MarketKnow, LLC

I help Founders and GTM leaders deliver growth in B2B SaaS.

--> Go-to-Market Strategy
   - Market Analysis & Competitive Review
   - Business Model development
   - Sales & Distribution
--> Product Marketing
    - Define Ideal Customer Profile (ICP)
    - Map Buyer and User Personas 
    - Messaging & Positioning
    - Sales Enablement
    - Product Launch
--> Pricing and Packaging
--> Revenue Planning 
--> Demand Generation | Marketing Programs and Campaign Strategy

Key Clients/Results:

>	Enabled a Fintech/SaaS co to grow revenue by 70% from 2022-2023 and secure additional funding in 2023. Delivered GTM strategy project that refocused and aligned their ICP, Value Proposition, Product Messaging, and Brand.

>	Enabled an HR SaaS co to transform from a Service to a SaaS business model that delivered 7x revenue growth. Built core company and product messaging; Rebranded and relaunched website; enabled product operations with SOC requirements; built base-level SaaS business plan; drove product and GTM launch strategy to capitalize on existing relationships.

>	Transformed the GTM model and execution for a cybersecurity SaaS co). Enabled 100% revenue growth by improving forecast accuracy; standardizing quote-to-cash process; establishing sales compensation framework for 5 different Sales Pods; standardizing Lead to Close stages in SFDC and revenue performance reporting. 

>	Enabled an industrial SaaS co to grow revenue by over 50% through expanded product offering and improved pricing and packaging. Built a Product Launch methodology and template to standardize every launch and the new product introduction (NPI) process; reduced Quote to Contract process by 50% through custom CPQ tool.

>	Enabled a cybersecurity SaaS co to achieve product-market-fit and scale revenue 10x to become a cloud SIEM leader. Delivered market analysis and competitive product positioning to prioritize product and go-to-market strategies.

Tech GTM Advisor and Consultant 

Pavilion

Pavilion, formally Revenue Collective, is a private membership organization for commercial growth operators. Our community is designed to support the professional development of revenue leaders at high growth companies, facilitate the sharing of best practices, and serve as a trusted private community.

Executive Member

DNSFilter

DNSFilter offers threat protection & content filtering for MSP partners, and mid-sized and enterprise companies. Our software blocks malicious site content in real-time and provides important visibility for IT teams.

VP, Go To Market

GTM Advisor

LiveAction - Network Performance Management

LiveAction is a global software provider of next gen network management, simplifying the way complex enterprise networks deliver exceptional digital experiences, inside and outside the firewall. Recognized as a Visionary in the Gartner MQ for Network Performance Monitoring and Diagnostics (NPMD), the LiveNX platform provides infrastructure engineers and operators with the visualization and real-time analytics to know what's happening across traditional an software-defined network infrastructure and optimize for performance.

>	Drove 35% organic revenue growth via a 3-point go-to-market model of direct, channel, and OEM.
>	Re-positioned and messaged the company from a network troubleshooting tool to a network management platform, supporting partner channel growth and product portfolio acquisitions.
>	Advanced from Challenger to Visionary in 2018 Gartner Magic Quadrant for NPMD (Network Performance Monitoring and Diagnostics); Gartner cited company growth and Enterprise positioning of Go-To-Market.
>	Launched a Machine Learning-based product to add anomaly detection capabilities to enable next-gen network performance.
>	Led M&A marketing integration of two acquisitions, adding double-digit ACV to the business.

VP Marketing

ThingWorx is a business unit of PTC, a $1.4 billion global software company, where more than 700 employees are dedicated to the ThingWorx IoT technology platform. With more than $600MM invested in acquisitions and the development and integration of technologies for IoT, and with thousands of compatible partners and solutions, ThingWorx is creating innovation faster than ever thought possible.

>	Drove $55M+ in ThingWorx IoT net new pipeline, increasing qualified leads by over 100% YOY. Delivered via hosted physical and digital events and global marketing programs encompassed content partnership with O’Reilly Media.
>	Launched IoT Developer Program from 0-to-10K developers through re-launch of website and integration with product platform. 
>	Contributed to Analyst Relations programs, earning PTC recognition as a Leader in the inaugural 2016 Forrester Wave Report for IoT Platforms.

VP Marketing, Technology Platform Group

Senior marketing leader with responsibility for defining and executing the marketing campaign strategy to accelerate demand generation and brand awareness of enterprise Internet of Things solutions.

Senior Director, Marketing Programs

● Developed and executed buyer-based marketing strategy, targeting Executives of global discrete manufacturers. Objective both demand generation and awareness building.
● Led team of 5 program marketers and managed (direct/indirect) $1.5M budget
● Coordinated campaign execution with a global field marketing team
● Created assets such as Customer Videos, Company Videos, Whitepapers, Articles, Blogs
● Developed company’s technology keynote address delivered by business unit executives at annual
customer conference.

Director, Marketing Programs

● Managed product marketing of product development solutions for functional areas of: enterprise social platform, product portfolio management, &product data management.
● Ran multiple product launches with a cross-functional team comprising sales, maintenance, product management, contracts, pricing and packaging, and program marketing
● Led marketing workstream for the re-branding initiative of major product line; required orchestrating market-facing and back-office updates to support the business. Executed this initiative in a 6-week time frame

Product Marketing Director

Metatomix

Defined and developed industry-focused search-based applications for public sector, financial services, and software OEM markets. The product line was built on an innovative data integration platform using W3C-based semantic technologies.  Supported and led cross-functional teams across sales, services, and development.
Created repeatable applications from customer developed search and process management solutions in public sector.
● Launched multiple enterprise class software products that grew public sector revenue from $0 - $10M
over four year period
● Created go-to-market plan to expand into law enforcement and intelligence segments of public sector; packaged and marketed software from a government funded research and development organization
● Identified solution opportunities with partners to expand growth via VAR, OEM, and SI partnerships (e.g.Oracle, IBM, EMC, Sierra Systems, ATSC)

Director, Product Management

Director, Professional Services

Accenture

Led enterprise software development projects and global digital transformation programs.


Select Client engagements:
- Client: Harrah’s Entertainment Inc. (HET). C Programmer for bespoke customer data warehouse and marketing solution that created a 360-degree view of the customer across all properties and activities. 

- Client: AutoNation USA (AN). Software development team lead responsible for building and launching core inventory and supply chain management solutions for retail automotive startup. 

- Client: FedEx (FDX). Program Leader for Global Digital Transformation program. Responsible for a $3M annual budget, and collaborated with IT vendors to design, build and implement knowledge management and communications applications.

Manager

Revenue-driven B2B SaaS and Platform leader with expertise in Product Marketing and Go-To-Market Strategy and Operations for companies building high-quality, long-term growth. I've held senior leadership roles in product management, marketing, sales, and operations at companies from $0-1, $1-50M, and $1B+.

Core Competencies:

►     Revenue Process Transformation and Optimization: defining lean lead-to-revenue-to-expansion processes built on compelling Customer Journeys and managed through revenue metrics aligned to financial models. 

►	Program and Project Leadership: creating clear and specific plans, managing cross-functional programs including brand and positioning, pricing and packaging, and marketing campaigns. Applying OKR frameworks to drive alignment.

►	Product Launch: aligning cross-functional teams to bring new products and segments to target markets. 

►	Competitive Analysis and Review: creating battle cards for sales and marketing based on market research across digital and analyst sources. Incorporate internal interviews and perspectives using Win/Loss reviews.

►	Ideal Customer Profile (ICP) / Persona Development: core to all go-to-market functions is creating and communicating clear Ideal Customer Profile, Buyer Personas, and User Personas.

►	Messaging and Positioning: distinguishing ability to compete and differentiate; experienced with Force Management Command of the Message / Value Framework.

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