“I’ve always been curious about how things work.”
FIGURING OUT HOW TO GET MORE CUSTOMERS IN A SYSTEMATIC WAY
I began my career as an engineer, and you might still say I have the wiring of an engineer.
In my ﬁrst job, I worked for Magnetic Technologies, a small public company that manufactured parts and components for Fortune 500 manufacturers like Xerox, Kodak and General Motors.
As I rose through the ranks, I moved from engineering into management — ﬁrst in IT, then running a tool and die making facility.
UNDERSTANDING WHAT DRIVES MARKETING AND SALES
One thing became clear very quickly: no one else in the company got to do their part if there were no customers. I became driven to understand how marketing and sales work: How do companies get clients? And, going back to my engineering training, how can we make it more systematic?
Those two questions have become my life’s work. My ﬁrst step in answering them was to get my MBA in marketing and strategy.
MARKETING FOR BIG BUSINESS, SALES FOR SMALL BUSINESS
I became a marketer in my ﬁrst job after business school. I was Product Manager working on servers for Sun Microsystems. I learned how big companies forge a collaborative approach to marketing and product management, integrating sales and customer service.
My passion for sales led me to a new role, leading North American sales for a $15 million software company, helping lead them to a successful exit.
TAKING THE LONG VIEW
Combining my experience in marketing and sales, I started my own ﬁrm with a desire to help companies get more of their ideal customers in a systematic way.
As we engaged with more clients, we developed a niche in industrial equipment sales and service companies — a perfect ﬁt for my engineering roots.
My engineering background inﬂuenced not only the clients we work with, it guided how we deliver our value.
STRUCTURE, PROCESS AND DISCIPLINE
OWNING THE RESULTS
I’m wired for ownership. I wanted to build a team that didn’t just plan marketing — we’re committed to executing marketing, and measuring the results over the long term. This approach is part of our DNA.
NEED MARKETING THAT DRIVES SALES?