Building GTM strategies for early stage tech companies via definition of market and message.

Category creation: Durable execution

Category Creation: Distributed SQL

Acquired by RedHat - 2018Category Creation: Kubernetes

Acquired by Zoominfo - 2020Category Creation: Predictive Marketing

IPO - 2014Merger with Cloudera - 2019Category Creation: HadoopResponsible for all aspects of product marketing, across positioning, messaging and content creation. The words, concepts and diagrams we delivered were not only effective in growing a $1B valuation but were also instrumental in communicating extremely complex concepts across the general Hadoop market.

IPO - 2016Acquired by Qlik - 2023Owned strategy, position/message, content, sales tools & enablement and all analyst/press relations for MDM and Big Data product lines. Product Success: Launched Talend MDM Enterprise Edition and secured 80 customers and several millions revenue from nothing. Defined strategy and launched new big data product line.Enablement: Established extensive “sales playbook” for MDM and Big Data which summarize all product and associated sales knowledge across message, buyer types, qualification, feature summary, market analysis, pricing, competitive summary and objection handling. Trained and tested over 100 global sales and pre-sales resources on master data management. Sales: Global MDM and Big Data expert and participated in most sales cycles across all geographies, including the UK, France, Germany, Italy, United States, Mexico and Japan. Incentives directly tied to sales success.Team Management: Managed a team across three products. Established framework for roadmap development, sales enablement, message delivery and team building.Demand Generation: Defined SEM/SEO strategy for product line. Built pipeline from nothing to over $11 million in first year. Produced and delivered over 20 webinars. Wrote all new collateral and white papers.Product Management: Defined product direction for MDM and Big Data via roadmap ownership. Took leadership in customer advisory board. Delivered competitive analysis and objection handling material.PR/AR: Serve as primary spokesperson and evangelist for MDM and Big Data to press, analysts and trade shows. Upon launch responsible for over 30 placements of launch announcement in trade publications. Invited to speak at all major MDM trade events.

Acquired by IBM - 2010Category Creation: Master Data Management (MDM)Responsible for all vertical solution focused messaging for global sales team. Delivered all external facing content for lead generation activity, including white papers, seminar abstracts, sales presentations, datasheets, website copy and technical briefs. Defined worldwide corporate business development strategic plan. Developed go to market strategies and joint message/solutions with partners in Healthcare, Financial Services, Insurance, High tech, Retail and Hospitality industries.

Acquired by Symantec - 2007Category Creation: Data Loss Prevention (DLP)Developed company-wide message handbook outlining GTM narrative for the product line, market segments, and general corporate position. Often referred to as "the bible" by sales professionals. Managed and won all competitive technology reviews in trade publications. Directly responsible for Vontu winning the InfoWorld "Technology of the Year" award in both 2005 and 2006. Worked with trade publications to set product test bed requirements in the nascent product segment.

Category Creation: Unified Threat Management (UTM)Responsible for six product launches for both hardware and software releases, identifying target markets and creating all supporting materials, training and pricing information. Conceived, created, designed and delivered all outbound marketing collateral for all ServGate product lines, including datasheets, white papers, case studies, application notes and other supporting documents. Managed creation of international versions. Trained and supported global sales team. Developed all supporting field marketing tools including sales presentations, ROI calculators and salesforce.com organization/support.

Managed three products from inception to launch, completing full product lifecycle. Completed competitive market position and pricing strategies (ROI analysis). Created a promotional roadmap and launch plans. Enabled sales team, providing collateral and sales call support for channel and direct sales teams. Prepared product for channel placement and developed reseller program in support of launch.

Developer, Architect and Team LeadBuilt system architecture and defined system requirements for customer service application. Managed product design, development, test and implementation of the multi-team, web-based, customer service application Guided a multinational development team responsible for design, development and implementation of an innovative product management system. Developed frameworks for project wide roles based access controls and held responsible for complete subsystem.