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Big data, cloud, IoT, and machine learning represent exciting new market opportunities. Near-term success depends on careful targeting, along with skillful messaging, positioning, and campaign development. The challenges posed are why I am passionate about B2B marketing. They play to my intellectual curiosity and tenacity, as well as my strong problem solving, team management, and communications skills.For example, I enjoy working closely with sales and directly with customers to identify the unstated and unfulfilled needs of target audiences that lead to unique positioning and branding. Discovering insights that others don't get enables the marketing team to create compelling and relevant content and campaigns, drive leads and pipeline, and improve sales conversations and successes.Strong coordination is vital too. Digital marketing activities encompass hundreds of moving parts. Maintaining an analytical approach helps me coordinate the activities of internal marketing team members and external agencies, and to partner with sales, product management, and engineering. Success means that the go-to-market strategies, product launches and events, and marketing campaigns I manage, drive both revenue and growth.Integrating inbound and outbound techniques is also important. It drives website traffic and consideration, reduces the cost of customer acquisition, and maximizes retention, all vital success factors. I strive to influence prospects before they decide on a solution, which helps increase ACV and maximize CLV. Plus, the knowledge gained from such customer interactions spurs ideas that the marketing team can share with engineering to improve product-market fit, leading to a virtuous cycle of improvements.Besides work, I enjoy the outdoors: walking, biking, skiing or sailing. I practice yoga, cook, read, and keep bees.
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Director Of Marketing StrategyExperian Data Quality Oct 2017 - PresentBoston, Massachusetts, Us
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Director, Demand GenerationExperian Data Quality Jan 2016 - Oct 2017Boston, Massachusetts, UsExperian Data Quality is a leading provider of data quality software and services positioned as a Challenger in the Gartner Magic Quadrant for Data Quality Tools.Demand generation team management and development, lead generation machine, email marketing, sponsorship/syndicated marketing, events, account-based marketing, lead nurturing, lead scoring, value prop development, personas, buyers journey, sales and marketing alignment, industry research, sales training and enablement. Drove $mutli-million pipeline with 30+% conversion rate.
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ConsultantBostoncmo Jun 2015 - Dec 2015Consulting assignments for SMBs and start-up organizations.
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Director Product MarketingKaseya - The It Management Cloud Company Mar 2014 - May 2015Miami, Fl, UsGo-to-market strategy and positioning for IT management and security solutions targeted at MSPs and small and medium businesses - personas, buyer's journey, value prop, content strategy, lead gen campaigns, white papers, blogs, social media, webinars, public speaking (e.g. Kaseya Connect, MSPWorld).....Successes include the Traverse Advanced Managed Services and MSP Pricing Survey Findings campaigns. -
Partner And FounderBostoncmo 2010 - Mar 2014BostonCMO's hands-on Internet marketing consulting services enable technology-oriented SMEs to develop an automated sales and marketing pipeline.BostonCMO's services deliver digital marketing strategies and business generation processes covering segmentation, business personas, market positioning, marketing automation, lead management and, sales and marketing alignment. We also undertake content marketing and comprehensive website and social media design assignments including video production.
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Vp Smb Product Marketing/Vp, Industry Marketing/Vp, Online MarketingCa Inc 2004 - 2010San Jose, California, UsMy relationship with CA started as a consultant hired to evaluate the opportunity for CA to sell security and systems management software to small and medium businesses (SMB). Following a successful presentation to the executive leadership team I joined the company to lead the SMB online marketing team efforts. We researched detailed market requirements, developed an eCommerce-based web strategy, built content, and implemented an on-line store. Site visitors were able to go from unaware to purchase, identify best practices and download trial or purchased software. Store sales grew rapidly and quickly reached a $Ms run-rate.A change in leadership brought a change in strategy. I joined the industry marketing team and worked on the development of CA's industry marketing program. The first task was to create the analytics necessary to measure the results and support an industry-oriented approach. Subsequent deliverables included an online content strategy and sales collateral and presentations, positioning CA uniquely for several strategic industry segments that experienced strong revenue growth. Capitalizing on experience gained working on content and with the web team, I became responsible for helping CA’s numerous product marketers improve the relevancy and impact of their online materials. Asset performance increased dramatically despite the worsening economic conditions and a decline in overall visitorship. -
PresidentThinkwright Associates Apr 2002 - Aug 2004A marketing strategy and solutions consultancy committed to increasing clients’ high-tech marketing performance via better targeting and segmentation, digital marketing and automation.Marketing strategy and solutions assignments were completed for clients such as: Computer Associates (CA), 3COM, Decision Resources, Chantry Networks, and OpenReach: * Small and medium business (SMB) strategy development, reseller sales guide and training materials* Wireless Local Area Network (WLAN) market study* Virtual Private Network retail banking study* Cyber security product pricing and go to market strategy* Industry solution web content addressing key banking, finance, insurance, retail, healthcare, manufacturing, federal government, state and local government and media industry challenges* Federal government sales guide and secure networking and VOIP sales collateral
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Vp, Industry MarketingEnterasys Networks (Spun Off From Cabletron) 2000 - 2002San Jose, Ca, UsEnterasys was spun off from Cabletron as an enterprise network solutions provider in April 2000 with revenues of over $1Billion. The challenge was to increase shareholder value by growing business from new and existing customers while increasing the average order size and decreasing acquisition costs. The main competitor was Cisco Systems. To succeed Enterasys had to differentiate its solutions from the market leader without being forced to compete purely on price.Working closely with sales, the industry marketing team identified key vertical segments where the Enterasys value proposition and differentiation was strongest. For each segment, customer business challenges and unaddressed requirements were researched to gain commercial insights into customer needs. Industry-oriented solutions were developed and commercial insights discussed and tested with existing customers. Subsequently vertical marketing communications strategies were created leveraging the web and industry events together with sales enablement tools, such as training, sales guides and tool-kits. Industry marketing participated frequently in customer meetings to provide direct sales support and help with the transition to a more solution-oriented challenger sales approach. The program resulted in a significant increase in key segment penetration, order sizes and margins. -
Vp, Product MarketingCabletron 1998 - 2000UsA leading networking solution developer with annual revenues in excess of $1.5 billion.I joined Cabletron soon after it purchased Yago and acquired a 1 million packet per second hardware based router. At that point, Cabletron had some of the best performing routing and switching equipment in the world. The main competitor was Cisco Systems although there were several other companies who sold a variety of local and wide area networking technologies designed to process Internet Protocol (IP).The challenge was to expand awareness of the Cabletron technology and capabilities. I led a team of marketing directors responsible for seven “lines of business”: routing, switching, LAN access, wireless, VPN, cyber security solutions and system management. Working closely with the corporate marketing team and sales, we drove revenue growth in tight economic conditions via targeted campaigns, trade shows, events, and PR. The team was also responsible for developing sales collateral and providing sales enablement and support.With a clear advantage in packet throughput and router performance, Cabletron’s networking solutions were perfectly positioned to take advantage of the emerging VOIP (Voice over Internet Protocol) market. To succeed, we needed to partner with vendors who could provide the voice technology components. I created a VOIP strategy and business plan, gained executive leadership team approval and began the development of a VOIP business solution. Technology partners were chosen and equity investments made to secure access to the appropriate intellectual property. I recruited a top-notch VOIP business development team and created a matching channel partner program, initially focused on international markets where higher telephony tariffs supported faster expansion. -
Business Unit Director - Product Marketing And ManagementMotorola Information Systems Group 1990 - 1998Chicago, Illinois, UsWorld-class developer of leading-edge communications products and services with annual revenues of $800M+.As Business Unit Director, ISG USA* Held P&L responsibility for global modem business and high-growth Voice-FRAD/router products* Managed 40+ staff designing, developing, sustaining and promoting innovative modem products* Launched new product range in 85+ countries via direct, distributor and reseller channels* Drove strategy, negotiated partnering and introduced a new range of voice-enabled switch/router products.* Exceeded annual revenue goals in an increasingly competitive and maturing market.* Achieved # 1 market share position in FRAD/router packet voice ports - 100,000 ports sold. As Senior Marketing Director, ISG USA* Drove product definition and management, collateral creation, product launches and promotional programs* Generated revenues of over $1.5B over 5 years* Achieved #1 worldwide market share position in managed modem market over both IBM and ATT.* Launched PC-peripheral range globally via retail and two-step/reseller sales channels - quoted in the Wall Street Journal.* Exceeded 50% of total corporate modem sales within first 9 months* Increased sales of corporate dial modems by over 300%. -
Director, MarketingCodex 1982 - 1990As the Marketing Director for Codex UK I was responsible for all corporate marketing activities including branding and PR, events and lead generation campaigns. I also did the product marketing including competitive analysis, pricing, product launches and local technology partnerships. During this tenure the company's growth rate exceeded 25% p.a., we launched over 50 new products and won business from many of the top UK companies.After three years I accepted a position as European Marketing Director with responsibility for aggregating European market requirements into capabilities to which NA-based engineering teams could more easily respond. With my sponsorship we acquired access to leading edge packet-switching and digital multiplexing products, changed the UK Network Code Of Practice to accommodate packet voice on the public phone network and became a major influence on the development of new US and Canadian-built products. In 1986 I was asked to represent Motorola at the Sino-American trade conference in Beijing, China. In 1987 I accepted a request to move to Massachusetts to become the Product Marketing Director for Codex' digital transmission and multiplexing products.
Ray Wright Education Details
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Imperial College LondonOperations Research And Management Science -
Queen Mary University Of LondonPure Mathematics
Frequently Asked Questions about Ray Wright
What company does Ray Wright work for?
Ray Wright works for Experian Data Quality
What is Ray Wright's role at the current company?
Ray Wright's current role is Director of Marketing Strategy at Experian Data Quality.
What is Ray Wright's email address?
Ray Wright's email address is ra****@****ary.com
What is Ray Wright's direct phone number?
Ray Wright's direct phone number is +161738*****
What schools did Ray Wright attend?
Ray Wright attended Imperial College London, Queen Mary University Of London.
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