Scott Tate Email and Phone Number
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I help B-to-B companies with a complex sales cycle to identify and validate their unique value proposition, as well as "translate" it into compelling marketing content and sales enablement tools. The result: significant revenue growth. After studying psychology and communications at Brown University, I started my career in B-to-B tech sales. To exceed quota, I developed my own messaging templates and sales tools. Soon, the other field sales reps were asking for my materials. Eventually, I realized that I could have a bigger impact on the company's revenue if I enabled everyone on the sales team to sell more. Because of that, I transitioned to Marketing, where I developed marketing content, sales tools, and lead generation programs. Before long, I experienced the thrill of making significant contributions to leads and revenue. That thrill never diminishes! From this experience, I have developed a formal process for creating messaging and positioning that directly aligns with a company’s unique value proposition, and empowers solution salespeople to be more effective at each stage of the sales cycle. It involves:• Gathering internal testimony from key stakeholders on the company's unique value proposition • Validating these assumptions through surveys and competitor research• Summarizing key assumptions and core messages in a Messaging Manifesto™• Using the Messaging Manifesto™ to guide the creation of marketing content and sales tools • Driving adoption and effective use of these materials through "load the lips" sales training Expertise:• Strategic messaging and positioning• Marketing content and sales tool development• Lead generation • Consultative selling• Market research and competitive positioning analysis• Public speaking**Top contributor, "CMO Network" and "Sales & Marketing Alignment" (LinkedIn groups)
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Vice PresidentAndon Electronics Corporation Feb 2015 - PresentLincoln, Rhode Island, UsMy responsibilities include: Worldwide sales, customer service, and marketing Worldwide reseller development and management Product marketing (ex. content, sales tool development, sales enablement training) Front and back office process improvements per ISO9001:2015 My achievement includeIncreasing bookings 111% year-over-year in 2021Increasing bookings 214% over 2019 in 2021Achieving highest annual bookings in company's 34-year history in 2021Established Andon as undisputed leader in image sensor socket market
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Product Marketing And Messaging ConsultantSrt Associates Oct 2009 - Feb 2015In their best-selling book, "Positioning: The Battle for Your Mind,” (http://www.quickmba.com/marketing/ries-trout/positioning) Al Ries and Jack Trout effectively make the case that the most successful companies have the best positioning. Yet most companies lack a clearly defined positioning (and associated messaging) strategy. As a messaging and positioning expert with years of consultative selling experience, I developed a proprietary method for building a company’s core messaging and positioning (Messaging ManifestoTM); then used that foundation to craft derivative content for collateral, selling tools, "load-the-lips" sales training courses, marketing campaigns, web pages and social media. The goal: sell larger transactions, more often, in less time.
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Strategic Product Marketing ConsultantPrismhr Apr 2014 - Jun 2014Hopkinton, Ma, UsDeveloped core messaging, marketing content, and sales tools for leading provider of PEO/ASO productivity software. -
Senior Director Of MarketingThe Training Associates Oct 2012 - Jul 2013Marlborough, Ma, UsThe largest global provider of training talent and solutions• Leadership: 15 direct and indirect reports covering product marketing, marketing communications, demand generation, web site, PR, and telemarketing; established best practices in each area • Core messaging and branding: Retooled the company’s home page, ‘About’ statement, mission statement, logo, tag line, telemarketing scripts, voice mail and email templates; wrote, produced, and narrated a Brainshark-powered company overview for web site, portal ads, and email campaigns • Demand generation: Executed the company’s first e-marketing portfolio including third party portal and e-newsletter ads and dedicated email blasts to opt-in subscribers; set up event trigger alerts from select lead database vendors; established formal trade show vetting and lead qualification procedure • Marketing automation/campaign management: Developed a comprehensive lead qualification, scoring, assignment, source tracking, and reporting system; collaborated with IT on the development of a comprehensive campaign management module • Sales tool development: Upgraded case study, proposal, and RFP response templates; established discovery questions for solution selling; created competitive positioning tool• Product management: Gathered market and customer data; refined win-loss tracking and service categories -
Director Of Product MarketingDimensional Insight Nov 2010 - Feb 2012Burlington, Ma, Us15-month assignment for a leading provider of business intelligence and performance management solutions. Generated market research, competitive analysis, core messaging and positioning, sales tools, and collateral; identified beta customers; and influenced the product direction for a collaborative employee productivity solution in development. -
Director Of Product MarketingBrainshark, Inc. Mar 2007 - Oct 2009Waltham, Ma, UsLeading provider of software-as-a-service (SaaS) platform for creating, distributing, & tracking on-demand rich media presentations used in marketing, selling, training, & internal communications.Successfully repositioned the product from a departmental solution to an enterprise-class platform, resulting in triple-digit sales growth over a three year period. • Produced an extensive library of Brainshark-powered multimedia presentations and PowerPoint decks for use in selling, email marketing campaigns, Brainshark web site, and customer testimonials • Developed a comprehensive ROI methodology & tool set • Established Brainshark Communication Methods Benchmark™ methodology for identifying gaps in a company's current business communication methods and positioning Brainshark as the solution • Created an extensive set of selling tools for positioning Brainshark against desktop authoring solutions and common business communication methods like face-to-face meetings and Web conferences• Produced a series of live and Brainshark-powered sales training courses & supporting tools for each stage in the sales process: qualification, discovery, product positioning, competitive differentiation, & ROI analysis • Provided pre-sales support yielding 7-figures’ worth of pipeline & closed sales • Positioned Brainshark and qualified leads at trade shows and industry events• Wrote content for data sheets, brochures, press releases, white papers, email campaigns, and web site -
Vice President Of MarketingTotalview Technologies (Acquired By Rogue Wave Software) Aug 2005 - Oct 2006Leading provider of software development tools for high performance, distributed, and cluster computing• Planned, developed, and executed all worldwide field marketing and marketing communications activities, while actively contributing to product direction as a key member of the executive management team • Established and managed a “balanced portfolio” of lead generation programs including trade shows, electronic and print advertising, telemarketing and qualification, and partner co-op marketing activities• Instituted a process for the routine capture, source tracking, qualification, rating, assignment and reporting of leads in Salesforce.com • Led all product marketing activities • Established a comprehensive marketing communications program including press releases, testimonials, references, editorial and award coverage, and a revamp of online, collateral and trade show content• Achieved a 92% year-over-year increase in monthly “eval” registrations within six months of rolling out the new marketing plan, a 44% increase in Google click-through rates within nine months, and electronic ad click-through rates up to 260% higher than the site average• Secured Product of the Year honors from Supercomputing Online (2006) and HPC Wire (2005), the two leading portals in the high performance computing space• Conceived and executed an “Installed Base Reconnect” campaign – utilizing calls, Webcasts, email and collateral to apprise existing customers of new products, product enhancements and practices; in the process, uncovered substantial opportunities to increase license and maintenance revenue within the installed base
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North America Marketing ManagerApplix, Inc. (Acquired By Cognos, Then Ibm) 2000 - 2005Us• Planned, developed and executed lead generation and visibility programs including trade shows, telemarketing, telequalification, appointment setting, email blasts, Webinars, seminars, direct mail, promotional videos, e-newsletter advertising and sponsorship of industry research• Increased marketing's contribution to sales pipeline from 0% to 55% within four years• Received 6th Player Award for contribution to the selling effort• Earned a record three Applix Achievement Awards for significant contributions to the company • Earned eWEEK Excellence Award for submission describing an innovative use of CRM technology• Recipient of an Aberdeen Group What Works award for customer case study submission• Hosted and ran Business Optimization Software Summit (BOSS), Applix’s annual user event; managed agenda, presentation content, promotion, registration, partner sponsorships, branding, budget, and expenses • Produced and hosted the Applix Lunchtime Webinar series, showcasing customers who use Applix solutions to improve business performance and achieve rapid ROI -
Senior Systems Sales RepresentativeKronos 1999 - 2000Sold Timekeeper Central time and attendance tracking software.• Developed an ROI calculation tool that was adopted for worldwide sales use
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Regional Sales ManagerThe Info Group 1997 - 1999Sold call center reporting software.• Closed the fastest six-figure deal in company history (Frito-Lay)
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Account ExecutiveTarget Systems (Acquired By Applix) 1995 - 1997Sold CRM software• Top revenue generator among account executives in almost every quarter, achieving 197% of quota in first year• Earned Outstanding Achievement Awards for most new account and largest deals• Member of President's Club
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Account ExecutiveDavis Engineering Services 1993 - 1994Developed and managed business in the high tech and electronics sectors.
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Vice President Of Worldwide SalesAlpha Modular Systems 1989 - 1992Led sales of products for semiconductor test and transport• Increased revenue from $3.9M to $15.6M within two years• Instrumental in sale of company to a private equity firm
Scott Tate Skills
Scott Tate Education Details
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Brown UniversityCommunications -
Usc School Of Cinema-TelevisionAmsterdam
Frequently Asked Questions about Scott Tate
What company does Scott Tate work for?
Scott Tate works for Andon Electronics Corporation
What is Scott Tate's role at the current company?
Scott Tate's current role is Vice President at Andon Electronics Corp..
What is Scott Tate's email address?
Scott Tate's email address is sc****@****ink.net
What is Scott Tate's direct phone number?
Scott Tate's direct phone number is +150892*****
What schools did Scott Tate attend?
Scott Tate attended Brown University, Usc School Of Cinema-Television.
What are some of Scott Tate's interests?
Scott Tate has interest in Exercise, Home Improvement, Reading, Shooting, Gourmet Cooking, Sports, Food, Home Decoration, Health, Cooking.
What skills is Scott Tate known for?
Scott Tate has skills like Lead Generation, Saas, Crm, Product Marketing, Email Marketing, Salesforce.com, Demand Generation, Enterprise Software, Marketing, Marketing Strategy, Solution Selling, Management.
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