Mountain View, California
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2024
Active board member and owner, helping B2B companies inside and beyond SaaS adopt a recurring revenue operating model and revenue architecture best practices. I believe we're currently experiencing the equivalent of an industrial revolution in Go To Market, where the adoption of standardized customer journey and data model (bowtie) will pave the way for AI and automation.
2016 - 2024
Winning by Design delivers GTM strategy, education, and advisory services to SaaS and B2B technology companies from startup to Fortune 500. Customers included: Accenture, Adobe, Adyen, Asana, Avaya, Canva, DocuSign, Dropbox, HashiCorp, Honeywell, HPE, Sanofi, Snyk, SpaceX, Tipalti, WeWork, amongst many others. As CEO, I oversaw the growth of the business from $0 to it's first double digit quarter, while doubling gross margins; extending the business beyond training into management consulting, executive education, and (subscription based) advisory services across the customer lifecycle. Wrote "Sales as a Science" and "The SaaS Sales Method for Customer Success". Partnered with over 40 venture and private equity funds as a premier Go To Market strategy and training provider for their portfolio. Launched partner program for software companies and ambassadors to extend reach. Most of all, we created a collaborative, remote-first, culture, with crew members of all stripes helping each other and our clients succeed. We are rated a top Vendor in the Gartner Sales Training Magic Quadrant, have over seven hundred five star reviews on G2.com.
2015 - 2016
2015 - 2016
After twenty years as a dual-career household, we traveled the world and homeschooled our children for a year to spend quality time with each other and with far-flung family and loved ones. This was my second sabbatical. Alternating seven years of work with a sabbatical is my way to maintain balance, give back to my family, and helps me reinvent myself and grow as a person.
2013 - 2015
2013 - 2015
Acquired by Acquia. Early AI product, created predictive marketing market, customer data platform used by top e-commerce and consumer brands. I wrote the book on Predictive Marketing (with Omer Artun) published with Wiley. Responsible for end-to-end go to market strategy: building marketing engine from $0m to $10m per month in pipeline, increasing web traffic 400% and publishing 30+ customer stories. Built and ran the sales development team. Achieved major PR in premier news outlets including Fox Business, CNN, Forbes, Business Week, and The Wall Street Journal and were covered by major analysts including Gartner, Forrester and VentureBeat. We were included in a Gartner Cool Vendor report and a Gartner's Magic Quadrant report.
2011 - 2013
2011 - 2013
Acquired by Great Hill Partners. I brought Totango to the USA from Israel and was their founding CMO. We created the Customer Success software market from scratch. Totango used AI algorithms to analyze in real time customer engagement and intention for online businesses to optimize customer lifetime value and reduce churn. I helped to create the customer success category, through the industry's first customer success conference, customer success meetups, research, and content. I create the go to market model, to to market strategy, built a high-velocity inbound marketing machine and recruited the first sales team.
2010 - 2011
2010 - 2011
Social media fundraising for non-profits. Helped Fundly pivot from political fundraising to nonprofit fundraising, find product-market fit and build sales and market model and team from the ground up, including inside sales, lead gen, and PR - culminating in Series A investment.
2004 - 2010
2004 - 2010
Joined LogLogic as implanted founder and helped the company grow from a few customers to $50 million in revenue over 1,000 blue-chip enterprise customers. Responsible for company and product strategy, primary spokes person as CMO and CEO. Instrumental in raising 3 successful rounds of financing. Responsible for major OEM deals, company's cloud strategy and acquisition of Exaprotect.
2000 - 2004
2000 - 2004
Cross border fund with over $600 million under management and a presence across the USA and Asia. Focused on telecom, semiconductor and data center (enterprise software) investments. Created more than $630 million in shareholder value through investments in Resonext (acquired by RFMD for $133 million), Navini Wireless (acquired by Cisco for $330 million) and LGC Wireless (acquired by ADC for $169 million).
1998 - 1999
1998 - 1999
Responsible for $20 million Voice over IP (VoIP) product line. Created and launched the world's first VoIP gateway.
1996 - 1998
Responsible for the definition and launch of cloud computing, remote access and Voice over IP services.
1994 - 1995
1994 - 1995
Developed and validated new product concept for wireless PDA for teenage girls.