Transformational Scientific Marketing

Many, perhaps most, seasoned owners & leaders in the scientific equipment industry are overwhelmed with the rapid pace of change to the way customers buy and therefore the way scientific equipment suppliers need to approach marketing and sales.  This is where Transformational Scientific Marketing can help.  Through Executive briefings, audits of the digital readiness of the marketing & sales functions, and assessment of the effectiveness of the technology stack relative to the business's priorities, TSM can help leaders understand the opportunities that are available to them, not just the threats, of this digital tsunami that is here.  Finally, we show the danger of taking a "wait & see" approach & continuing with a "business as usual" strategy & how that really puts companies at a competitive disadvantage.

Founder & President

Micromeritics Instrument Corporation

Responsible for the Product Management, Product Marketing & Demand Generation functions & for accelerating pace of new product launches to 6 to 8 per year in helping ready the company for sale.  Implemented a digital 1st & highly data-driven approach to marketing that was aligned with sales & produced record levels of leads and quotation requests, resulting in a 22% year on year increase in sales in a key territory that was flat in the prior year..

Global Head of Marketing

We are a highly-focused digitally-oriented, B2B sales & marketing consultancy specializing on helping small & medium-sized scientific equipment companies compete more effectively with larger competitors. We focus on modern, typically digital strategies & tactics, and facilitating adoption of technologies that will enable our customers to scale their business in an intelligent way.

Malvern Instruments

Responsible for hiring and leading internal sales teams, technical specialists (SMEs), and product sales managers to achieve revenue growth via effective sales initiatives, sales enablement and measurement of conversion rates. In addition to introducing S.M.A.R.T. KPIs, measurable objectives,,, provided mentoring and coaching for technical resources new to sales.

•	Developed a successful, global webinar program that raised the company’s market visibility and exposed the technical presenters to over 100K people across 80 countries while expanding the firm’s market awareness. This activity drove global sales lead generation, deeper penetration into key global accounts and accelerated growth of the global database.

•	Increased sales productivity by 73% by conducting time and motion studies of sales and sales support functions that helped identify lower-value activities and opportunities for productivity increases.

Vice President - Commercial Development

Transformed the organization from a traditional marketing approach into a highly digitally focused, solutions & customer problem solving marketing strategy to support ambitious revenue growth objectives & to ensure sustainable business development of acquired product lines.

•	Acquired multiple new marketing and sales technologies to establish a foundation for scaleable growth in demand/ lead generation & sales opportunities across the globe, resulting in a highly cost-effective means to drive the sales growth of the business.

•	Restructured Malvern’s marketing initiatives that led the parent company - Spectris PLC – and its family of companies as well as  its’ competitors to follow it as a model due to wide acclaim from sales channels and customers around the globe.  Key to success was convincing key stakeholders of the benefits of making more technical content accessible to global customers. 

•	Moved to the UK HQ for 2 years to lead the marketing transformation & to lead a global sales process (CRM) harmonization effort  & implementation.

Vice President - Global Marketing

Digitally advanced marketing leader with a diverse range of management experiences by being with companies during periods of rapid change and high growth (organic, via acquisition & resulting from distribution agreements).  Entire career spent working in customer-facing roles within the analytical instrument & laboratory marketplace, working closely with sales, service and scientific staff to meet the changing needs of highly technical, scientific customers.  Sales Management experience includes having managed manufacturer’s rep teams, direct sales personnel and distributors as an Americas Sales Manager.    A proven leader, experienced problem solver and data-driven B2B marketer with over 15 years of diverse experience in all facets of Marketing - Product Marketing, Product Management and Demand Generation.  Adept at identifying technology solutions to help solve business needs and to have them successfully implemented.  
Keywords: #B2BMarketing; #DigitalSales&Marketing; #SalesProcessImprovement; #B2BMarketingInnovation

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