Michael Colby Email & Phone Number

Waltham, Massachusetts, Us

Santa Clara, Ca, Us

I have a passion for winning sales engagements and pleasing customers with differentiated solutions. As an experienced Competitive Intelligence Professional, I strove to enable Pure sales and presales teammates to successfully position Pure's solutions and successfully share competitive value and benefits with customers compared and contrasted to other vendors' solutions.I facilitated the creation and delivery of competitive knowledge and results of competitive analysis for the field and built relationships between the competitive team and sales, presales, and product marketing/product management.

Round Rock, Texas, Us

Created/delivered winning competitive strategy deliverables and enablement for unstructured data storage (files and object) for field sales/presales and product management/product marketing stakeholders.Coordinated activity of the unstructured data storage competitive workgroup.

Datos IO (acquired by Rubrik, Inc) delivered cloud-scale data protection software for next-generation applications hosted on scale-out NoSQL, Cassandra and MongoDB databases. Led a months-long momentum to drive 12 customers who had licensed $500,000 our capacity licensed solution but not deployed it to move forward to install and deploy it. -created and drove a weekly deployment tracking process across presales, sales, product management, and engineering-Planned the deployments, staging and initial configuration-Led the “hands-on” installation of our solution, RecoverX, on-site, and remotely, 6 of the 12 accounts. As the company’s TME (Technical Marketing Engineer) -I performed and documented product testing for VMware and Oracle Cloud partner certifications-wrote deployment cookbook-wrote public-facing company blogs-co-wrote public product launch content for new versions of our product

Houston, Texas, Us

Pioneered a dedicated competitive analyst role at Nimble and increased the focus on competitive knowledge and content during a challenging period in Nimble’s trajectory, the months before and after Nimble launched its first all-flash platform. -co-created competitive content with marketing that was used during the public launch and for training sales and presales at the annual sales meeting prior to product launch-consolidated competitive content that was distributed across various individuals in the field and published a series of vendor-specific competitive content highlighting Nimble key strengths and advantages. -I shared competitive knowledge and updates at sales kickoffs, new hire training, sales team business reviews, and via email distribution lists and one-on-one engagement for specific sales opportunities.-Created a knowedge base of competitive content on products from 5 primary competitors

Hopkinton, Ma, Us

Member of the team that raised the bar of SE enablement in the EMC Data Protection organization. We created the best success instrumented and validated Pre-sales New Hire program in the tech industry. Turnover of our product organization’s existing SEs with new hire replacements reached a peak of 25% annually. New hires were far less experienced and knowledgable than the SEs they were hired to replace. Our team’s mission was to establish a high baseline of product knowledge and field presales skills starting with new hire training. During my tenure, we successfully trained 250+ new SEs, a mix of new hires to EMC and Partner SEs.-created the instrumented process and analysis for measuring new hires' incoming knowledge. daily assessment of learning results, and a final assessment at the completion of new hire training. -programmed and ran bi-weekly worldwide SE calls for 400+ SEs for 2 1/2 years.-co-hosted a weekly worldwide WebEx interactive call-in forum for configuration and sizing Q&A and enablement-Data Domain and data protection subject matter expert delivering product training and updates during new hire training and annual SE bootcamps.

Hopkinton, Ma, Us

Competitive consultant for 2 key competitors, responsible for creating all competitive strategy, writing, and publishing all competitive content, and assisting in field competitive engagements.Created new competitive content for 2 competitors utilized by +1,000-person field sales used in +$50M winning sales

Hopkinton, Ma, Us

Original SE with Data Domain prior to EMC acquisition of Data Domain in 2009Successfully drove winning technical sales and established initial deployments at key enterprise and local government accounts in the Los Angeles Metropolitan area.