Problem:

Build a comprehensive enterprise security software solution that capitalizes on the emerging smartphone and specifically the iPhone marketspace. Scale a marketing team consisting of limited internal staff, external contractors and intelligent marketing automation to deliver outsized direct sales and channel sales growth.

Solution:

Partner closely with sales to develop a playbook with sequenced Product Marketing content, Partner marketing, Web and Marketing Automation (Marketo) synchronized with CRM (Salesforce.com) including a Partner portal and sales content library. Build awareness and extend a measurable 300% year-over-year growth seats and 4x/$100 million+ sales funnel leading up to 2014 IPO - identifying high volumes of quality prospects and partners then convert them into revenue.

Deliverables:

— New revenue programs delivered by closely teaming with sales on first 10 customers, building red carpet and lighthouse accounts, as well as first 300 partners responsible for 85% of $100m revenue run rate.

— Implement award-winning marketing automation (Marketo) with programs resulting in greater than 75% marketing touch of $100m revenue pipeline for both partner and direct business.

— Design and launch a customized CRM-savvy partner portal to help educate 300+ partners including AT&T, Vodafone and top regional VARs as well as centrally manage account opportunities, leads and responders to marketing programs.

— Customer speaking program at regional and national events including SANS Institute, MobileIron public customer webinars, weekly first meeting and deep dive prospect education sessions all used through the sales funnel.