Engagements

Recent engagements have covered a broad spectrum of enterprise software including Compliance, CRM, Supply Chain, IT Governance, Asset Management, Analytics/BI and Data Integration, with a focus on positioning, go-to-market analysis, strategic sales tools and high impact lead generation programs. Below is a partial list of past client engagements.

Recent Client Engagements - Partial List

Interim VP of Marketing

• Interim VP of Marketing for an IT GRC vendor for 15 months. Managed a very successful company launch.  Drove messaging and related sales and marketing tools, including content. Kick started demand generation program leading to a solid pipeline.  Worked with Gartner and Forrester to position them as a thought leader in the IT GRC space.
• Interim VP of Marketing for a GRC vendor for over 24 months. Streamlined positioning. Created sales tools including brochures, data sheets, white papers etc.  Developed a large amount of original content to claim thought leadership in the emerging space.  Drove lead generation and PR activities. Company acknowledged by AMR and Forrester as one of the top vendors in compliance.
• Interim VP of Marketing for a Marketing Analytics vendor for 5 months.  Increased pipeline by 250% in five months by realigning go-to-market with marketing execution.  Developed sales and marketing tools, including white papers.   Improved performance of Google Ad-Words program.
• Interim VP of Marketing for a Sales & Operations Planning vendor for 14 months.  Developed new positioning.  Excellent feedback from analysts.  Developed lead generation programs. Company rated by AMR as a category leader in December 2005.
• Interim-VP of marketing and then a consultant for a publicly-traded CRM vendor for six months.  Improved positioning for its B2C segment. Created and rolled out a ‘multi-channel commerce’ message through a series of sales tools and papers, with tremendous success in the field with prospects.
• Head of Marketing for an IT Governance software vendor for six months. Assisted the CEO in creating a compelling new positioning which has rejuvenated sales cycles.  Developed applications roadmap.  Created sales tools including ROI tools, brochures, solution briefs, white papers etc. Created product requirements for a key application module
• Interim VP of Product Marketing and Programs for a large trade compliance vendor for 12 months. Significantly streamlined lead generation and doubled the pipeline within 6 months.  Developed all white papers, sales tools and content for programs.
• Interim VP of Marketing for a Supply Chain services vendor for over 25 months.  Managed regional marketing and inside sales functions.  Developed end-to-end lead generation process. Created all content for sales and marketing tools.
• Interim VP of Marketing for a leading Enterprise Feedback Management vendor since December 2008.  Developing sales and marketing tools.
• Interim VP of Marketing for a MRM software vendor for 12 months.  Developed sales and marketing tools.  Kick-started PR program with good initial success. Launched marketing programs

Strategy, Positioning and Go-to-market

• Assisted in a five year CRM strategy and planning for a leading ERP vendor.  The output was used by the company to decide on key CRM investments.
• Reviewed and improved go-to-market strategies for composite applications portfolio of a leading ERP vendor.
• Developed a compelling positioning for Enterprise Performance Management for one of the largest ERP vendors. Got excellent reviews from industry analysts on this new vision and story, leading to significant movement in their quadrant charts.  Developed sales tools to enable the field organization to take this new message to its customers. Re-engaged with the client to help create an overall go-to-market strategy for EPM solutions to enable them to allocate the right engineering and marketing resources to the product line.
• Developed positioning and sales tools to help launch a publicly traded logistics vendor in a new vertical. The launch was very successful.
• Assisted the VP of Products of a newly funded data integration vendor with go-to-market analysis, and product/market positioning.
• Designed a strategy for a business-analytics software vendor to build a channel business in the supply chain space.

Sales and Marketing Tools

• Developed sales and marketing tools, Google Ad-Words program, podcasts, website content and lead generation program content for a leading marketing analytics vendor as a part of their ‘re-launch’
• Development of internal Sales Guides and key messages for a security vendor for FISMA, GLBA and SOX.
• Developed content (white papers, ROI tools and Webinar presentations) for sales and marketing tools to drive demand generation for an entitlement software vendor
• Developed sales and marketing tools for a marketing operations vendor.  Content helped position the company as a large vendor in their space
• Created sales tools for BI for a large ERP vendor to prepare them for a sales kickoff, where integration story for their multi-billion dollar BI acquisition would be rolled out to the sales force.
• Developed several sales and marketing tools for a large ERP vendor for their mid-market analytics group, after the acquisition of a large analytics vendor
• Developed strategic white paper for a leading IT provisioning vendor.  The paper will help the company address specific objections in the sales cycle.
• Developed competitive positioning for a Supplier Relationship Management vendor.