Tennessee Technological University

Christian Brothers University

Marketing ♦ Product Strategy ♦ Leadership

CULytics provides expert advice to help the Credit Union community maximize the value of their data and drive real outcomes. As an Advisor, I provide guidance to our member organizations in developing and implementing digital marketing programs, leveraging data to drive improved organizational performance and developing data management programs to ensure good governance and compliance. I design and deliver workshops and lead in depth consulting engagements to ensure credit unions achieve success with their digital and data driven initiatives.

CULytics

Advisor

As a Marketing Advisor, Product Strategist and Interim Executive, I am an accomplished and flexible leader who transforms marketing and product programs for companies in transition due to growth, investment or M&A. 

Areas of expertise include:

•  Integrated, metrics driven demand generation programs
•  Content marketing and social media strategies
•  Inbound, outbound and field marketing
•  Media, analyst and investor relations campaigns
•  Successful new product/solution launch programs
•  Executive communication, persuasive presentation, and written content development
•  SEO, online communities, and  digital marketing
•  Event programs both large and small scale
•  Buyer profiling, product positioning and messaging
•  Competitive analysis and market intelligence
•  Product portfolio and market development strategies
•  Software product lifecycle process improvement
•  Agile techniques and Pragmatic Marketing methodologies 
•  Sales enablement and go to market campaigns
•  Partner and channel development and management
•  Budget development and financial management
•  Accretive M&A activities and business negotiations
•  Team leadership and employee retention

Pinch-Hit Marketing

Founder and Principal

ProService Hawaii helps employers hire, manage and grow their team with a suite of solutions to meet their needs for payroll, employee benefits, HR and compliance.  As the interim marketing leader, I  was responsible for revitalizing, building and organizing the marketing team and transitioning them successfully to new executive leadership. As an ongoing consultant, I contributed to definition and implementation of go to market strategy and tactics, brand and positioning, messaging and demand creation, and ongoing client communication and engagement.

ProService Hawaii

Senior Marketing Consultant

CloudNine creates and supports innovative discovery automation software for use in investigation and litigation.  As the fractional CMO and leader of the marketing team, I helped the organization formulate and align on strategy, vision and tactical approaches for messaging and positioning, corporate branding, communication and go-to-market, demand and lead management, and sales support and enablement.

CloudNine

Fractional Chief Marketing Officer

In April of 2018, Advanced Discovery and Consilio joined to become one of the largest and most-capable eDiscovery, document review, risk management and legal consulting solutions providers in the global market. As Senior Marketing Advisor for Consilio, I created and implemented integrated demand programs. Before that merger, as Senior Marketing Advisor to the CMO for Advanced Discovery, I was the  lead for product marketing, client communication and retention marketing. Early in 2017, I transitioned the Advanced Discovery marketing team to new executive management. Redefined messaging and go-to-market strategy. and relaunched brand and website. In 2016, I was hired as the interim Executive Vice President of Advanced Discovery Marketing where I shifted focus from being purely tactics driven to strategic alignment with the rest of the organization.

Consilio LLC

Senior Marketing Advisor

At BoardMaps, a maker of executive decision management software systems, I was an advisor to the CEO and the global marketing lead and product strategist. Worked with company founder to redefine product and positioning to enable expansion into the United States. Transitioned product from Board of Directors reporting into a platform for executive decision management. Revised all marketing material and created and delivered pitch deck to potential investors resulting in eventual investment by Austin's International Accelerator. BoardMaps ensures strategic and tactical alignment before, during and after meetings of collegial bodies of various levels - from the Board of Directors to project teams.

BoardMaps

Advisor to the CEO and Head of Marketing and Product Strategy

At RJMetrics, a provider of cloud-based data infrastructure and analytics software for online businesses, I was the interim executive leader of the Product organization including product management, product marketing and product design. Evaluated and revised product strategy to provide focus and to align with high growth market needs. Revitalized the product function by growing team capabilities, driving process improvements and expanding the scope of team activities across the full product lifecycle. 

•  Created new product vision and drove understanding of and alignment with the strategy across the company. Resultant focus enabled rapid product launch moving from new product concept to first revenue in just 4 months.
•  Drove definition and adoption of comprehensive buyer personas that were foundational for redefinition of marketing and sales messaging. 
•  Revised online help center, implemented online billing platform, changed from people-centric process to self-service onboarding approach and completely overhauled application user experience.

RJMetrics

VP of Product

At Innography, a provider of software and data for business intelligence from intellectual property analysis, I was the senior leader, strategist and operational decision maker of the marketing team comprising corporate marketing, brand management, demand generation, social media and online presence, product management and strategy, product marketing and sales enablement.  Working with others on the executive leadership team, reset the strategic direction of the company, the sales and marketing methodology, and the corporate operational plan.  Established metrics driven, closed loop marketing system that grew leads and drove revenue.  Frequent speaker and thought leader on emergent industry issues.

•  Drove product roadmap reprioritization using Outcome Driven Innovation market research techniques.
•  Created messaging, product bundles and value proposition that shifted sales from low priced departmental transactions to high value enterprise opportunities and that more than doubled average deal size.  
•  Crafted a highly successful progressive content marketing strategy that blended traditional approaches such as trade events and executive conferences with online methodologies such as communities, blogs, webinars and social media.
•  Delivered marketing generated lead sources responsible for 73% of new revenue and improved funnel conversion metrics by more than 50% over trailing six months.
•  Grew customer list to include 6 of the Fortune 10, 22 of the Fortune 100 and 51 of the Fortune 500.

Innography

Vice President, Marketing

At Intralinks, the leading provider of secure intercompany collaboration and hosted M&A due diligence solutions, I led the field marketing team for the Americas including demand generation activities, lead nurturing strategy and tactics, social media and live events. Delivered competitive intelligence and conducted market research, owned field enablement and product launch, and provided subject matter expertise and thought leadership.  Drove strategy, product definition, and go-to-market for transforming single solution, application-specific technology into cloud based collaboration platform for cross-industry SaaS solutions.  Public face of the IntraLinks platform vision and spokesman for press and industry analyst interviews.

•  Exceeded all demand generation targets including lead metrics and conversion rates.
•  Authored and championed platform product vision that redefined Intralinks strategic product roadmap.
•  Collaborated with executive management, product management and other stakeholders in all aspects of product life cycle management including understanding market opportunity and technology trends.

Intralinks

At RenewData, a software company providing SaaS based content archival and electronic discovery solutions, I was recruited to rebuild demand generation, marketing communications, telemarketing, product management, product marketing, and business development organizations. With the CEO and Board of Directors, developed and implemented strategic and operational plans for the company.  Drove broad based marketing campaigns that heavily leveraged online presence, social media, and targeted email outreach.

•  Brought stability and leadership to marketing organization in a successful turnaround
•  Developed and articulated strategic market positioning to establish awareness of leadership in target markets and to influence market category definitions
•  Instituted lead nurturing program that grew business from new customers to 39% of top line revenue.

RenewData

Chief Marketing Officer

At ZANTAZ, a provider of hosted content archival, compliance and electronic discovery solutions, I was responsible for worldwide marketing efforts, including branding, new customer acquisition, e-marketing initiatives, corporate communications, public relations, product marketing, advertising, and customer community initiatives. Owner of budget, strategic and tactical planning, organizational structure, and team leadership. Active member of cross-divisional executive team that owned comprehensive corporate operational plan. 

• Selected, trained, and mentored world class marketing team that redefined ZANTAZ’ global product and market strategy to capitalize upon leadership in fast growing content archival and electronic discovery markets.
• Grew customer base to include 9 of the 10 top law firms, 11 of the Fortune 25 and 14 of the top 20 securities firms.
• Implemented market driven product development process that boosted development effectiveness and productivity and was integral in successful market reception of new product launches. 
• Global spokesman for press interviews, industry analyst relations and public speaking events.
• Successfully integrated ZANTAZ marketing team, activities and messaging with new parent company.

ZANTAZ, an Autonomy company

Vice President Marketing

At EMC, I provided strategic direction for corporate business development teams for the Documentum software division, the leading developer of enterprise content management and collaboration software.  Expanded corporate reach and influence by identifying and securing technologies and channels to ensure market control of key business application areas.  Delivered technology assessments, competitive intelligence, market position and business plans.  Worked with select executives from partners to align strategic market visions with technologies and developed joint product scenarios to enable penetration of new markets.

•  Significantly increased indirect channel as measured by 70% year over year increase in number of partners. 
•  Generated 110% growth of partner driven revenue as measured by OEM sales of Documentum technology.
•  Targeted and closed strategic partnerships that further established corporate position as the market leader for content management infrastructure.

EMC Corporation (Documentum)

Director, Business Development Strategy

Responsible for P&L of business unit that provided software enabling customers to meet stringent regulatory requirements.  Developed business justification for and led selection and acquisition of company that added records management technology to corporate portfolio.  Successfully integrated teams with no voluntary turnover in blended unit. Managed 50 person international team consisting of engineering, marketing, sales, consulting, and administration.  Active collaborator on 3000+ person annual user conference, smaller regional and international user meetings, and frequent speaker at industry conferences.  

•  Top line revenue averaged 120% of quarterly targets with 58% year over year growth.  
•  In 18 month period, doubled customer base of acquired company with 13 year history.  
•  Positive profit margin every quarter with overall two year margin of 53%, expressed as percentage of revenue.
•  Unit costs for product development, marketing, and operational expenses consistently held below plan.

General Manager, Compliance Product Business Unit

Led product management and technical marketing teams responsible for development and delivery of market-leading content management software.  Established strategic and tactical operational plans.  Guided industry analysts to achieve favorable product and market reviews.  Ensured consistency in process and product quality during time of extreme market change and growth.

•  Achieved dominance as pharmaceutical information management vendor used by 48 of top 50 companies worldwide.
•  Expanded corporate product portfolio and successfully introduced new offerings which led to increased market share, revenue growth, and  heightened customer success metrics across diverse application areas such as compliance, collaboration, and web content management.  
•  Proactively delivered new standard product development process that spanned requirements gathering, specification development, and engineering and quality documentation and secured independent industry certification of these procedures.

Documentum

Director, Product Management

At VISA, the world's leading credit card association, I managed contractor and consultant teams responsible for first implementations of Java based Visa Open Platform Smartcards.  Developed VOP compliant versions of Visa payment applications and other related smartcard applications.  Coordinated testing and certification activities and participated in ongoing development of VOP specifications.  Oversaw budgeting and reporting for assigned responsibilities.  

•  Drove timely delivery of certified VOP smartcards and applications enabling rollout as Visa worldwide standard resulting in significant cost reductions and security enhancements.

VISA International

Product Development Manager

At MDL, a provider of software for research applications, I was responsible for organizing an Electronic Laboratory Notebook Consortium and recruiting customer and vendor participants.  Developed consortium plan and operational charter.  Identified and documented user requirements and translated into functional specifications and prototype ensuring product development met market needs.  Managed MDL’s Strategic Partner program.  Created business plans and coordinated joint technical projects and marketing programs.  Prepared marketing materials and press releases.  Identified and evaluated third party opportunities.

MDL Information Systems

Senior Product Marketing Manager

At Buckman, a manufacturer of industrial antimicrobials, I was the Computing Systems Manager responsible for all computer related activities within Research and Development.  Headed team responsible for on time and within budget development and implementation of electronic version of research notebooks that reduced R&D cycles and duplication by 25%.  Responsible for departmental information technology budgeting.

As Senior Research Chemist responsible for development and scale up of chemical manufacture processes from bench through pilot facility.

Buckman Laboratories

Senior Researcher and Computing Systems Manager

Laboratory research into new product formulations and analysis of production samples for quality assurance.

Bob Little