Past Experience

The idea for Pound Marketing came out of a passion for marketing and a desire to take advantage of nearly two decades of experience working in early stage and fast growth companies. In my experience, it's just as important to know what failure looks like as it is to know success. Below are some of those success.

InterAct Conferencing

What: An early stage startup in the telecom space that was acquired for $10M in less than 2 years in 2002.

My Role: Started as the first marketing intern and then was hired full time to build and manage the marketing team.

Lessons Learned:

Market timing is crucial - If you're too early, you spend resources educating a market that may not buy from you. But if you're too late, you risk marketing features and selling on price.
Buyer Personas go beyond demographics - Understanding buyer motivations and the emotional reasons why decisions are made are far more important than knowing that Bob the Buyer is middle aged and has a college degree.
Adding real value in the channel - If a market is on the brink of commoditization, adding meaningful value to your offering provides protection against churn as lower priced competitors enter.
Existing a market at the right time is also crucial - Or pivoting (early) when market conditions change.

Accomplishments: Led demand generation efforts that helped deliver hyper aggressive sales goals. Only employee to be relocated to Denver following acquisition by Raindance Communications.

VersionOne

What: A leading-edge Agile project management software company that was acquired for an undisclosed sum in 2017.

My Role: Began as the Partner Marketing Manager and then was promoted to run the Demand Generation team.

Lessons Learned:

Agile practices translate into Marketing best practices - Taking an iterative, time-blocked approach to all marketing initiatives allows for predictability and higher quality.
Marketing technology has to be managed - Once the heavy lifting of implementation is complete, you have to stay up to date on new features/functionality and industry best practices.
Survey content is gold - Establishing your company as a leading authority in your industry is great for media pickup and thought leadership content. Or take an existing survey and get your customers to provide color on the results.
Not going all in on Marketing, when its working, can lead to missed opportunities and hurt morale.

Accomplishments: Managed a team that delivered 95%+ sales pipeline that led to closed won deals. First to present on Agile Marketing concepts at the Agile 2011 conference.

Cloud Sherpas

What: A fast growth cloud technology company representing Google and Salesforce that was acquired by Accenture in 2015.

My Role: Was hired to grow and scale the Google marketing practice and was promoted to VP of Marketing managing a global team.

Lessons Learned:

Investing in the right marketing mix is key - Aligning headcount with program spend produces the best results. Don't expect a lot out of your campaigns if you're not going to have a campaign manager .
Setting expectations is an art - You never want to over promise and under deliver, but you also don't want to over deliver by too much. Trust is earned when you're accurate about anticipated results.
Being the best is the best - Third party validation in a high risk environment from partners, analysts or better yet customers is marketing gold.
Don't allow partners to run your business - A thoughtful and well managed partner marketing strategy can yield high returns, but a poorly executed plan can damage key relationships and waste resources.

Accomplishments: Grew a team of 3 in Atlanta to a team of nearly 20 globally. Spoke at a Google for Work innovation summit in Sydney, Australia. Was part of the team that won Google's Partner of the Year five times in a row.

Get a detailed work history by downloading my resume.