Feb 2020 – Sep 2020 · 7 mos

• Revitalized strategic technology partnerships and create competitive moat by introducing long-tail tech partner ecosystem.
• Defined partner engagement strategy with Salesforce, Microsoft Dynamics and Cisco to generate partner sourced pipeline and increase channel win-rates
• Create and launch Sightline™, The First Complete Customer Success Ecosystem with over 50 integrated technology partners introducing G2M and integration partner program
• Generated over $3M in partner sponsorship revenue to fund marketing programs and reduce customer acquisition costs

Nov 2018 – Feb 2020 · 1 yr 3 mos

• Led marketing strategy for Gainsight’s PX product line and introduced product-led growth (freemium/trial) customer acquisition model while supporting enterprise sales across demand generation, content, sales enablement, product marketing, inside sales and business development.
• Generated pipeline coverage from product analytics and digital adoption markets resulting in 3x
• revenue growth in first year post acquisition
• Introduced self-serve product trial/purchase experience to compete in SMB market increasing
• capacity for sales-led POCs by 50%
• Led thought leadership and evangelism strategy in the product management markets presenting at
• over 20 conferences across the US, Canada and Europe
• Extended Gainsight’s reach into new markets by introducing product leader tracks within “Pulse”
• community resulting in over 1000 product professionals attending corporate events

Jan 2018 – Oct 2018 · 9 mos · San Francisco Bay Area

• First go-to-market executive with responsibility for marketing strategy and product-led growth leading to the acquisition by Gainsight in October 2018.
• Established trial user onboarding experience converting 8% of trial accounts to paid offerings
• Introduce Product Qualified Leads into the sales process contributing over 30% of new pipeline
• Author of intrinsicpoint.com covering topics related to product strategy, user onboarding and product analytics

Jan 2016 – Dec 2017 · 1 yr 11 mos · San Francisco Bay Area

• Responsible for delivering product differentiation in the B2B AI category. Led product, marketing and alliances teams to create and launch new product offerings, increase win-rate and exceed direct and indirect revenue targets.
• Increase win-rate 60% by defining and launching new product capabilities across multiple product lines
• Design cohesive pricing & packaging across mid-market and enterprise business lines growing ARR by $3M
• Establish channel revenue stream through strategic alliances including Marketo, Oracle Marketing & Data Clouds earning $600k+ revenue in first year
• Create partner referral program to become the second highest qualified lead source in < 6 months
• Lead Israel based product management and UI team & US based product marketing team
• Relaunch Leadspace as first B2B Audience Management Platform earning “strong performer” designation from Forrester and “cool vendor” designation from Gartner
• Organize and facilitate customer advisory board sessions to inform and validate product strategy

Jun 2013 – Jan 2016 · 2 yrs 7 mos · San Francisco Bay Area

• Created and scaled low-touch, high impact ISV partner ecosystem spanning B2B & B2C marketing and sales tech landscape including partner integration and co-sale programs. Identified and launched innovative product offerings with strategic partners creating marketing and sales advantages.
• · Define product and partner strategy for Marketo Ad Bridge, garnering 200+ customers within 3 months of launch
• · Surface new product revenue opportunities with strategic partners including Google, Facebook, LinkedIn, Twitter, Acxiom and Turn
• · Hire and manage product team responsible for the Marketo Integration Framework and Platform Evangelism
• · Founding member of Marketo LaunchPoint ISV partner ecosystem, responsible for the programmatic delivery of integrated partner solutions
• · Recruit 250+ ISV technology partners to build integrated solutions spanning DMP, DSP, Re-Targeting, CMS, Social, Video, Mobile and E-commerce
• · Establish the Marketo ISV partner co-sale program generating millions in partner influenced revenue

Jan 2010 – Jun 2013 · 3 yrs 5 mos · San Jose, CA

• The first product manager with responsibility to transition company from custom development projects to a standardized and differentiated product offering. Created the product management function and grew team to manage all aspects of the product lifecycle across three product lines.
• Grow product management team to deliver web based social media marketing solutions to worldwide brands
• Foster platform integration partnerships with Facebook, Twitter, LinkedIn, Google+ and YouTube
• Nurture the organizational adoption of Agile Scrum methodology
• Plan, schedule and coordinate product releases for LiveWorld Content Review System and Curation Platform
• Create, prioritize and maintain multiple product backlogs
• Define feature scope and communicate requirements using User Stories and Acceptance Criteria, Balsamiq mockups, OmniGraffle flow diagrams and Accompa requirements management software
• Facilitate collaborative processes to create product visions for each of the LiveWorld product offerings
• Create formal communication channels to collect new features and track discussions with stakeholders including executive, client and associates
• Document and publish release notes and product user guides
• Facilitate training sessions for sales, project, community and moderation management team members
• Support sales and account leads by attending and driving product demonstrations for both clients and prospects
• Produce sales collateral including: competitive analysis, product benefit sheet, PowerPoint product slideshow, screen cast demo script, product feature list and constraints
• Define technical requirements for web-based traffic and user event tracking to provide behavioral insight reports using Google Analytics and data warehouse web reports

Sep 2009 – Jan 2010 · 4 mos

• Responsible for increasing advertising platform value to both publishers and advertisers through development and testing of emerging social capabilities on MySpace and Facebook
• Increase conversion rate of direct response campaigns by over 55% using multivariate creative testing
• Generate and analyze custom reports detailing traffic source and visitor demographics providing more effective ad targeting for publisher sites
• Advise publishers on best practices for ad placement and mix to boost website traffic monetization
• Create OpenSocial MySpace application providing a more complete feature set in effort to improve customer attrition rate and increase customer lifetime value.
• Setup and tune online banner ad campaigns on the DoubleClick Ad Exchange

Sep 2006 – Apr 2008 · 1 yr 7 mos

• Led product development of OnDemand sales forecasting solution with an emphasis on CRM integration.
• Designed an integration strategy with Siebel CRM on Demand utilizing event queue processing
• Created a rich user interface using Flex 2.0 providing more intuitive navigation and optimized page real estate
• Implemented a cost effective off-line support solution to our site by building an excel import/export utility
• Introduced a web based file upload tool used to load bulk data into the application
• Designed and implemented secure token-based authentication SOAP web services used by third party integrators
• Managed the hiring and mentoring of team members

Jul 2001 – Mar 2006 · 4 yrs 8 mos · Menlo Park

• Managed all aspects of product development lifecycle to create in-house CRM supporting customer, service and sales teams across brokerage, banking and mortgage business lines
• Coordinated multiple technical teams to build a secure customer relationship management application to be used by third party customer service agencies
• Facilitated technical analysis discussions in order to communicate project design and architecture amongst technical and non-technical members of the team
• Introduced a peer code review process resulting in standardized code as well as more stable build cycles
• Held quarterly mentoring sessions for junior members of the team on development practices, processes and methodologies
• Designed and developed web-based interfaces for use by the customer service team to retrieve/update account information and perform trading and fund management activities on brokerage and bank accounts
• Developed Tuxedo middleware services to interact and retrieve data from legacy mainframe systems like VMS, BETA and ADP
• Implemented an in-house workflow management system, using 3-tier Application Framework architecture, to automate and manually process customer requests such as Funds Transfer, Address Change, CD Reprints, CD Renewal and other banking activities
• Developed APIs to retrieve account information and present it in Voice XML formats to the Interactive Voice Response System that enabled customers to retrieve and perform account activity over the telephone without the need of a human account executive
• Performance tuned high traffic areas of site by introducing service aggregation and data caching
• Implemented web services using JAXB client code generation tools
• Rapidly created prototypes for proof of concept discussions with business partners