Michelle Hartley Graff Email & Phone Number

California, United States

Hoboken, New Jersey, Us

San Jose, California, Us

San Jose, California, Us

Palo Alto, Ca, Us

New York, Ny, Us

San Francisco, California, Us

Petah Tikva, Il

Advising executives and early stage startups on building their partner and channel routes to market.

Santa Clara, Ca, Us

Santa Clara, California, Us

Santa Clara, California, Us

San Jose, California, Us

• Designed, sourced and built global Market Development Funds (MDF), automation platform (CCI), and funding model toincrease partner marketing spend with Symantec, expand partner participation, and provide visibility to marketing funding,metrics, ROI and performance reporting (Asia pilot launched)• Defined and oversaw the implementation of a global partner strategy that provided the framework and tools to align productmarketing strategy with partner investment drivers, resulting in greater marketing efficiency and increased partner investment• Developed new mid-market partner marketing model that demonstrated $1.9M in savings and $140M in incremental revenue• Created a global partner training program that culminates in a worldwide technical and partner enablement summit (TechConnect) that is attended by channel partners who are responsible for 80% of Symantec’s total channel revenue ($4.8B)

San Jose, California, Us

• Created and executed a go-to-market channel strategy for NetBackup that included campaign creation, collateralcontent, early adoption program, training and tools; plan resulted in a quarterly average revenue increase from $82M to $103M per quarter in North America• Identified and solved enterprise VAR product expertise market gap driving net new revenue for the data center practice(s);launched a data center training program attracting 150 partner attendees (responsible for $100M in revenue) across seven countries; event helped grow Symantec Technical Specialist (STS) by 190%• Generated increased enterprise VAR and GSP product investments and sales enablement by developing a North American channel roadshowand delivering sales presentations to internal channel marketing/sales teams, externally to our partners at Symantec’sExecutive Briefing Center (EBC) and at partner quarterly business reviews (QBRs)

• Developed proprietary Event Life Cycle Management™ process to deliver return on objectives (ROO) and transform marketing into a revenue generating activity that increased client’s customer opportunities by 30 – 50%• Managed business development and sales activity, recognizing profitability in first 6 months of company’s launch booking $3.5Min sales during first year; key clients: Cisco, IBM, Oracle, Intermec, Peak Technologies, Web Tech Wireless and BlueSocket• Produced and executed client integrated marketing campaigns • Defined, produced and oversaw program event marketing business requirements, budget development, and business case/ROIand ROO modeling published in The Meeting Professional, “Effective by Design” October 2005 and on the cover of Meeting andConventions, “Innovative Ideas for Successful Planners – Curtain Rises for ROO”

Us

• Cultivated, educated, and closed initial enterprise customers generating revenue during early release/beta producing over $500Kin services and product exceeding investors expectations resulting in a successful $10 million second round of funding• Architected marketing channel program with ISVs, SIs and VARs and established strategic partner relationships. Developed salestools, marketing collateral, channel (programs, incentives and compensation) plans that reduced time to market and sales cycles• Developed enterprise marketing messaging and programs, customer council meetings, conferences and seminars that lead to earlyrelease of the company’s post-beta software solution• Responsible for developing the go-to-market strategies, ROI models, pricing models, licensing agreements, market analysis andcustomer references resulting in the successful capital raise of $5,000,000 from Charles River Ventures and IDG Ventures

Bsba, Decision Science _Business Administration

Education record