Stephen Hallowell Email & Phone Number

Seattle, WA, US

Vancouver, Washington, US

Data is the foundation for modern go-to-market operations. My team helps companies deploy 1st, 2nd, and 3rd-party data to power human- and AI-driven experiences that target the right customer, at the right time, with the right message. If you need to improve your top-of-funnel performance, we're here to help.At ZI Labs, our customers range from the most.

Seattle, Washington, US

Sales, customer success, and services team members face a range of obstacles to having their best possible interaction with a customer. Often, their companies haven’t codified what “great” looks like. If they have, it’s often next to impossible for team members to find & learn the content that will support them in having their best conversation.Highspot.

Peak Performance Growth gave me a platform to share lessons learned over the prior decade with a range of businesses. Engagements included:- Rebuilding the sales messaging and sales process for an expansion-stage startup to drive urgency and reduce stalled POCs- Helping a $1bn revenue technology company shift messaging from focusing on products to focusing.

Rekener understands that scaling a subscription business isn't just about driving more volume down the pipe - it's about closing the customers who will grow fastest and churn the least. Today's systems make it hard to see a customer holistically from lead through to engaged customer account. Rekener solves this by breaking down organizational and data.

The Cloud, US

Snowflake is one of the fastest-growing software companies in history. I focused on two areas: - Helping transition from a product-led sale to a value-led sale- Building an onboarding program that could support rapid scale (we grew from 200 -> 350 sales reps in 10 months)

San Francisco, California, US

MuleSoft was acquired by Salesforce.com for $6.5bn in May 2018, earning one of the highest revenue multiples ever paid for an enterprise software company. Over my time there: - Revenue run rate grew to over $500M, up more than 12X in 5 years - New business average selling price (ASP) increased 3.5X - Front-line sales headcount grew from 30 to 210Our team.

US

• I joined Responsys 8 months prior to its IPO and stayed through its $1.5bn acquisition by Oracle. I created the Sales Effectiveness team and grew it to 8 people. We transformed how Responsys engaged its prospective.
• The bookings growth rate increased 50%
• Win rates increased 80%
• Time to close decreased by 45%To achieve these results, I focused on empowering sellers to move complacent customers to action. I introduced the Challenger Sale approach and developed a sales process based on customer.

US

• Improved win rates and defended our substantial price premium by:
• Helping our field teams clearly articulate how we will increase our customers’ revenue
• Crystallizing the key tenets of our product differentiation
• Quantifying the impact of Responsys via a robust yet highly accessible ROI model

Waltham, MA, US

• Developed roadmap for company’s initial foray into social media-related products
• Created novel behavioral segmentation methodology that revealed groups with a 2X greater propensity to purchase add-on products

• Pre-revenue mobile gaming company.Installed by Board of Directors to provide direction during CEO transition process.
• Oversaw annual budgeting process
• Structured board meeting agendas and authored board packages
• Authored positioning and messaging for initial product

• Venture fund focused on early-stage software investments. $580MM under management.
• First Associate in firm history (12 years) to be promoted to Principal
• Participated in 9 new and 8 follow-on investments totaling $60 million of equity
• Became trusted advisor to senior executives on business planning and financing matters as Board Observer at Reval, Copanion, and Zeemote
• Mentored entrepreneurs and expanded the firm’s network of relationships through participation on industry panels and community events
• Recruited and trained two Associates

Company licenses electric vehicle technology I developed at Dartmouth and subsequently patented. Paper on technology won "Best in Session" at 2003 American Control Conference.

Consulting firm recognized for excellence in growth and marketing strategy.Promoted from Analyst in 2003

Introduced applied problem solving course that successfully challenged students to surpass low but accepted standards and move beyond rote learning despite initial faculty skepticism

Ab, Engineering Sciences

Be, Systems Engineering

Mba

Exchange Program

Education record