Mary R. Email & Phone Number

San Jose, Ca, Us

I led the content marketing team responsible for growing the SMB and mid-market segments at Bill.com. Bill.com is the leading digital business payments company for small and medium-sized businesses with over 3M network members and moving more than $113B annually. Our award winning, payment management platform is used by 6 of the nation’s top 10 banks and 85% of the top 100 U.S. accounting firms.

Fremont, Ca, Us

Led the go-to-market strategy for the company’s flagship product, the Hound® marijuana breathalyzer, for the employer and law enforcement markets. Select achievements include:- Go-to-Market Strategy: Collaborated on go-to-market plan that helped secure Series D round of funding of $30M.- Customer Insights: Led Voice of Customer research that uncovered insights on target audience personas, use cases, decision makers/influencers, buying process, and financing preferences within the workplace drug testing market.- Messaging & Positioning: Created comprehensive Messaging Platform for each key market and audience to guide messaging for all corporate and product assets.- Media Relations: Equipped executive spokespeople with key talking points around a Safety + Fairness value proposition for media interviews.- Sales Enablement: Developed all product and sales assets, including product sheets, sales presentations, collector training and certification, and collateral.- Customer Advocacy: Partnered with Sales and Product to establish a Customer Advisory Board for collecting pre-launch product feedback and securing testimonials for launch.

Sunnyvale, Ca, Us

Responsible for the go-to-market strategy for division’s largest growth segment: HR/Learning & Development (L&D) within mid-market and Fortune 1000 companies. Select achievements include:- Customer Insights:> Spearheaded research effort to understand the market opportunity and content needs of various buying centers within the enterprise and leveraged key insights to influence product roadmap.> Established bi-annual Net Promoter Score (NPS) survey to capture buyer and user feedback and new content and feature requirements.- Market Validation: Led project to validate opportunity for adding two new language libraries, Mandarin and Portuguese, and define a Minimally Viable Product (MVP), leading to $10M business investment.- Product Launches: > Led cross-functional effort to re-brand/re-position lynda.com as LinkedIn Learning for the Enterprise HR/L&D market. > Successfully launched highly-valued PMP® Certification course as a standalone product offering, resulting in $8M revenue in first year.- Sales Enablement: > Developed and field tested narratives for two key audiences: L&D professionals and business leaders.> Created and maintained internal Sales wiki housing all customer-facing and internal sales assets.- Lead Gen: Worked closely with Marketing in developing content for campaigns that drove 90% of sales opportunities.- Competitor Strategy: Launched Project Topple, a competitor replacement program targeted at largest competitor, resulting in $13M in incremental bookings in first 9 months.

Meridian, Idaho, Us

Initially responsible for core Brand Protection SaaS solution. Tapped by CEO to lead new consulting services business unit. - Go-to-Market Strategy: Defined mission, go-to-market strategy and annual operating plan for new consulting business.- Product Launches: Identified market opportunity for, defined, and launched first two consulting services focused on anti-counterfeiting and corporate domain portfolio strategies, resulting in $1.5M revenue in first 18 months. - Sales Enablement: Created sales enablement tools and training for new consulting services for global salesforce.- Management: Recruited, developed and managed a high-performing team of 3 direct reports.

Meridian, Idaho, Us

- Product Innovation & Launches:> Led launch of new anti-counterfeiting service that identified illegal global sellers through big data and machine learning.> Created and promoted a Domain Intelligence “heat map” for analyzing global domain registration gaps and risks. > Developed KPI/ROI metrics incorporated into SaaS platform and promoted new feature to enterprise customers.- Thought Leadership: Researched, wrote and published insights on online threats to corporations in the luxury, travel, hi-tech and sporting goods industries in several MarkMonitor Brandjacking Index reports.- Vertical/Industry Marketing: Developed messaging platform, case studies, sales pitches, and website content for key verticals, including entertainment/media, travel/hospitality, pharmaceutical, retail, CPG, and financial services.

Meridian, Idaho, Us

- Go-to-Market Strategies: Developed and executed go-to-market strategies for major launches and new features for company’s core solution, growing revenue 42% annually to $16M over 4 years.- Messaging & Positioning: Created compelling and differentiated messaging for target audiences and key verticals and worked with marcom to include tailored messaging on corporate website and supporting materials.- Packaging & Pricing: Redesigned SaaS product offering and changed pricing from a modular to a tiered model, improving annual renewal revenue by 10%.- Sales Enablement: Developed and delivered effective sales presentations, tools and training to global sales teams, including new product introductions on social media, paid search and marketplace monitoring.- Partner Marketing: Developed joint strategy, collateral and training materials for a global investigation partner.- Competitor Analysis: Created competitive battlecards for global sales team and quarterly win/loss analyses.

Walnut Creek, California, Us

Responsible for all marketing activities for a startup focused on public Wi-Fi hot spots. Select achievements include: - PR/Media Relations: Selected PR agency and managed company’s media and analyst relations.- Lead Gen: Managed lead generation programs via trade shows, webinars, email campaigns, online advertising, and telemarketing campaigns to generate 5X lead pipeline.- Sales Enablement: Created and delivered sales materials, case studies, sales training, and competitive analyses, leading to company’s first 25 customers and Series A funding.- Thought Leadership: Presented at several industry conferences, including Eyeforwireless, Wi-Fi Planet, and WISPCON and ghostwrote bylined articles for CEO for several tier-one publications.- Management: Managed and developed 3 direct reports, 2 local and 1 overseas.

Mba, Marketing & Management Strategy

Ba, Econometrics And Quantitative Economics In 3 Years

Studied Piano In Joint Degree Program With Tufts And Nec Freshman Year