Buyer Led Growth | Go-to-Market Acceleration for companies with $5mm - $50mm in revenue

The Internet is flooded with advice on how to scale from $0 to $100MM, which is a dangerous trap.

The "hyperscale" advice may be entertaining and aspirational, but it is not very applicable to companies that need to drive growth with capital efficiency.

I help B2B companies with $5MM - $50MM in revenue create value by demystifying Go-to-Market with a simple framework called #BuyerLedGrowth.

In the last 15 years, I've created 3 companies, sold two of them and advised nearly 50. The common theme?

Companies get "stuck" at $10MM / $20MM / $30MM in revenue. They are likely still growing, but that growth is HARD and getting harder. 

The leadership roles in marketing, sales and even customer success have become revolving doors. Two steps forward, 1.5 steps back.

These headwinds have become even more challenging as the shift in B2B buyer expectations accelerate, requiring a comprehensive, integrated revenue engine.

I help companies break through these growth barriers in a variety of roles;
- Co-Founder and Managing Partner of Yield Group
- Operating Partner at Boathouse Capital
- Limited Partner in and advisor to Stage 2 Capital

gtmPRO.co is the place that my team and I "open source" our frameworks, templates and learnings (coming soon!)

We are driven to help take the friction out of growth and help functional revenue leaders expand into well-rounded business leaders.

Most importantly, I am blessed to be a husband to my wife and a father to our 4 children. 🙏

Gary Schwake

Exact Sciences

-Partner with select national accounts to support colorectal screening initiatives
-Represent several diagnostic tests to support cancer screenings and treatment decisons
-Assist with interface projects and collaborate with health care systems and clinics to improve workflows

National Account Lead - Associate Director

AbbVie

Associate Director, Thought Leader Strategy

Associate Director, Thought Leader Strategy - West

Hematology/Oncology Account Executive

HCV Senior Account Executive

AbbVie is a spinoff of Abbott as of January 2013. My current position remained the same as my prior two years. Simple name change essentially and business as usual. Geography covered is Indiana, Michigan, Ohio, Western Pennsylvania and Western New York. My current roles and responsibilities are to drive sales performance and patient outcomes while aligning with customers to meet their needs through educational programs, protocol development, sales practices and cultivating relationships. This includes national dialysis providers, local area hospitals, medium and smaller-sized dialysis providers and contracting with independents as well.

Dialysis Account Executive

Abbott Laboratories

Won “Winning Spirit” Core Competency Award for S1 2011 for teamwork and development
Awarded Top Volume Percentage Growth Award for Q1, Q2 and Q3 2011
Won Initial Execution Award for our new product field roll out 
Established and cultivated relationships with new accounts in Buffalo, Rochester and Indiana
Took first place in original account team role play competition at national sales meeting 2011
Executed seven large contracts and negotiated multi-year commitments from customers
Converted multiple accounts to our brand 100%

All Star Award Winner 2008 – exceeded quota on both brands all three trimesters
Converted over 120 accounts from a competitive brand 2007-2008-2009-2010
Cultivated relationships with key customers and negotiated contracts for future business
2008-2009 Zemplar Injection Spiff Winner 
Developed National Rookie of the Year for Renal Care - 2009
Integrated two new representatives into Renal Care District where both won Rookie of the Year – 2007
Developed only representative to win the Annual PACE Award demonstrating all core values – 2007
Director’s Leadership Award for outstanding achievement and leadership – Zemplar Injection 2007
Certified Medical Representative Coursework Completion- 2008

Senior District Manager - Renal Care

Omnicef Oral Suspension Marketing

Team point person for the STAR process management - medical and regulatory
CME program development and management
Led all sales force and advisory board communications for Omnicef brand  
Responsible for sales force access tools, reprint management and convention planning
Team point person for sales training, meeting planning and coordination 
Team journal club initiative 8/06
District manager training enhancement pilot program 11/06

Marketing Product Manager

Leadership Accomplishments
2005 Central Area All-Star award winner and Regional Strategic Sales Leader of Year 
2005 T1 and T2 Grand Prize Monster Spiff Winner
2005 Maximum monster spiff payouts – 4/05, 5/05, 6/05 – All four products in top 10 in Central Area
Omnicef Capsule Sales Award Winner – Top 25 DM’s nationally - T2, 2005
Strategic Sales Leader of the Month – 5/04, 8/04, 11/04, 9/05, 11/05
Monster Spiff Monthly Winner – 4/6 times in 2004, 12/12 times in 2005
People Development
Coached eight All-star representatives – 2004 and 2005; Wolfpack Award Winner 2004
Coached team coordinators to win Ultra Team Coordinator Contest for top team in region 2004-2005
Developed ten representatives to receive promotions in 2004, 2005 and 2006
All nine representatives in district finished in top 25% of their respective sales forces in 2004
Coached representatives to win Rookie of the Year honors 2004 and 2005
Personal Development
Business Analysis Regional Point Person – District Manager Technology – 2004, 2005
Trained new district managers on business planning at Abbott's District Manager Development Program – 11/04, 6/05, 8/05, 11/05

Senior District Manager - National Alignment

Cardiovascular

Leadership Accomplishments
Gold level winner of National Omnicef Market Share Growth Contest - 12/03
Take It Higher Award; Lock Load and Launch Award - Tarka/Mavik - 6/02
People Development
Two All Star representatives - 2002/2003
Developed two representatives to receive promotions in 2003
Personal Development
Published article in regional newsletter - 10/02
Completed the Kellogg Graduate School of Health Management Program - 4/02

District Manager

Anti-Infective Franchise

2000 All-Star and 2001 Rising Star award winner.
Gained formulary access for Omnicef at Children's Hospital in Columbus.
Developed and cultivated opinion leaders to assist in product promotion.
Served as a regional field trainer for over ten new hires.

Senior Sales Representative

NESTLÉ USA SALES DIVISION

Managed and developed a twenty-two million dollar region.
Managed promotional budget of over two million dollars.
Coordinated headquarter promotional plans with broker account executives and retail directors.
Designed and implemented retail sales promotions with direct and broker sales teams.
Received Nestlé Very Best Award for Excellence in Business Planning and Execution.
Achieved 20% total increase in dollar volume for all businesses in 1998.
Received Nestlé Very Best Award for Frozen Dollar Volume Growth in 1998.

Sales Team Account Manager

Nestle

Managed and developed a twenty-two million dollar region.
Coordinated headquarter promotional plans with broker account executives and retail directors.
Designed and implemented retail sales promotions with direct and broker sales teams.
Received Nestlé Very Best Award for Excellence in Business Planning and Execution.
Achieved 20% total increase in dollar volume for all businesses in 1998.
Received Nestlé Very Best Award for Frozen Dollar Volume Growth in 1998.

Sales Account Manager

NESTLÉ FOOD COMPANY

Supervised thirteen area managers in all aspects of sales and merchandising.
Managed and developed a thirty-three million dollar region.
Won Nestlé Sales Contest and earned a trip for four to Disney World.
Won Legends Award for 1996 Sales Execution.

Grocery Government Sales - Field Operations Manager

Sold, promoted, reset, and maintained over 700 sku’s representing several Nestlé USA companies.
Achieved highest increase, 31%, in frozen food sales (+$202,000).

Grocery Government Sales - Military Area Manager

Sales   - Maryland / Delaware / Washington D.C.
	Sold, promoted and distributed the entire line of Nestlé Food Company products to all classes of trade.

Field Account Manager

30+ years in sales, sales leadership, marketing, marketing leadership and account management has provided me with invaluable experience in building teams, business planning and execution. 

Specialties: Coaching; Recruitment/Retention; Sales Analytics; Co-Promotion/Strategic Alliances; Leadership Development; Communication; Performance Management; Resource Planning; Customer Relationship Management; New Product Launches; Sales Force Effectiveness; Sales Strategy Development and Implementation; Contract Negotiation; Business Planning; Team Building; Change Management 

Career progression- 
Nestle USA:
Sales representative - Specialty Sales Representative - Field Sales Manager - Account Manager
Abbott Laboratories:
Senior Sales Representative - District Sales Manager - Product Marketing - Senior Specialty Sales District Manager - Dialysis Account Executive
Abbvie
Dialysis Account Executive
HCV Account Executive
Oncology Senior Account Executive
Associate Director, Thought Leader Strategy - West
Associate Director, Thought Leader Strategy - USA
Exact Sciences
National Accounts Lead - East

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Gary Schwake

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