I lead the market intelligence function at Pega, which covers analyst relations, technology market research, and competitive intelligence. My team focuses on a wide array of subject matter areas, including: • Business Orchestration & Automation Technologies (BOAT)• Digital Process Automation (DPA)• Robotic Automation (RPA) • Low Code Application Platforms (LCAP) • Process Mining • Real-Time Interaction Management (RTIM) • AI Decisioning• Digital Marketing Hubs• Sales Force Automation • Customer Service Solutions

Responsible for marketing Pega's Decision Sciences product suite, including its Marketing, Advertising, and Customer Decision Management solutions.

My team was responsible for product and service development across Blackbaud's $100MM Advanced Analytics division, focusing on 3 core product lines:Data Enrichment Services - data-as-a-service suite designed to keep marketing data current, complete, and compliant with regulations. Includes proprietary data hygiene, contact information Append, and customer data integration (CDI) offerings, as well as a wide suite of demographic, financial, and behavorial / preference / lifestyle appends. Our approach applies "data health scorecards" to evaluate the client's data before they purchase, so we can identify problem areas, and estimate their likely ROI.Prospect Research - flagship product line of the analytics division; includes "deep-dive" consumer research software, wealth data appends, and a wide array of predictive targeting models - these are used to first target and qualify an organization's best major gift prospects, and then set the optimal "ask" for each individual. Our team successfully transitioned all modeling / scoring work into the cloud via Amazon Web Services in 2015; this enabled the organization to offer up easy-to-integrate custom modeling APIs that enable customers to score constituent records on-demand.Direct Marketing Services - utilizes the our national data cooperative, which is the largest in the nonprofit industry, and contains over 3 billion transaction records across 80 million+ US households. In addition to custom response, value, segmentation, and channel-selection models, we also offer the industry's highest-performing acquisition list service, which analyzes more than 100,000 discrete data attributes for each prospect.

Responsible for the performance of all marketing teams, systems, and functions associated with Blackbaud's advanced analytics portfolio, including the following:Product Launch - Responsible for launching new products and services, managing release cycles, and executing the go-to-market plan across the product, sales, marketing, and operations teams. Includes extensive target market definition, quantitative and qualitative research, persona development, vertical positioning, content provision, beta testing, and project management. The 2015 launch of a healthcare-focused service bundle generated 500+ marketing qualified leads (MQL) in a 30-day period; that total exceeded management expectations by nearly 220%.Sales Enablement – Responsible for the mastery of product and value proposition by team of 40+ sellers. Must consistently delivered value through training, sales kit development, playbook distribution, product certification, case study provision, pricing & offer development, and seller/buyer role-play. During 2014, developed pre-sales "scorecard" with associated multi-product discount strategy that drove 81% sales bookings growth across mature product line during Q1 of 2015.Market Intelligence – responsible for the provision of buyer & competitor insight, including the who - > what -> when -> why - > how of the buying process, along with definition around common pricing choke points, and noted buyer queues. Also includes competitive intelligence requirements extending from documentation of basic features, functionality, and pricing to the development of complicated battle cards, and the publication of complex if -> then head-to-head scenario recommendations.Demand Generation – responsible for the planning, development, and execution of high-performance demand generation campaigns across 4 channels; outbound calling, email, digital advertising, and trade-shows. Increased lead rates by 21% YOY in 2013, and associated sales bookings by 32% over same period.

Developed the firm's analytic product line from the ground-up. Started by converting ad-hoc analyses into formal products in 2009; ended 2012 with a robust line of 40+ offerings, from predictive response & lifetime value models, to comprehensive industry bench-marking programs. Drove 15-20% revenue growth each year; supported CRM & creative agency clients that included Bed Bath & Beyond, Coors, Toyota, L'Oreal, & Sony.

Managed the division's Project Management Office (PMO), focusing on new product development, and complex CRM database implementations. My team was responsible for the entire product lifecycle - everything from market research and business case development, to functional design, development coordination, and product launch strategy.

Supported financial services & retail clients across a wide-array of digital marketing, e-commerce, fulfillment, and call-center programs. Position provided a tremendous foundation in the areas of campaign management, segmentation, predictive modeling, and data mining - and required the application of multiple programming languages (SQL, ASP, XML, PHP, Python, C+, etc..). Worked directly for customer marketing departments in a project-based time & materials model; clients included Merrill Lynch, JP Morgan, Bank of America, TD Banknorth, & Oppenheimer Funds.