During dramatic disruption in the technology landscape, continuously enhanced and innovated IBM’s market, competitive, and client insights to inform and shape corporate, business unit, marketing and sales strategies. Led a cross-disciplinary global team spanning 30 countries that conducted analytically-driven and IBM-relevant competitive intelligence, market research, market opportunity analysis and thought leadership focused on competitive differentiation and profitable growth opportunities. • Informed billion dollar corporate, marketing and sales strategies.• Developed a State of the Brand analysis and Brand Insights Platform to deepen understanding.• Created a more competitively-aware culture via new analyses and communication.• Introduced Net Promoter Score in a B2B context to inform the customer experience.• Enhanced ‘voice of the client’ through Win/Loss, Brand Health and NPS.• Authored watershed internal market research into business and public sentiment toward Artificial Intelligence and Cognitive computing.• Built new organizational capabilities, e.g., thought leadership and content marketing capabilities delivering hundreds of million in new pipeline • Promoted design thinking methodologies in the market intelligence discipline.KEY TAKEWAYS: • Data-driven stories have to appeal to the head AND the heart. There's a cultural component to decision-making in every organization. • Without a relentless focus on the customers' success, organizations can lose their way.

At the IBM Center for Applied Insights, we uncovered new ways of thinking, working and leading through research and analytics.Discovering insights, however, is only step one. The real value comes in applying them. That’s why our studies focused on how leaders can deliver better results. We told evidence-driven stories to introduce useful language and criteria to help leaders think in new ways about the challenges and opportunities they face. Crushed it in the first year with over 1,600 new client touches and over $700 million in new pipeline. • Led a team of awesome individuals to have an outsized impact• Supported corporate messaging programs with evidence for new concepts, language and criteria• Promoted a continuous learning environment designed to promote experimentation, curiosity and creativity• Kept crushing it and improved on results annuallyCorporate liked this little red sports car so much they eventually took the keys and then drove it into the wall. Despite that, we had a great run.KEY TAKEWAYS: • Control+Alt+Delete. After an initial fail, got really focused on the domain expertise we were bringing and rebooted the team • A small hungry team working in an agile way can have outsized outcomes• Make the product compelling, credible and consumable• Buddha was right that everything is impermanent

bluemine is IBM Market Development & Insight's internal digital delivery channel. Improved the reach of IBM’s proprietary market intelligence, market data, thought leadership, client tools as well as 3rd party research to all IBMers. Repositioned the internal digital delivery channel, bluemine, from a digital repository to a curated digital content provider. Integrated competing platforms and focused on user experience. • Trebled user engagement from 67,000 to over 200,000• Repositioned from a digital repository to a curated digital content provider• Shaped content strategy and harnessed data-driven internal marketing campaigns. • Doubled internal recovery revenues while lowering cost per user.KEY TAKEWAYS: • Reframing the team's perspective and incrementally tweaking the 'end of job' definition can lead to awesome new outcomes. • Same team, whole new game.

Directed primary and secondary research to help client CFOs realize added value. Identified issues and trends within financial management. Developed frameworks to identify opportunities and tackle business issues.• Designed and launched the global IBM CFO Study program and strategy. • Created a billion dollar pipeline platform. • Drove 100+ global press mentions, 100+ networking events targeting over 8,000 CFOs and senior Finance executives and 600+ tailored one-on-one client meetings worldwide.• Architected and authored the 2003, 2005, 2008 and 2010 global IBM CFO Studies as well as numerous other studies and articles• Generated meaningful dialogue with over 1,500 CFOs in over 75 countries. • Concepts and recommendations embraced by the US Government Comptroller to the Australian-based Westfield Corporation CFO to the Dutch-based Unliever CFO.KEY TAKEWAYS: • Make your colleagues look smart and they'll return the favor. • Seized on the potential in a multi-year thought leadership and business development platform before my colleagues and competitors did.

Advised the leadership of a $2B IBM Financial Management consulting practice focused on CFOs on their new market positioning under a technology brand after previous being under the biggest brand in accounting. Started the first CFO Study to remind our clients that we were still in the space. KEY TAKEWAYS: • Don't assume your clients are following all the 'puts' and 'takes' regarding your business. • Create a marquee call-to-action for them to reengage.

• Generated analyses that led to PwC Consulting’s eventual sale to IBM.• Delivered a competitive positioning strategy for a $5 billion professional staffing firm.• Designed multi-channel strategies for a UK-based $20 billion global retail conglomerate.• Devised divestiture strategies and recommendations for the board, senior leadership and employees of a struggling Dutch-based global software firm.• Identified $7 million in annual savings via a cost-to-serve strategy for food manufacturer. KEY TAKEWAYS: Learned how to build trust quickly and come up to speed fast. My initial expertise in retail? I bought stuff. Somehow, it all worked out well (and continues to).

• Approached by UNICEF to build capacity within the newly elected provincial governments of Namibia's northern region in an effort to advance development efforts.• Partnered with the Omusati’s first-ever elected Governor to create a regional planning body directing $2 million in educational, health and business improvements year one. KEY TAKEWAYS: • Listen more + talk less = learn more. • They don't hand out a degree in wisdom at college. Some of the wisest people I've met never got past 4th grade. Just need to create the environment to unlock their wisdom. • Trust that most people are good and know what's best for their communities.

• Expanded food security for an estimated 345,000 vulnerable Namibians through 20,000 metric tons in food transfers working with four first-ever elected provincial governments. • Recruited in a selective worldwide call of experienced Peace Corps volunteers. KEY TAKEAWAYS: Learned logistics at scale and how to navigate tricky political dynamics

• Empowered and transformed rural farming communities by linking them to national markets via 26 km of improved roads. • Recruited, trained and contracted locally formed entrepreneurial road crews.Key takeaways: • The entrepreneurial spirit is part of the human condition. • Just need to create the right conditions and great stuff will happen.