Provided coaching services for the founder of a web analytics software startup regarding business plan, investor value proposition, and investment strategy.
Provided executive coaching and direct assistance with the development and implementation of a partnering strategy for a startup mobile application software vendor. The strategy was validated within one month, a crucial development partnership secured with two months and a channel partnership launched within six months.
Managed and facilitated a large cross-functional team to develop and prioritize product requirements for an innovative new enterprise software application. Before this product, the company had no prior experience architecting and delivering enterprise applications. The application has since become the dominant platform for the company’s business.
Led the feasibility assessment of a “skunk work” product, intended to be operated as a hosted application service for the company. Assembled a cross functional team that analyzed the product’s strengths and weaknesses as well as alignment with the company’s strategic direction. The company’s executive team accepted the teams recommendation against feasibility.
For an enterprise software company, led a cross functional team to define the strategy, service solution requirements, “packaged” service offerings, as well as the creation of collateral and sales tools. The strategic objectives included ensuring larger deployments, deeper adoption of product functionality, deeper integration with customer processes, and stronger customer references.
Worked with the co-founders of a startup, led the development of product strategy, product roadmap, and product requirements. Secured product and requirements validation from prospective customers.
Led the research, analysis, and pre-qualification of prospective OEM licensees for a leading publicly traded business process management (BPM) software vendor. Over 180 software vendors were analyzed and vetted to a short list of 25 firms that were profiled and directly engaged, resulting in 6 qualified prospects.
Facilitated the development of a market and product strategy for a startup mobile application software vendor. After three quarters of implementation, the results of the strategy include dramatic sales growth, systematic competitive sales wins, influential third-party endorsements as the leading vendor solution in the targeted market segments, and the recruitment of a leading channel partner in the target market.
Conducted primary and secondary research, for a Fortune 100 client, into buyer needs, spending patterns and buyer positioning of vendors of mission-critical hardware, software, professional services, and support.
Worked with the founders and advisors of a storage management software startup, facilitated the development of a market development strategy. Conducted extensive secondary and primary end-user market research, competitive analysis, and positioning. The plan navigated the strengths and weakness of entrenched competitors and leveraged powerful value-chain business partners. The strategy has subsequently been validated by investors that are experts in the domain as well as by several candidate partners.
