Suffolk University

Chief Revenue Officer at Instana ► Global Go-to-Market Strategy ✦ Outstanding Customer Experience ✦ High Velocity Growth

San Francisco, California, United States

- Instana delivers dynamic APM (Application Performance Management) for business service management to enterprises around the globe that depend on their microservices architectures to run their business. Our innovative solutions give DevOps teams the power to Auto Discover every facet of their applications with Real-time Data, No Configuration, No Impact on Applications, Prediction of Incidents, and Exact Understanding. ▬▬▬▬▬▬▬▬▬▬▬▬▬As Chief Revenue Officer at Instana, I offer over 25 years of experience in IT sales and over 15 years of proven executive leadership. My role includes oversight of all pre-sale and post-sale revenue functions, including sales development, sales engineering, inside sales, field sales, channel sales, partner sales, post-sales support and services, and renewals.Working in a highly collaborative, cross-functional leadership capacity, I ensure that all aspects of the organization, from its service offerings to its Go-To-Market strategies, are scaled to meet Instana’s business objectives and aligned with its strategic and tactical plans for revenue generation.Beyond strategic planning, however, the key to growing any business is in delivering real, measurable, and lasting value to its customers, and that is a primary focus of my role.For companies that are struggling to keep up with the overwhelming demand of managing microservices architectures, Instana provides targeted solutions that can free your IT staff from costly, time consuming analysis processes. With transparent service and exceptional support, we deliver an outstanding customer experience that will simplify your systems and get your organization ready to grow. To learn more, please visit us at <a href="http://www.instana.com">www.instana.com</a>.

Instana

Chief Revenue Officer ► High Growth Strategies ♦ Organizational Alignment ♦ Sales Development

- Potter Consulting Group solves the dilemma of delivering the number. We partner with our clients to put the right organizations in place to enable them to align, execute, and scale their businesses. ▬▬▬▬▬▬▬▬▬▬▬▬▬I founded Potter Consulting Group on the basic principle that companies must plan in order to grow. Leveraging in-depth expertise in sales processes, business alignment, go-to-market strategies, and sales team development, we help both start-up and established companies grow into world-class sales organizations.Our proven strategies have enabled global giants like Splunk and AppDynamics become dominant software enterprises, and they can work for your business too. At Potter Consulting Group, we expertly guide your organization through the three key phases of growth: Assessment, Planning, and Execution. ➤ First, we help you understand the strengths and gaps in your organization, including how well your goals are aligned with your ability to deliver and whether you are properly positioned to reach your ideal customer. ➤ Next, we work closely with you to design and develop a plan that will guide the next 2-3 years of your growth. By aligning and fine-tuning your sales strategies, marketing, organizational structure, compensation plans, and operations, as well as your coverage and expansion plans, we chart a course specific to your goals and industry.➤ Finally, we get to work growing your business. Depending on your company’s needs and timeline, we partner with world-class industry experts to drive your plan forward with a comprehensive approach and sales-ready messaging. The results will speak for themselves.Is your company ready to grow? If so, Potter Consulting Group can take the guesswork out of your growth plan. To learn more, please contact us directly.✉ <a href="mailto:info@potterconsultinggroup.xn--net-7n5a">info@potterconsultinggroup.net☏</a> (415) 493-8410💻 <a href="http://www.potterconsultinggroup.net">www.potterconsultinggroup.net</a>

Potter Consulting Group

Founder  -  Managing Director ►High Velocity / Low Friction Sales Expertise ♦ High Growth Strategies

- ToutApp is the leading email management and analytics platform designed specifically to help Sales and Business Development professionals manage, track, and gain insights from their day to day emails, allowing them to build pipeline, forecast more accurately, and close deals more quickly.▬▬▬▬▬▬▬▬▬▬▬▬▬I was brought on board at ToutApp to drive growth, build out sales processes, and support sales enablement. My responsibilities included oversight of all revenue generating activities, which included SDR teams, Sales, Customer Success, Customer Support, and Sales Operations. A key focus of my role was to ensure an exceptional customer experience at each touchpoint with the company. Although I left my full-time position with ToutApp early in 2016, I continued to serve the organization as a consultant, occasionally assisting in the development of the company’s sales strategy.KEY CONTRIBUTIONS► Grew ARR by 50%► Drove five-fold increase of ASP size► Increased DRR

ToutApp, Inc.

Chief Revenue Officer  -  Consultant ►Revenue Growth ♦ Customer Experience ♦ Sales Operations

- Crittercism Inc. (now known as Apteligent) is the world’s first mobile application performance management (APM) solution, providing mobile ecosystem performance data, as well as both tools and app performance insights for mobile developers and product managers. It provides a real-time global view of app diagnostics and crashes across iOS, Android, Windows Phone 8, Hybrid and HTML5 apps and is used on more than 500 million unique devices and in more than 50 billion app sessions. The company’s investors include Google Ventures, Opus Capital, and Shasta Ventures. ▬▬▬▬▬▬▬▬▬▬▬▬▬After a successful tenure at AppDynamics, I was recruited by two board members and former colleagues to become CRO of Crittercism, Inc. My role included oversight of all customer-facing, revenue generating activities, including SDR teams, sales, pre- and post-sales customer success teams, sales enablement, and sales operations.I built and managed the entire worldwide sales organization, establishing global partnerships and driving exponential growth. KEY CONTRIBUTIONS► Grew the company from $30,000 to $10 million ARR in the first three years► Presented at all Board meetings and was instrumental in building out the annual operating plan► Worked closely with CEO and board for B and C rounds of funding resulting in a post-money valuation of $155M in October of 2014

Crittercism

Chief Revenue Officer ►Sales ♦ Revenue Generation ♦ Customer Success ♦ Global Partnerships

- AppDynamics provides enterprises with real-time insights into application performance, user experience, and business impact so they can anticipate problems, resolve them automatically, and make smarter decisions in an increasingly sophisticated software-driven world.▬▬▬▬▬▬▬▬▬▬▬▬▬The CEO and Founder of AppDynamics recruited me to serve as Senior Vice President of Worldwide Sales. In this role, I was tasked with building and managing all global sales functions, including direct, channel, partner, and business development organizations. Leveraging my previous experience at Splunk, I designed an innovative sales strategy that focused heavily on the customer experience. This approach empowered the customer to self-educate, self-select, and self-serve throughout the sales process, making AppDynamics both easy to use and highly transparent.  The model drove exceptional growth and lay the foundation for AppDynamic’s success as a dominant global software company. KEY CONTRIBUTIONS► Grew the company from $0 to $30M in bookings in the first three years► Expanded the worldwide sales team from 4 to 105► Presented at all Board meetings and was instrumental in building out the annual operating plan► Worked closely with CEO and board for all rounds of funding, resulting in a post-money valuation of $550M in January of 2013 after raising a $50M series “D” round

AppDynamics

SVP, Worldwide Sales ►High Velocity Growth ♦ Low Friction Sales ♦ Revenue ♦ Team Building

- Splunk Enterprise is the leading platform for real-time operational intelligence. It provides software that transforms machine-generated data into valuable insights that make business more productive, profitable, and secure.▬▬▬▬▬▬▬▬▬▬▬▬▬I was recruited by Splunk to drive growth in global sales across the organization, and my approach focused on developing and delivering innovative solution selling strategies. My role also included oversight of all revenue generating activities, including SDR teams, inside sales, field sales, channel sales, partner sales, sales enablement, and sales operations. In partnership with the CEO, I implemented the company’s Land-and-Expand process and introduced Freemium offerings, which together drove exponential growth. We quickly grew the organization to 120 people and opened offices in London, Hong Kong, Plano, and San Francisco. At Splunk, we were highly successful in perfecting the download to revenue model. We built a sales methodology that could establish value with download prospects, close beach-head transactions through inside sales, and tee up the field organization with existing customers that could then be expanded into enterprise accounts. Our tight channel strategy worked closely with partners as “factory experts” to collaboratively win customers.By building a culture of high performance, I helped to position Splunk for a successful IPO and to establish itself as one of the world’s leading software companies. KEY CONTRIBUTIONS► Built out all sales functions worldwide► Raised a $25,000,000 “C” round from investors in 2007► Grew the company from $100,000 to $30 million in annual bookings in three years

Splunk

SVP, World Wide Sales ►Global Sales ♦ Solution Selling ♦ Channel Sales ♦ Revenue Generation

- Wily Technology provides enterprise application management solutions that enable organizations to manage the health and availability of their Web applications and infrastructure. Its innovative technology both identifies and triages processing issues, allowing companies to find and fix problems before they impact their customers. Wily was acquired by CA Technology in March of 2006 and is now part of CA’s ESM division. ▬▬▬▬▬▬▬▬▬▬▬▬▬I joined the team at Wily, Inc. to establish and grow the organization’s global SI program and to develop all World Wide Channels, including System Integrators, Channel Partners, and Re-sellers. My role also included the recruitment, development, and mentoring of 12 reps for the World Wide Channels organization.KEY CONTRIBUTIONS► Delivered 20% of bookings through new partnerships► Grew channel organization from 4 to 12 people► Built and delivered inside/outside channel sales model

WIly Technology/CA

Director of World Wide Channels ►Channel Development ♦ Sales Models ♦ Systems Integration ♦ Mentor

- Mercury Interactive is the leader in application availability, testing and tuning. Its core solutions provided support to mission critical applications in the area of ERP (SAP, PeopleSoft, Oracle), CRM (Siebel) and web based applications.▬▬▬▬▬▬▬▬▬▬▬▬▬As a Global Account Manager with Mercury Interactive, I managed a matrix territory team consisting of a Field Rep, Inside Rep, and Field SE.KEY CONTRIBUTIONS:► Consistently achieved 120-140% of quota► Closed multi-million-dollar accounts with General Electric, Cigna, and The Hartford► Recognized as a Club Qualifier for multiple yearsFor a complete list of work experiences and accomplishments, please request my CV.

Frank Swain