Vaulting Ventures is a family office that invests in companies that are disrupting current approaches to key corporate functions such as HR, Marketing, Sales and R&D.

Regular monthly columnist writing about Marketing, GTM and Martech from a business perspective.

Contributor to Forbes and Forbes Business Council

BMC’s CEO asked me to return to reinvigorate WW Marketing & Communications and to take over Customer Connect, BMC’s customer success and education organization. We used Customer Connect to help begin to align Marketing and Sales in a company where that had never happened. Unlike my first tour, I rejoined BMC at the beginning of a very tough period. BMC’s performance had slipped. A powerful activist shareholder was shaking up the company, and all the signs pointed towards privatization. My organization focused on rebuilding trust and confidence across a wide array of BMC stakeholders, including customers, partners, investors, employees and the influencer community.During this time, innovation remained on the front burner. We deployed a vastly more mature version of the analytics platform that had been such a success at Honeywell and my first tour at BMC. This enabled us to continue to run our operations like an "investment fund,” combining predictive analytics and proven, contemporary approaches to connect with the company's audiences. We drove small gains in deal expansion and sales velocity in 2013 and into 2014, despite the corporate reputation issues that were impacting BMC’s fortunes at that time.During this period, our analytics platform began to attract a growing amount of attention from the marketing profession and the marketplace. In 2014, it was recognized as the Innovation of the Year by a jury drawn from across the marketing and communications profession. It subsequently won additional honors, including the Holmes Report’s Diamond SABRE.

I was recruited by the CEO of Honeywell International to bring profitable change to how the conglomerate reached the marketplace concerning its ~$12 billion aerospace unit, a highly regulated global business with what were very “old school” approaches to go-to-market.Leadership and Organization are critical to leading big change. My team and I successfully overhauled and globalized a very large U.S.-centric marketing and communications organization to meet business requirements, onboarding more than 20 key, high-talent leaders around the world plus numerous staff and two new global agencies. We forged a large collection of disparate and diffused program budgets into one unified program designed to drive massive sales productivity gains for the Aerospace unit.In business, success is always about Innovation and Impact. We led Honeywell and the aerospace industry in deploying extensive sales and marketing analytics to calibrate and establish marketing’s contribution to sales productivity.

At BMC, I was the top global marketing communications executive in a $2.2 billion global software company.In many ways, I began to develop my reputation for systems-based innovation at BMC. Building on my own IP, I deployed and steadily improved a causal analytics system that enabled us to both predict and demonstrate exceptional functional performance, operational efficiency and business impact.The methodology won a BMC Innovation Award in 2009 – the first non-product innovation so honored in the history of the company. We received that recognition because we were able to accurately calibrate our campaigns and ultimately prove cash-on-cash ROI that exceeded 3000% in 2008, 2009 and 2010. My teams delivered campaigns that were credited with driving 11% gains in deal expansion and a 6-7% acceleration in deal velocity. Sales and Finance leaders used our data to calibrate their own analytics.

Created and directed communications for Compaq's Enterprise Storage Group, as well as HP's company-wide, global competitive intelligence and communications operations, directly supporting approximately $70B in new logo and / or competitive deals. Subsequently led all WW communications and marketing communications for the company's huge Personal Systems Group and for the Public Sector, Health and Education segment.