Mark D. Bullard Email & Phone Number

Boston, Ma, Us

I was the first customer of Anaqua in 2005 and later joined the team as the first sales person in 2008. I'm back at Anaqua now to join friends new and old to lead our company into the pole position by offering the very best software and services to the very best innovators in the world.

Brentwood, Tn, Us

Assumed leadership from the founders who wanted to step out of day-to-day operations in 2023. I am responsible for leading all functions across the company in an EOS org structure while reporting to the visionary CEO.

San Francisco, Ca, Us

Designed operational program to manage budget and process of collaborating with Legal Professionals inside DocuSign and hired Legal Experts around the globe to develop content supporting Legality of Electronic Signatures and Remote Online Notary in 66 nations around the world. Managed strategy, budget and timing in order to leverage local legal experts and internal legal and marketing stakeholders to develop positioning whitepapers, blog posts and webinar content in response to developing legislation in the US, Mexico, UK, Germany, European Union, Spain, Italy, Australia, and Singapore. Cultivated relationships with VPs and leaders in Product, Product Marketing, Marketing, Sales Enablement, and Sales in the US and in each of our Geos in order to accelerate sales, develop marketing plans, and gather market intelligence with our Legal Professional audience as customers, partners, and stakeholders in the DocuSign vision of full contract lifecycle management.

Indianapolis, In, Us

The CEO/Founder recruited me to manage all aspects of the business, while he focused on the Product. In 15 months accomplished the following under my leadership: ► Grew revenue 40%, increased ARR 50% ► Raised prices on existing contracts 15% with zero churn.► Increased minimum new deal size by 400%. Increased our average deal size by 200%. ► Rebuilt Sales and Marketing organization from the ground up to emphasize value based selling. ► Moved from 2x loss on Professional Services to profitability.► Implemented a rigorous security and privacy model and succeeded in getting SOCII certified.► Developed HR processes to improve our onboarding and Finance processes to streamline AR collections. ► Negotiated the sale of the company to a strategic partner. IPfolio is now the flagship IP Management product for the acquiring partner - Clarivate.

Fremont, Ca, Us

After successfully launching the OKR program, I continued to manage strategy including developing the case for acquisition and integration of several acquisition opportunities. I later developed the case for selling Lecorpio to Anaqua which occurred in 2017. In the meantime, I also assumed responsibility for leading the Customer Success Team. Initiated a tour of our top accounts in collaboration with our COO in order to stabilize some unsecure implementations. Successfully avoided any churn from key enterprise accounts while negotiating the sale of the company.

Fremont, Ca, Us

After successfully launching the Product Management team, I was promoted to VP of Strategy to implement an OKR strategic planning methodology first across the management team, and then across the entire company. Facilitated quarterly offsites with the management team, then facilitated rollout of OKRs to all employees. Developed a system for tracking OKRs in Jira and Confluence.

Fremont, Ca, Us

Managed a team of two Product Managers who were experts in IP Law but had no experience in Product Management. Developed a Product Management infrastructure with Use Cases in support of combined Waterfall (for major new releases) and Agile (for continuous improvement) software development cycles. Trained the new PdMs to engage clients, write use cases, and engage effectively with product development.

Boston, Ma, Us

After success as an individual contributor, I was promoted to VP of Sales. ⮚ Lead a team of five regional sales account executives each responsible for roughly $1mm in new ARR. ⮚ Lead the team to close at least $60m in TCV over my 3 years as VP. ⮚ After several years of selling exclusively to corporate legal departments, I lead the team to successfully define and sell the first Anaqua Essential product to enter the Law Firm Market. This doubled the size of our market. ⮚ Grew the customer base 15x from 7 to over 100 and the ARR 10x in 5 years.

Boston, Ma, Us

I was the first dedicated sales account executive for this startup that had 7 customers when I first joined. ⮚ Consistently outperformed my targets and other sales executives. Sold $16m in TCV in 3 years.⮚ My clients had zero churn and 100% renewed after their initial 3-year contract.⮚ Defined and sold the first Anaqua Express product to enter the Mid Market. This opened a massive new collection of opportunities in the sub $100k/yr ARR market for us.⮚ Sold the first customers and opened the way in several new industries including: Hardware (HP), Financial Services (Visa), Energy (Conoco Phillips), Media (Fox) and Retail (Target). ⮚ Sold the first customer in Japan (Honda)

Redmond, Washington, Us

Managed business process improvement and technology implementations for the 1,000-person legal department. During my tenure in Microsoft LCA (Legal and Corporate Affairs), I managed multiple projects including Invoice Routing and Approval; Contract Management; Dynamic Contract Assembly; and Intellectual Asset Management. I navigated the politics and complexities of dotted line relationships, grey budgets, and shadow apps.► Defined the needs and requirements of 180 IP professionals in Patents, Trademarks, and Licensing to implement Anaqua's first customer instance and replaced three independent IP management systems ► Managed the implementation of Corprasoft/Datacert for Invoice Routing Approval and Legal Matter Management for the $600mm Outside Counsel spend - saved $30mm in its first year. ► Implemented Business Integrity (now Thomson Reuters) Contract Express for EULA across all Microsoft products and business units in 20+ languages - allowed Product Manager to build EULA contracts for products in an automated fashion saving substantial time and money. ► Developed a capability map of the entire legal organization in cooperation with Microsoft IT and MS Global Services that allowed management to understand where resources were deployed and how they were impacting business processes.

Southfield, Michigan, Us

Developed a sales methodology to sell software between $5,000 and $20,000 in ARR. Grew ARR 40% two years in a row.

After we established the model for SaaS, I was promoted to Business Development to go out and sell the new product through channels. Closed two large channel SaaS offerings in Brazil and Finland worth over $1.2 million in ARR.

Joined a 3-person, new-business stealth team to develop a strategy for migrating our Client-Server architecture and sales methodology to a SaaS model (We called it ASP or Application Service Provisioning before it became SaaS). ► Collaborated with Product, Marketing, Sales, Finance and Legal to create one of the first Enterprise SaaS offerings in the world in 1999. ► Helped define and build the partner network of hardware, software, services and telecom companies required to implement SaaS in a world before Amazon, Google and Salesforce made it so easy. ► Spoke about SaaS onstage at Comdex, ASPWorld and other conferences back when SaaS was called Application Service Provisioning.

Managed technical support and customer success requests from clients around the world.Quickly learned the new technology including SQL queries, database schema, and MS Windows Admin.

Investigated hotel development opportunities for the purpose of making recommendations to hotel investors. ► Produced many faceted hotel feasibility studies, which depending on the outcome of the recommendation, lead to Hotel Appraisals► Analyzed opportunities, modeled scenarios, and communicated the results of the research and recommendation in a structured and digestible business case for hotel owners and investors. This skill has proven tremendously valuable in Sales, Business Development, and M&A roles when I am called on to help an organization build a case for a game-changing investment.

I had the pleasure of working with an A Team of managers "sent downtown" to take over a poor performing property in the heart of Dallas, Texas. In one year, we completely turned the hotel around. My role was to establish, execute and document processes for managing costs across the property from Food and Beverage, to China, Glassware, Silver and Linens, Durable Goods and HR costs. Success was measured by hiring an hourly clerk to follow the processes that I had established. The most important lesson I learned was that I love to build processes and create order from chaos. I also learned to work with a diverse set of co-workers from different backgrounds, knowledge, skills, abilities, and motivations.► Developed an inventory system for tracking and valuing all perishables and all movable items in the 500-room hotel. ► Developed and maintained a dashboard with KPIs for weekly management meetings and daily GM review

Bachelor Of Science - Bs, Hotel Administration And Travel

Bachelor Of Science - Bs, Hotel Administration And Travel