Sunnyvale, California, United States
I am a versatile, no-nonsense marketing executive, team leader and player/coach with over 20 years experience marketing technology. My strengths are in IT Security, B2B product and solutions marketing, campaign development, pricing and licensing, branding and strategy. I lead a wide variety of marketing and ‘outbound’ functions, integrating them into an efficient, high-output, responsive B2B marketing service organization. My teams always put the customer, channel partner and the sales team first, align our priorities with business strategy, and remain collaborative and agile to respond to emerging market trends and events. I believe in easy-to-understand, well-targeted customer and channel-oriented value propositions, and I have a bias to “pick up a dropped ball and run with it”. Product Marketing, Campaign Management, Analyst Relations, Branding/Advertising, Market Research, Writers/graphic artists, Beta Management, Pricing/Licensing/Configuration management, Alliance Management, Strategy development and implementation Enterprise, Service Provider and Small/Medium Business markets, with software, virtual appliance, and SaaS offering form factors. - International team management: I have managed teams with staff in over 6 time zones and 4 continents around the world. The fun easily outweighs any 'extra burden'. - I have a BS from Cal Berkeley and an MBA from Stanford. - My responsibilities continually increased over my 9+ years at Trend Micro. - Instrumental in building and managing the global marketing organization, processes & strategy that earned Trend Micro an “All Star” rating by IDC in its 2013 CMO ROI Matrix and best practices study (http://tinyurl.com/IDCCMOmatrix2013). Only three companies -- Intuit, Adobe and Trend Micro -- out of 94 participants were rated All Stars. - Awarded “Best International Contributor” by the Trend Micro European sales team in 2013. - At Fortinet, I have helped lead and build many parts of the Marketing organization. After restarting Field and CHannel marketing, and restarting Branding/Creative Services, I then pivoted to other marketing functions to build. I currently continue to build and run Technology Alliances Marketing and the Fabric Ready Program, the Enterprise Agreement Program, Pricing Operations, and several other Marketing functions. (A more detailed write up here will be coming soon!)
Started at Fortinet to (re)build Field Marketing and Channel Marketing. After getting those functions off the ground, I then pivoted to build a Brand/Creative Services team. I continue to build and manage Alliance Marketing, Pricing Operations, the Enterprise Agreement Program, and several other functions within Marketing at this fast-moving and fast-growing network security leader.
Leader of globally-dispersed 36 person Product Marketing, Campaign Marketing, Marcomm, Branding, Market Research, Social Media and Beta Management teams. Responsible for marketing of all xSP, Enterprise, and SMB product lines totalling ~$800M/yr. Budget: >$7M. Some functions also serve our Consumer and Corporate marketing efforts. • Solution scope: Datacenter/Virtualization/VDI/Cloud security; Endpoint/Mobile Security; Web/Email gateway security; Collaboration/Mail server security; Targeted Attack/APT security; Enterprise Suites. Software, virtual appliance, hardware and SaaS-based form factors • Integrated Marketing: Integrated formerly-disconnected functional teams into a coordinated global marketing machine. Brought advertising creative development in-house. Led to budget savings of 10%, more on-target messaging worldwide, more referencable accounts, faster TTM for/greater global adoption of new programs and campaigns • Solutions Marketing: Helped develop high level messaging around 3 strategic business drivers -- Cloud/Virtualization, Consumerization/BYOD, APTs/Targeted Attacks -- increasing Trend’s thought leadership and awareness and improving our field’s ability to get C-level meetings and PoCs • Corporate (Re)branding: Drove the global effort with all key regional leaders and worked directly with our CEO to redefine and unify Trend Micro’s brand identity around our mission and core values • SaaS Family Branding: Created Trend Micro Security as a Service branding to help gain more recognition as a broadline SaaS security vendor, and to provide an umbrella framework for future SaaS offerings to fit into • Analyst Relations: Performed the AR function for over 6 months until new team could be hired. I overhauled the $1M budget to shift away from inbound /research acquistion and toward outbound influence of key analysts
Initially hired as an individual contributor, after a successful first product launch I was quickly asked to build a new global Product Marketing team. Built team rapidly to 6 PMMs and later to 8 total. Responsible for outbound marketing content, sales enablement/product sales training, press and analyst communication, pricing, promotion and business planning for most Enterprise and Mid-market solutions, constituting over $300M in annual revenues at first, and doubling to $600M over a few years. Added responsibility for Campaigns and Programs in 2010. • Solution scope: Datacenter/ Virtualization/Virtual Desktop/Cloud security; Web/Email gateway security;Collaboration/Mail Server security; Vulnerability Management; Enterprise Suites… a majority of commercial revenue • Maturation of the Marketing function: Led the maturation of our Marketing function and organization from a simple one-off product launch oriented mentality to one of a carefully prioritized, planned and executed set of ongoing, high level thought leadership and awareness campaigns backed by more tactical lead generation programs and product launches. Developed and refined communication tools and processes to gather regional feedback, ensure regional buy-in, set global prioritization and ensure more consistent worldwide execution. • High level messaging: Helped drive the creation of our “5 business drivers” messages, especially our Cloud & Virtualization security solution level story. • Evangelism: Created/defined/staffed and initially directed a new evangelist role to position Trend Micro as a thought leader in the nascent Cloud Security space. Top analysts now rate Trend Micro as the leader in cloud security and are actively referring prospects to us. Revenues increased from $1M to $20M in three years, partially driven by the higher level engagements and conversations this story enabled. • Campaign Management: Helped define and staff this new function
Responsible for business strategy, P&L, Product Marketing and product direction for $100M+ Enterprise Messaging Security business. Included email gateway, mail server and Microsoft Sharepoint/OCS security. Reorganization back to a more functional organization ended this role after a productive, impactful year. • Shifted strategy and focus to software/virtual appliance and SaaS focus at gateway, leading to stabilization of slipping software market share and overall increased revenues of 10+% driven by these new offerings -- despite decreased development resources, new Microsoft “free” offerings, and increased competition from hardware appliance vendors. • Launched Trend Micro’s first SaaS Email Security, created “Hybrid SaaS” strategy for email gateway and initial “DLP lite” strategy for mail server, collaboration portal and email gateway offerings. • Co-led team that created the “Smart Protection Network” positioning and strategy. SPN was the IT security industry’s first ‘big data’ initiative, delivering security intelligence from the cloud via correlation and analysis of terabytes of threat information daily. Achieved wide recognition from industry analysts as a first mover in big data applied to security.
Providing cross-functional strategy, pricing, planning and implementation services to Phoenix Technologies, world leader in BIOS Software. Projects include BIOS and Applications software pricing and licensing, CRM and Oracle systems rollouts, and other marketing/channel communications issues.
• Developed, launched and managed NetScreen’s first Global Alliance Program. • Managed Alliance relationships to drive incremental revenue, generate sales leads, and increase brand awareness with a diverse set of networking and security related companies. Examples include Extreme Networks, Websense, NetIQ, RSA Security, Sourcefire, Trend Micro and Micromuse. • Defined alliance joint solutions for small, medium and large business, develop supporting marketing materials, and coordinate NetScreen involvement in alliance member events and joint sales efforts. • Negotiated OEM bundling deal with large network switch manufacturer; resolved sales and operational issues to maximize sales impact for both companies.
- Responsible for targeting, prioritization and development of technology partnerships, sales alliances, and OEM relationships for all product lines. Initiated and developed partnerships and potential OEM relationships with multiple firewall, switch, cache, VPN and server vendors. - Approached potential strategic investors and/or acquirers of CyberIQ and its technology. - Developed and implemented OEM-related field guidelines, MOU form and OEM legal agreement boilerplate, OEM deal evaluation criteria and approval process, and pricing/discounting guidelines. - Wrote press releases, product datasheets, whitepapers and company backgrounder. - Prioritized interoperability testing efforts. Managed the relationship with interop partners. Company shut down after D-round of funding failed to close at the end of 2000.