Apr 2024 – Present · 1 yr 11 mos

Jan 2024 – Present · 2 yrs 2 mos · San Francisco Bay Area · On-site

May 2020 – May 2023 · 3 yrs · Palo Alto, California, United States

• Responsible for Product Management, Product Marketing, Technical Marketing, and User Experience at SignalWire (CPaaS)
• Building APIs (as a product) that developers use to build voice and video communication APIs
• Pricing for both subscription and usage-based pricing
• Platform strategy - increasing value by providing allowing developers to build differentiated products while writing less code
• Go to market motion for both Business to Developers(b2d) (devrel) and B2B2C

Jan 2013 – Apr 2020 · 7 yrs 3 mos · Campbell, CA

• Leading Barracuda's flagship portfolio of email security solutions, including Barracuda Essentials, a cloud-based security offering
• Launched Barracuda Essentials, with triple digits growth since inception
• Launched a forensics and incident response security product
• Introduced self-service and marketplace-based direct customer acquisition channels - a first for Barracuda.
• Expanded markets served through an acquisition.
• Managing a team of high functioning PMs and UX.
• Go to market motion for Business to Business with channel and VAR engagement
• Led a strategic effort for repricing and re-bundling of the components of email security, archiving and cloud-backup.
• Introduced a new route to market based on self-service provisioning and credit card payments for SMB customers. This new, low touch sales model has a material contribution with a higher net margin.
• Analyzed the sales funnel for the self-service route to market and identified a problem in conversions. Introduced a simpler signup process, resulting in doubling the conversion ratio.
• Introduced a Service Level Agreement (SLA) for customers with financial clawback. This was the effort of a multi-month long internal negotiation and debate. The SLA this has reduced sales friction, especially for larger customers.
• Introduced a API-based fulfillment model for integration with market places run by distributors like Synnex and West Coast (UK).
• Changed Key Performance Indicators for product performance from billings/bookings to SaaS-based metrics like ACV, churn etc.
• Identified market opportunity in the adjacent space of computer-based security awareness training. Initiated, led and competed the acquisition of PhishLine. This followed from an analysis of market size and competencies, comparing build vs. buy options, evaluating different companies for acquisition / merger, doing the financial and product due diligence.

Dec 2011 – Dec 2012 · 1 yr · Fremont, CA

• Analyzed markets for different markets for investment opportunities. Introduced new inbound and outbound demand generation. Recruited a high-performance engineering team.
• Executed a re-branding effort to pivot the company from two-factor authentication (2fa) to Mobile Device Management.
• Analyzed Cloud Access Security Broker (CASB) and MDM markets for potential and ROI. Made a recommendation to the board about this and secured first round of funding.
• Introduced inbound, content-based and outbound, account-based demand generation resulting in over 300% growth in Marketing Qualified Leads (MQLs).
• Rationalized Google Adwords campaigns resulting in 30% reduction in customer acquisition cost (CAC).
• Introduced agile-based methodology for the engineering team.

May 2007 – Nov 2011 · 4 yrs 6 mos · Campbell, CA

• Launched Barracuda Message Archiver, and increased the revenue 30% YOY. Lead market research, competitive analysis, engineering coordination and sales and channel enablement activities. Promoted to lead the flag-ship email security business in addition to email archiving after two years.
• Pivoted business from anti-spam/anti-virus to an email gateway, by introducing features like email encryption, Exchange A/V, Managed file transfer.
• Launched multi-tenant and cloud-based email security solution and DLP solution (Barracuda Email Security Service)
• Successfully introduced virtualized appliance form-factor. Virtualized appliances new constitute over 15% of install base.
• Managed procedures for cloud-based products for data center management, monitoring, and customer notification.
• Successfully added Barracuda Message Archiver in the product portfolio.
• Targeted upwards of 500 channel partners to enable them to sell the product.
• Visited the top 25 partners and managed their expectations vis-à-vis their business strategy for archiving solutions.
• Created Webinar series for channel / sales enablement.
• Created whitepapers, webinars, datasheets, sales guides, and videos for sales and partner enablement.

Oct 2006 – May 2007 · 7 mos

• Responsible for product management of i3 infrastructure, Performance Warehouse and Alerting.
• Designed strategy for making i3 Enterprise Ready, by making it more suitable for Global 1000 customers. This involved changing the deployment scope of scalability by a factor of 100. The revenue impact of this project was approximately $30 million.
• Involved in drafting the marketing requirements for version 9 for infrastructure components.
• Successfully managed relationship with Citigroup to prevent them from switching away from Symantec i3.

Feb 2001 – Oct 2006 · 5 yrs 8 mos

• Worked on High Availability (VERITAS Cluster Server) and Storage management (VERITAS Volume Manager)
• Responsible for design, development and execution of a new model of Data Protection through fencing. Own strategic roadmap and responsible for interaction with Customers, Product Management, Release Engineering and other engineering groups.
• Responsible for architecture of core clustering engine. Major responsibilities included gathering requirements from various sources, including customers, doing technical competitive analysis and architecting and implementing core features.