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EVP of Marketing for four successful software companies:- Glassdoor ($1.2B acquisition by Recruit/Indeed.com)- AppDynamics ($3.7B acquisition by Cisco)- Vontu ($350M acquisition by Symantec)- PeopleSoft ($10.3B acquisition by Oracle)I enjoy the challenge of figuring out how best to market to different buyer personas: AppDynamics (DevOps), Vontu (Information Security), Glassdoor (Recruiting), PeopleSoft (HR/Finance/Supply Chain/Customer Service). My career started as a software developer and product manager. For the last 15 years, I’ve focused on building the marketing engine at successful early stage startups. I enjoy partnering with the CEO and VP of Sales to put a scalable marketing machine in place that drives pipeline and enables triple digit sales growth. How can I help as an advisor for your software company? 1) Coach/Mentor - advise up-n-coming marketing VPs and Directors on how to make the most impact 2) Marketing strategy - budget, org design, go-to-market strategy, pricing strategy, marketing mix3) Sales Enablement - first meeting pitch, qualification/discovery tools, sales bootcamp curriculum4) Pipeline acceleration - define the mix of demand gen strategies to hit the pipeline and revenue goals. Freemium models that contribute > 40% of pipeline are one of my specialities.5) Marketing systems - select marketing automation and tools, design lead routing/scoring for maximum rep productivity6) Analyst relationships - tips and techniques with Gartner, what it takes to win a MQ, etc7) And last but not least...I can help you decide what your marketing team shouldn’t be doingNote to recruiters and VC’s: I am not looking for full-time roles. I am only interested in mentor/coach, advisor, board member or consultant roles.
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AdvisorEmtrain Sep 2017 - Aug 2019San Francisco, California, Us -
AdvisorOverops Jan 2016 - Feb 2017San Francisco, Ca, Us -
Svp / CroGlassdoor Aug 2013 - Jun 2015San Francisco, Ca, UsI was responsible for all four revenue streams at Glassdoor - employers, self-service, job boards and display ad partners. My team including 250 people across Sales, Business Development, Marketing, SDR and Customer Success. I also led B2B Product Management and Recruiting during transitions. I joined Glassdoor at a time in their history where they had started to see traction with clients, but needed to cement their sales & marketing playbook to scale-up the revenue engine. Key accomplishments:1) 100%+ bookings growth each year2) Grew client base from 500 to 23003) Successfully transitioned sales model from hybrid to hunter/farmer to increase productivity4) Implemented numerous process changes to increase client retention by 15%5) Increased average deal size by 2x, introduced Essentials package and dramatically increased attach-rate of 2nd and 3rd product6) Built B2B marketing team from scratch with 25 sales reps already in place and hungry for leads. Marketing campaigns increased from 0% to 65% bookings contribution as reps scaled to over 100 reps7) Designed Freemium Strategy that led to 76,000 member signups in 2.5 years8) Implemented major systems upgrade for to improve team productivity - SFDC, Marketo, Clearslide, Leadspace,ToutApp, Gainsight, Tableau, etc..9) Established operating rhythm for the business with QBRs, SKOs, New Hire Onboarding, etc10) Managed recruiting team of 9 in 2014 - team hired 228 people -
Vp, MarketingGlassdoor Dec 2012 - Aug 2013San Francisco, Ca, UsMy responsibilities at Glassdoor are focused on the B2B side - build awareness in the HR & Recruiting communities, freemium/online marketing, blogs/content strategy, inbound marketing, product marketing, sales tools, and competitive intelligence.
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Vp Of MarketingAppdynamics Oct 2009 - Nov 2012San Francisco, Ca, UsI joined AppDynamics as employee #10 when the company was still in stealth - pre-customers and before sales was hired. Joining early gave me the unique opportunity to define the brand identity, go-to-market strategy, freemium demand gen model, sales tools, and marketing automation. The freemium model we designed is unique in our market and led to 550% growth in 2011 and 273% growth in first half of 2012. Responsibilities include branding, online advertising, demand generation, product marketing, sales enablement, channel marketing, competitive intelligence, social media/blogging, and SEO. Results: 1) Exceeded quarterly bookings goals for 11 straight quarters2) Leader in Gartner Magic Quadrant as first-time participant3) 100,000 users of free product in first 2 years4) 88% of closed deals from marketing campaigns5) Built the strongest marketing team in the APM categoryAppDynamics is the leading platform for Application Performance Management (APM). Innovative customers like Netflix use AppDynamics to monitor, troubleshoot and scale their production applications, gaining 10x visibility and getting to root cause 90% faster. -
Vp, Marketing & ProductsVontu Feb 2005 - Nov 2008Vontu pioneered a security software category called "Data Loss Prevention". I led both Marketing and Product Management for Vontu. I also managed the OEM agreement with Symantec which led to the $350M acquisition.Results:1) Vontu became the market share leader in the category and grew from $3M to $60M2) Vontu positioned as sole leader in the Gartner Magic Quadrant in initial MQ3) Vontu's product vision and innovation set the bar for all competitors. We achieved a 90% win rate and a premium ASP4) My demand gen team delivered 60% of pipeline each quarter5) Built the strongest marketing team in the DLP category
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Group Vp, Products & Solutions MarketingPeoplesoft/Oracle Dec 2004 - Jan 2005Austin, Texas, UsAfter three successful years running product marketing for PeopleSoft CRM and Supply Chain, I was promoted to run all of Product Marketing for PeopleSoft - including all product families, JD Edwards, industry marketing, as well as Services & Education marketing. I managed 134 product marketers. -
Vice President, Crm And Scm Product MarketingPeoplesoft/Oracle Feb 2002 - Nov 2004Austin, Texas, Us
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Director Of SalesAsk Jeeves Business Solutions Jul 1999 - Feb 2002New York, Ny, UsAfter a successful stint as the Director of Product Management, I transitioned into a regional sales role. I was the #1 rep that year, closing business at accounts like Network Appliance, Seagate/Crystal Decisions, KLA Tencor, and HP. -
Director, Supply Chain Management (Scm) Product ManagementPeoplesoft Apr 1996 - Jul 1999Austin, Texas, UsI was responsible for a team of 8 product managers who led the release/roadmap strategy for Supply Chain, Financial Accounting (AR/AP/Billing), eProcurement and Expense Mgmt products. 4 of these products were top 10 selling products for PeopleSoft.
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Senior ManagerAccenture Jun 1989 - Apr 1996Dublin 2, IeCRM and Supply Chain software product manager and developer. Developed custom systems for DHL Airways, Disney Home Video, and a variety of Manufacturers and Grocery/Wholesale Distribution companies.
Steve Roop Skills
Steve Roop Education Details
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Santa Clara UniversityCommerce/Finance -
Dulaney High School
Frequently Asked Questions about Steve Roop
What is Steve Roop's role at the current company?
Steve Roop's current role is Mentor to Marketing folks in B2B Software.
What is Steve Roop's email address?
Steve Roop's email address is st****@****hoo.com
What is Steve Roop's direct phone number?
Steve Roop's direct phone number is +141533*****
What schools did Steve Roop attend?
Steve Roop attended Santa Clara University, Dulaney High School.
What are some of Steve Roop's interests?
Steve Roop has interest in Children.
What skills is Steve Roop known for?
Steve Roop has skills like Go To Market Strategy, Lead Generation, Strategy, Sales Enablement, Saas, Strategic Partnerships, Crm, Leadership, Enterprise Software, Field Marketing, Pricing Strategy, Marketing Strategy.
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