Genius Drive

Genius Drive is a value advisory and consulting firm, committed to empowering B2B solution providers to better articulate value in each customer engagement and throughout the buyer’s journey. From ideating differentiated value storytelling, to delivering training, automating processes, and delivering field support, Genius Drive accelerates outcomes throughout the value lifecycle.

Founder & Partner

Humans have been telling stories for centuries. Cave paintings. Tales by the fire to pass on key knowledge. We are wired by evolution to better connect, engage and retain through stories.

Does your company consistently communicate your value proposition throughout the customer journey?

Articulate your Value Story, Quantify your Value 

Enterprise Value Collective

The Enterprise Value Collective is a vibrant community dedicated to fostering meaningful conversations, knowledge-sharing, and growth around the subject of enterprise value. Whether you're a leader or practitioner in sales, customer success, value engineering, sales engineering, marketing or enablement, or simply someone interested in the subject, our community is designed to be your go-to hub for insights, best practices, and the latest trends.

Founder 

Pavilion

Executive Member

Chief

Chief is a private network focused on connecting and supporting executive women leaders. Our members are rising leaders making decisions today and influencing change tomorrow. Chief is the only organization specifically designed for the most powerful women executives to strengthen their leadership, magnify their influence, and pave the way to bring others with them.Chief is a private network focused on connecting and supporting executive women leaders. Our members are rising leaders making decisions today and influencing change tomorrow. Chief is the only organization specifically designed for the most powerful women executives to strengthen their leadership, magnify their influence, and pave the way to bring others with them.

Member

Alteryx

I had the privilege of leading Alteryx's Worldwide Customer Advisory organization, which was accountable for driving revenue growth, increasing market share, and ensuring partner satisfaction across our commercial and public sector accounts. The GTM organization was comprised of over 1,000 sales professionals and contributed to over $800M in revenue.

My role involved leading growth initiatives and overseeing the delivery of comprehensive business strategy consulting, advanced analytics, and deeply technical insights to large enterprises, helping them drive enterprise transformation initiatives. As the leader of the Worldwide Customer Advisory team, I managed six direct reports and oversaw a total of 40 team members across a range of specialist teams, including Value Engineering, Solutions Architecture, Advanced Technologies, and Field Executives. Additionally, I established Excellence teams to drive technology innovation and best practices in program management, enabling us to scale our services and exceed our clients' expectations.

Throughout my tenure, I fostered a culture of collaboration, innovation, and continuous improvement. My team's success in driving revenue growth, market share expansion, and partner satisfaction was a testament to our unwavering commitment to delivering exceptional value to our clients.

Head of Worldwide Customer Advisory

Pioneered cross-functional efforts to identify critical gaps in the customer buying journey, which led to the development and implementation of key programs resulting in significant increases in revenue, customer satisfaction, and renewal rates.

Scaled the value engineering team from 0 to 10 team members globally. Led the creation of a self-service value platform that was adopted globally by the sales team. Influenced $40M+ annually across 750+ opportunities and led to 250% increase in deal size and 13 percentage points improvement in close rate.

Sr. Director, Value Engineering & Go-to-Market Strategy

Joined Alteryx to lead and drive strategic initiatives that enabled the company to drive toward $1B in annual revenue.

I established the Value Engineering capability from the ground up and spearheaded the creation and refinement of VE team materials and methodologies, while partnering with the global sales organization to ensure successful implementation.

As part of the Marketing organization, partnered closely with demand generation and growth marketing teams to infuse value messaging into all phases of the customer journey.

Scaled the VE team globally as the organization experienced exponential growth, and contributed to driving business growth by engaging as a trusted partner with customers.

Director, Value Engineering

Alation

Alation built the top Machine Learning Data Catalog, highly rated as a leader by Gartner, Forrester, and Dresner Partners. 

Sales Strategy: Spearheaded the creation of a repeatable sales process that reduced the time to decision from 9 months to under 4 months. I trained Sales, Customer Success, and Sales Engineering teams to create repeatable "plays" that enabled new clients to evaluate complex technology with ease.

Customer Success Strategy and Enablement: Developed a repeatable customer deployment plan and trained our Customer Success teams to deliver and project manage the process. Defined value quantification, enterprise business case, and implementation KPIs to ensure renewals and client adoption. Created implementation best practices, ideal customer profiles, and delivered training for the entire company, with a focus on sales and customer success.

Sales Development: Created a territory strategy in collaboration with Marketing and Business Development teams that resulted in the successful creation of pipeline in the region. Onboarded and expanded new prospects and customers with renowned clients such as Blue Cross Blue Shield, Amherst Holdings, USAA, 21st Century Fox, Magic Leap, Express Scripts, and TechnipFMC.

Product Strategy: As a liaison between the VP of Product and Director of Professional Services, played a pivotal role in creating a feedback loop from customers to the product management and engineering teams, ensuring agile and customer-focused product development. Fostered relationships with key strategic partners to identify product gaps, which resulted in a product roadmap shift to support gamification of data stewardship.

Strategic Sales 

Cisco

Duo Security, owned by Cisco, protects organizations against data breach by making security easy and effective. In an industry full of network, endpoint, application, and data security products, they design security for people.

Responsibilities/Accomplishments: 

✓ Partner Relationships: Created relationships with new Direct Market Resellers, Value Added Resellers, Referral Partners, and Technology Partners in region to support territory growth. 

✓ Insights to Drive Revenue: Discovered inefficiencies in sales operations process and designed solutions to drive revenue. Advocated, deployed, and trained sales team on using automated prospecting solutions such as Salesforce.com integration with data.com, and tools such as Tableau and SalesLoft.

✓ Territory Management and Data Analytics: Created process for data-driven territory allocation to sales team using Tableau to analyze market opportunity and lead flow to strategically allocate the appropriate territory size and location. 
 
✓ Revenue Generation: Central region responsible for $5M in total sales. Attained 200% of quota in 2016. Developed 3x pipeline in the region for 2017. Awarded Most Valuable Player in first three months at the company.

Enterprise Account Executive

Tableau Software

Tableau is business intelligence software that allows anyone to easily connect to data, then visualize and create interactive, sharable dashboards. It's easy enough that any Excel user can learn it, but powerful enough to satisfy even the most complex analytical problems. 

Responsibilities/Accomplishments 
 
✓ Revenue Creation: Consistently reached 115-150% of sales goal. Quota: $1.2M-$1.5M. Promoted twice in three years (above average career progression).
 
✓ Professional Services: Recognized as leader in selling consulting services. With quarterly quota of $25,000, achieved 200% of services quota every quarter. 

✓ Partners: Effectively generated at least 10% of revenue through the channel. Leveraged Direct Market Reseller relationship to win strategic accounts. Spoke to sales team at Global Sales Kick Off 2015 on How to Win with Partners.
 
✓ Awards: Received President’s Award for top revenue generation in 2015. Ranked in the top 6% of salespeople in the company in revenue delivered.

The Mount Sinai Medical Center

Located in New York City, The Mount Sinai Medical Center is a 1171-bed, tertiary -care teaching hospital acclaimed internationally for excellence in clinical care. The Friedman Brain Institute focuses on neural injury and repair, cognitive function and neuropsychiatry. 

As an Officer for The Friedman Brain Institute, I was responsible for driving major donor fundraising efforts to advance its mission. My focus on relationship building enabled me to develop and maintain meaningful connections with New York's top philanthropists, including business executives and world-renowned physicians.

I grew my portfolio of major donor prospects and donors from 60 to over 100, with a focus on cultivating relationships with those capable of giving up to $1 million.

Through strategic planning and execution, I secured one-on-one in-person donor meetings, and effectively utilized these opportunities to establish and strengthen donor relationships for long-term support of The Friedman Brain Institute and Brookdale Department of Geriatrics and Palliative Medicine. My efforts helped to drive sustainable growth and progress towards achieving our philanthropic goals.

Development Officer, Major Gifts

Archstone

Nation's leading luxury residential retailer with locations in the most desired neighborhoods in the top cities in the US, including New York, Boston, Los Angeles, etc. Serving high-end clientele with a focus on white glove service after the sale.

Responsibilities/Accomplishments:

✓ Affordable Housing Program Management - Managed the applications, renewals, and compliance of the affordable housing program.

✓ Prospecting/Portfolio Management: Provide superior one-on-one service to portfolio of over 700 clients using Solution Selling. Cultivated corporate partnerships that produced $850,000 in revenue over six months.

✓ Closing Sales: Tailor closing technique to customer preferences to ensure the highest rate of final conversion. Close deals of $50,000+ on average. Closed four deals in first two days at a struggling location totaling $180,000.

Program Manager 

WHAT WE DO

🌟 We help you articulate and quantify your company's value proposition.
🌟 We harness in-house knowlege and research to tell your value story for each persona.   
🌟 We enable and empower your GTM team to speak the language of value.   
🌟 We partner with you to build and deliver business cases to close your top deals.

WHO WE WORK WITH

Technology or tech-enabled companies who want to pivot from a product feature/function conversation to a value/outcomes conversation.

👨‍💼 Chief Executive Officers
👨‍💼 Revenue Leaders
👨‍💼 Marketing Leaders
👩‍💼 Customer Success Leaders
👩‍💼 Sales Enablement Leaders

KEY CUSTOMERS WE WORK WITH

🌟 Pigment
🌟 Crisp
🌟 InterSystems
🌟 Scale Computing
🌟 Eleven Systems
🌟 K1X
🌟 Mediafly
🌟 Sphere
🌟 Triptych
🌟 Plastic Bank

CLIENT RESULTS

✅ Increase Win Rate by up to 20 percentage points
✅ Increase Deal Sizes by over 54%
✅ Achieve up to 70% open rates on prospect outreach
✅ Accelerate sales cycles
✅ Increase competitive advantage

HOW IT WORKS

Engage us to:

🔎 Articulate your value story.
🔎 Train the whole GTM team to tell the same story and gain value selling skills. 
🔎 Bring expert workshop facilitation and outside research to bring clarity through an outside perspective.
🔎 Create foundational value content to empower your GTM organization.

WHY IT WORKS

Our approach creates your CUSTOMER as the HERO. By clearly understanding their challenges and telling the story to achieve their intended outcomes, it is a win-win.

🏆 Thought Leaders in Enterprise Value for 30+ years
🏆 Neuroscience Based Methodology combined with the Power of Storytelling
🏆 Proven results in building impactful value programs

WHO IS IT FOR

☑ B2B Technology Providers
☑ B2B Solution Providers
☑ Financial Service Providers

READY TO TALK?

Email: amorley@geniusdrive.com

When I am not driving value adoption, across the enterprise, you can find me exploring the world of the arts. For fun, I took a professional floral artistry program and enjoy gathering the freshest blooms and making something beautiful. My favorite part is to give an arrangement as a gift! 

Growing up in Wisconsin, then moving to Florida, my happy place became the sunshine and the beach! I also learned to ski in the beautiful Tetons and am still working to claim title as an intermediate skiier. 

I look forward to connecting with you!

April Morley

Senior Value Advisor - Regulated Industries

Supported Head of Business Value Advisory / Value Engineering / Customer Value Transformation
Led strategic customer-facing engagements and value discovery workshops with cross-functional teams to articulate value, prioritize and re-design key business processes that drive top initiatives with SaaS.
•	Provided thought leadership and business case presentations to 20+ companies of the Fortune 500, and elevated customer executive discussions through value-focused discovery and business value impact analysis (ROI/TCO/NPV).
•	Identified, prioritized and recommended process improvements & software purchases that aligned with the customer's strategy – achieved 100% coverage of the assigned accounts.
•	Engaged in QBRs with customer CxOs, LoB stakeholders, and other pivotal functions to drive business outcomes and maximize value realization with Alteryx AI Platform for Enterprise Analytics.
•	Operated as a trusted transformation advisor to sales leadership and extended teams by providing guidance on account strategies and effective enterprise value-selling.
•	Supported SaaS Go-to-Market and ARR growth, strategized 50+ deals in the Strategic and Public sectors and identified opportunities for further expansion (NB/NBEC) through process automation in multiple industries.

Business Value Advisory / Value Engineering

Cigna

Reported to Enterprise Value Management Senior Director
Tracked strategic initiatives, presented quarterly value to segment leads, and streamlined reporting. 
•	Managed the $2B Value Stream Scorecard and reported opportunity pool/launched/realized value per strategic initiative to help senior leaders make data-driven decisions.
•	Defined a framework for portfolio value connection to financial projections (realized value vs. P&L projections).
•	Developed Capacity Management solution that tracks strategic initiatives, generates executive reports, and provides recommendations for course corrections.
•	Partnered with the Agile Value Management Office (AVMO) to identify processes for automation with tools such as Alteryx.

Business Analytics Senior Advisor | Enterprise Value Management

Managed monthly/quarterly reports for global vendors and strategic projects.
•	Created projections and variance analyses of 20+ global healthcare vendors.
•	Performed financial controlling of the biggest compliance project in the Global Healthcare Business.
•	Mapped out 10+ processes, proposed improvements, and delivered strategic analyses for senior management.

Financial Planning & Analysis Advisor | Strategic Finance at Cigna Global Health Benefits

Paul Barley LLC (Adezzo)

•	Developed 7-year-old retail business with a 7-person headcount, led all aspects of new business development, financial planning, cost accounting, and resource management
•	Strategized and executed 100+ local community and diversity events crucial to Adezzo’s ranking as a Yelp-recognized Top 2 best coffee shop in Scranton, PA
•	•	Impacted the local community by providing a platform for artists to perform.

Co-Owner and Financial Manager

Slalom

Reported to Delivery Leadership and PMO Leads
Supported delivery teams on multiple accounts and LOBs such as DevOps, Finance, Customer Support.   
•	Conducted Project Management and Business Analysis for 10+ agile/waterfall projects that improved customer satisfaction, increased scope and enabled cross-selling.
•	Built time tracking dashboards with MS Power BI, performed process mapping for SDLC, business requirements gathering, implementation of a budgeting tool (Apptio), research on food delivery service, and resource management for a global fast-food company.
•	Carried out 10+ QA and UAT of performance metrics for a global healthcare insurance company.
•	Recognized by clients - awarded the “Team Mogul Award” as a member of the two-person team top-ranked by Slalom’s clients.

Delivery Leadership Analyst

Reported to Underwriting Operations Manager
•	Collaborated with key partners and crafted a Capacity Model for an Analyst role.
•	Located bottlenecks, presented key findings to managers, and recommended operational improvement.
•	Conducted a variation analysis for 5 hubs and 3 products, organized and executed 50+ meetings with 70 analysts and strategic partners.

Underwriting Operations Summer Associate

Societe Generale Serbia

Communicated to Head of Counterparty Risk Department
•	Created and demonstrated 50+ collateral/risk assessments for key corporate clients totaling over $1B and structured 20+ syndications/acquisitions/restructurings across multiple industries.
•	Directed cross-functional projects - negotiations in LBOs, investments, and restructurings totaling over $100M.
•	Analyzed NPL and credit risk exposure per industry, calculated 100+ internal ratings/provisioning, and collaborated with compliance/sales to eliminate procedural errors and margin breaks.

Counterparty Risk Senior Specialist

Passed on to Head of Corporate Finance
•	Performed M&A Advisory, Financial (DCF) Modeling, Transaction Structuring for 10+ SEE clients.
•	Provided top management with 10+ strategic analyses and recommendations.
•	Evaluated the acquisition of the $170M portfolio of Belgian KBC Bank Serbia (81k retail clients).
•	Collaborated with Paris M&A team in a $660M acquisition of VB International by Sberbank - consolidated financial data, examined branch network and nonperforming loans (NPL profile).
•	Managed development of the corporate strategy ($1B portfolio) and led/mentored 14 interns and junior analysts.

M&A / Corporate Finance Specialist

Reported to Head of Financial Analysis Department
•	Delivered 50+ financial and business analyses of key corporate clients including Telecom Serbia syndicated credit arrangement (totaling $900M/SGS stake $180M).
•	Performed client relationship and FP&A per IFRS and US GAAP, trained 10+ junior analysts, structured credit arrangements, and proposed covenants to improve risk profile.
•	Awarded the “2009 Best Individual in Corporate Division” (out of 150 coworkers) by Société Générale.

Senior Credit Analyst

Volksbank (now Sberbank)

Communicated to Head of Risk Department
•	Reviewed 300+ applications and made credit decisions (solely authorized to sign up to $300K).
•	Managed an introduction of insured mortgage loans (70% of mortgage portfolio).
•	Modified 10+ procedures and developed rating platforms for farmers, leading to an 8% increase in the retail portfolio.

Retail / SME Credit Analyst

Business Value Advisory & Transformation Leader with an extensive track record of successful corporate transformation across industries in the Americas and Europe. Focused on driving business outcomes leveraging analytics and the competencies of corporate finance, value selling, executive leadership, management consulting, corporate transformation, and financial modeling. Eager to tackle complex business challenges and ensure executive discussions are based on value-driven insights.

As a Senior Value Advisor at SAP, I partner with sales teams to identify revenue opportunities, create account strategies, and drive customer success across State, Local, Education, and Healthcare. I leverage business process expertise, financial acumen, and strategic technology thought leadership to develop financial business cases and support sales cycles, ensuring seamless customer journeys and long-term value realization.

At Alteryx, my focus as a Business Value Advisor was on strategically guiding Fortune 500 companies to align their processes and software investments with corporate objectives. This has entailed leading value discovery workshops and delivering persuasive business case presentations that drive top initiatives through SaaS solutions, ensuring 100% coverage of assigned accounts.

The $2B Value Stream Scorecard management and strategic initiative tracking developed during my tenure at Cigna further underscore my commitment to data-driven decision-making and operational excellence.

At Slalom Consulting, I performed business analysis for over 10 agile/waterfall projects, improving customer satisfaction and enabling cross-selling. My achievements include building time tracking dashboards with MS Power BI, implementing a budgeting tool, and receiving the “Team Mogul Award” for outstanding client recognition.

At Société Générale  and Volksbank, I had a chance to sharpen my skills in corporate banking, investment banking and retail banking.  As a Senior Risk Specialist, I led the creation and demonstration of over 50 collateral and risk assessments for assets exceeding $1B, and directed cross-functional projects worth over $100M. In my role as an M&A / Corporate Finance Specialist, I provided strategic advisory and financial modeling for acquisitions, including a $660M transaction, and managed the development of corporate strategies for a $1B portfolio. My leadership and analytical skills were recognized with the “2009 Best Individual in Corporate Division” award.

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April Morley

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