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In-depth understanding of the enterprise software market, with hands-on knowledge of sales, consulting, product management, and marketing
Experienced senior management team member. Responsible for Product Strategy and Partnerships for a rapidly growing SAAS software company.
Understanding and experience in B2B, B2C, and B2B2C platforms in both start-up and transition modes
Have built multiple Product Management Teams starting from zero for late-stage VC companies.
Focused product development on specific areas based on company goals. Development efforts were on a 6 to 8-week timeframe allowing us to quickly pivot as needs changed. These included reducing churn rate of existing clients, opening new markets, key client development, and add-on features that could drive up ACV and revenue per unit.
This effort, combined with other members of the senior management team (SMT) was focused on moving the company towards the rule of 40. We were able to go from 0 growth, 0 profitability to 13% YOY revenue growth and 20% EBITA, 70% gross margin in roughly 3 years (including the pandemic). This was only possible through close cooperation between account management, sales, support, development and product. As part of this process, the company had a successful exit for a VC firm to PE backing and second successful exit for that PE firm as part of a strategic acquisition.
Oversaw several integrations and acquisitions as part of the build/buy/integrate strategy. These included the acquisition of a technology company for seamless, “black box” events and P2P functionality in our core product, integration of 2 complex platforms to provide online marketing and backend CRM functions. Integration efforts resulted in significant cross-sell opportunities to each of the original install bases. Integration of the core marketing platform into the Salesforce ecosystem resulted in new total addressable market (TAM). Integration to Zapier served as a pressure relief valve for sales. In addition, several other partner “bolt-ons” were integrated for various strategic and cross-sell purposes.