Scott Searle Email and Phone Number

Develop and implement product marketing plans to increase sales pipeline.

Managed global category marketing team for this $4 billion business, leading a transition from events based marketing, designed to progress sales leads, to include solution stack marketing focused on developing new customer workload leads.• Leveraged SiriusDecisions and Forrester buyer's journey models to teach campaign design and digital marketing skills to the System z marketing organization at global and local levels.• Led development of a brand social media team, recruiting global… Show more Managed global category marketing team for this $4 billion business, leading a transition from events based marketing, designed to progress sales leads, to include solution stack marketing focused on developing new customer workload leads.• Leveraged SiriusDecisions and Forrester buyer's journey models to teach campaign design and digital marketing skills to the System z marketing organization at global and local levels.• Led development of a brand social media team, recruiting global subject matter experts to create content and local social leaders to personalize and publish it in local languages.• Increased digital/social from 8% of the 2010 marketing pipeline to 64% of the 2013 pipeline.• Consequently increased the marketing percentage of total revenue by 5 percentage points (+18%) in this formerly declining and cyclical upgrade-led business, supporting brand achievement of 3+ years of sustained growth.• Worked closely with the Japan management team in 2011 to shift a declining business into a sustained growth mode, creating a template for other local markets to use in 2012. Show less

Built a global marketing team seeking to turn around the declining System z and Power Systems Enterprise Tools and Compiler business. By 2009 we stabilized the business and grew revenue 20% in 2010, with continued growth the following years based on the established market momentum.• Taught marketing skills around product launch support, traditional and digital marketing campaign structure and close alignment between sales plays and marketing campaign themes.• Built solution level… Show more Built a global marketing team seeking to turn around the declining System z and Power Systems Enterprise Tools and Compiler business. By 2009 we stabilized the business and grew revenue 20% in 2010, with continued growth the following years based on the established market momentum.• Taught marketing skills around product launch support, traditional and digital marketing campaign structure and close alignment between sales plays and marketing campaign themes.• Built solution level marketing campaigns in 3 IBM programs, producing the top System z portfolio performance in IBM’s Software Group.• Built business case to increase sales resources and focus on the System z product portfolio and presented it to all local market Rational sales leaders across the world. This resulted in sales personnel being repositioned in 2010 to focus on the System z accounts, first stabilizing and then growing this declining business. Show less

Led Software Group’s global internal IBM cross-selling marketing strategy for Project Synchronicity, Systems and Technology Group solution stack initiatives and the interface with the SAP and Oracle Alliance teams.• Project Synchronicity developed a formal cross-IBM selling process, which was implemented as IBM’s cross-selling methodology.• Led development of Synchronicity product solution bundles, based on deep market research analysis and focus group evaluations.• Synchronicity… Show more Led Software Group’s global internal IBM cross-selling marketing strategy for Project Synchronicity, Systems and Technology Group solution stack initiatives and the interface with the SAP and Oracle Alliance teams.• Project Synchronicity developed a formal cross-IBM selling process, which was implemented as IBM’s cross-selling methodology.• Led development of Synchronicity product solution bundles, based on deep market research analysis and focus group evaluations.• Synchronicity produced two consecutive years of $1.6 billion pipeline. Show less

Led marketing planning for this $1 billion integrated server business for the Americas geographical region. Marketing was primarily focused on ISV co-marketing and client events until the second quarter 2004 advertising test.• Designed test market plan for a tightly managed advertising and digital marketing pilot, which drove clients to June 2004 closing events, with tight tracking of pipeline in test versus control markets.• All communications were client centric, from ad designs to… Show more Led marketing planning for this $1 billion integrated server business for the Americas geographical region. Marketing was primarily focused on ISV co-marketing and client events until the second quarter 2004 advertising test.• Designed test market plan for a tightly managed advertising and digital marketing pilot, which drove clients to June 2004 closing events, with tight tracking of pipeline in test versus control markets.• All communications were client centric, from ad designs to client speakers at closing events.• The test markets developed 57% more pipeline than the control markets, justifying a $10+ million advertising investment in 2005 and producing the only year of growth in this declining business since the mid-1990’s. Show less

Developed a global server consolidation play and built the first solution stack for this $3 billion x86 business.• Server consolidation was important to drive revenue for the first system that could scale to 16 processors. I researched recently developed consolidation plays for the mainframe and Power brands and adopted appropriate methodologies.• Collaborated with the Global Technology Services consolidation practice to develop a sophisticated sniffer tool, to find all x86 servers on… Show more Developed a global server consolidation play and built the first solution stack for this $3 billion x86 business.• Server consolidation was important to drive revenue for the first system that could scale to 16 processors. I researched recently developed consolidation plays for the mainframe and Power brands and adopted appropriate methodologies.• Collaborated with the Global Technology Services consolidation practice to develop a sophisticated sniffer tool, to find all x86 servers on the client’s network and capture data on their consolidation rates.• The consolidation play supported the new scalable server and it’s still running more than 10 years later and driving >$50 million in the USA alone.• The solution stack with Citrix included VMware in appropriate management workloads. Show less

• Managed a team of 10, focused on the business forms and labels products, targeting small businesses.• Built direct response catalogs and other mail pieces, positioning the value that this $500 million short run printing firm could deliver to these small businesses.

• Managed a combined marketing and sales team of 75.• Doubled the size of this specialty heating company from 1990 – 1997, leading to the sale of the firm to a strategic industry buyer.