Forrester is one of the most influential research and advisory firms in the world. We work with business and technology leaders to develop and operationalize customer-obsessed strategies that drive growth. With the SiriusDecisions product line, we deliver actionable intelligence, transformative frameworks, and expert guidance that equip executives to modernize and elevate sales, marketing, and product performance.

I am a recognized thought leader in helping organizations of all sizes drive increased revenue through measurement and improvement of the Demand Management process. I have helped hundreds of the leading global organizations define, instrument, measure and optimize their cross-functional process designed to drive Revenue. My current focus at SiriusDecisions includes:* helping organizations define and instrument their initial demand management process* I developed the Waterfall Diagnostics Methodology, enabling organizations leverage Waterfall Performance Patterns to understand WHERE the process is under-performing, do root cause analysis to understand WHY the process is under-performing and HOW to fix it.* I am one of the co-authors of the Demand Unit Waterfall. This is a game changer in the demand management process, changing the perspective from engaging with individual leads to engaging across the buying group. I help innovative clients and vendors make the changes needed to drive this transformation.

SiriusDecisions provides research and advisory services focused on the operational intelligence sales and marketing executives need to maximize top-line growth. SiriusDecisions works with B2B sales and marketing leaders to provide guidance on their sales and marketing decisions through benchmarking data, best practices, vendor reviews and access to a peer and analyst network.

• Developed best practice frameworks for revenue performance improvement and demand generation that are deployed in Bulldog's enterprise clients.• Designed an integrated campaign framework that leverages assessments to identify individual prospect business issues, and drives dynamic and highly targeted nurture programs and sales enablement tools. Clients leveraging this framework have realized conversion rate increases of over 300% and deal size increases of 79%. This framework enabled a client to win Eloqua's 2012 Markie for Rookie of the Year.• Created the industry's first revenue performance comparative model and microsite used to quantify and compare the revenue performance of over 500 public enterprise companies across 11 industries.• Produced the Revenue Performance Improvement Maturity Model, an online assessment and prescriptive roadmap of an organization's current level of process maturity for 3 drivers (strategy, infrastructure and program effectiveness) and 15 competencies, and the pragmatic roadmap needed to improve revenue performance.• Developed robust discovery and client onboarding tools that support a comprehensive methodology to accelerate customer program deployment and time-to-value.• Frequent speaker on revenue performance and demand generation best practices at industry conferences and in thought-leadership webinars, including: • From First Web Visit to Customer: How to Make Your Message Relevant - Joint Presentation with Demandbase • The Anatomy of a Next-Generation B2B Campaign - Joint presentation with SiriusDecisions • Best Practices – Revenue-Centric Approach to Balancing Your Marketing Budget - Keynote presentation at MarketingCloud's Marketing Planning to Stay Ahead of the Curve in 2013 Summit • The State of Demand Generation 2012: Trends and Guidance - Panel discussion hosted by DemandGen Report • Best Practices for Speaking Your CMO’s Performance Language - MarketingProfs B2B Forum 2011

At DataCap, I acted as a virtual VP of Marketing. Projects include deploying Eloqua marketing automation for lead acquisition and nurturing. We are integrating Salesforce.com and Eloqua to streamline the sales and marketing process. To increase demand using inbound Marketing, I am providing SEO and pay-per-click optimization and a social media strategy. The Eloqua implementation and programs that I guided resulted in Datacap being named an Eloqua Markie Rookie of the Year Finalist in 2010. Datacap was acquired by IBM in August of 2010.

As part of my consulting, I delivered new corporate positioning and strategic messaging. A social media strategy was developed in addition to developing analyst relations and sales enablement. In-bound marketing efforts included search engine optimization, pay-per-click optimization and blog marketing. The new corporate positioning contributed to the successful acquisition of Iontas in Q1 2010.

• Drove the justification, requirements specification and implementation of marketing automation, CRM and web social media tools. Implemented integrated closed-loop marketing and sales system (leveraging Eloqua/MS-CRM) that delivered end-to-end visibility of the sales and marketing process.• Developed lead acquisition and nurturing programs that increased the sales pipeline by over 200%. • Developed programs to expand Profile’s presence in the Enterprise Talent Management market, expanding the offerings from pre-hire assessments to solutions that span the employee life cycle. o Packaged series of individual product offerings into holistic Coaching-based Performance Management platform that was embraced by leading industry analysts.o Developed methodologies and tools to quantify the business impact of improving a corporation’s talent profile using Profiles family of assessment solutions

• Designed and deployed closed-loop automation and integration of marketing and sales processes (leveraging Eloqua/MS-CRM) that produced:o 260% increase in qualified sales pipeline without increase in marketing budget.o 20% acceleration in sales cycle time.• Spear-headed corporate re-positioning and solutions offerings to evolve from services/ diagnostic tool model to strategic provider of decision-support tools to optimize IT infrastructure investments. • New product strategy reduced time of product deployment (and TCO) by 80%.• SAP-specific performance and sizing solution expanded reach into 4 new vertical markets.• ITIL Capacity Management solution drove key partnerships with IBM-Tivoli and HP.• Established company as industry thought leader in predictive capacity management markets• Company recognized by Gartner and Forrester as segment leader.

• Initial marketing executive for this business process management start-up - successfully established company as thought leader in newly emerging human-centric BPM market.o Featured as a visionary vendor in Gartner’s BPM “pure-play” Quadrant 2003.o 2003 BPM product of the Year by Transform Magazine.• Developed ValueNow, a value-centric sales methodology that used financial and operational benchmarking to generate budgets for solutions before BPM was a funded IT initiative.• Featured in Software CEO for thought leadership on selling software in a depressed market.• ValueNow methodology resulted in:o 8 Global 2000 “flagship” customers and 3 Strategic Tier 1 alliances. Custom demand generation programs with response rates over 30%.