Ray Ranga

Vice President Product Management
2023
Leading the core enterprise business with HashiCorp SaaS. Own strategy, roadmap and execution for cloud acquisition, renewal, expansion and migration

2022

2019

Teaching Faculty
2019
Teaching "Fundamentals of Monetization and Pricing Strategies" in a classroom format for 6 weeks, includes concepts in pricing, modeling, packaging, licensing, value based techniques and more. Next offering in March 2023. Registration opens in Jan 2023.

2016

Teaching Faculty
2016
Instructor for 'Managing Product & Go-to-market Strategies' (next offering in 2022) Coursework includes: * Fundamental marketing concepts * Product & technology lifecycle * Market definition, vertical markets & segmentation * Competitive analysis * Positioning statement * Business case analysis, revenue projections, P&L and gross margin estimates * Roadmap, product requirements (user stories), wireframes & mockups * Productization mechanics like support & legal * Go-to-market strategy including pricing, packaging * Sales process, sales tools & buying behavior * Collateral for sales enablement * Metrics to measure success of a product - SaaS metrics & marketing metrics.

2021 - 2023

Vice President, Product Management
2021 - 2023
Momentive, the maker of SurveyMonkey and GetFeedback, is an agile experience management company built for what’s next. We deliver intuitive, people-centric solutions that help industry leaders quickly and confidently make important decisions, take action, and achieve tangible results. We’re proud to work with decision-makers at 345,000 organizations globally. Learn more at Momentive.ai. - Own vision, strategy & execution for enterprise offerings; to streamline user acquisition and growth, a seamless self-serve buying motion and a ML/AI driven value delivery across use case solutions - Hired and doubled PM team in 9 months, set product vision & 3-year roadmap - Launched major initiatives to support $260M self-serve and $180M enterprise businesses: - Auth0 for unified identity & RBAC driving unified portfolio growth & expansion - Stripe billing, payments, checkout experiences through pricing/packaging experimentation - AI / ML driven auto insights for Employee Engagement (HRIS) & Customer Experience (NPS & digital feedback) use cases

2018 - 2021

Senior Director, Product Management
2018 - 2021
Head of SaaS experience product strategy across Splunk enterprise platform suite with a total of 19k+ global enterprise customer base including most of the Fortune 100 and $2B+ revenue Noteworthy achievements: - Established an end user persona charter that delivered a net new analytics/insights engine and onboarded/migrated first 50 enterprise customers to a new flexible, operationally friendly dashboarding/visualization framework - Expanded role to lead a company-first admin experience practice for holistic functions such as app management, notification & comms, commerce, identity & access management, monitoring & data management, reporting, extensibility - Reduced customer support tickets by 20% through app install improvements driven by customer experience-first initiatives - Productized new pricing/packaging, commerce, subscription models tailored to improve adoption/retention metrics. Lead customer acquisition/retention program (collateral, deal desk, sizing, enablement) for first $100M with the compute-based pricing model Responsibilties include: - Multi-year product & GTM vision, roadmap and OKRs - Led the product team comprised of PMs, program managers, designers to deliver on vision - Budget, AOP, hiring, performance management, growth & promotions - Evangelization via analyst briefings, customer advocacy, EBCs & QBRs - 30% of time dedicated to direct customer engagement and field enablement

2015 - 2018

Head of Products, Advanced Analytics
2015 - 2018
Lead strategy and product management for flagship Advanced Analytics aka User & Entity Behavior Analytics (UEBA). Drove NPI and GTM motions that carried 92% of ARR at the time. Spearheaded Exabeam's position on the SIEM Gartner MQ as a Visionary and later as a Leader. Responsibilities include: - Multi-year product and GTM strategy - Led the product team comprised of PMs, program managers, designers - Evangelization via AR/PR, customer advocacy, EBCs Noteworthy achievements: - Filled a major competitive gap with new entity analytics SKU in the first 6 months - Increased bookings by over 20% due to new product upsell - YoY revenue increase of 226% in the first year - Speaker at SKOs, shows and user conferences

2011 - 2015

Director Product Management and Product Marketing
2011 - 2015
Head of company-wide product management and product marketing. Vidcie offered a cloud based live incident management and multi-modal data analysis solution for securing our communities. The solution was sold to local, state & federal police departments, metro transit agencies, campus dispatch and events security. The result was a solution that provided geo-enabled, contextual and mobile information that dispatch and security operations center personnel could use to make better response decisions. Responsibilities included: * Product management and product marketing * Product design (UI/UX) * Company-wide P&L ownership of $3.5M annually Noteworthy achievements: * Head of products at 60 person strong company * Only product person after pivot (company size reduced from 60 to 12) * Managed market pivot from B2C to B2B * Took version 1.0 product concept/cradle to launch * Led cross functional engineering team to deliver 7 iOS and Android plus server releases

2000 - 2011

Product Management
2000 - 2011
Started stint in engineering roles and made a career progression to solution integration, technical marketing, customer/executive briefing and product lead roles. Hands-on roles included product development, QA, automation, competitive analysis, field engagements, C-level executive briefings and presentations, product definitions, partner engagements. Also responsible for hiring and mentoring top notch talent within the business unit. Lead software product release teams. Technical areas of expertise included unified messaging and communications, IP voice & video telephony, legacy telephony, legacy and IP video surveillance solutions, RAID architecture, scripting and automation. Strengths: - Technical expertise - Customer centric and quality focussed methodologies - Demos and Training to customers and executive management - Feeding back product feature improvements into Business Unit - Field deployment & beta trial support - User Experience - Technical Marketing & Competitive Analysis - People and Project Management

B2B SaaS | PLG | GTM | Pricing | Org | Execution | Excellence Head of Product @ HashiCorp | Ex-SurveyMonkey, Splunk, Cisco