Marcus Hearne Email & Phone Number

Waterloo, On, Ca

Leading the OpenText global Product Marketing teams for Cybersecurity.

Mclean, Va, Us

ID.me is a Series D Digital Identity startup. I led Product Management, Product Operations, and the Fraud Analytics and AI teams. Implemented design-led development practices to prioritize customer experience. Rebuilt the digital identity product roadmap in alignment with product strategy and market needs.

Toronto, Ontario, Ca

Spearheaded Varicent's AI go-to-market strategy, yielding an eightfold increase in AI-driven sales opportunities through cross-functional collaboration between product management, marketing, sales and customer success.

Toronto, Ontario, Ca

Varicent is a PE backed Sales Performance Management SaaS offering. I was recruited to lead the inception and execution of Varicent's global brand strategy and marketing campaigns, significantly enhancing market awareness and brand recognition.- Modernized global brand and positioning, resulting in increased brand awareness and sentiment.- Removed low engagement tactics and reduced the cost of marketing-sourced SQLs by 70%.- Increased marketing-sourced pipeline by 26% and marketing sourced revenue by 160%.- New competitive intelligence program increased sales funnel velocity by 50% and average deal amount by 30%.- New customer reference program grew referenceable logos 300% and case studies 50% in 9 months.

Maidenhead, Berkshire, Gb

Led the strategic integration of product management and product marketing to develop business plans for a multiyear platform strategy for Linguistic AI and the translation and content management solutions. These plans synthesized market trends and customer needs and resulted in continued revenue growth in a market facing increasing disruption.- Set the multiyear product strategy for Linguistic AI, Neural Machine Translation, Language Cloud, and Tridion CMS.- Implemented a unified product development lifecycle process, leading to measurable improvements in on-time delivery, quality, and customer satisfaction.

Maidenhead, Berkshire, Gb

Led the creation and execution of integrated product marketing marketing strategies, surpassing revenue targets. Improved product positioning, value propositions, and messaging through detailed market analysis, buyer persona definition, and customer feedback. Incorporated advanced analytics into marketing functions, leading to an increase in lead quality and win rate.- Increased marketing sourced revenue above 25% target with campaign stage analysis and optimization.- Led a transformation to shift product marketing plans and activity to align to the global business objectives.- Implemented a tiered approach to product launches that significantly increased customer engagement and growth.

Mumbai, Maharashtra, In

Led the inception and execution of the Digital Software & Solutions marketing strategy. Built a lean high-performance marketing team, deployed impactful campaigns, and delivered effective sales enablement. Surpassed 2017 pipeline targets and entered 2018 ahead of target.- Built a lean, full-stack marketing team, budget, marketing plan, processes and KPIs in three months.- New marketing campaigns met 3x pipeline coverage targets in 2017 and 2018.- Directly owned and delivered ICP, messaging and positioning, AR pitch, content development, and sales enablement.

Armonk, New York, Ny, Us

Worldwide executive responsible for the end-to-end planning, execution, and ROI of IBM Business Analytics marketing. Targeting over $1B in revenue, executing programs across a $17M budget, leading integrated marketing teams consisting of 24 direct team members in the US, and 60+ worldwide.- Launched Watson Analytics, IBM’s inaugural AI SaaS offering, and pioneered digital marketing planning, execution, optimization to drive one million PLG trial registrants.- Achieved 80% reduction in CPL through improved customer segmentation, and weekly experiments and A/B testing.- Defined and developed $2B Smart Data Discovery market and consistently shaped market leadership narrative in connection to modern Business Intelligence solutions.- Executive lead of new regional digital demand centers in Europe and Asia-Pacific bringing together digital sales and marketing skills resulting in $10M in new SaaS signings in less than 1 year.- Redefined key agency relationships to focus on the development of strategy related to goals, and reporting related to execution through the ongoing use of data, analytics and new marketing technology and platforms to drive a 3200% increase in budget ROI.

Armonk, New York, Ny, Us

Worldwide leader for the IBM’s Predictive Analytics and Business Intelligence (P&BI) marketing teams with a $1B revenue target including a new license revenue target of almost $500M. Responsible for the management of the worldwide go-to-market strategy and execution. - Led the highly successful alignment of Predictive Analytics solutions in market to Customer Analytics, Operational Analytics, and Threat & Fraud Analytics pillars.- Continued successful growth with 11% revenue growth worldwide including 58% growth in developing markets in 2012.- Formalized the Decision Management market segment and established IBM leadership position via the Predictive Analytics portfolio’s Analytical Decision Management launch.- Developed a comprehensive market assessment practice to determine opportunity by product, capability, and solution and by audience, channel, and geography to develop and execute global marketing strategy.- Created alignment across product and field marketing activity, sales enablement, and pipeline management to optimize opportunity creation and progression to drive continual improvement to marketing assets and activity - Managing and measuring highly targeted initiatives at the executive level across IBM Business Analytics to generate $80M in additional revenue in 2013.- Achieved 23% growth across the Predictive Analytics portfolio, 9% growth across BI and 20% growth in new markets (23% for Predictive and 20% for BI) with focus on India, China, and Brazil.

Armonk, New York, Ny, Us

New role as a result of the IBM acquisition of SPSS. Responsible for development and execution of the global go-to-market strategy for IBM SPSS Predictive Analytics portfolio. Moved to business leadership position and up-line management of the IBM SPSS Predictive Analytics Product Marketing and Market Management teams worldwide.- Introduced disciplined, data driven market assessment, and global strategy development process. - Very quickly realigned the IBM SPSS Predictive Analytics global go-to-market strategy to leverage the IBM sales force through sales enablement, marketing systems, and processes for campaign execution.- Increased revenue growth up to 200% in parts of the Predictive Analytics portfolio.- Achieved a marketing contribution to pipeline of 57% against a target of 27%.

Defined and implemented business plans and marketing strategies for multiple products. Coordinated cross-functional teams to drive new offerings to market and communicate value propositions externally. Created and delivered sales enablement and marketing collateral to internal and external customers. - Led strategic development and execution of worldwide marketing for flagship products in the SPSS portfolio representing over 80% of total software revenues.- Strategic packaging and pricing changes resulted in 35% annual revenue growth for SPSS Modeler.

Managed all phases of the product life cycle on time and within budget for three consecutive releases of SPSS enterprise statistical software, including; new modules, big data (size and speed) capability, centralized security and administration, programmability, new licensing, and major multi-tenancy enhancements.- Designed and drove the development of a new licensing system resulting in 25% growth of revenue for the Statistics product family in a market growing at 9%.- Managed the development of a new statistics command language engine that resulted in upgrade revenue exceeding targets by $2M.- Consistently kept maintenance renewal rates above 90% and commonly above 95%- Built and implemented new launch process for the Statistics family that was adopted as a best practice for all product launches going forward.

Managed all phases of the product life cycle on time and within budget for four consecutive releases of select modules of the SPSS statistical software family and SPSS Statistics Enterprise. Managed the Prentice Hall relationship for SPSS Student Version, and built a new network of 3rd party authors (over 300) featuring SPSS and SPSS software (in-book CD). Conducted financial statement due diligence for VentoMap acquisition. Restarted SPSS for Mac offering (ceased in 1992) with release of SPSS v10 on Mac, managing outsourced development vendor MacKiev in Ukraine.- SPSS for Mac v10 won MacWorld award in its category (data management) - SPSS for Mac exceeded expectations by more than $1M in less than 12 months, and achieved double digit growth for 3 years running. - Grew market share to 20%, leading all product families (3 in total) in market share and revenue (9% aggregate share across portfolio, $224M total revenue in 2004.)- Received Key Employee award.