing SyteLine ERP.
  • Kronos Incoprorated
    Vice President Sales Enablement And Operations
    Kronos Incoprorated Aug 2005 - Sep 2007
    > Developed support models, business systems, and operational best practices for National Account, Enterprise, and Mid Market sales channels > Designed and delivered (in close collaboration with Marketing) the Expert Enablement program, rolled out to 500+ associates and leading to 20% pipeline and 12 -15% revenue growth for targeted product lines> Redefined and deployed highly rated blended learning curriculum for new hires and continuing education of sales executives, presales consultants, and sales management> Managed highly utilized shared services teams including Sales Solution Center, Proposal Services, Teleservices, Field Operations, and Field Marketing
  • Kronos Incorporated
    Vice President Presales Consulting
    Kronos Incorporated Apr 2002 - Aug 2005
    Built 120 person Presales consulting team from ground up to support direct sales channel of 230 Sales Execs driving 600M in annual revenue, including hiring, training programs, certification, compensation, and demo systems
  • Idirect Inc
    Vice President, Product Marketing
    Idirect Inc Aug 2001 - Apr 2002
    Created trademarked program for iDirect BEST™ Solution Series of Broadband Enterprise Satellite Technologies.
  • My Association.Com
    Senior Vp, Sales Consulting & Product Marketing
    My Association.Com Nov 1999 - Aug 2001
    Supported Sales team with product positioning, solutions messaging, demonstrations, presentations, and collateral
  • Corporate Visions Inc.
    Vice President, Consulting
    Corporate Visions Inc. Jan 1999 - Nov 1999
    Reno, Nevada, Us
    Managed team of facilitating consultants to deliver the Power Messaging and Power Position messaging, branding, and positioning workshops for software and high tech companies.
    View
  • Baan
    Vice President, Global Product Marketing
    Baan 1997 - 1999
    > Introduced and established processes for opportunity analysis, solutions definition, product launch, and product communications.> Responsible for global launch of Baan V ERP product, including internal training, collateral creation, development of product demonstrations, and local market campaigns.
  • Baan
    Director, Presales Consulting
    Baan 1993 - 1997
    > Played key role in US launch as member of national sales team focused on “lighthouse” accounts including Boeing, Ford, Kodak, and Carrier; managed team from launch through IPO> Exceeded all annual revenue quotas (250 Million 1997).> Managed team of 120 presales professionals in the US, Canada, and Latin America > Designed global Strategic Solution Center model for technical sales support and presales training
  • Xerox
    Senior Sales Consultant
    Xerox 1991 - 1993
    Norwalk, Connecticut, Us
    View
  • Unitronix
    Senior Sw Consultant
    Unitronix 1988 - 1991
  • Various
    Materials/Operations Manager
    Various 1982 - 1988
    I spent first part of my career working in management roles with several high tech manufacturers in the 128 corridor. Moved to the software industry as a software consultant in 1988 after leading several internal implementations of early MRP systems

Don Drury Skills

Enterprise Software Saas Cloud Computing Professional Services Crm Pre Sales Sales Operations Strategy Product Marketing Solution Selling Sales Process Integration Sales Lead Generation Cross Functional Team Leadership Management Business Intelligence Sales Enablement Product Management Business Process Improvement Analytics Business Process Customer Relationship Management Software As A Service Consulting Erp Account Management Business Analysis Strategic Partnerships Program Management Change Management Managed Services Software Industry Channel Partners Direct Sales Leadership Salesforce.com Product Development Software Development Agile Methodologies

Don Drury Education Details

  • Northeastern University
    Northeastern University
    Business

Frequently Asked Questions about Don Drury

What company does Don Drury work for?

Don Drury works for Don Drury Actual

What is Don Drury's role at the current company?

Don Drury's current role is Retired.

What is Don Drury's email address?

Don Drury's email address is do****@****ons.com

What is Don Drury's direct phone number?

Don Drury's direct phone number is +197881*****

What schools did Don Drury attend?

Don Drury attended Northeastern University.

What skills is Don Drury known for?

Don Drury has skills like Enterprise Software, Saas, Cloud Computing, Professional Services, Crm, Pre Sales, Sales Operations, Strategy, Product Marketing, Solution Selling, Sales Process, Integration.

Free Chrome Extension

Find emails, phones & company data instantly

Find verified emails from LinkedIn profiles
Get direct phone numbers & mobile contacts
Access company data & employee information
Works directly on LinkedIn - no copy/paste needed
Get Chrome Extension - Free

Aero Online

Your AI prospecting assistant

Download 750 million emails and 100 million phone numbers

Access emails and phone numbers of over 750 million business users. Instantly download verified profiles using 20+ filters, including location, job title, company, function, and industry.