Greg Rice Email and Phone Number

Past Clients:AppDynamics, Tango Health, Uplogix, Hyper9, Waveset, Journee Software. All VC funded private companies, all were acquired, the majority of them achieved high multiple strategic exits.Clients needed Fractional VP of Product Marketing/Strategy. Long term and multi-year engagements were common. Services included:Product Marketing Audit: Interview team. Review assets. Assess processes and capabilities and plan to address gaps. Strategic Planning: Develop a product vision and go-to-market strategy based on competitive and primary and secondary market research to drive coordinated product, sales and marketing investments. Opportunity Discovery: Validate markets and define new solutions.Positioning: Create internal sales and marketing guides detailing buyers, value, and competitive differentiation. Sales Enablement: Create and maintain prospect facing sales tools for sales personnel and each phase of the sales cycle.

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Drove product and market strategy for this $10M+ recurring/year SaaS company achieving a strategic acquisition in 2022. Was an Advisor and Consultant, then an Employee. Introduced new solutions in support of company growth.Helped position the company’s ACA compliance solution that accounted for most of the company’s recurring revenue during my time there.Launched Tango Decision Assist, that gave personalized support to employees selecting health plans. This included positioning and sales tools and training. Quickly became a significant source of new revenue accounting for more than $1M ARR. Conceived and positioned a new Benefits Engagement solution that used multiple data sources to generate personalized recommendations for employees using benefits. This solution was in the proces of being launched when the company was acquired.

Tango is an innovator in the area of Health Benefits Management for large organizations. This technology enabled service provider works with HR Consultants and personnel to execute programs to increase voluntary HDHP adoption and to manage health benefit regulatory compliance topics.

Served on the board of an oceanfront condominium complex with a $1M+/yr rental operation during the recovery from a hurricane that all but destroyed the 72-unit complex. During this time board commitment increased from a quarterly 2-hour meeting to monthly in-person meetings and much more frequent teleconferences and typically many hours/month of action items.While on the board I engaged in the following along with other members of the board and the Executive Director as we successfully restored the complex to like new condition and to where we could resume rental operations.Made decisions about an array of contractors (remediation, builders, trades, landscapers). Addressed issues when they arose and replaced contractors not meeting our needs. There were continuous and costly challenges over the course of this multi-million dollar, multi-year project.Personally communicated with and addressed the concerns of owners, collectively and individually. Presented on status and progress during owner's meetings.Oversaw finances throughout the rebuild. Spent carefully, set assessments and borrowed where necessary to mitigate the financial impact on owners. In the end we rebuilt to like new, were one of the first complexes to reopen, and had one of the smaller assessments on owners.Made decisions dealing with issues around insurance including engaging attorneys when appropriate and dealing with adjustor and payment issues.Met with code enforcement representatives to ensure our compliance, and to maintain positive relations during a period when we needed to pass hundreds of inspections.After the rebuild, in 2022, I presented the board with a strategic analysis of the rental business. This included a historical analysis of occupancy, rate, cost and profit trends and an array of recommended branding and product improvements that were implemented in 2023. The result of July 2023 has been an approximately 50% increase in revenue returned to owners.

Social entrepreneurial for profit venture. Sightful Software was the provider of FinanSavvy, a cloud-hosted personal financial planning SaaS solution. FinanSavvy helped individuals and families make better financial decisions, plan for the future and significantly and permanently enhanced financial literacy.

Executed Marketing and Sales. Positioned the solution and created a website that included multimedia content explaining the value to organizations embracing DevOps. Created initial sales tools and cold called initial prospects. Mentored the first inside sales manager and closed the companies first service engagement and partnership. Chef, the company's platform provider, pivoted away from the platform and also entered this market before the company could achieve sufficient traction to influence that decision.ThirdWave Insights was an enterprise software and service company that facilitated the use of Chef Automation for the deployment of complete multi-node business systems. The ThirdWave Insights Production-Like Deployment practice, when automated with the company's tool Automate.Insights, resulted in a complete Continuous Configuration Solution for Business Systems.

Acquired in with Borland's purchase of Legadero Software, Inc.Created content and positioning incorporating Legadero technology into Borland's Open Application Lifecycle Management (Open ALM) solution.Trained Borland's worldwide sales organization (Sales and SEs). Supported major sales opportunities.Conducted extensive press interviews and analyst briefings.

Legadero was an IT Project and Portfolio Management Software company that achieved profitability in 2003. Negotiated the sale to Borland Software in an 8-figure strategic acquisition for an amount exceeding 20X capital invested and 15X revenues.Formulated the product concept. Maintained prioritized product requirements. Executed Marketing. Website and sales tools. Low-cost lead generation. Content creation. Pricing and packaging.Cold called and closed initial sales, recruited salespeople. Was Sales Manager and the primary SE. Tripled revenues for three years and acquired dozens of name brand customers.Executed professional services. Performed most production implementations.Kept the books and managed cash flows. Authored the business plans that were used with investors.

Held positions in Product Marketing while revenues grew from $50M annually to over $1B annually.Launched Tivoli Remote Control for Desktops grossing $8M in revenue the first quarter after launch. Promoted to Product Line Manager for Tivoli Desktop Management Products with a team responsible for product management and product marketing.Promoted to Director of Product Marketing managing Tivoli’s $1.2B annual revenue portfolio as a coherent solution. Included allocation of development resources and positioning. Managed senior product marketing managers and a team of cross-product evangelists who supported sales.

Product was based on SGI Challenge Servers with High Availability Software. Helped a small team grow sales consistently.

Manufacturer of Real-Time computer systems . Was product manager for the Maxxion Multiprocessor System for real-time - one of the first NUMA Architecture (no bus - a switch instead - with memory parsed out and attached to each CPU but accessible collectively by all of them) SMP systems ever brought to market.Built a competitive analysis department that became viewed as a critical service to sales and marketing. Wrote in-depth analyses and positioning vs. primary competitors and responded to requests by sales. Work was recognized as valuable by the Board of Directors.