Keith Laughner

I simplify the sales process | FOLLOW for tips & tricks

Some of the best advice I've ever received and continue to pass along to the people I work with is, "figure out what you love, and then find a way to get paid for it." Since I can ever remember, I've always gravitated towards and been fascinated by coaching and building teams - I legitimately love watching someone become successful by implementing a skill that I taught them. 

I've been fortunate enough to "get paid for what I love" by building teams across the startup world since 2015. I'm most proud of doing so from scratch, where I can take an environment with minimal momentum and hire smart people, implement scalable processes, train, coach, and watch these teams excel in their space. I've helped multiple companies improve all of their productivity metrics by well over 300%, and I don't see myself letting down anytime soon - did I mention that I love this stuff :)

If you'd like to drive more pipeline and close more business this year, here are ways I can help:

→ Playbook design 
→ Talk track creation
→ Hiring processes that will ensure you're hiring  top performers over-and-over
→ Group Coaching
→ 1:1 Coaching
→ Send me a message to work together!

Phone: 805.729.3105
Email: keith@kmlsales.com
Twitter: https://twitter.com/laughnerkeith

Strategic Advisor

Outbound sales process design, message & system development.

HyperTrack

Chief Marketing Officer

HyperTrack provides building blocks for workforce and logistics tech builders automating on-demand jobs and workforce. Plan, assign, and track orders for workforce automation bridging across mobile, maps, and cloud with HyperTrack. 
Customers across all inhabited continents use HyperTrack’s comprehensive suite of APIs, SDKs, and webhooks. Headquartered in San Francisco, California, HyperTrack is backed by top Silicon Valley investors and advisors with global reach. 

Start building your workforce and logistics solution today at www.hypertrack.com.

VP of Marketing

Satori

DataSecOps stands for Data Security Operations and is an evolution in the way organizations treat security as part of their data operations. It is an understanding that security should be a continuous part of the data operations processes and not something that is added as an afterthought.

Satori created the world's first DataSecOps platform which streamlines data access by automating access controls, security, and compliance for the modern data infrastructure in the cloud. Satori secures access to your data in minutes - you read that right - in minutes!

Schedule a demo or request a free trial at https://www.satoricyber.com/

TigerGraph

I led the global marketing for TigerGraph, based in Redwood City, California. TigerGraph is the only scalable graph database for the enterprise. TigerGraph’s proven technology connects data silos for deeper, wider, and operational analytics at scale.  

Teamed up with sales to grow TigerGraph from series A to Unicorn. Scaled the lead base, pipeline, and revenue 20x in three and half years and racked up over 50 awards, including Most Disruptive Startup (Strata 2018), Gartner Cool Vendor 2020, and Leader in Forrester Wave Report for Graph Data Platforms Q4 2020. 
Graph + AI Summit 2021 virtual conference was attended by over 10,000 data science and business leaders from 180+ companies in Fortune 500. (All sessions are available on-demand at https://www.tigergraph.com/graphaisummit/)

VP Marketing

Lead AI, Blockchain and Cloud (powered by Bluemix) portfolio marketing for Banking & Fin. Markets to drive explosive revenue growth from largest accounts. Drive end-to-end marketing including portfolio strategy, thought leadership content creation, sales enablement, demand generation and progression, social, analyst and media relations activities for hyper growth portfolio across all geographies.

Sr. Program Director, AI, Blockchain and Cloud Product Marketing, Banking and Fin. Markets

Lead IBM Analytics & Cognitive Solutions (Artificial Intelligence or AI & machine learning) Portfolio Industry Marketing for Telecommunications & Media and Entertainment to drive over 60% year-over-year revenue growth. Drive strategy, thought leadership, demand generation and progression activities for hyper growth industry solutions across all geographies.  Here are few examples of customer value delivered:
+ 404 Million dollars in savings delivered by transforming call center operations for a large U. S. operator with AI
+ 40 point increase in Net Promoter Score (NPS) and 6% improvement in retention at eir, Irish operator
+ 10% increase in revenue with automated campaigns based on customer behavior analysis at Idea Cellular

Sr. Program Director, Analytics & Cognitive Solutions (AI) Product Marketing, Communications Sector

Define and dominate advanced analytics category with leadership in Gartner Magic Quadrant, Forrester Wave Report and Ovum Decision Matrix. Lead IBM Big Data industry marketing for Telecommunications and Media & Entertainment industries to drive 45% year-over-year growth in marketing created revenue.

WW Big Data Product Marketing Leader, Telecommunications, Media & Entertainment

Drive all aspects of marketing for IBM's Information Management portfolio including DB2, Cognos and SPSS.  Designed and ran highly successful "Break Free" campaign to penetrate Oracle customer base and migrate over 150 clients to DB2 database.  
Define and roll out IBM Information Agenda, a company wide strategic initiative spanning hardware, software and services to drive targeted industry solutions across 18 industries. In just 2 years, Information Agenda drove 200 million dollars in new revenue.

Program Director, IBM Information Management Product Marketing

Market and sell all of IBM’s Master Data Management Portfolio to hyper growth markets in Asia Pacific with emphasis on partnership with key partners (SIs and ISVs). Emerging markets include Japan, Korea, Australia/New Zealand, Greater China Group, ASEAN countries including India etc. 

Define and prioritize all new solutions that leverage the IBM Master Data Management (MDM) product portfolio. IBM MDM portfolio includes IBM WebSphere Customer Center, WebSphere Product Center, Industry Models & Entity Analytics.

Program Director, Emerging Markets and Solutions

Gaurav joined IBM through IBM's acquisition of Trigo Technolgies in April 2004. In his current role as Sr. marketing manager for WebSphere Product Center (key foundational technology for IBM's Master Data Management Portfolio), Gaurav is responsible for defining and driving product & market strategy for product information management internally within IBM and externally with prospects, customers, press & analyst community. 

Gaurav has successfully positioned IBM as the leader in the emerging Product Information Management and broader Master Data Management(MDM) solutions. AMR, Forrester and Gartner Research have rated IBM as the leader in this space, with superior functionality and product vision, ahead of SAP, Oracle and several niche vendors. Gaurav leads all aspects of marketing, from product strategy, sales collateral creation & enablement to demand generation programs as well as partner, press and analyst relations.

Sr. Marketing Manager

Trigo Technologies

Led product marketing team to establish Trigo's WebSphere Product Center as the #1 product for Master Data Management. Trigo was acquired by IBM in April 2004.

Director, Product Marketing

QRS Corporation

Responsibilities include definition of product strategy for top-line growth via introduction of new products & services in General merchandising and Apparel (core strength); expansion to new geographies and other retail verticals.  Product footprint consists of Merchandising, Sourcing, Catalogue, EDI Exchange and Retail Intelligence Services. Completed buy-build-partner analysis for new products & services in Product Information Management (Catalogue) and Commerce Exchange. Buy-build-partner evaluation covered strategic and corporate fit, feature-function analysis and grading and technology evaluation. Also responsible for analyst briefings, collaterals, prospect profiles, sales presentations and market messaging to address customer pain points, value proposition and competitive positioning.

Directed product management and development teams to deliver products for forecasting, inventory planning & replenishment for retail and service industry. Developed and rolled out issue management dashboard for greater visibility and faster resolution. Implemented Total Quality Management (TQM) initiatives for automated server and UI testing to deliver quality releases in shorter lead time and with fewer resources. Led the products to maturity by working closely with customers such as Best Buy, Dillards, Applied Material, Toyota Motor Sales, Sony, Sears, Woolworths, DirectTV, etc.

Product Line Director, Retail and Service Planning

Leadership of product management and development teams in United States and India for 3 products in supply chain planning  Supply Chain Planner, Inventory Planner and Profit Optimizer. Managed rollout of Market Requirements Documentation (MRD) process and spiral development methodology to product line.  Deliverables include creation of MRDs, Product Requirement Documents (PRDs), early prototypes and multiple feedback sessions with presales, sales and customers. Extensive customer base in all industry verticals, with live implementations at 143 of Fortune 1000 corporations. Customers include Frito-Lay, Sherwin-Williams, Andrew Jergens, Del Monte, Kirin, Michelin, Hyundai, Toyota, DaimlerChrysler, etc.

Product Line Director, Supply Chain Planning

Built and managed a team of 6 product managers with inbound and outbound responsibilities including  competitive and market analysis, requirements gathering, functional design, use case creation, and rollout to the field.  Worked with the presales team to create business and technical white papers, collaterals, demos, and product data sheets. Prepared joint development proposals for various customers and worked with development to deliver the projects on time and within budget. Clients include TaylorMade-Adidas Golf, Nokia, Thomson Consumer Electronics (RCA, PROSCAN), Fujitsu, Hitachi, NEC, etc.

Product Manager

Managed successful go-live for i2's largest Supply Chain Management implementation in Japan. Planning footprint enabled forecasting, master planning, sales channel allocation management and batch order promising.

Professional Services

Fair warning: I am not a marketer. I am an engineer who learned marketing along the way :-). 

I enjoy building winning teams to scale technology startups from series A to Unicorn and beyond.  I have scaled three hypergrowth startups, i2 Technologies, Trigo, and TigerGraph
. 
See a summary of my 25+ years in tech here - https://www.linkedin.com/pulse/beginners-mind-satori-japanese-word-enlightenment-gaurav-deshpande/

🔹 I am honored to lead the marketing team at HyperTrack, building blocks for workforce and logistics tech builders automating on-demand jobs and workforce. Plan, assign, and track orders for workforce automation bridging across mobile, maps, and cloud with HyperTrack. 

🔹 Grew ARR 2.5 times in 9 months at Satori, the world's first DataSecOps (Data Security Operations) platform for securing data access in minutes for the modern cloud infrastructure. 

🔹 Teamed up with sales to grow TigerGraph, the only scalable graph database for the enterprise from series A to Unicorn. Scaled the lead base, pipeline, and revenue 20x in three and half years and racked up over 50 awards, including Most Disruptive Startup (Strata 2018), Gartner Cool Vendor 2020 and Leader in Forrester Wave Report for Graph Data Platforms Q4 2020. 
Graph + AI Summit 2021 virtual conference was attended by over 10,000 data science and business leaders from 180+ companies in the Fortune 500. 

🔹  Led IBM's Analytics & AI Portfolio Industry Marketing for Banking, Telecommunications & Media, and Entertainment to drive 60% year-over-year revenue growth

🔹 Built out and positioned IBM Big Data & Analytics portfolio as the market leader (Gartner Magic Quadrant, Forrester Wave) with over 45% year-over-year growth in marketing-created revenue

🔹 Defined and executed a comprehensive strategy to establish WebSphere Product Center as the #1 solution in the Master Data Management (MDM) space leading to acquisition by IBM

🔹 Managed i2’s largest supply chain products from inception to mature product state; these products contribute over 50% of license revenue and 80% of maintenance revenue for i2(now part of Blue Yonder)

Industry expertise: Banking, Financial Markets, Telecommunications, Media and Entertainment, Retail, Consumer Products, Semiconductor,  Electronics, Automotive, and industrial manufacturing.

Specialties: Industry & Product Marketing, Product Management,  Marketing Communications, Product Strategy, Buy-build-partner evaluation, Press, Partner, Analyst Relations, and Demand Generation Campaigns.

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Keith Laughner

Gaurav Deshpande

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