Kerry Cunningham Email & Phone Number

San Francisco, California, Us

At 6sense, I lead a research and thought-leadership function that has produced dozens of research reports, many of which have revealed novel insights about B2B buying, marketing, measurement, and business development practices. Our research has been featured in dozens on industry publications, blogs, and podcasts. And, I have personally delivered many dozens of presentations at industry events around the world. Just as importantly, I have also had the pleasure of engaging with, advising, and learning from hundreds of marketing and sales practitioners across a wide variety of industries and functions. Every one of those conversations has contributed to my understanding of this fascinating field in which we work and has informed the writing and presentations we have produced as a team. It is my hope that the insights I have developed from both the research and the conversations have contributed to making our field a more productive, interesting one for us all.

Chicago

Led a course on the end of lead management -- demand management in a buying groups and opportunity-centric world.

Cambridge, Ma, Us

I work with Forrester’s B2B clients to optimize marketing operations and demand management functions. My practice specifically involves identifying important things that don't make sense within demand and account-based marketing processes and then figuring out how to improve them.I don't pursue disruption for the sake of disruption, but, man, a lot of things in B2B need disrupting. That makes this fun.To that end, I am co-author of the Forrester SiriusDecisions Demand Unit Waterfall and its successor, The B2B Revenue Waterfall, along with nearly a dozen other frameworks and models. I get my business kicks communicating complex ideas to both general and expert audiences and am a four-time SiriusDecisions/ Forrester B2B Summit mainstage presenter.

Wilton, Ct, Us

Wilton, Ct, Us

Atlanta, Ga, Us

Provided thought leadership for demand generation strategies and tactics in newly formed Demand Generation team. Highlights from this role include: • Led transformation of top-of-funnel prospect acquisition, development and qualification processes• Developed innovative propensity modeling strategies• Re-engineered enterprise demand generation reporting • Launched YP’s first tele-qualification and appointment setting team

Atlanta, Ga, Us

Provided strategic thought leadership to 800-person telesales organization; responsible for developing and implementing best practices throughout YP's inside sales organization; implemented effective statistical analysis techniques to uncover and clarify targets for process optimization; served on company Corporate Culture Steering Committee.Also, served on company Corporate Culture Steering Committee

San Francisco, Ca, Us

Following completion of post-acquisition obligations to Rainmaker Systems, I took a sabbatical from business to explore areas of intellectual curiosity, working concurrently in as many as three research laboratories in various fields of social and personality psychology, while also pursuing and completing a master’s degree. In that time, I was chosen as lead research assistant for a multi-million dollar research project funded by the U.S. Department of Defense, which resulted in several published research papers. In 2012, I received a Master of Science Degree in Industrial-Organizational Psychology. From 2012 to 2013, I was lead author for a published book chapter in the field of personality psychology, authored a column for a consumer psychology blog, and worked on a variety of paid research positions. In 2013, I returned to business.

San Francisco, Ca, Us

Chosen to be data collection lead for multi-million dollar grant-funded project. Developed and refined the laboratory's first data collection database. Produced reporting for funding entity (Dept. of Defense). Participated in preparation and content analysis of textual data.

Campbell, Ca, Us

Developed and implemented sweeping organizational changes to dramatically lower costs and improve productivity and client retention in Austin location. Actions included: * Revised incentive and commission structures to reflect business goals and client requirements* Revised and enhanced new hire training process* Re-engineered supervisory and management functions to improve effectiveness, scalability and to achieve consistency across company locations* Created new quality management team in Manila, participating directly in selection and training of new initial team members there and integration with U.S.-based teams

Selected and implemented highly successful employee engagement survey and feedback programs; developed programs that reduced turnover through improved training, as well as recognition programs that provided status and recognition to high-performing but non-promotable employees, significantly improving retention of these valued assets. Following tech market crash in 2001, collaborated with rest of executive staff to manage organizational change and re-organization efforts to return company to profitability within 9 months. Helped company grow from approximately 70 employees at end 2001 to approximately 400 at end 2007.

Launched the company's near-shore satellite office in 2003, growing the operation from zero to more than 300 employees by 2007. Personally oversaw recruitment, selection, training, performance management, assessment and succession planning. Authored entirely new on-boarding and new hire training process to meet requirements of new market and labor pool in Quebec. Successfully managed integration of Montreal and Oakland processes. Represented the company in negotiations with Quebec labor relations board.

As company's first Director of Operations, successfully re-engineered core business processes to enable rapid growth. Re-designed key management and technical staff roles to enable scaling and succession planning. Enabled 100% revenue growth in under two years. Developed programs for employee development and certification in core functional areas.

Developed new client on-boarding processes, which became the core of the company's value proposition; managed teams of 20 to 40 line employees and supervisors; coached and mentored employees; effectively managed teams to meet and exceed gross margin and revenue targets.

Master Of Science (M.S.), Psychology - Industrial Organizational

English Literature - Critical Theory

Bachelor Of Arts (Ba), Psychology And Journalism