Steve Farnsworth Email & Phone Number

Belmont, Ca, Us

Developing and executing demand generation and growth marketing strategies for B2B tech companies. Responsible for refining ICPs, implementing marketing automation, and driving lead quality through omnichannel campaigns. Hands-on in optimizing campaigns, improving customer journeys, and boosting revenue.

Be'Er Sheva, Israel, Il

Managed a high-performing demand generation team (SDRs, Digital Marketers, Field Marketers) at Rezilion, a cybersecurity company. Led the implementation of a data-driven marketing strategy, which significantly improved Ideal Customer Profiles (ICPs), sharpened value proposition messaging, and leveraged marketing automation to grow the marketing-generated pipeline from 0% to 30% of the total pipeline within two years. Successfully promoted Rezilion's DevSecOps platform, streamlining software security for CISOs, CIOs, and CTOs of midsize to enterprise, cloud-first B2B companies.𝗟𝗲𝗮𝗱 𝗚𝗲𝗻𝗲𝗿𝗮𝘁𝗶𝗼𝗻: Achieved a 159% YoY increase in lead generation and a 30% rise in marketing ROI through integrated multi-channel campaigns and effective marketing attribution.𝗔𝗰𝗰𝗼𝘂𝗻𝘁-𝗕𝗮𝘀𝗲𝗱 𝗠𝗮𝗿𝗸𝗲𝘁𝗶𝗻𝗴: Drove a $3M pipeline in 6 months, doubling targets, and improved sales conversions by 26% with a data-driven ABM strategy and personalized campaigns.𝗪𝗲𝗯 𝗔𝗻𝗮𝗹𝘆𝘁𝗶𝗰𝘀: Enhanced organic traffic by 33% YoY and lifted organic conversions by 15% in 6 months through a targeted SEO overhaul.𝗙𝘂𝗹𝗹 𝗙𝘂𝗻𝗻𝗲𝗹 𝗟𝗲𝗮𝗱 𝗠𝗮𝗻𝗮𝗴𝗲𝗺𝗲𝗻𝘁: Implemented strategic marketing initiatives that drove a 427% growth in form fills and a 159% increase in Sales Qualified Leads (SQLs). This focus on lead capture and qualification fueled the sales pipeline, leading to a 22% improvement in conversion rate from SQL to opportunity.𝗜𝗻𝘁𝗲𝗴𝗿𝗮𝘁𝗲𝗱 𝗠𝘂𝗹𝘁𝗶-𝗖𝗵𝗮𝗻𝗻𝗲𝗹 𝗠𝗮𝗿𝗸𝗲𝘁𝗶𝗻𝗴: Designed and deployed funnel optimization strategy that boosted lead-to-customer conversion rate by 35% within one fiscal year. This data-driven approach focused on nurturing leads, streamlining the buyer's journey, and removing friction points, resulting in a significant increase in qualified leads converting into paying customers.

Milpitas, Ca, Us

Built the demand gen team at cPacket Networks (cloud security & performance tools) from the ground up. Targeted enterprise VPs, Directors (Network Architects, SecOps, Cloud Architects) & C-Suite (CISOs, CTOs, CIOs). Developed integrated marketing campaigns & compelling content to drive pipeline from 0% to $10M ARR within 18 months. 𝗖𝗼𝗻𝘃𝗲𝗿𝘀𝗶𝗼𝗻 𝗥𝗮𝘁𝗲 𝗢𝗽𝘁𝗶𝗺𝗶𝘇𝗮𝘁𝗶𝗼𝗻: Grew booked pipeline by 48% in 18 months through increased email capture (129%), immediate follow-up, 360 degrees remarketing ad campaign, persona-based content, buyer persona emails, and field events.𝗔𝗰𝗰𝗼𝘂𝗻𝘁-𝗕𝗮𝘀𝗲𝗱 𝗠𝗮𝗿𝗸𝗲𝘁𝗶𝗻𝗴: Strategized and implemented digital marketing campaigns globally, exceeding quarterly SQL goal by 235%.𝗘𝗺𝗮𝗶𝗹 𝗠𝗮𝗿𝗸𝗲𝘁𝗶𝗻𝗴: Grew email engagement by 447% (from 1.9% to 8.5%), and skyrocketed website traffic from email by 2,974%. Increased email deliverability from 85% to 97%, and open rates from 6% to 14%𝗖𝗼𝗻𝘁𝗲𝗻𝘁 𝗠𝗮𝗿𝗸𝗲𝘁𝗶𝗻𝗴: Developed a high-performing eBook series that generated a 60% increase in Sales Qualified Leads (SQLs).𝗪𝗲𝗯𝘀𝗶𝘁𝗲 𝗧𝗿𝗮𝗳𝗳𝗶𝗰: SEO and content programs increased organic user traffic by 51%, new user traffic by 53%, and sessions by 70%.

San Francisco, California, Us

Orchestrated high-impact demand gen for B2B SaaS clients at Secret Sushi Digital. Established lead scoring & nurturing processes, driving a surge in qualified leads and client pipeline growth to $150M+ annually.𝗗𝗶𝗴𝗶𝘁𝗮𝗹 𝗠𝗮𝗿𝗸𝗲𝘁𝗶𝗻𝗴 𝗦𝘁𝗿𝗮𝘁𝗲𝗴𝘆y: Generated over $20M in new revenue in the first 12 months, closing on big accounts like Sony and Dove. Overhauled the website for conversion rate optimization, content offering to speak to multiple places in the sales funnel and marketing automation system to capture information. 𝗜𝗻𝘁𝗲𝗴𝗿𝗮𝘁𝗲𝗱 𝗠𝘂𝗹𝘁𝗶-𝗖𝗵𝗮𝗻𝗻𝗲𝗹 𝗠𝗮𝗿𝗸𝗲𝘁𝗶𝗻𝗴: Generated $5M in committed customer funds to a new investment platform in six weeks by using a high-touch process to identify desirable investors. 𝗦𝗘𝗢 & 𝗣𝗣𝗖: Gained 2.75K new software users in one year through organic growth and MarTech implementation.Leveraged technology like Google Ads to cut the cost of SQL acquisition from $500 to less than $100. Scaled efforts to include free trials and multi-touch that drove organic social down to $45 acquisition cost. 𝗗𝗮𝘁𝗮 𝗔𝗻𝗮𝗹𝘆𝘁𝗶𝗰𝘀 𝗮𝗻𝗱 𝗣𝗲𝗿𝗳𝗼𝗿𝗺𝗮𝗻𝗰𝗲 𝗠𝗲𝗮𝘀𝘂𝗿𝗲𝗺𝗲𝗻𝘁: Integrated marketing dashboards for greater visibility into which programs were working and identifying optimization opportunities. 𝗜𝗻𝗻𝗼𝘃𝗮𝘁𝗶𝘃𝗲 𝗔𝗕𝗠 𝗮𝗻𝗱 𝗣𝗲𝗿𝘀𝗼𝗻𝗮𝗹𝗶𝘇𝗮𝘁𝗶𝗼𝗻: Increased blog subscriber-based 207% (from 1.8K subscribers to 6.7K) in only 45 days using a content and PPC strategy. Created three different platforms and content within the cryptocurrency industry using an aggressive advertising strategy addressing popular concerns that continued growth for several weeks even after completion. 𝗘𝗺𝗮𝗶𝗹 𝗡𝘂𝗿𝘁𝘂𝗿𝗶𝗻𝗴: Introduced scheduled outreach initiatives for a SaaS organization that increased open by 21% and conversion rates by 15% over previous sporadic email blasts.

Docklands, Victoria, Au

▬Strategic outreach to high-level marketing prospects such as the national Australian post office and top 10 major world banks to generate business. ▬ Worked directly with the CEO on lead generation, marketing automation, branding, marketing, demand generation and communications as well as business and corporate development. ▬ Performed a deep dive analysis into the company to identify where they’re getting leads and find new opportunities on digital infrastructure.▬ Gracefully handled complex projects involving multiple stakeholders and tackling marketing operational challenges with ease. ▬ Created targeted email outreach through LinkedIn that built the sales revenue from $24k the first year to $3m in three years.▬ Deployed first marketing automation (Hubspot) and sales enablement program.

▬ As a Director with the Brand Forum, I uncovered unique opportunities where digital could enhance revenue and worked to infuse new processes into a successful digital strategy. ▬ Produced and/or moderated over 20 panels on cutting edge branding and content marketing. ▬ Adviser to Fortune 500 industry leaders.

▬ Content Marketing and Demand Generation for High Tech B2B Companies with responsibility for data-driven, client-focused optimization across marketing automation (like Hubspot, SharpSpring). ▬ Success in increasing lead velocity, deal size and close rate. Refined lead process, lowered cost of acquisition and delivered on short deadlines. ▬ Leveraged growth marketing strategies and creative tactics by analyzing lead-to-close conversion funnel and optimizing the sales cycle.

Develop and implement media relations and social media activities that extend a deep TEDxSanJoseCA experience for attendees and viewers, and build brand identity as the preeminent local TEDx event to participate in.

▬ Managed social media and blog properties of multiple B2B clients including producing paid and organic content for each client's’ social posts across Facebook, Twitter, Instagram, Google+, Pinterest and LinkedIn channels.▬ Leveraged listening and monitoring platforms to increase brand awareness and customer engagement.

Professional development training and workshops for senior executives in tech.

Denver, Colorado, Us

· Created CIO education program that increased sale’s close rate from 35% to 80%· Initiated internal support sales tools aimed at target verticals that increased sales by 260%.· Secured $400,000 first round angel funding by writing a market analysis and plan that showed investors a clear path to revenue.· Developed and implemented 3 part campaign that secured adoption and endorsement by 5 target market trade associations.

· Rebranded a 45-person wireless company that resulted in the company’s $175 million acquisition.· Achieved national editorial coverage and successfully countered a negative campaign designed to disrupt a $1.5 billion company acquisition.· Transformed the agency’s 45% client approval rating to 100% with all clients within seven months.· Advised numerous CEOs and senior staffs on company and product branding, communications strategy and planning, media training, and crisis containment.· Managed 14 account managers working on 22 client accounts.

Business

Marketing

Education record

Certified, Inbound Sales