Elizabeth Roche Email & Phone Number

Stamford, Ct

Increasing Revenues/Accelerating Sales and Marketing Performance - the ValueSelling FrameworkTo pinpoint exactly the kind of value sales managers are looking for, ValueSelling offers more accurate sales forecasting, measurable positive impact on deal size, deal volume, win rates and time to close, developing a highly productive sales force, growing the top line and bolstering the bottom line. ValueSelling's strength is that this process can be applied to every complex selling situation. With ValueSelling, sales professionals learn how to expand the size of each opportunity, diagnose stalled sales and reduce discounting. We provide them with the tools they need to save time, effort and resources in all selling situations—while minimizing the risk of losing sales or wasting time on prospects who will never buy.Simple, specific and scalable - a powerful combination.

Stamford, Ct

Built and led a team of marketing professionals to market software division products and solutions into both horizontal and vertical markets. This new product marketing team, responsible for $4M marketing budget, was conceived to facilitate transformational business change: increased emphasis on solutions versus products; increased importance of channel partners and alternative channels (e.g. marketplaces) and a shift from on-premises to SaaS/Cloud delivery. Notable Accomplishment: Implemented consistent marketing standards across all 4 software businesses consisting of a new kit of standard marketing enablers, an end-to-end Communications Framework to ensure stakeholders are aware of key marketing programs and campaign ROI, and an “always on” quarterly business review (QBR) reporting strategy.

Stamford, Ct

Developed and executed global go-to-market strategies to drive the Customer Engagement software portfolio into specific horizontal and vertical markets. Designed and implemented a first of its kind “3-legged stool” leadership team of SVP Sales, SVP Product and Dir Product Marketing to drive strategy for the business. Collaborated with business unit leadership to identify objectives and strategic priorities and develop 1-year and 3-year marketing plans to support strategic business plans. Led a matrixed organization of Marketing Communications, Social Marketing, Product Management, Product Marketing, and Field Sales at corporate and regional levels to build, execute and land multichannel integrated marketing programs, including product and solution launches. Managed a $1.3M marketing budget which helped deliver $78M in revenue.Notable Accomplishment: Rebranded and repositioned product and solutions portfolio, including product renaming, across all channels. This had never been done before, despite having grown by acquisition, as all original product names and branding had been retained.

Stamford, Ct

As a member of the new Strategic Consulting leadership team, led the value selling process by working closely with the Digital Commerce account teams and client executives to understand the strategic goals and business objectives of client organizations. Provided industry and solution thought leadership and alignment of Pitney Bowes solutions with key strategies of the client, becoming a trusted advisor to client executives. Led, coordinated and was responsible for vision creation while providing executive oversight to implementation teams who executed the deliverable solution to the client. Drove post-implementation value assessments to ensure value predicted was value received, and to ensure solutions were being fully consumed.Notable Accomplishment: Supported a strategic “bet the business” acquisition of a strategic cloud video technology. Provided due diligence related to strategic fit pre-acquisition and developed the sales and operating integration plan, including marketing integration strategy, sales and operational processes for post-acquisition implementation and integration to support 10x revenue growth over 2 years.

Stamford, Ct

Responsible for Dynamics CRM and AX global services strategy for a team which enabled a $200M consulting target in Microsoft Services including offerings, IP, field readiness and delivery quality excellence. Joined the team as part of a re-building effort to bring a business and field focus to what had been largely a technically-driven team.Notable Accomplishment: Developed new pan-Services go-to-market motion, grounded in Dynamics CRM, targeted at a new (to Services) persona: the Chief Marketing Officer (CMO) and Marketing organization. Appointed to drive this new motion across all Services, working with Business and Product groups and field sellers. Pipeline doubled within a quarter of landing.

Stamford, Ct

As an Enterprise Architect with ESAC’s Mission Critical Enterprise team, I was responsible for creating, bringing to market and managing IP related to Applications (especially CRM), CIO transformation of IT, and the customer-facing aspects of Social. Consistently received document ratings of 5.0 (out of 5.0) with over 400 downloads. Key thought leadership included research for the CMO persona.

Stamford, Ct

Led a cross-functional team which solutioned a $180M competitive bid at the U.S. Department of Defense.

Stamford, Ct

Responsible for portfolio strategy, planning and management of a “start-up” consulting business to migrate solutions to Cloud deployment. Grew business at 4x the market to $2B over two years. Notable Accomplishment: Managed multi-disciplinary, complex program of 25 team members around the world, to enable sales of consulting services through two new channels. Responsible for multiple workstreams including packaging, pricing, marketing, sales compensation and enablement, systems deployment and all quoting, operational and reporting processes. In first quarter of full availability, orders and revenue grew to $22M.

Stamford, Ct

Created the business development capability of a $75M HP consulting practice, managing a $300M annual pipeline, and provided selling and solution capability in pursuit of specific G1000 client engagements.Notable Accomplishment: Developed and managed product and service IP related to Cloud, Mobile and Big Data for use in both consulting sales and delivery scenarios. IP included research-oriented white papers and brochures on key themes and leading industry topics, sales accelerators, trade show booth demos, customer-facing consulting tools.

Stamford, Ct

As part of the GMAC account team and Financial Services practice, developed and implemented “future best practices” for IT transformation and innovation.Notable Accomplishments: Developed and marketed a new HP Services solution around optimizing the performance of IT and business programs. Was consistently asked to extend my delivery time by each client with whom I worked.

Stamford, Connecticut

Strategic Sales Consulting, including sales training, business plan & sales strategy development.

Stamford, Connecticut

As the senior CRM Industry Analyst for META Group, a leading technology research firm acquired by Gartner, identifying industry trends and best practices, advised G2000 clients worldwide across the full spectrum of CRM technologies and their business application including sales effectiveness, marketing, call centers, customer analytics, straight-through processing. Developed pioneering technology and business models which have become de facto standardNOTABLE ACCOMPLISHMENTS* Initiated, designed and managed a set of professional services offerings CRM Infusion that accelerated the implementation and ROI of CRM projects* 2 years of full P&L responsibility* Keynote speaker at over 50 industry events, conducted in excess of 200 CRM workshops, teleconferences, webinars and bootcamps

Saint Louis, Missouri

Established successful new business unit that provided enterprise-level alignment of business strategy with technology resources for clients.NOTABLE ACCOMPLISHMENTS* Identified and implemented breadth of IT strategy services that covered business alignment, technology planning, package assessments, methodologies, service level management, and enabling technologies* Led multiple strategy projects for a wide range of clients including Anheuser-Busch and Ralston-Purina* Responsible for project definition, staffing and cost estimation, execution, and customer satisfaction

Saint Louis, Missouri

Greater St. Louis Area

Served as project manager and/or principal technologist on several strategic corporate re-engineering and other initiatives. Reputation for on-time and on-budget program and project execution.NOTABLE ACCOMPLISHMENTS* Led several client/server application development and package integration efforts* Selected and implemented object-oriented methodology and toolsets (Information Engineering Foundation [IEF], PowerBuilder) for 6 person team supporting corporate re-engineering efforts* Conceived and championed new, end user-driven, application development model incorporating process and data modeling tools (IEF), JAD sessions, and implementation planning

Marlborough, Massachusetts

Quincy, Massachusetts

Ba, Public Affairs

Mba, Marketing/Finance

Education record