Mar 2023 – Nov 2023 · 8 mos

• RevRoom is a trusted space where curious revenue leaders are collaborating on the future of B2B go to market.

Mar 2022 – Nov 2023 · 1 yr 8 mos · Ottawa, Ontario, Canada · Remote

• The top channel for marketing executives, according to Gartner and Hubspot's latest research, is social media.
• Social media is now a critical part of the way people in most walks of life communicate and a key part of how work gets done — from corporations to government. Social media allows you to do at least four important things:
• Discover new ideas and trends.
• Connect with existing and new audiences in deeper ways
• Bring attention and traffic to your work.
• Build, craft and enhance your brand.
• AgoraPulse is the #1 ranked, category leading, Social Media Management platform (SMMP) that enables agencies, businesses and marketers to manage all their social media messages, schedule & publish content, identify key influencers, monitor social channels, and get stunning reports - all in one easy to use dashboard.
• ► MANDATE
• Recruited and retained by this firm to achieve three measurable outcomes: drive aggressive MRR goals, align a global marketing team of 40 world-class experts, and dramatically increase brand awareness and hype.

Jul 2020 – Mar 2022 · 1 yr 8 mos

Sep 2017 – Jul 2020 · 2 yrs 10 mos

• VanillaSoft, the industry’s most successful sales engagement platform, helps sales development teams engage with over 20,000,000 sales contacts every month. Used standalone, or in combination with existing traditional CRM systems, VanillaSoft empowers sales reps to respond to new leads within seconds, interact with leads more consistently, across more channels, and generate more qualified sales opportunities. Globally, thousands of users employ VanillaSoft’s queue-based sales engine and intellective routing to implement sales cadence automation resulting in substantial gains in speed-to-lead, persistency, productivity, and revenue-per-rep. VanillaSoft is a privately held company based in Plano, Texas, USA.
• ► MANDATE
• Retained by this firm to drive customer acquisition, grow their presence and reputation, increase their industry influence, increase deal volume across all channels (INBOUND — SEM, SEO, events, email, social media, and OUTBOUND — ABM, Challenger sale), implement repeatable and scalable processes, and measure and monitor key KPIs.
• ► SUCCESS HIGHLIGHTS
• ● Rebranded company including new, mobile responsive website, logo, messaging, and benefit statements
• ● Restructured the sales team, adopting best-in-class staffing ratios and KPIs, while verticalizing the teams around a thoroughly defined Ideal Customer Profile and Personas
• ● Created a Sales Enablement team to equip and optimize the sales team
• ● Created a Revenue Operations team to continuously measure and optimize our people and our performance.
• ● Implemented Account-based Marketing program across Sales and Marketing
• ● Implemented inbound marketing strategy including content calendar and syndication including blogs, case studies, video, webinars, white papers and events
• ● Deployed sales and marketing technology stack that ensured speed-to-lead, cadence and persistency across all lead channels
• ● Dramatically Increased brand exposure, net promoter score, and media coverage
• ● Manage staff of 30

Jun 2020 – Nov 2023 · 3 yrs 5 mos

• Peak Community is an invite-only private community of the best marketers and marketing leaders to connect with, learn from, and get 1% better each week.

Feb 2009 – Sep 2017 · 8 yrs 7 mos · Kitchener, Ontario, Canada

• Virtual Causeway is a sales and marketing service provider to high-tech organizations, with expertise in demand generation, marketing automation, customer relationship management, outbound marketing, inbound marketing, product marketing, solution positioning, management coaching and go-to-market tactics.
• ► MANDATE
• Retained by this firm to grow their presence and reputation, increase their industry influence, dramatically increase lead flow, implement best in class processes, technology and metrics, and manage P&L for the marketing services business unit.
• ► SUCCESS HIGHLIGHTS
• ● Rebranded company including new, mobile responsive website, logo, messaging, and benefit statements
• ● Implemented inbound marketing strategy including content calendar and syndication including blogs, case studies, video, webinars, white papers and events
• ● #1 ranking on Google search, after implementing aggressive digital marketing program
• ● #1 ranked session at Dreamforce for Pardot and Data.com
• ● Executed co-marketing events with Salesforce.com, Data.com and Pardot.com
• ● Secured strategic relationship with SAP to be agency of record for numerous resellers
• ● Increased marketing lead flow in excess of 100% year over year
• ● Launched new Technology Services business unit to complement existing offerings, including partnerships with Pardot, Act-On, HubSpot and Marketo
• ● Doubled revenue per customer
• ● Managed staff of 10

Oct 2006 – Jan 2009 · 2 yrs 3 mos · Greater Ottawa Metropolitan Area

• Sitebrand is a publicly traded, software-as-a-service, e-commerce provider of marketing personalization and optimization solutions for online retailers.
• ► MANDATE
• Retained to evangelize and educate an early adopter solution to the e-commerce community. Critical to this role was the requirement to actively engage with industry influencers, thought leaders, and brand leaders to establish credibility and desirability of the Sitebrand solution within the online retail marketplace. In parallel, the requirement to develop an inside sales team to support a software-as-a-service revenue model was critical to the goal of raising capital via a public offering. Rounding out the go-to-market strategy was a channel reseller program under my stewardship. I had complete ownership of P&L and reported directly to the CEO and indirectly to the Board of Directors.
• ► SUCCESS HIGHLIGHTS
• ● Public offering on the TSX-V via a CPC financing transaction
• ● Rebranded company including new, mobile responsive website, logo, messaging, and benefit statements
• ● Implemented inbound marketing including content calendar and syndication via blogs, case studies, video, podcasts, webinars, white papers and events
• ● Implemented CRM (Salesforce.com) and marketing automation (Marketo) to manage all lead scoring, lead nurturing, inbound marketing and outbound demand generation campaigns
• ● #1 ranked personalization solution, based on revenues and analyst research
• ● Launched a thought leadership podcast series featuring several prominent solution providers FixYa, eBillMe, LivePerson, MyBuys, OnlineMarketWorld, ProAthlete, and Sydney's Closet
• ● Featured speaker and panelist at Internet Retail Conference & Exhibition (IRCE)
• ● Media exposure in major publications including MarketingSherpa.com, MarketingProfs.com, ClickZ.com, InternetRetailer.com, E-Commerce Times, Practical E-Commerce, eMarketingandCommerce.com, UTalkMarketing.com, OnlineMarketWorld.com, DM News and Canadian Retailer
• ● Managed staff of 10

Mar 2005 – Mar 2006 · 1 yr · Greater Ottawa Metropolitan Area

• CML Emergency Services is a trusted leader and recognized innovator in 9-1-1- communications systems. CML products are installed in over 1000 sites around the world. The product portfolio encompasses solutions for dispatch, network routing and switching, PSAP-based 9-1-1 switches, call management software, ALI database software and radio dispatch systems.
• ► MANDATE
• Retained to re-launch an established brand that had become stale with the goal of selling the firm within a three-year window at a valuation that would be substantially higher than when I was hired. This clear objective required me to have complete ownership over product management, product marketing, field marketing, channel marketing, and corporate. The most critical aspect of the role was to develop an approach that would disrupt consumers’ historical and traditional channel purchases from the #1 vendor in the industry.
• ► SUCCESS HIGHLIGHTS
• ● Sold 25+ year old company for 1.5 times valuation within ten months
• ● Grew Revenues and EBITDA at >20% in a market growing at <10%
• ● Became the #1 vendor in the space within one year
• ● Introduced market-changing IP solution offerings, across multiple product lines, which quickly differentiated CML from traditional POTS offerings from competitors. This was an opportunistic and direct response to the challenges faced by New Orleans during Hurricane Katrina and caused an immediate groundswell change in our revenues and our market and channel perception
• ● Developed customer loyalty program that featured the nations leading police, fire, and EMS advocates speaking on our behalf.
• ● Created integrated demand generation program that tripled historical lead flow.
• ● Launched new product offering at the National Emergency Number Association (NENA) conference with Tom Ridge, the former Director of Homeland Security
• ● Managed staff of 24

Dec 2001 – Mar 2005 · 3 yrs 3 mos · Los Angeles Metropolitan Area

• Adexa is a B2B enterprise software solution that delivers intelligent enterprise business planning and performance management solutions which link strategic planning, financial planning and supply chain planning.
• ► MANDATE
• Retained during the start of the dot-com crash to weather the pending storm and position the firm for future growth. Primary objective was to secure additional funding in a market environment that was not investing at all. Secondary objective was to grow revenues and product footprint while increasing both the average deal size and the overall revenue-per-customer. To achieve this, I owned channel management, product management, business development, marketing communications, and strategic direction.
• ► SUCCESS HIGHLIGHTS
• ● Raised $15 million USD during dot-com bust era
• ● Became #1 supply chain solution provider in Asia
• ● Became #1 supply chain solution provider in the Semi-Conductor industry
• ● Sustained revenues and profitability while most of the competition shrunk dramatically or declared bankruptcy
• ● Implemented global channel program which eventually contributed over 25% of company revenues
• ● Rebranded company, and product suite, including new website, messaging, and value propositions
• ● Implemented inbound marketing including content calendar and syndication via blogs, case studies, video, webinars, white papers and events
• ● Implemented CRM (Salesforce.com) and email marketing (Constant Contact) to manage all sales opportunities, inbound, and outbound demand generation campaigns
• Implemented value-based selling methodology
• ● Positioned Adexa on the Gartner Magic Quadrant as a top-ranked vendor
• ● Created integrated demand generation program that more than doubled lead flow
• ● Launched annual user conference to almost 1000 attendees
• ● Managed a staff of 16

Apr 1998 – Oct 2001 · 3 yrs 6 mos · Greater Ottawa Metropolitan Area

• Kinaxis (formerly webPLAN) is a leading provider of cloud-based subscription software that enables manufacturers to improve and accelerate analysis and decision-making across their supply chain operations.
• ► MANDATE
• Retained during the company’s bankruptcy, my goal was to turn around a firm that was over $1 million in debt and position it for growth in the emerging segment of supply chain management. Supplementing that was a two-pronged objective to raise additional venture capital and to increase our distribution via channel partners and dramatically increased visibility. To achieve this, I owned channel management, product marketing, field marketing, marketing communications, strategic direction, and mergers and acquisitions.
• ► SUCCESS HIGHLIGHTS
• ● Raised $50 million CAD (a Canadian record) from US investors (unheard of at the time)
• ● Grew revenues from $1 Million to $35 Million over three years
• ● Recognized as a Top 50 best managed company
• ● Brought multiple acquisition offers to the table including one in excess of $200 Million
• ● Rebranded and re-named the company, and product suite, including new website, messaging, and value propositions
• ● Implemented inbound marketing including content calendar and syndication via blogs, case studies, video, webinars, white papers and events
• ● Implemented CRM (Salesforce.com) and email marketing (Constant Contact) to manage all sales opportunities, inbound, and outbound demand generation campaigns
• ● Developed product strategy and defined corresponding solution footprint. This included supporting launch processes, messaging, positioning, competitive intelligence, pricing, licensing, and go-to-market initiatives.
• ● Deployed aggressive industry and investor relations program which ultimately positioned webPLAN on the Gartner Magic Quadrant as a top-ranked vendor
• ● Created integrated demand generation program that more than tripled lead flow
• ● Launched annual user conference to almost 500 attendees
• ● Managed a staff of 25

May 1997 – Apr 1998 · 11 mos · Greater Ottawa Metropolitan Area

• Cognos (now IBM) is the #1 provider of multi-dimensional, OLAP business intelligence solutions in the world.
• ► MANDATE
• Retained to manage all global product marketing including product roadmap, customer councils, evangelism and executive sales support, marketing communications, messaging, value propositions, competitive intelligence, and go-to-market strategies.
• ► SUCCESS HIGHLIGHTS
• ● Acquired, and developed, multiple software solutions to extend and augment the suite of product offerings and dramatically increase revenue-per-customer and maintenance revenues
• ● Spoke at major industry events and with key client advocates
• ● Travelled globally and pitched to media, analysts, and influencers to increase impressions and share-of-conversation by over 300%
• ● Awarded numerous product best-in-category awards
• ● Rebranded the product suite, including new website, messaging, and value propositions
• ● Developed global go-to-market strategy and the supporting content which resulted in record product revenues

Mar 1995 – May 1997 · 2 yrs 2 mos · Kitchener, Ontario, Canada

• Sybase (now SAP) is a provider of world-class database, middleware, and security software solutions. Its solutions are included in thousands of software solutions around the globe. Their flagship database product, SQL Anywhere, is the number one mobile, small footprint, embedded database in the world and can be found in applications, hardware, kiosks, and portable hand-held devices.
• ► MANDATE
• Retained by this company (originally called Watcom, a spinoff from the University of Waterloo) during its infancy to establish and develop the mobile database marketplace, create a channel distribution network, secure industry validation and recognition, and achieve extremely aggressive revenue goals. To achieve this, I owned demand generation, channel management, product marketing, field marketing, and marketing communications.
• ► SUCCESS HIGHLIGHTS
• ● Featured at the industry’s biggest event in history, the launch of Windows 95, and celebrated with Bill Gates, Jay Leno and the Rolling Stones
• ● Grew an aggressive channel marketing program targeting specific industries that required mobile solutions. Revenues from this source surpassed $5 million within two years.
• ● Acquired by Powersoft Corporation and continued as head of database marketing
• ● Acquired by Sybase, the 6th largest software company in the world at the time, and promoted to manage all global database marketing across all platforms (Windows, Unix, Mobile)
• ● Part of a handpicked strategic task force designed to overhaul all internal processes and systems related to sales and marketing.
• ● Rebranded and re-named the product suite, including new website, messaging, and value propositions
• ● Implemented inbound marketing including content calendar, case studies, video, webinars, white papers and events
• ● Earned SQL Anywhere placement on the Gartner Magic Quadrant as a Leader
• ● Promoted SQL Anywhere with media, analysts, and invests with subsequent ongoing coverage in Red Herring, PC Week, Information Week, etc.

Jan 1993 – Jan 1995 · 2 yrs · New York City Metropolitan Area

• Developed a new division to capitalize on the success of Lotus Notes. Mandate involved development of new product and leveraging existing technology and supporting infrastructure. This included product development, technical support, marketing, sales, telesales, and channel development.

Jan 1991 – Jan 1993 · 2 yrs · Greater Toronto Area, Canada

• Led development and marketing of solutions for corporate benefits administration. This involved the creation of a generic PC database application to provide integrated and open solution addressing human resources, employee savings plans, health spending, payroll deduction, portfolio management, and daily administration.

Jan 1989 – Jan 1991 · 2 yrs · Greater Toronto Area, Canada

• Initially hired to lead development of a computerized maintenance management (CMM) solution. My role evolved with the growth of the company to include project management, sales, and marketing.