Tonya leads the IBM Americas Salesforce Practice across CT, DTT (DataCloud, AICloud, Tableau), HCT (Mulesoft), and Salesforce AMS solutions. IBM Salesforce drives multi-cloud implementations underpinned by powerful, innovative AI & automation and integrated into back end platforms like SAP, Oracle, and Maximo. The practice focuses on Sales (Lead to Cash), Service (Customer Service and Field Service), and Marketing/eCommerce transformations, powered by Salesforce.

Defining strategy and driving innovation for the Digital Salesforce Practice at EPAM Systems.

As Chief Innovation Officer for the TCS Salesforce practice, I led the Salesforce innovation program, client co-creation, thought leadership/IP/patents, practice-wide innovation skilling, ecosystem engagement, the Innovation Lab, and Center of Excellence. My years as a startup exec and enterprise innovator led me to create a Salesforce ecosystem "venture studio.' My team--industry leaders, domain experts, Salesforce trailblazers, financial modelers--worked with clients shifting to digital, entering new markets, innovating new products, developing new business models. The goal is to commercialize ideas FAST, and we believe ideas need to be closer to GTM--sales and marketing--to quickly commercialize. So using Salesforce as our sandbox we co-created rapidly with clients; prototyped on Salesforce; and supercharged ideas with emerging technologies such as AR, AI, IoT, and Blockchain. Results were record ACV growth, more than doubling an emerging cloud revenue, 5X growth in another emerging cloud in less than 6 months, and rocketing account growth by driving multi-cloud solutions. Previously, as Enterprise Innovation Champion in TCS Research and Innovation, I engaged the vast TCS Co-Innovation (COIN) ecosystem—labs, design centers, research teams, universities, venture funds and start-ups—to deliver clients’ innovation goals, including working with one of TCS' top 50 strategic clients to build a joint innovation program from the ground up.My first TCS role was Global Head of Digital/Customer Experience (CX) Innovation and Solutions. I recruited a team of five, high performing experts, tested the market for digital CX strategy services, and closed 15+ enterprise Digital/CX strategy projects. My team went on to develop breakthrough CX research and applications--the foundational "ChannelScore" research and solution resulted in two patents filed, 27 executive client workshops, and a pipeline of more than 12 enterprise opportunities in the banking industry.

As a noted leader in startup digital strategy, I was engaged by CA to drive employee and customer digital transformation. Working closely with the CLO, we launched a social collaboration platform to improve employee productivity. With more than 30% remote workers, better employee engagement and collaboration was critical. But the platform was also designed to prepare our teams for social/digital engagement with customers. Our innovative digital adoption program had 47% of employees on the platform during the two-week beta launch, setting a new benchmark for adoption across all industries and winning multiple awards.On the heels of an internal social platform, we launched an external social platform for customer lifecycle management that put the customer at the center. The approach overcame many challenges to customer experience management by orienting sales, service, marketing, education activities AROUND the customer vs. discrete, silo'd customer touchpoint management. More than 1500 customers registered in the first 6 months of launch.Post this strategic change program, the CMO tapped me to lead global marketing strategy, budget and operations, during which I designed and deployed a system for end-to-end marketing planning and closed loop tracking, led strategic revenue planning with business units, overhauled the direct and database marketing function, deployed a hybrid onshore/offshore marketing delivery model that dropped costs and accelerated marketing programs, and built a global telemarketing function.

Marketing 2 Revenue is a consulting practice based on my marketing methodology--a radically practical approach for go-to-market strategies, plans, and tactics that deliver measurable revenue results. The methodology aligns marketing plans, processes, technology and people with revenue goals. Clients of Marketing2Revenue: TransMend (Interim CEO), Verne Global (Interim VP of Marketing), Aegis Corp, DirectNet, Aelera, and others.

Joined as Newmerix received Series B funding from Mobius, IDG, and Siemens. Responsible for branding, positioning, demand generation, product management and marketing. Company had an innovative approach to testing and change management--the approach leveraged enterprise software metadata to turn testing Peoplesoft, for instance, into an easy, visually simple activity that almost anyone could perform. On a start-up budget, we challenged the industry heavyweights Mercury and Compuware, winning mindshare as well as competitive enterprise deals. Digital methods were key, including a blogging and integrated online media strategy that launched our CTO as an enterprise software thought leader and built our pipeline to our goal of four times target.