Joined PE-backed TimeTrade, the leading B2B SaaS provider of cross-industry SMB & Enterprise appointment scheduling, to turnaround unprofitable VC orphan. Re-organized product & marketing teams, implemented best-in-class processes, and overhauled messaging & sales tools—leading to the highest bookings and revenue in the company’s 20-year history. Acquired and integrated SilverCloud, an adjacent AI chatbot and knowledge management solutions provider, that allowed the company to expand its solution suite. In July 2021, led re-branding to Engageware reflecting company’s newfound position as the market leader in customer engagement solutions for Financial Services customers. By the end of first year, Engageware became a rule-of-forty company based on its organic & inorganic growth and additional profitability. Through the first half of 2022 the company achieved its highest levels of ARR retention since the acquisition while achieving all its bookings objectives.Major Results Achieved at Engageware Include:-Consistently met or exceeded lead generation goals, providing >70% of qualified pipeline; improved existing systems, tools & process, and introduced updated martech stack including ABM, intent data, chat, and attribution-Designed and led post-acquisition cross-sell campaign, increasing percentage of customer base with two or more Engageware products from 11% to 27% -Combined and re-prioritized two product roadmaps based on market opportunity assessments; led build/buy/partner decisions driven by pragmatic assessment of market players, win/loss data and internal capabilities; recruited talented product managers and introduced UI/UX program -Created new pricing and bundles to simplify the purchasing process and increase ACV; contributed to reducing sales cycle 18% while increasing ACV 28% -Within six months of re-branding, Engageware had higher aided and unaided brand awareness than either TimeTrade or SilverCloud-Experienced zero regretted turnover

Built and managed marketing department for enterprise legal marketplace with 2,500 employees across North America, Europe, and Asia. Built metrics-driven department to address all aspects of marketing (lead gen, branding, solutions marketing, communications, supply recruitment, martech, customer programs, content, and operations). Managed communications and market expectations when company strategy changed from pre-IPO to PE-owned and spun off two divisions including AI technology.Major results achieved:-Grew marketing’s contribution to sales pipeline from <1% to >25% by building “always on” lead generation programs comprised of account-based marketing, digital (display, search, programmatic & social), website improvements, industry-specific nurture campaigns, gated content and webinar program-Achieved 100% unaided brand awareness among target buyers through influencer marketing, speaker placement, and PR/earned media; mapped buyer’s journey for multiple personas by conducting in-depth market research (IDIs, focus groups), win/loss analysis and customer interviews-Rapidly created content and sales tools to support commercial efforts for six industries and 20 practice areas (legal specialties) aligned with stage of the buying cycle and unique buyer persona -Implemented marketing technology stack and closed-loop lead processes to drive data-based decision-making beginning with the basics (marketing automation, salesforce improvements), advancing into a modern martech infrastructure (lead scoring, ABM, intent data, website personalization, SEM, performance dashboards)-Increased applications 53% (pre-COVID) by digitizing aspects of the attorney recruitment process; delivering massively improved unit economics ($900 vs. $76/applicant)-Built programs to expand share of wallet and strengthen customer relationships through advisory councils, NPS program, continuing education seminars (CLEs), roundtables, and reference & referral programs

Responsible for all aspects of marketing for 2,500 employee Telecom Expense Management company operating on five continents. Recruited to launch company’s market-changing IT Expense Management solution, but role quickly transitioned to crisis management resulting from financial restatement, NASDAQ delisting, and go-private event. Restructured tradeshow-heavy department into agile team with 35% budget decrease. Developed communications plan & messaging for two acquisitions and successfully integrated marketing talent from two former competitors with no regretted turnover. Major accomplishments include:-Identified, analyzed and built business plan for $2 Billion adjacent market opportunity, developed market requirements, and led POC to develop and launch MVP; created and implemented Tangoe’s first company-wide launch process to ensure organizational readiness and rapid commercial adoption-Generated >25% of closed won pipeline through integrated, persona-based campaigns; implemented processes to globally standardize MQL, SQL and SAL process and reporting-87% decrease in customer churn during time of company uncertainty by implementing aggressive customer outreach program (roadshows, newsletters, user conference, online customer communities); 47% increase in user conference attendees and 51% increase in user group participation by revamping event promotion and content -Drove $30M in annual company savings by identifying product and processes improvements through win/loss analysis, current/former customer meetings, and internal interviews -40% increase in positive analyst and earned media coverage despite SEC investigation due to year-long financial restatement process through aggressive PR & content campaigns focused on product functionality and industry trends; relationships built with analyst community critical to reassuring market of company stability.

Recruited as part of new management team to rebuild company from a hardware defense contractor into a Big Data solutions company serving the needs of the Fortune 1000. Building an agile, responsive marketing team viewed as a strategic imperative to the company's successful transformation. Tasked with establishing the value proposition, key messaging, awareness among target markets, and competitive differentiation while developing the necessary sales tools, event programs, analyst and public relations, and partner support. Major accomplishments include:-Industry analysts: Built relationships with analysts culminating in awards for “Company of the Year,” “IoT Product of the Year” and “Innovation Award for Operational Excellence;” analyst endorsements critical to success of fund raise and closure of first Fortune 50 deal-Awareness & branding: Implemented aggressive awareness program that led to 315% coverage increase in target business, industry and technology publications and 523% increase in social media and blog followers -Lead generation: Developed integrated demand generation campaigns to build pipeline for sales team; built “best buyer” database from less than 500 to over 20,000 contacts in under one year-Content & account-based marketing: Implemented content marketing programs to create and distribute relevant content based upon audience (commercial, federal, investor) and phase of the sales cycle; created and rolled out new web site that delivers personalized content while improving search engine ranking for key words -Investor relations: Developed investor materials for fund raise and presented to VCs, private equity firms and strategic partners resulting in eight-figure investment -Overhauled department: Built agile, proactive marketing team of employees, contractors and vendors from reactive legacy team; implemented systems, tools and processes to maximize productivity and results while minimizing low value-add activities (e.g., re-keying of data)

Responsible for product marketing, lead generation, public relations, analysts relations, events, tradeshows, annual user conference, customer communications & communities, web site, SEO/SEM, collateral, branding, graphics, partner marketing and inside sales. Promoted twice within one year (VP Product Marketing > VP of Marketing > VP Marketing & Inside Sales)Major accomplishments include:-Drove significant lead generation and sales growth through targeted persona-based campaigns & content: 250% increase in sales qualified leads, 100% YoY revenue growth, 50% increase in customer logos-Developed and rolled out persona-based messaging for target buyers -Led aggressive awareness campaign: 350% increase in media coverage, 230% increase in positive analyst coverage, 63% growth of Twitter followers-Developed transformative sales tools & content: ROI calculators, case studies, video testimonials, “how-to“ white paper series, etc.-Presented multi-year roadmap to hundreds of attendees at annual user conference with engineering counterpart; media spokesperson & frequent presenter to analyst community with company CEO-Devised integrated campaign to improve search engine ranking: Company moved from page seven to page one organically (non-paid) on Google for key search words & phrases-Implemented programmatic approach to events (pre-event, on-site and post-show): 39% increase in average event attendance & 56% increase in sales appointments from events-Managed multi-million dollar budget to within +/-1% of quarterly targets (includes annual user conference); hired, on-boarded and managed staff, agencies & other vendors

Owned go-to-market strategy, planning and execution for product portfolio that generated 70% of company's annual revenues. Responsible for market analysis, business planning, segmentation, messaging, pricing and competitive analysis for product areas including financial management/accounting, project management, business development, human resources, time collection, expense management, GRC, and business intelligence/analytics. Managed team of experienced product marketing professionals.Major accomplishments include:-128% portfolio revenue growth from target markets during 2006-2011-Identified market moving opportunities and obtained executive support for initiatives that increased revenues by $200M+ including SaaS, SMB offerings, analytics, mobile & new/adjacent markets -Overhauled pricing and packaging for ERP product line to increase ASP, shorten sales cycle, and reduce SKUs; created company's first-ever Price Book -Increased demand generation responses by 75% through improved messaging-Developed transformative sales tools to change conversation from tools to solutions-Led cross-functional annual business plan approved by CEO & executive team-Defined product strategy & developed multi-year roadmap for enterprise solutions based on market needs, industry trends, market size, etc.

Held various roles requiring cross-functional leadership, obtaining executive buy-in, and working with counterparts in Asia & Europe. Managed complex cross-departmental projects while continuing to execute on day-to-day responsibilities. Well-earned reputation for bringing projects in ahead of schedule, under budget, and above goal. Promoted twice, selected for President's Club, and won GE Award of Excellence. Specific roles included:*Global Solutions Manager: Led product positioning, go-to-market strategy, product launch, sales training & tools and demand generation for global trading partner management and enablement solutions targeting Fortune 1000 companies*E-marketing Program Manager: Initiated, executed on and managed company’s Web-based, email and interactive marketing including corporate Web site, e-mail demand generation campaigns, interactive product demos, online sales and SEO/paid placement*Global Marketing Communications Specialist: Wrote external communications including messaging, brochures, press releases, white papers, and other collateral