SaaS Lumen

Fractional, Consulting, and Leadership Coaching Services in the practice of Revenue Ops/Enablement.  Making sales motions work, achieving growth and capital efficiency by addressing the friction points in GTM.
- Product Launch,  Expansion
- Partnerships
- Process, Audit & Feedback
- GenAI and TechStack
- Metrics, Visibility, & Cadence
- Hire / Onboard / Sales Enablement / Leadership Enablement

Founder and CEO, SaaS Lumen 

Pavilion

Executive Member

Kaseya

Scaled the efficiency and effectiveness of a thousand(+) global Revenue team to proficiently sell across 30 product lines and work with multiple segments, while controlling for cost, driving quota-on-the-street and yield per rep.  
- Integrated sales teams from datto+Kaseya, a $6b acquisition more than doubling the size of the company.  
- Launched a Sales Enablement program, called Rainmaker.  Rainmaker is delivered on a purpose-built platform integrated directly into the CRM providing access to sales tools, development paths, and live coaching.  Extended program to universities, including Florida International University.  
- Led Revenue support structures, including Sales and Customer Solutions Engineering teams driving efficiency.
- Wrote grant for Miami Tech Works, which was awarded $10m from U.S. Department of Commerce “Good Jobs Challenge.”

SVP Revenue Enablement, Solutions Engineering

Integrated key acquisition, IT Glue (Vancouver) into Kaseya.  Scaled Account Management and created a supporting Sales Specialist organization.   Remodeled all aspects of sales management including compensation, operations, systems, pipeline management, forecasting, and created metrics-based instrumentation.  Approach based on Success Cadence and Sales 2.0 best-practices.

VP - Account Management at IT Glue

Unified P&L for parent Kaseya by integrating the onboarding, consulting, and client education practices across four acquired companies.  Expanded Services revenue beyond initial product-attached implementation offerings, to include key client lifecycle events and cross-product adoption.  Expanded reach using conferences and events.

VP - Professional Services

Built the Product Marketing function to support the transformation from a 1-product company to a platform-based strategy capable to driving both increased quantity and quality of Marketing Qualified Leads (MQLs). Transformed content marketing strategy and market research strategy to be based on personas and aligned journey-maps with the customer buying cycle, dramatically improving engagement and close rates.
- Kaseya MVP Award (2016)

VP - Product Marketing

Established the first Customer Success team for Kaseya as it transitioned from a Perpetual to SaaS model. First monetized the base starting with creating cadence and touch points for renewals, expanding to upsell, and ultimately developing cross-sell motions as the product portfolio expanded.  Institutionalized Net Promoter Score (NPS) as a KPI for measuring customer health.  Architected Books of Business (Territories) and Commission plans.

VP - Global Customer Success

Created Kaseya University to increase client engagement and reduce implementation errors.  Also, developed a client health scoring model; cultivated a predictive model for “at-risk” and churn likelihood; significantly reducing churn.

Global Director, Community, Analytics and Education (Kaseya University)

Citrix

Recognized by IDC for innovation in the partner GTM model.  Led development for Citrix Certified Administrator (CCA), Engineer (CCEE), Architect (CCAA), and Sales Professional (CCSP) certification and training products for the Citrix Authorized Partner program.

Director, Education and Certification Development for Partners - Global Leadership Team

Asankya, Inc.

Asankya was a WAN optimization technology sourced from a Professor at Georgia Tech.  The challenge was to find a market for the technology and develop an actionable GTM.  Tested multiple plans and recommended a technology sale as the optimal course of action.  Asankya was sold to EMC.

Director of Product Marketing

EarthLink Municipal Networks

Owned RFP evaluation, response, and negotiations for East Coast Wi-Fi markets.   Drove expansion of network footprint, while ensuring ROI valuation exceeded required hurdles.

Sr. Product and Marketing Manager (Municipal Wi-Fi)

Identified and brought to market incremental revenue producing service lines, including security offerings, like anti-malware, pop-up blockers, and remote IT.  Owned P&L’s.  Partnered with needed vendors and retailers, such as Geek Squad.

Sr. Product Manager - Value Added Services

Managed “EarthLink High Speed Internet” brand through segmentation, targeting and positioning 
activities.  Maximized LTV of broadband customer base by creating Earthlink's Bring Your Own Access service offering.

Brand Manager - aDSL

PeopleSoft, Inc. 

Led partner and project team courses focusing on custom ERP product implementation and report writing.  Evaluated business process scenarios and advised partner consulting firms and clients regarding cost-benefit of reverse engineering scenarios.

Sr. Technical Instructor / Consultant

Revenue Ops+Enablement. GTM Fractional Executive/Consultant/Coach.  Loves to make an impact and build durable SaaS businesses.

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