Appalachian State University

Atlassian

Principal Business Value Advisor

Started as a team of 1 and am in the process of scaling out a world-class value consulting function that develops and delivers value stories, business cases, maturity assessments and strategy workshops for our prospects and customers.  Built out a comprehensive value-based engagement model with different plays & approaches depending on where companies were in their lifecycle.  Helped to develop a company-wide value framework that now drives pricing, packaging, use case development and value realization.  The team's involvement in opportunities has continually shown improvements in win rates, deal sizes and/or cycle lengths.

Gainsight

Director, Value Consulting & Strategy

Helped build out a brand new services sales function focused on improving professional services margin through a more robust suite of service offerings.  Partnered strategically with both sales & customer success to build out meaningful services engagements and aligned those to long-term roadmaps.  Built forecasting tools & methodologies that helped achieve quota & forecast accuracy goals for multiple consecutive quarters.

Professional Services Sales

Built out an advisory services capability within Gainsight to drive services engagements with organizations intended to optimize their customer success strategy

Head of Advisory Services

Manage the delivery of enterprise sales, customer service and telephony software projects while scaling the capability through targeted training, marketing, partnership & recruiting activities.

Canidium

Director, Application Delivery

Develop a skilled delivery capability around NICE Performance Management and Incentive Compensation tools, as well as create strategic sales and service assessment, performance management and coaching assets.

Chris Bohle