Keith R. Kammer Email & Phone Number

Austin, Tx, Us

Herndon, Virginia, Us

Providing Market and Competitive intelligence for the leading MDR solution

Boston, Massachusetts, Us

Responsible for defining market opportunity and strategy along with competitive information and positioning.• Developed competitive function for two product families. • Delivered immediate impact to revenue. Helped influence $18.3 in deals in the second half of 2022 and $51M in 2023.• Implemented competitive intelligence solution. Evaluated, sourced and set up Klue solution to deliver competitive information with integration into Salesforce.• Recognized with Lookout Aim High award for support of Lookout Sales

Minneapolis, Mn, Us

Responsible for defining market opportunity and strategy along with competitive information and positioning.• Developed pricing and ROI modeling tools. Directly contributed to directly enabled winning $5.8M in deals in 2019

Minneapolis, Mn, Us

Developed competitive programs and collateral. Conducted training for data protection and security solutions. • Established competitive function. Contributed competitive analysis and information supporting more than 400 deals in 2018 and which directly enabled winning >$3.1M in deals in 2018.

Tinton Falls, Nj, Us

Spearheaded a team focused on generating competitive programs and collateral. Conducted training for data and information management solutions. Directly contributed competitive analysis and information which enabled winning $43.8M in deals in 2015.• Established a competitive intelligence function. Determined that customer-facing collateral and programs targeted at penetrating accounts were urgently needed. Hired and trained a team that delivered a tremendous amount of competitive information covering deep technical differentiators as well as business-oriented competitive intelligence.• Vanquished a competitive threat. The win rate against a major competitor had dropped 27%. Analyzed the lost deals by contacting deal teams and customers to determine the driving factors. Discovered that misinformation was being spread by a competitor. Created a series of short webinars, recorded for on-line training, that provided deal teams with knowledge of misinformation and counter strategies. Logged a 14% increase in win rate in the first quarter of release rising to an 87% increase in win rate after three quarters.

San Jose, California, Us

Promoted to lead a five-person team, focused on generating storage and security competitive programs and collateral. Increased win percentage 38%, generating $155M in revenue. Recognized with the top "Friend of Sales Award" for development of competitive programs.• Developed a leader. Recognized a high potential employee’s project management skills needed development. Provided training and put him in charge of a key program, creation of a focused takeout program versus a major competitor. Acted as a guide and mentor in development of a competitive takeout program that resulted in a 70%+ win rate, increasing sales by $14M in two quarters and earning employee the Gold Marketer of the Year Award.

San Jose, California, Us

Created and executed competitive marketing programs to support Storage products. Developed Statements of Work and drove 3rd Party competitive testing of Backup and Recovery software. Defined new process for competitive collateral, shrinking time to market by 25%.

San Jose, California, Us

Determined market opportunity and defined strategy for SMB market. Created and implemented programs at Partners, targeted at increasing revenue.• Designed and executed a strategic go-to-market campaign. Generated $127M in new sales for email and messaging management. Leveraged partners to tap the SMB market. Earned coveted Symantec A++ Award.

San Jose, California, Us

Managed storage software OEM relationship between Symantec / Veritas and Dell. Negotiated contracts, defined pricing, created go-to-market programs and provided training. Forged and managed strategic alliances.• Expanded a key account. Developed a GTM strategy for selling Symantec/Veritas software to Dell. Created marketing collateral. Trained Dell sales and support personnel. • Created and executed a targeted GTM plan which drove a 74% increase in sales through Dell mid-market segment. Generated more than $250M in revenue, making Dell the leading partner in sales in 2005. • Earned the Symantec A++ Award for top performance.

Austin, Tx, Us

Developed Market Requirement Definition for an E-mail/IM archival and compliance software/service solution. Researched and developed concept presentation for management. Delineated requirements for software and developed business case to justify program.* Created Marketing Requirement Definition for internal reporting system expected to reduce costs by $.5M.

Round Rock, Texas, Us

Recruited to introduce storage software applications into Dell product line. Developed and implemented marketing strategy and sales positioning, product launch, customer presentation and competitive comparisons. Trained 600+ technical sales representatives. • Launched EMC software products into Dell. Achieved $48.6M in revenue in first year of release. • Contributed to development of innovative software tailored to the Dell market. • Recognized for patent submission for software-service support concept incorporated into application. • Conceived and delivered innovative software for Dell. Recognized for patent submission for software-service support concept incorporated into application.

Blue Bell, Pennsylvania, Us

Delivered strategic planning and operational support for the Storage Program Office. Provided competitive analysis, pricing models, and proposed strategic plans for products.* Administered product catalog and price book for storage products. Developed and implemented database for maintenance of products, reducing required support personnel by 50%.

Blue Bell, Pennsylvania, Us

Developed and executed Targeted Marketing Program (TMP process) for entry-level products. Created marketing brochures, New Product announcements, product specification sheets, sales presentations and configuration guides, to execute marketing program.* Established new process for communicating and training marketing program statuses to the sales channels.

Blue Bell, Pennsylvania, Us

Directed 12 professionals in the forecasting and execution of worldwide demand/supply plans and procurement activities. Provided revenue and inventory forecasts for P & L projections. Supervised activity involvement in cross-functional product development teams.* Restructured the Planning and Procurement functions into integrated teams, which supported the planning, production and procurement of products, improving efficiency of operations by 20% through a reduction in cycle time.* Achieved best in class performance for forecast accuracy in 1997 (91%) as measured by a third party benchmarking company.* Implemented measurement practices to monitor Procurement activity. Reduced past due Purchase Orders by 45%.* Earned Achievement Award for Excellence for extraordinary support of customer requirements that generated $5M in revenue for the company.

Blue Bell, Pennsylvania, Us

Central role in establishing Demand/Supply and Revenue Planning organization and processes for new division. Managed 6 professionals in formulating and validating forecasts.* Created a financial reporting system for monitoring performance of plans. Coordinated integration of system into budgeting process tying financial plans to operational plans.* Implemented automation of forecasting processes to improve efficiency of operations by 25%.* Created ISO9001 standards for Demand/Supply and Revenue Planning operations.

Msa, Administration

Bba, Finance