Dave Wilt's Linkedin Analytics

Align Sellers and Marketers to Buyers with positioning, messaging and content to land your unique value. There is only so much time an in-house PMM leader can devote to positioning, messaging and enablement. That’s why I started Decode Value: to focus my superpowers where and when they matter most. This includes developing a modular, buyer value-centric positioning and messaging system that accelerates value delivery to my clients while equipping them to execute, tune, and expand long after our engagement. Underpinning my approach: digging in to clarify and codify differentiated value from the buyer’s perspective. (see my LinkedIn Decode Value page or visit decodevalue.com for more) My intuitions and growing system of tools and processes are the ongoing product of 23+ years of PMM leadership, IC, and consulting experiences with hundreds of products from companies spanning $3M to $3B ARR, including 2 IPOs. By my rough math, that’s 👣 Strategy and execution on 100+ cross-functional launches 👣 Presenting at 50+ sales kickoffs, QBRs and customer conferences 👣 6x the supposed 10K hours it takes to become an expert 👣 Thousands of wins, big and small, all collaborative, such as 210% ARR growth in 18 months for Apptio’s flagship product and a 250% increase in Puppet’s ASP 👣 Thousands of mistakes committed and observed Through these experiences I have learned how to nudge and jolt the needle with my superpower: decoding the customer’s perspective of value in a way that credibly connects dots from 10,000 to 10 feet; from trends and current state pains to compelling, outcome-driving after states enabled by differentiated capabilities. On a lighter note, I’ve put my 10k-to-10ft and fast-learning superpowers out for a spin in the unforgiving physical world of home additions. I translated my vision into execution detail through CAD models that aligned the City of Kirkland, my structural engineer, and 16 sub-contractors throughout the full design-build pipeline. (See my Hackitect page if you're curious how literal to take me here.) For contrast: I love playing drums where improvisation and experimentation often takes me out of alignment with the rest of the (recorded) band.