Michael Maggs Email and Phone Number
Seattle, WA, US
Michael Maggs's Location
Seattle, Washington, United States, United States
About Michael Maggs
To understand why I am drawn to Product Marketing consider the following:I believe you grow the business by focusing on delivering real value to the customer and taking the long view of the relationship……I enjoy being the Voice of the Customer, meeting them where they are and where they hope to be...…I am animated by problem solving, the more ambiguity involved the better. It taps into my curious nature, accesses my logical and analytical side while also leveraging my creativity and intuition.So, it makes sense that Product Marketing speaks to me: (1) it sits at the intersection of the Product Management, Sales, Marketing, and Customer Success functions, (2) collaboratively applies a holistic engagement model with those functions to engage the customer, and (3) it leverages my strengths.In my career, I’ve been fortunate to have the opportunity to build partner Go-To-Market strategies and programs for companies representing every layer of the B2B cloud stack. Along that journey I’ve developed skills ranging from sales and partner enablement, content creation, market and customer segmentation, data analysis, messaging and positioning, cross-functional collaboration, and more.This is value I bring to any Product Marketing role and will continually do so as I both refine these skills and build new ones. But what differentiates me? What *unique* value do I offer? I think if you asked anyone I’ve worked with, chances are they would say it is that I approach problems differently than most and communicate the complex simply. I am a non-linear thinker, often connecting seemingly disparate data points that others might miss. I also have an innate talent for translating complexity and abstract concepts into simple stories and sound bites. I use both to great effect by creating strategic vision that is easily executed to grow revenue and product adoption. A unique perspective to growing the business.It's what I see as differentiated about me.Skills & StrengthsGo-to-Market Strategy | Collaboration | Communication | Messaging | Value Proposition | Sales Enablement | Positioning | Cross-functional Team Leadership | Use Cases | Scenarios | Market Analysis | Competitive Intelligence | Problem Solving | Product Launch | Data Analysis | B2B | SaaS | Cloud Computing | AWS I am looking to expand my professional network and explore new opportunities. I can be contacted via email (michaelmaggs@gmail.com), phone (206-883-9044), or LinkedIn private messaging.
Michael Maggs's Current Company Details
Michael Maggs Work Experience Details
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Product Marketing Consultant And OwnerTriforma ConsultingSeattle, Wa, Us
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Member - Product Marketing Professional NetworkProduct Marketing Alliance Jun 2021 - PresentSan Francisco, California, UsThe Product Marketing Alliance exists to create a space to help individuals and organizations drive company-wide alignment around product marketing as the scalable, sustainable source of business growth. Join our Slack community and never miss out again!Want to see us do it? Watch the video below :point_down:Video Tutorial -
Partner Go-To-Market (Gtm) ConsultantTriforma Consulting 2017 - PresentI own and operate this consulting firm that provides business growth and product marketing solutions for startup and early stage B2B cloud companies. In collaboration with internal teams, I develop and execute innovative partner Go-To-Market (GTM) strategies and deliver messaging, value propositions, sales scenarios, competitive analysis and all related sales enablement content. I also work with clients to recruit and enable partner relationships which spans evangelizing the field and tracking the results we set for the relationship.My approach is to focus on both the practical and aspirational with the objective of helping clients reach their goals today and be set up to scale for success tomorrow.Selected Accomplishments:• Improved a client’s qualified leads 15% by producing a GTM strategy that focused on sales engagement and outreach within high-affinity user and industry segments and prioritized use case scenarios optimal for service’s capabilities.• Enabled a client’s commercial launch by acquiring 20 customers from pre-defined market segments, creating an early adopter sales program, and spearheading customer onboarding.
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Alliances Executive - Service Providers GtmHighspot 2021 - 2022Seattle, Washington, UsWhat made this role compelling was the opportunity to help Customer Success leadership get comfortable with letting partners be introduced into the customer relationship and take on tasks traditionally performed by their organization.During my time at Highspot, I directed the identification, recruitment, and enablement of partnerships with SaaS solution implementation and consulting firms (Service Partners) across multiple market segments. I built the go-to-market strategy around the customer needs unearthed through my market research. In collaboration with Customer Success, Sales, and the Product Marketing teams, I developed partner facing sales enablement content which included messaging and the core value propositions around why to partner with Highspot and owned communication to those fields.I worked closely with my peers on the Partner Revenue and our early partners to identify and create sales assets around the most impactful scenarios and use cases which could then be cascaded to the partner and internal fields.Through close collaboration with my counterpart and executives in the Customer Success organization, I was able to crisply define the scope of responsibilities we were comfortable taking on and then develop the technical enablement content needed to ramp our implementation partners to help customers onboard to our SaaS sales readiness content management platform.Selected Accomplishments:• Created the company’s first standard Service Partner alliance strategy and led the implementation.• Dramatically reduced customer churn by recruiting effective professional services partners for each customer segment.• Rapidly grew a partner pipeline through the development and launch of sales assets in collaboration with Sales, Product Marketing and Partner Revenue teams.• Cut the partner technical training process by introducing a repeatable, scalable process. -
Director – Cloud Service Provider (Csp) Go-To-Market (Gtm)Skykick 2016 - 2017Seattle, Wa, UsThis role provided me an opportunity to learn how to drive revenue growth by selling directly to (as opposed to 'through' or 'in conjunction with') channel partners. There were two complexities presented in this role:1) The company's SaaS based solution enabled automated migration of a customer's email and document management products (usually Exchange and SharePoint) to Office 365 (now Microsoft 365) which is a one-time event. We either landed the number of seats being migrated or the revenue opportunity was gone. We had to be top of mind with the CSP's field.2) The company's competitor priced their solution to position their product as the low-cost solution.This created a lot of pressure to create value for the CSP's field around our premium solution, a challenge in a transactional sales environment that relied heavily on low customer facing pricing.My approach was to lean heavily into data analysis to both create evidence-based sales enablement content around value proposition, core scenarios, use cases as well as structure rebate campaigns. To win and keep mind share with the CSP field, I led a regular cadence of evangelism and enablement sessions, often in person.Selected Accomplishments:• Exceeded quotas every year by utilizing data-driven quarterly sales program adjustments.• Reduced time-critical pricing decisions by evolving the ad-hoc process to a defined framework.• Managed a portfolio of partners that represented 43% the company's annual revenue.• Exceeded Q4 revenue target by creating a successful rebate program. -
Product Marketing Manager - WindowsMicrosoft 2012 - 2014Redmond, Washington, UsI would characterize this role as fighting an uphill battle as a late entrant to a market defined by network effects. Propelled by concerns over losing share in the consumer and education segments to tablets, Windows 8's UI was built to mirror the UX of the Apple and Android mobile platforms. The reason this market is defined by network effects is that users won't buy a solution lacking a deep application library and developers won't take on the cost of a third code base without an addressable market.My job was to design and execute an application developer program that would result in delivering a competitive portfolio of applications for the Education and Productivity Windows Store categories. Because of the above dynamic, this required a program that introduced as little risk to the developer as possible. Tactically, this required I create sales enablement content and co-marketing campaigns that included messaging, value propositions, use cases as well as regular field communication to evangelize the internal field.Strategically, it required finding as many scalable, low friction onboarding paths as possible or simply funding the developer's cost if it came to that. Following are three examples of how I did this:1) Collaborated with engineering to launch a web-based application SDK that reduced development time and cost by 75%, materially boosting the win rate for my categories2) Partnered with a global banking platform to create a scalable, highly repeatable Windows 8 application development template that reduced our portfolio gap in that vertical by 40%3) Collaborated with the Public Sector field to launch a program that funded the developer's costs to successfully acquire the top 30+ applications identified by Education vertical customers as critical to their purchasing decision, unblocking almost $100MM in opportunity revenue. -
Director Of Business Development - Partner Go-To-Market (Gtm)Apptio 2010 - 2011Bellevue, Wa, UsI was recruited into this role to help standup the nascent strategic alliances with Cisco and Wipro. What made this opportunity exciting was a combination of building solution sales alliances where no clear synergy existed as well as finding a way to enable partners to help onboard customers to the SaaS solution, a process that took 6-months for new internal hires to gain proficiency around (asking SIs to train a resource for 6 months ahead of any appreciable revenue is definitely a challenge).To solve both of these problems I collaborated with Product Management, Finance and Customer Success. To create partner interest in creating joint sales opportunities, I developed sales enablement content anchored on scenarios and audience personas, showing the traditional contract value of the use case as well as the billable time and duration associated with onboarding a customer. I also engaged in a regular cadence of communication with the partner field and their regional leadership.Once I could show System Integrators the value of learning how to onboard customers to the Apptio product, I solved the challenge of asking them to make a resource unbillable for 6 months by landing on the novel train-the-trainer solution of treating 1-2 of their resources as new hires. We paid them to learn our product by working with Customer Success on existing customers and once they were proficient, had them act as trainers for their teams.Activities in role included creating content around messaging, joint solution development, win/loss data analysis, value proposition as well as sales enablement.Selected Accomplishments:• Facilitated millions of dollars in partner influenced ARR by leading weekly sales readiness and feedback sessions.• Reduced customer acquisition costs (CAC) by spearheading creation of partner technical readiness in collaboration with Customer Success and Finance. -
Director Of Global Partner Strategy & Programs- Windows AzureMicrosoft Corporation 2008 - 2010Redmond, Washington, UsI was chosen to be a founding member of the Windows Azure (now Microsoft Azure) business team. My responsibility was to define, launch, and oversee the initial global partner strategy and programs for its commercial launch. One of the biggest contributions I made to the business was to flag ISV's as one of the largest sources of potential revenue. While obvious now, at the time it ran completely counter to how Microsoft viewed that partner type; ISVs were developers that indirectly drove revenue by making a product like Windows Server more competitive. It's an example of the unique perspective to problem solving. In my time in this role, I delivered the go-to-market strategy, messaging, value proposition, use cases, competitive analysis, and partner advisory committee to provide feedback to engineering. I also collaborated with the global partner field team to build sales enablement content and assets.Selected Accomplishments:• Completely reimagined Microsoft's traditional global partner strategy as part of Azure’s initial business leadership team.• Eliminated enterprise sales obstacles by through an initiative to identify and measure the ROI of target workloads and translate those findings into use cases and scenarios.• Enabled the company to exceed the partner-influenced enterprise revenue target by focusing GTM exclusively on SIs and SaaS ISVs.• Accelerated launch of Azure Marketplace by facilitating partner feedback program with that products marketing and engineering teams.
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Director Of Product Management - WindowsMicrosoft Corporation 2007 - 2008Redmond, Washington, UsWindows is a mature business but it's hardly boring when it had a consumer SKU map that created pricing conflict with its lucrative Enterprise licensing model and a material piracy issue in emerging markets. I had the amazing opportunity to help solve those.This role represented a career pivot for me, owning the global consumer channel pricing and licensing waterfall for the Windows 7 OS. The two core tasks I had were to price the retail SKUs at a level that reinvigorated that channel (while not disrupting Enterprise license revenue) and to build a program for emerging markets that helped blunt piracy and boosted OEM sales. For each, I collaborated with and led cross-functional teams both across internal divisions as well as the US, EMEA, emerging market field executive leadership. I also owned all field communication around programs as well as what we wanted them to do.For retail, the primary insight I had was that the price of a new license (a PC without an OS) and an update license (upgrading an existing OS) could be totally decoupled. This represented a break in how this problem had been approached in the past and was the key to reinvigorating the channel. I also led a 6-months long project to create $50MM+ OEM rebate program for emerging markets aimed at reducing piracy and growing OEM sales (as a reward my executive leadership team let me present it to the CEO). Selected Accomplishments:• Successfully grew the Windows 7 update retail business in the EMEA by reducing pricing.• Increased licensing revenue in emerging markets areas by introducing an innovative OEM rebate program.• Eliminated revenue risk by cancelling an unprofitable program from another division by using data analysis to successfully challenge the assumptions in their revenue forecast.**Prior to this, I held the positions of Senior Manager-Alliances, Senior Director of IP Licensing, and Senior Director of Technology Partnerships with Microsoft. **
Michael Maggs Education Details
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University Of California, BerkeleyEnglish Language & Literature -
ClaruswayComputer Software Engineering
Frequently Asked Questions about Michael Maggs
What company does Michael Maggs work for?
Michael Maggs works for Triforma Consulting
What is Michael Maggs's role at the current company?
Michael Maggs's current role is Product Marketing Consultant and Owner.
What schools did Michael Maggs attend?
Michael Maggs attended University Of California, Berkeley, Clarusway.
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