Chief Marketing & Strategy Officer
CMO | B2B Marketing & Product Strategist | Chief Marketing & Strategy Officer at Dimensional Insight
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Chief Marketing & Strategy Officer
Marketing & Product Strategy — as career marketer and product strategist with over 20 years of experience, I have developed and launched several successful software, SaaS and information products in both domestic and international markets. I now use my experience as an industry analyst and product strategist to help organizations synthesize market signals into actionable go-to-market strategies.
Marketing Execution & Sales Enablement – having managed product-launch and demand marketing activities for several renowned software and information-services brands, I have strong opinions on what constitutes good (and bad) business-to-business (B2B) marketing. As a quota-carrying salesman, I learned to deeply understand the unmet needs of customers; and having directly managed teams of over 50 salespeople, I know that elegant marketing plans and pretty PowerPoints are worthless unless they actually drive measurable business results.
General Management – over the past 15 years, I have managed full P&L's in both high-growth and turnaround environments. I understand revenue and cost pressures from the CEO perspective. This experience underpins my pragmatic and revenue-driven approach to product strategy and marketing.
Dimensional Insight is a leading provider of Business Intelligence software for complex and highly regulated industries, including healthcare, beverage alcohol and manufacturing/supply chain. In this position, I am responsible for:
- New Market & Growth Strategies
- Marketing Strategy & Roadmap
- Competitive / Market Analysis
- Thought Leadership & Product Evangelism
Through the publication of engaging, fact-based, research and analysis, Aberdeen Group identifies, informs and educates buyers of software and technology products and services. In this role, I oversaw the strategy and implementation of an innovative, publisher-based, business model, including:
1. Repositioning and rebranding of the company (including new logo, website and customer buying / sales experience).
2. Development and launch of two role/persona based demand generation publications (CMO Essentials and TechPro Essentials).
3. Development and launch of two new product-lines with significant first-year revenue contributions.
Harry Henry, VP & Practice Leader for Outsell, Inc, a research and advisory firm focused on media, information, and technology, commented on this new direction: "Aberdeen, having grown up as an IT research firm, has taken an innovative approach to carving out its future path and it is providing a great example of what information firms, those that own and create content, can do to shape their new reality.”
As General Manager of the Data & Content business, my team and I helped business-to-business (B2B) marketers define their strategic marketing priorities, identify new business opportunities and optimize revenue generation through data and content-driven marketing solutions. In this role, I was responsible for the overall product strategy and revenue lifecycle for B2B data and content marketing solutions.
Previously, as General Manager of the Technology Markets practice (until Nov 2012), I conceived, implemented and managed an unified go-to-market strategy for our data, demand, content and agency solutions into the technology market. I managed a team of over 250 employees and had full sales and P&L responsibility for three business units.
As divisional President, I had responsibility for implementing the overall growth strategy for the company, defining financial and operational goals and ensuring that we delivered on our commitments to customers and users of our research.
Our research mission is to identify and educate business and technology executives on the strategies, capabilities and technological enablers that deliver best-in-class business performance. As CRO, I managed a team of more that 50 analysts and oversaw the publication of more than 1200 research reports per annum with a circulation of ~500k readers.
In this role, I managed global product, business development and technology strategies for a $130 million portfolio of software products. Specifically, I conceived of and executed a strategic partnership with a 3rd-party migration and integration technology vendor to enable our up-sell and new logo strategy. This partnership allowed customers to seamlessly migrate between (and to) our software product-lines as their business needs evolved.
Responsible for the development of a rapidly growing software product-line. Managed P&L and 75+ employees across the following functions: product management, product marketing, sales channel development, R&D, technical support, training & education, professional services and financial planning.
As Director of Integration Technologies, I was responsible for global product management and evangelization of software integration products. As Director of Products & Services, EMEA (until April 2003), I was responsible for product management, product marketing and services delivery for SalesLogix and ACT! in Europe, Middle East and Africa. I also had P&L responsibility for European support and services business.
Full sales funnel responsibility from lead generation through post-project evaluation. Responsible for strategy development and managed post-merger operational integration between Aspect Internet and Proteus: the internet consultancy. Gained commercial exposure to the media, publishing, retail and utilities industries to compliment previous operational experience and technology roles. Personally landed several six-figure deals from new accounts in first six months and held quota responsibility for $6 million in revenue.
Responsible for technology operations, project management and new product development, gaining significant experience in e-commerce and web-based transactional systems. Delivered pre-acquisition stabilization of IT systems.
Built and managed technology sector vertical practice. Regularly exceeded sales goals.
Early career experience in project management and qualitative research operations.
Coach and instructor in Kicking Boxing & Krav Maga based woman's self defense and youth bullying prevention seminars.
Mentor MBA students and member of marketing career track advisory board.
Executive mentor for BPMA members.
European Talent Acquisition Manager (UK, Ireland & Nordics) at PepsiCo
Oxford, United Kingdom
San Francisco Bay Area
Greater Los Angeles Area
Area General Manager at Aggreko Middle East
United Arab Emirates
Co-author of Inside the Box: A Proven System of Creativity for Breakthrough Results.
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