Glean

GTM Enablement & Strategy

RE:WORK TRAINING

Volunteer

VEXT

Eliminating the frictions of #mentalhealth support by providing mental health analytics for Pushed Mental Health.

Founder / CEO

Sumo Logic

Sumo's purpose is to empower the people who power modern business. My purpose is to empower our GTM functions to execute on this purpose.

A public example of the impact of my work can be found in a recent Sumo earnings call transcript (link is publicly available): "In Q2 FY22, we had north of 25% year-over-year growth in fully ramped enterprise reps. And similarly, in the mid-market ramps, productivity was back to historical levels that [Sumo] hasn't seen in a while. And so it's important to know that the ramp that's happening both in the mid-market as well as enterprise as well as globally is faster than our revenue growth, which is exactly why it gives us more confidence to continue to invest." - Sumo Logic CEO

Specific details on how my programming and curricula helped drive this impact*: 
I crafted a competency-based curricula focused on building targeted skills needed in the first 3-6 months (e.g. build pipe with ideal customer profiles; run effective disco; set up for demo). The study shows new sales reps (<6 mo) vs the previous year peers (aka an "apple to apple comparison"):
Enterprise AEs - 
decreased S2-S4 conversion -16%; 
increased S4-S6 conversion +13%; 
increased S2-Closed-Won Conversion +2%
MMK AEs - 
decreased S2-S4 conversion -5%; 
increased S4-S6 conversion +9%; 
increased S2-Closed-Won +6%
I.e. we decreased ramp time, improved rep efficiencies, and increased close rates that directly influenced >$5,000,000 in new FY22 ARR (*study conducted by Operations Team)

More broadly I enable the GTM functions by:
- Ensuring fast ramp times to productivity by building Onboarding and Cohort training for Sumos' first 12 months (see above)
- Ensuring sales execution by creating modularized continuous enablement for all GTM Sumos
- Increasing sales efficiency through ongoing trainings
- Improving processes and cross-functional collaboration
- Improving Partner contributions 
- Amplifying new logo bookings & accelerating deal velocity & conversion rates
- +

Sr Manager, Sales Enablement 

Sentieo

Hired to create and build the entire enablement function from the ground up, including: sales playbooks, sales processes, sales methodologies, coaching frameworks, persona profiling, onboarding curriculum, weekly trainings, certifications, and deal reviews for an up-market, enterprise selling focus

Through a combination of disciplined training on sales processes, rigorous execution of sales methodologies, detailed territory management, highly communicative cross-functional alignment, and personalized AE coaching increased sale team rep productivity from $89K (1Q19) to $100K (2Q19) to $130K (3Q19)

Tasked by Head of Sales to take over managing a fledgeling SMB sales team; in 3 quarters we built a high performing sales team that grew rep productivity from $60K / rep to >$115K / rep / quarter; hit team quota for 1st time in over a year

Executed 2 SKOs soup to nuts - including executive alignment, content creation, logistics, venue, & food, all delivered within budget

Revised 2020 enterprise sales strategy with launch of a Growth Initiatives Playbook for targeting strategic logo accounts

Manager Sales Enablement and Strategy

Zuora

As the founding member of the Connect sales team I am leading our drive to accelerate the growth of our existing customer base. I identify potential gaps in their performance or processes and present solutions that increase revenue, productivity, and customer satisfaction (both my customer and my customers' customers). 

Q1 2018 results: 
   -   128% of quota
   -   IPO'd April, 2018

2017 results:
   -   PRESIDENT'S CLUB
   -   153% of quota
   -   Closed 20% of all upsell add-on business at pre-IPO, 900 person company

Q2 2017 results: 
   -   228% quota attainment
   -   Lead pipeline creation from $0 to over $1M in <2mo
   -   Established the sales processes and other assets that are the foundation for the Inside Sales org at Zuora 
   -   Delivered value to customers that  increased their collective revenues by $3M+ *

Q3 2017 results:
   -   180% quota attainment (with decreased territory and increased quota)
   -   Closed 62% of Inside Sales team closed business 
   -   Closed 32% of global add-on upsell business

Q4 2017 results: 
   -   140% of quota

But what is Connect and what do I do, specifically? By now you guys know that Zuora powers the Subscription Economy. However, no subscription business is the same. Each company I work with reveals another new wrinkle to a go-to-market strategy, pricing strategy, back-office operations, accounting & reporting, and on and on. In other words, every subscription business has unique business operations needs. Of course there are the basics to running a business, but data transfers, credit card retry rules, mass data uploads, passive customer churn, write-offs, etc. all require manual responses. ...until now. 

What I have seen over the past 3 years in working with hundreds of subscription companies is that the ability to customize your subscription business processes is an essential growth driver to a business. This is what Connect empowers.

Sales

As the leader of the Sales Operations and Field Enablement team it is my job to support our business development, sales, sales engineering, and global services teams understand how Zuora can benefit those participating in the subscription economy, and helping them guide our prospect through a transparent engagement process. A key component of this is aligning Zuora's strategic direction to a constantly scaling operational model and cadence. 

I currently lead the Zuora Enablement function in three impact areas: Hire, Train, Retain. 
Hire (consisting of hiring profiles and onboarding programming): 
   -   FY17 90% of onboarded BDRs hit quota in <55 days (beating model target goals)
   -   FY17 100% of  BDRs onboarded on schedule

Train (consisting of training curricula, SKO program management, program pilots, etc.): 
   -   Designed and ran Bootcamps that resulted in measurable increase in productivity (e.g. 35% increase in pipeline)

Retain (consisting of career development, remediation, etc.):
   -   Developed career progression program that lead to 2 promotions (1 of which was the had the fastest new deal by an AE)

I take a "people first" approach to supporting our customers (i.e. the field). The methodology for supporting them is based on the 4 R's of effective training: Rhythm, Repetition, Response, Respect.

Sales Operations and Field Enablement

At Zuora we believe that in order to build a killer product you have to have a killer team. Why I joined? Simple - Zuora is the quickest growing and smartest SaaS companies in Silicon Valley. At Zuora I get to ride the leading edge of the Subscription Economy wave. And I get to take this ride with some of Silicon Valley's most inspiring innovators and leaders. Simultaneously I get to learn about, be a resource for, and work with companies who are launching, pivoting, and scaling subscription business models. The inspiring aspect of this work is that I'm not selling just a financial tool, I'm helping companies shift from one-off selling of a product to building a Relationship Business Management approach with their customers. This sounded like exactly the place where I wanted to be to make maximum impact on a daily basis, collaborate with hyper intelligent and driven coworkers, and accelerate along an exciting career path.

Over three quarters in seat I: 
   -   Achieved +100% quota attainment each quarter
   -   Drove 3x more ACV pipeline than had ever existed in the territory
   -   Established a disciplined ASX, NSX, and high-growth company strategy 
   -   Increased pipeline quality resulting in the most consistent and high-value close rate in the history of the territory 
   -   Proved extreme value to the company and was promoted to a leadership role on the Enablement Team

I created a template for business development success that has been implemented across our global organization and established myself as a leader in the company.

Honored by Glassdoor Employees Choice Award “Best Places to Work 2014”
Always On Global Top 250 Companies 2012, 2013
Selected as On Demands Top 100 Private Companies 2010, 2011, 2012, 2013
CRN’s 100 Coolest Cloud Computing Vendors 2013
Business Insider's " Top 21 Enterprise Software Companies to Bet Your Career On 2014

Business Development Consultant - Asia-Pacific

Compass to Care, The Mike & Sandy Ernsdorff Childhood Cancer Foundation

Compass to Care, a 501(c)(3) charitable organization, ensures all families can access life-saving cancer treatment for their children. We carry out this mission by scheduling and paying for travel arrangements to the hospital where a child is being treated for cancer. Ultimately, we give children the best access to life-saving cancer treatment, regardless of their family’s financial situation.

Why Kids Need Us
Not every hospital in America is equipped to treat children with cancer. In fact, 40% of children diagnosed with cancer do not have an oncologist within 60 miles of them. That’s where Compass to Care comes in.
We plan the travel, and cover the costs that come with it, for families during their child’s cancer treatment. By taking the travel burdens off a family, they can focus on what’s most important, their child.

Board Member

Werd Factory

Many non-profit and social impact organizations are filled with passionate, intelligent thinkers and doers. Social ventures frequently are not inserting themselves into traditional market places. End users may not by the buyers. Buyers may not have clear procurement processes. 

Werd Factory is an innovation consultancy for social ventures that supports their push to profitability through strategic business development execution. We are working with entrepreneurs building innovative products, scalable services, and sustainable business models. I've worked with non-profits, foundations and for-profits. The approach is to not only help clients think and plan strategically, we get dirt under our fingernails by contributing to tactical execution with market research, user focus groups, acquiring initial customers and filling partner pipelines. 

I have worked on a paid consultancy as well as pro bono basis. I'm passionate about empowering people to make a difference for themselves and for others.

Principal

Digital Promise

Digital Promise is an independent, bipartisan 501(c)(3) nonprofit organization authorized by Congress to spur innovation in education for all levels of learners. Positioned at the intersection of educators, entrepreneurs, and researchers, Digital Promise identifies, develops, and promotes strategies to improve education and provide Americans with the knowledge and skills needed to compete in the global economy. Founded in 2011, Digital Promise is a fast-paced, growing, entrepreneurial organization that values and rewards performance, collaboration and innovation.

I architected and launched the Digital Promise micro-credentialing initiative for teacher professional development. The objective of the initiative is to identify, propagate, celebrate and reward educators for effective and innovative classroom practices. I crafted and led the initiative's seven strategic work streams: partnerships, technology, content, communications, marketing, policy and sustainability. 

While at Digital Promise we launched the first pilot of the initiative, partnering with districts, educators, funders and thought partners. We created some of the first high-integrity, competency-based micro-credentials designed to empower teachers and scale innovation.

Director, Educator and Micro-credentials Initiatives

Parent University, Inc.

Parent University, Inc (formerly Pocket Literacy Coach, LLC). Parent University was the first platform to offer early childhood education badges and credentialing for caregivers and parents. Our mission: to serve parents with mobile technology empowerimg parents to be their child's best teacher. Parent University partnered with 4 of the 8 largest and most influential early childhood education organizatons in the US (including Bright Horizons, KinderCare, Ounce of Prevention, The Grade Level Reading Initiative, and others). Numerous articles, including peer reviewed research have been published documenting the efficaciousness of our combined technology and content. Parent University contributed to building parent confidence, motivating families, and generally empowerimg parents to be their child's best teacher from birth to 5 years to help make their kids smarter and out in place the building blocks for a strong future. 

The custom platform we have built has been a valuable asset for us. And now we are expanding to a PaaS and licensing it to others, so that your organization can deliver your own custom content and award points, badges and credentials. 

Check us out at ParentUniversity.co

Founder

Extreme empathy

Expert in positioning Sales organizations to improve and drive peak performance, with the numbers to back it up. I am a rare enablement professional with: 

- successful selling experience; 
- understanding of adult learning & training best practices; 
- effective executive communication & trust-building; and 
- deep cross-functional collaboration experience. 

I have studied, applied, and executed program and curriculum design that is based on adult learning best practices honed through (1) my PhD research and classroom experience AND (2) my experiences as a p-club earning AE, AE Manager, and SDR. 

As a "full-stack" enablement professional I evaluate data, identify opportunities to improve, drive executive level strategic decision making, and then build and run programing from the ground up in partnership with my team and colleagues.

My experiences have allowed me to develop a deep set of competencies in: 

-sales productivity and effectiveness
-product launches
-go to market strategy execution
-sales methodology implementation (MEDDIC, ValueSelling, Challenger)
-curriculum & program design
-territory planning and mapping
-team building
-leadership (& leadership training)
-data driven decision making
-research
-badging and credentialing
-assessment design
-survey design
-academic integrity
-partnership development 
-community organizing
-education technology

At the heart of what has motivated me across all these years of experiences is this question: 

How do we enhance human potential and organizational effectiveness? Whether thinking about this in the context of strangers, colleagues, students, friends, my kids, or myself, this is the question that excites me each day I wake up! I love this mission because it's a people-first endeavor. Relationships and doing well by others is the fuel that makes a happy world go 'round. 

I'm always open to interesting conversations where I can be a contributing resource. Drop me a note.

Taplio

Chris Drew's Linkedin Analytics

Chris Drew

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