Lucy Gillard

Lucy Gillard Email and Phone Number

Revenue Engine and Marketing Leadership Advisor @ Tranquility One
Gloucester, MA, US
Lucy Gillard's Location
Gloucester, Massachusetts, United States, United States
Lucy Gillard's Contact Details

Lucy Gillard personal email

n/a
About Lucy Gillard

My leadership journey includes multiple disciplines within Marketing, as well as Sales and IT. This background informs my collaborative approach to driving growth, bringing a perspective and passion few can match.B2B Revenue Marketer. •Increasing revenue, wallet share and sales productivity through the design and deployment of sales-aligned demand engines. Reach out to me for examples of results, including conversion rates on pipeline, deals, upsell, cross-sell and more.•As a consultant, projects included: Revenue engine design Lead/demand management process audits, SLA reviews, waterfall analysis/optimization Lead scoring workshop ABM planning Data governance workshop Marketing organizationDemand Strategist. Orchestrating the complexity of buyer engagement across marketing, sales and partners is my passion, continually fueled by MarTech and actionable data.•Programs: Delivered progressive integrated digital/non-digital buyer experiences across the often-siloed disciplines of web/SEO, content, digital media/intent/syndication, social media, email, field & global programs, channel marketing, customer marketing, partner marketing and sales tactics•Global, adaptable for ABM and channel initiatives•Optimized through insights, teams consistently delivered on SLAs, exceeded marketing conversion targets•Collaboration: Managed complex environments with as many as 25 stakeholders and agenciesSales Partner. Strategically partnering with sales leadership to plan and manage against aligned goals.•Results: Consistently met or exceeded marketing targets while increasing quality of leads, focused on active buyers within Ideal Customer Profile (ICP) personas and deploying ABM strategies•Growth: Evolved strategic value of team, optimizing plans and the lead engine across all conversion pointsPeople Leader. Mobilizing teams and inspiring individuals are key leadership strengths•Global: managed personnel in US, Latin America, Canada, Europe, Japan, Singapore & Australia, respecting cultural and legal variances that require consideration in the design and scaling of programs•Operational responsibilities included managing media budgets of $13M, technology budgets of $3M+Change Agent. Using progressive technology, models and planning frameworks, coupled with strong talent and teamwork, I’ve proven an organization can deliver a predictable and sustainable revenue engine with manageable disruption. On the personal side, our family is active in our community and in social & environmental justice efforts. email: lucygillardus@gmail.com

Lucy Gillard's Current Company Details
Tranquility One

Tranquility One

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Revenue Engine and Marketing Leadership Advisor
Gloucester, MA, US
Employees:
13
Lucy Gillard Work Experience Details
  • Tranquility One
    Revenue Engine And Marketing Leadership Advisor
    Tranquility One
    Gloucester, Ma, Us
    View
  • Beauport Growth Marketing Consultancy
    B2B Marketing Leadership Consultant
    Beauport Growth Marketing Consultancy Dec 2017 - Present
    As an experienced strategic leader and hands-on partner who gets things done, I am committed to helping organizations succeed and scale. If you’re looking to take your revenue efforts to the next level, or just need some help in a busy time, let's connect.In addition to fractional marketing leadership, I support clients through a range of projects:Defined, hands-on projects designed to achieve specific milestones. Project examples: - Crafting sales and marketing email cadences to enhance outreach and engagement.- Developing actionable buyer profiles to better understand and target potential customers.- Leading internal teams and external agencies to execute projects such as website updates, sales enablement assets and event prep.Optimizing operational processes to deliver scale. Projects include:- Evaluating and refining the revenue engine to ensure efficiency and effectiveness.- Streamlining lead management processes to enhance conversion rates and sales productivity.- Analyzing marketing and sales targets/results for what’s working, what’s not, uncovering root cause and adjusting to continuously improve performance and outcomes.Comprehensive strategic guidance tailored to each client’s unique needs and goals. Initiatives encompass:- Identifying buyer needs and use cases that deeply resonate with prospects to drive engagement and conversions.- Gaining insights into buying groups and developing strategies to engage effectively for revenue and retention success.- Prioritizing GTM segments based on internal/external factors to focus efforts on the most promising opportunities.- Crafting compelling messaging for prioritized buyers, ensuring alignment with their needs and pain points.- Planning and executing integrated digital strategies, account-specific (ABX) and broad segment-based, to deliver a cohesive engagement experience.- Creating digital content plans tailored to engage, building prospect audiences, nurturing current and future buyers.
  • Forrester
    Vp, Global Demand & Na Field Marketing
    Forrester Jul 2020 - Feb 2023
    Cambridge, Ma, Us
    Global Demand Programs: established team to create ‘always on’ demand programs, collaborating across marketing, sales, product and regions, to deliver Forrester’s inaugural approach to trackable demand. Consistently met or exceeded marketing SLAs for lead quantity, quality and marketing-owned conversions. Increased YoY 2022 marketing-sourced pipeline by 23%, 21% revenue increase. Improved quality of NA scored respondents with 60%+ at VP & C-level. NA Field Marketing: evolved charter from an events-oriented team to a strategic revenue partner, focused on optimizing the revenue engine for seven sales organizations. Field events became an integrated inflection point in the global demand programs, better supporting lead planning and aligned to marketing imperatives. Drove significant YoY increases in paid registration to Forrester's 5 NA conferences.
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  • Forrester
    Consulting Director: Revenue Operations, Demand & Cmo Imperatives
    Forrester Jan 2019 - Jul 2020
    Cambridge, Ma, Us
    Partnered with B2B clients to apply the power of SiriusDecisions insights, models, methodologies and frameworks to grow our client's business. My focus spanned operational foundations underpinning the revenue engine, demand creation and management, and CMO imperatives to drive a thriving B2B revenue engine.Projects included: - Revenue engine design, optimization and services level agreement across sales and marketing- Lead management process process audits, waterfall/bowtie analysis and optimization- Lead scoring analysis and optimization- ABM planning- Data governance council planning- Marketing organization design
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  • Siriusdecisions
    Consulting Director - Revenue Ops, Demand & Cmo Imperatives (Acquired By Forrester Research)
    Siriusdecisions Jul 2018 - Jan 2019
    Wilton, Ct, Us
    See role description under Forrester acquisitionNamed in THE 32 OPS PROS SHAPING THE FUTURE OF B2B MARKETING by Drift in 2019
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  • Akamai Technologies
    Director, Corporate Marketing
    Akamai Technologies May 2017 - Dec 2017
    Cambridge, Ma, Us
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  • Akamai Technologies
    Global Demand Center Director
    Akamai Technologies Apr 2016 - Apr 2017
    Cambridge, Ma, Us
    Responsibilities included initiating and directing 4 key areas for Akamai's Media Division:- Strategic Campaigns: Identify and prioritize key themes that will deliver Marketing's contribution to revenue. Campaigns include target audience insight, key messaging, persona profiles, buyer journey map, creative concepts and guidance for implementation.- Global Digital Content Strategy: Develop campaign's digital asset portfolio, aligned to buyer journey and personas, to fuel digital discovery and engagement globally.- Global Demand Creation Programs: Design, develop and execute globally executed engagement strategies for digital discovery and multi-channel engagement using Marketo for MEP.- Marketing Operations Liaison: ensure the Media Division has effective operations behind our global demand engine, including lead management, data requirements and leveraging technologies and tools to automate processes and enhance digital/personal engagement, and driving the reporting and analysis needed to continually improve marketing contribution to revenue.(Marketing reorganization April 2017)
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  • Akamai Technologies
    Director Of Demand Strategies, Americas Marketing
    Akamai Technologies Aug 2015 - Apr 2016
    Cambridge, Ma, Us
    Directed marketing strategies, aligned with Sales, to drive revenue and retain customers in key business segments. Drove seminal steps to evolve Akamai to a modern demand engine, introducing frameworks to shift from product-centric to buyer-centric marketing. Built team to create and execute always-on demand programs to drive revenue and retain customers for NA. Developed Akamai’s first ‘always-on’ automated programs. Early adopter of ABM intent-based marketing. Managed team for Sales account development and marketing lead qualification. (Corporate reorganization April 2016)
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  • Ibm
    Demand Marketing Strategy & Planning Leader, Ibm Hq
    Ibm Oct 2014 - Jul 2015
    Armonk, New York, Ny, Us
    Led team of strategic contributors, providing insight and leadership to support the evolution to a progressive digital demand engine across IBM's evolving business model.
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  • Ibm
    Field & Global Demand Marketing Leader - Spss (Acquisition) Volume & Mid-Market Business
    Ibm Oct 2011 - Oct 2014
    Armonk, New York, Ny, Us
    Responsible for managing regional demand marketing teams in NA, Europe, ANZ and Japan - driving demand and revenue for the SPSS volume business, and developing the predictive analytics solutions in the mid-market space. In addition to directing global digital engagement programs, responsibilities included developing processes and management systems to better support the low ASP high volume end-user target vs. the large customary IBM solutions opportunity, and overseeing the global migration of SPSS legacy marketing systems and processes to IBM's infrastructure.
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  • Ibm
    Project Director; Predictive Analytics Market Management, Business Analytics, Swg
    Ibm Aug 2010 - Nov 2011
    Armonk, New York, Ny, Us
    Supporting the IBM acquisition of SPSS and the emerging business of Enterprise Predictive Analytics under the Business Analytics segment of IBM Software Solutions Group. Responsibilities include driving marketing-led demand generation efforts in support of Predictive Analytics revenue across all IBM programs; ensuring response and opportunity management globally with transition to IBM systems; establish annual pipeline viability and resulting targets across all marketing channels; monitor and assess pipeline & revenue success/challenges by channel working with marketing and sales leadership to close gaps.
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  • Cognos
    Director Of Global Demand Programs, Website And Advertising
    Cognos Dec 2003 - Jul 2010
    Ca
    Directed demand programs team responsible for delivering marketing-led pipeline through global-led strategies and programs supporting regional marketing and web efforts. • Responsible for entire Cognos portfolio, grew team from 5 to 23 people; budget of $13M+ • Held principal role in advancing marketing maturity – shifting demand to a disciplined, integrated programmatic approach, mapping communications strategy and tactics to buying cycle model, measuring marketing’s influence on pipeline opportunities, tighter integration with field teams, and better leverage on web-based marketing. Key to building global success in field partnerships was respecting regional uniqueness and leveraging consistencies. • Utilized Cognos tools for data driven decision making, from simple tactic analysis, to program channel mixes, to complex predictive modeling based on buyers and sales stage engagement. • Marketing lead for the development and implementation of integrated world class marketing and sales systems, driving performance transparency and disciplined approach to sales and marketing integration • Recognized within IBM for best practices in both strategic and tactical marketing efforts • Exceeded pipeline targets annually year over year; consistently exceeding market best practice targets, delivering 30+% of total pipeline.• Print advertising added to existing digital advertising responsibilities in 2006• Web team added to my organization in 2008
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  • Ibm
    Program Director, Global Marketing Programs For Acquired Lotus Brand
    Ibm May 2000 - Oct 2003
    Armonk, New York, Ny, Us
    Developed and directed new team of marketing professionals to create and implement worldwide go-to-market strategies for lead generation programs for the Lotus brand. • Developed campaign strategies to support revenue targets across regions; Managed direct and matrixed team that executed global programs • Collaborated with marketing teams from Asia Pacific, Europe and Americas to develop programs that compliment worldwide programs, while respecting geographic differences • Managed a heavily matrixed team, including members from all geographies and many different marketing segments within IBM Software Group
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  • Ibm
    Na Field Marketing, Lotus Programs Lead
    Ibm Apr 1998 - Apr 2000
    Armonk, New York, Ny, Us
    Developed and directed new team responsible for the planning and execution of demand programs in North America • Managed teams responsible for demand programs in NA, uniquely within IBM targeting technical professionals and line-of-business executives, in enterprise and SMB segments • Recognized within IBM for generating unprecedented levels of integrated market-facing activity, using traditional and innovative marketing tactics, meeting or exceeding all product segment lead and revenue targets • Collaborated closely with Sales, Partner programs, market intelligence, web development, field marketing, advertising and other elements of the marketing mix to maximize an integrated approach to the marketplaceParticipated in the creation of the North American market analysis, business planning, offering development and routes-to-market strategies.
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  • Ibm
    Director Of Product Marketing
    Ibm 1997 - 1998
    Armonk, New York, Ny, Us
    Managed product marketing for Notes related product. Responsibilities included developing messaging, offers, managing partnerships, pipeline strategy and everything traditional MarComm.
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  • Ibm
    Isv Marketing Manager, Lotus Partner Programs
    Ibm 1996 - 1997
    Armonk, New York, Ny, Us
    Managed numerous technical relationships with a growing Lotus application space with Notes and Financial Services partners. The role was responsible for teaming with Sales Director and 3rd parties to partner on penetration strategy and provide technical insight and management in the development of the relationship.
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  • Lotus Development
    Product Marketing Manager
    Lotus Development Apr 1994 - 1996
    Us
    Product Marketing Manager for several products for both desktop and Notes. Responsibilities included delivering content and messaging for Marketing and Sales, working with field teams to drive revenue, providing support for PR, contributing to strategy for product development and pipeline development.
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  • Lotus Development
    Sales Solution Engineer
    Lotus Development May 1991 - Feb 1994
    Us
    Top producer in sales of desktop and communications products with focus on managing technical side of the sales relationship. Received numerous awards including Top Contributor Award in West Region for 3 of the 10 quarters, Team Player award for 2 of 10 quarters, and Summit Achiever Award (1 of 12 awarded nationally) for 1994.
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  • Pacific Life
    Software Application Developer
    Pacific Life 1989 - 1991
    Newport Beach, Ca, Us
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  • Accenture
    Software Application Developer
    Accenture 1986 - 1988
    Dublin 2, Ie
    View

Lucy Gillard Skills

Demand Generation Lead Generation Product Marketing Go To Market Strategy Strategy Marketing Management Enterprise Software Multi Channel Marketing Marketing Strategy Market Analysis Sales Enablement Integrated Marketing Business Analytics Segmentation Management Strategic Partnerships B2b Marketing B2b Marketing Communications Marketing Automation Digital Marketing Marketing Direct Marketing Competitive Analysis Lead Management Marketing Operations Database Marketing Messaging Business To Business Global Management People Management Lead Scoring Channel Marketing Field Marketing Marketing Roi Campaign Management Customer Acquisition Industry Marketing B2c Global Marketing Predictive Analytics

Lucy Gillard Education Details

  • California State University-Long Beach - College Of Business
    California State University-Long Beach - College Of Business
    Marketing

Frequently Asked Questions about Lucy Gillard

What company does Lucy Gillard work for?

Lucy Gillard works for Tranquility One

What is Lucy Gillard's role at the current company?

Lucy Gillard's current role is Revenue Engine and Marketing Leadership Advisor.

What is Lucy Gillard's email address?

Lucy Gillard's email address is lg****@****ibm.com

What is Lucy Gillard's direct phone number?

Lucy Gillard's direct phone number is +161727*****

What schools did Lucy Gillard attend?

Lucy Gillard attended California State University-Long Beach - College Of Business.

What are some of Lucy Gillard's interests?

Lucy Gillard has interest in Civil Rights And Social Action, Education.

What skills is Lucy Gillard known for?

Lucy Gillard has skills like Demand Generation, Lead Generation, Product Marketing, Go To Market Strategy, Strategy, Marketing Management, Enterprise Software, Multi Channel Marketing, Marketing Strategy, Market Analysis, Sales Enablement, Integrated Marketing.

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