About SiriusDecisions

SiriusDecisions empowers the world's leading marketing, product and sales leaders to make better decisions, execute with precision and accelerate growth.

SiriusDecisions is based in Wilton, CT with offices in London, Montreal, San Francisco and Waltham, MA.


Sample Inquiries

In the News

About Us

SiriusDecisions is the leading global B2B research and advisory firm. We deliver the actionable intelligence, transformative frameworks and expert guidance that equip executives to modernize and elevate sales, marketing and product performance.

 

JOHN NEESON
Managing Director & Co-Founder

John is a well-recognized thought leader in business-to-business marketing. He, along with Richard and their research team have developed many of the best practice marketing models used in the industry today. John has more than 25 years of experience focused on marketing, product development, sales management, communications and general management for a variety of businesses and industries.

Prior to founding SiriusDecisions 11 years ago, John was chief executive officer of Skila, a SaaS provider of business intelligence solutions for the pharmaceutical, medical device and biotechnology industries. John also spent 12 years at Gartner Group as a member of the company's senior management team, holding positions that included vice president of sales, senior vice president of worldwide marketing, and executive vice president and general manager of the Technology Provider Group. John, along with Richard was one of the five officers of the company. He was instrumental in helping Gartner grow from $15 million in yearly sales to $800 million through the development of the company's brand strategy and the creation of concepts such as Enterprise Resource Planning, an industry term used today. While at Gartner, John played an active role in more than 25 acquisitions and investments. John began his career at 3M Corporation in the Media Services division where he was a consultant.

John served as a board member for Jupiter Communications, and also has been an advisor to several start-up companies. John is currently a board member for Avalere Health. He is founder of ExecutiveEdge magazine, a joint venture between Gartner Group and Forbes. John also speaks frequently at industry events.

John received a BA in economics from Ithaca College. 

 

 

RICHARD ELDH
Managing Director & Co-Founder

 

 

 

 
Rich is an industry thought leader in sales and marketing with more than 25 years of experience leading businesses and people with responsibility for sales and marketing teams throughout the world. Since co-founding SiriusDecisions, Rich and the team have built and grown one of the most influential organizations in Sales and Marketing business services worldwide.

With SiriusDecisions, Rich has worked across multiple industries and at hundreds of companies large and small including American Express, Symantec, Adobe, RBC, HP, IBM, ADP and Iron Mountain providing guidance and advice on strategy and operations. These engagements offer a rich set of insights and best practices to draw upon when interacting with new and established marketing and sales leaders.

Prior to SiriusDecisions, Rich spent 14 years at Gartner Group, most recently as executive vice president and officer where his responsibilities included worldwide sales, marketing and events. His extensive travels to Asia, Europe, South America, and throughout North America offer a global sensitivity needed in today’s competitive marketplace. Rich also held senior-level positions in operations, sales and marketing at Gartner, and spent a number of years living in England as the leader of sales and marketing for Europe, Middle East and Africa.

As head of Gartner Events, he was responsible for the initial design and development of ITXpo, the world's most successful technology exhibition, and for growing Gartner Events into what is now the largest technology conference business in the world. While at Gartner, Rich played an active role in many of the corporate acquisitions made by the company.

Rich also has held sales and marketing positions at Four-Phase Systems-Motorola and Hewlett-Packard. He was an initial investor in Sport Club, a mail-order catalog business, and North American Plastic, a merchant to mass-market distributor; both grew to profitability and were sold.

Rich received a BS in finance from the University of Connecticut.

 

ALLY MOTZ
President and CEO, SiriusDecisions Canada

 

 

 

 

 

Ally is a senior sales, marketing and general management executive with more than 25 years experience spearheading the rapid and sustained growth of b-to-b organizations. Ally has a high level of proficiency in launching new ventures and developing growth strategies, including market share enhancement, market expansion and new market segment penetration. He is skilled at working with senior executives to identify and align strategic and financial goals to improve company performance.

Ally gained his expertise in formulating business strategy, developing senior executive relationships, consultative selling, and setting up and motivating effective sales teams during his highly successful career in several leadership roles. Prior to founding SiriusDecisions Canada, Ally was country manager for Gartner, where he led the company's Canadian subsidiary to record sales (400 percent growth to 41M), increased profits and world-leading client retention results. During his tenure he orchestrated and executed a growth strategy focused on new product introductions, market expansion, new client acquisition, current account growth, executive-level relationship development and client loyalty.

At Pitney Bowes, Ally was a top performing regional sales leader and the senior project manager responsible for the company's first foray into sales force automation and customer relationship management. As general manager at Carpita, he oversaw the company's successful expansion of large-scale retail operations.

Ally has an extensive network of influential senior-level contacts in Fortune 500 companies, as well as in large government organizations. He sits on numerous committees of key business and industry associations, and is a frequent speaker at conferences and industry association events. Ally is a member of the Canadian Marketing Association’s (CMA) Board of Directors and Chair of the CMA B-to-B Council. He is also a contributing member of the Montreal Marketing Association’s (APCM) B-to-B Council.

 

TONY JAROS
Senior Vice President of Research

Tony is a sales and marketing thought leader with nearly 20 years of experience; he has led the overall research function at SiriusDecisions since the company’s founding in 2001. His b-to-b expertise spans a wide range of disciplines, including field marketing/demand creation strategies, tactics, metrics and organizational structures; general marketing strategy; marketing communications; and inside sales/teleprospecting. As a consulting principal, Tony has advised a number of organizations including Cognos, Symantec, CSC, Gartner, MasterCard and Factiva.

Prior to SiriusDecisions, Tony worked as a consultant and project manager with Norwalk, CT-based Peppers and Rogers Group (PRG), the world’s leading relationship marketing boutique consulting firm. His work included the creation of business-to-business and business-to-consumer customer value models and needs frameworks, the reorganization of a major airline’s sales and marketing organizations around its customers, the overhaul of a online retailer’s Web strategy, the development of a comprehensive customer touchmap for an automobile manufacturer, and the creation of hands-on, customer-centric sales and marketing training programs and field materials. His client roster included 1-800-Flowers.com, Rockwell Automation/Entek, British Airways, Volvo, Jaguar, Moore Corporation, Ford’s Premier Automotive Group and GE Capital.

Tony also was responsible for the day-to-day project operations of Stamford, CT-based Simba Information’s consulting services group, which counseled such clients as Microsoft, Miller Freeman, RH Donnelley, Ameritech, and Simon and Schuster. While at Simba, he also served as a managing editor and senior analyst in the organization’s New Media and Marketing Group.

Tony received an MBA with concentrations in marketing and management from New York University, and a bachelor of science in journalism from Northwestern University.
 

 

HEATHER LOISEL
Vice President, Consulting and CMO Practice Leader


 

 

 

 

Heather Loisel is a transformational leader who brings modern marketing and communications strategies to companies to fuel growth and increase brand value. She joined SiriusDecisions in February of 2013. 

Previously, Loisel was the Chief Marketing Officer at Skillsoft, a cloud based learning solutions provider.  While there she re-crafted the company messaging and positioning, integrated a recent acquisition, created a demand generation engine and built a strong global team. Loisel was also Senior Vice President of Marketing at JDA Software Group.  There she focused on initiatives to ensure tight integration between sales and marketing, increase the company’s brand presence and optimize JDA’s return on marketing investment. 

Her 20 years of marketing experience also include a seven-year stint at SAP, where she held the positions of Vice President of Global Marketing Operations, Vice President of Field Marketing and Vice President of Customer Value Management.  She also held sales and alliances leadership positions at PeopleSoft, CODA Ltd., and Sterling Commerce.

Heather holds a bachelor’s degree in Marketing and Psychology from the University of Notre Dame and advanced her education via executive programs at the Harvard Business School and Villanova INSEAD executive programs.  

BRAD GILLESPIE
Vice President of Marketing

Brad Gillespie is a transformational marketing and business development executive whose experience spans the systems of the Fortune 500 to the dynamics of an early-stage venture. His experience includes strategy formulation, sales and marketing integration, product development and launch, channel design and management, acquisition integration, corporate communications and commercialization of intellectual property. As a former SiriusDecisions client, Brad implemented strategies that helped drive revenue growth while impacting marketing effectiveness and sales efficiencies. In his current leadership role, Brad supports the execution of the company’s growth plan as well as other strategic initiatives.

Prior to joining SiriusDecisions, Brad served as vice president of marketing for Rolta International, Inc. where he was responsible for market development, alliance management, analyst relations, demand generation, sales enablement and marketing communications for the international division of the $400 million technology solutions firm. Prior to Rolta, Brad was vice president of marketing for Zanett, a leading mid-market provider of software consulting services to organizations in healthcare, life sciences, retail and the public sector.

Brad was also co-founder and principal consultant of MFGA where he led marketing strategy engagements for organizations in advanced manufacturing, biotech, consumer goods, electronics, financial services, software and IT services. During his eight years at MFGA, Brad also co-founded two startups based on the commercialization of patented technologies. Prior to MFGA, Brad held marketing, business development and human resources leadership roles within Red Sky Interactive (now Agency.com), Newton Park, Paychex and Hospital Corporation of America.

Brad attended the University of Kentucky where he studied political science with a concentration in public policy.

 

RICHARD BENVENUTO
Vice President, Finance and Administration

 

 

 

 

 
Richard has over 30 years of experience managing financial activities as a chief financial officer and in other senior-executive roles. Rich has extensive experience in the service, software, advertising/media and manufacturing businesses.

Prior to joining SiriusDecisions, Rich was CFO at Digital Attractions, a venture-backed digital distribution company, and at netForensics, where he was the chief financial and administrative officer. Previously, he was vice president, finance and worldwide sales operations, at META Group, a publicly traded IT research and consulting company. Rich was also vice president, finance, for Gartner Group, another IT research and consulting firm, where he was a key member of Gartner’s $3 billion IPO team.

Earlier, Rich was chief financial and administrative officer for Consumer Promotions, a point of purchase display manufacturer and marketing company. Rich was also chief financial officer for Sage Worldwide, an Ogilvy & Mather company, and earlier in his career held financial positions at Continental Group and PricewaterhouseCoopers.
 

 

JONATHAN BLOCK
Vice President and Practice Director, Technology

 

 
 

 

 

Jonathan has worked for more than 20 years in product marketing, product management and as an industry analyst. While at SiriusDecisions, he has developed key models and frameworks that enable b-to-b organizations to understand, evaluate and implement appropriate marketing and sales technologies, as well as advised executive clients on the role of technology to help drive sales and marketing integration and enterprise alignment.

Jonathan has also been instrumental in introducing product marketing and management best practices to a variety of high-tech companies throughout his career. Prior to joining SiriusDecisions, Jonathan held product management and marketing leadership positions at a number of companies in the financial services, healthcare and high-technology industries, including Wolters Kluwer Financial Services, Mercator Software and MECA Software. While at MECA, Jonathan played a guiding role in bringing one of the first Web banking solutions to market.

Jonathan also spent over five years at Gartner as a writer and researcher. He began his career in the music industry as a performer and journalist.

Jonathan received a BA in psychology from the University of Massachusetts.

  

JAY GAINES
Vice President and Group Director

 

 

 

 


Jay Gaines is a seasoned marketing professional with 20 years of experience in a variety of industries. His experience includes team building and leadership, marketing strategy and planning, marketing budget and operations management, demand creation, sales and marketing alignment, business development, product development and management, interactive marketing/advertising, inbound marketing and social media. Jay has held executive-level marketing and business development positions at both well-established and startup b-to-b companies where he consistently transformed marketing organizations to achieve significant and measurable increases in efficiency and effectiveness.

Prior to SiriusDecisions, Jay was chief marketing officer at EDR, a b-to-b information company, where he led all marketing, communications, market research and events activities across the company’s six business divisions. Before that, he was vice president of online marketing and privacy at META Group where he had global responsibility for all aspects of online marketing strategy, advertising, email marketing, Web site development and management, privacy practices and online business development. Jay was also director of business development and online marketing for EDGAR online, and head of marketing development at Times Mirror Magazines.

Jay has been a featured speaker and panelist on a variety of marketing topics including content and email marketing strategies, online advertising and privacy best practices. He holds a bachelor of arts degree in anthropology from Columbia University.

 

MEGAN HEUER 
Vice President and Group Director

 

 

 




Megan is a sales and marketing thought leader with more than 15 years of industry and professional services experience. She has worked both in – and for – organizations to build a wide variety of collaborative sales and marketing deliverables that drive systematic, predictable growth.

Prior to SiriusDecisions, Megan was a consultant with Satmetrix Systems, the leader in customer loyalty solutions and co-developer of Net Promoter, the gold standard metric for linking loyalty and revenue growth.

Megan also spent five years as manager of marketing and sales effectiveness for Praxair, where she worked with the two functions to improve performance in the areas of demand creation, communications, customer research, search marketing and sales optimization/enablement. She was also a consultant with the Peppers and Rogers Group (PRG), the world’s leading relationship marketing boutique consulting firm, where she helped a broad range of organizations employ customer value and needs analysis to develop customer experiences that would set them apart in their marketplaces while maintaining disciplined marketing investments.

Finally, as a consultant with Gartner, Megan worked with software companies on competitive strategy and innovative ways of delivering knowledge to their sales organizations. 

Megan received an MBA from Cornell University and a BA from the University of Connecticut.

 

MARISA KOPEC
Vice President and Group Director

 

 




 

Marisa leads SiriusDecisions’ Portfolio Marketing, Strategic Communications, and Product Management services, delivering research and advice to help product marketers and managers succeed.

Before joining SiriusDecisions, Marisa spent 12 years with Gartner, most recently as a managing vice president and product marketing leader for Gartner’s High-Tech and Telecom Programs business unit. She was responsible for the launch of new products into the direct sales channel, including sales communication, training and engagement, as well as external product promotion and client communications.

Prior to this role, Marisa was vice president of global corporate marketing, where her accomplishments included launching a new brand strategy and architecting the development of the company’s first customer-centric data warehouse. She also instituted Gartner’s first data privacy policies and processes, and held the title of chief privacy officer.

Marisa’s Gartner tenure also included serving as vice president of marketing communications, responsible for interactive marketing strategy and corporate marketing communications, planning and execution. Prior to that, she directed Web design and operations, assuming end-to-end responsibility for the architecture of gartner.com.

Before Gartner, Marisa spent six years as the global marketing director at Marine Management Systems, a small software company. She began her career at Modem Media, creating online promotional strategies for clients including Ford Motor Co., Godiva, JCPenney and Sears.

Marisa received an MBA in marketing from the University of Connecticut and a BA from the College of the Holy Cross.

 

ERIN PROVEY
Service Director, Strategic Communications Management

 

 


 

 

Erin has more than 10 years of experience in brand strategy, including positioning, identity, public relations, digital strategy, copywriting and account management. Prior to joining SiriusDecisions, Erin was an account lead at Silver Oven Studios, a full-service brand strategy agency. In this role, Erin was responsible for research, analysis, composition, presentation, and implementation of brand strategy projects, from concept to execution. She has experience helping clients navigate a wide range of brand-related endeavors, from developing or clarifying brand architecture to introducing and positioning a sub-brand to a full-scale rebranding exercise necessitated by a challenge or evolution within the organization. Prior to Silver Oven, Erin worked at Weber Shandwick, where she was responsible for the digital and communications strategies, media outreach and strategic positioning of BestBuy.com and Lotus Notes.

Erin received an MA in English from Boston University and a BA in English from the College of the Holy Cross.

  

LAZ GONZALEZ
Service Director, Channel Management Strategies

 

 

 

 


As director of Channel Management Strategies (CMS), Laz brings a proven track record of executing successful revenue-generating programs through direct and channel sales. During a career spanning close to two decades, Laz has gained extensive executive, front-line and international experience implementing solution-driven sales programs with OEMs, strategic alliances, distributors and value-added resellers.

Before joining SiriusDecisions, Laz headed up North American Channels for Unipress Software, which was later acquired by Numara Software, a leading vendor of service desk and call center solutions. Prior to this role, he served as executive vice president of sales and marketing at Beast Financials, a Wall Street-based application services provider, and before that he was vice president of alliances and OEM programs at Viewpoint – a digital marketing technology and services provider.

Laz also brings several years of international experience, having led direct and channel selling efforts for Lotus Development in Latin America and later with Baan, a developer of scalable ERP solutions, based in the Netherlands. While at Baan, as regional vice president for indirect sales for Latin America, Laz led a channels team that spanned seven countries and worked with over 40 resellers. He also managed OEM and channel enablement programs with Miami-based distributors and their respective in-country resellers.

Laz began his business career with IBM/Lotus where, during his five-year tenure, he participated in the launch of Lotus Notes and closed sales with industry leading companies in healthcare, professional consulting, finance and the federal government.

Laz attended the US Air Force Academy and majored in computer science at Rutgers University.

 

JASON HEKL
Service Director, Demand Creation Strategies

 

 

 




Jason Hekl is a seasoned b-to-b sales and marketing professional with more than 15 years of experience. With an emphasis on developing and executing demand generation strategies to accelerate growth, Jason has sourced, developed and closed millions of dollars in new business throughout his career. He has carried quota for selling software to insurance companies, managed tele-qualification teams for on-premise knowledge management solutions, and marketed solutions ranging from specialized customer relationship management applications to cloud-based e-procurement solutions for the SMB market. His responsibilities have spanned most facets of marketing, including strategy and planning, operations, demand generation, communications, product marketing and management, inbound marketing, analyst and media relations, channel marketing, partner management and teleprospecting.

Prior to joining SiriusDecisions, Jason was vice president of marketing at Coupa Software, an e-procurement and expense management solution provider pioneering cloud-based solutions to control business spending. Under his leadership, Coupa grew 100 percent year-over-year and went from a virtual unknown to recognition as an innovative challenger to industry leaders. Before joining Coupa, Jason served as vice president of corporate marketing at InQuira, a leading provider of enterprise knowledge applications recently acquired by Oracle, and was responsible for all corporate marketing initiatives, including demand generation, messaging, and marketing communications. During his tenure, revenues grew nearly 10-fold and the marketing organization won one of the original Markies (for Best Lead Scoring). Earlier in his career, Jason held positions in product management, alliances and sales at Siebel Systems and InSystems Technologies.

Jason holds an MBA from the Ross School of Business at the University of Michigan and a BA in international relations and economics from the University of Delaware.

  

MARK LEVINSON
Service Director, Sales Operations Strategies

 

 

 

 


Mark brings nearly 20 years of experience to the SiriusDecisions Sales Operations Strategies service. Mark’s expertise includes a wide variety of sales operations issues including strategic planning, coverage models, compensation plans, account management, sales tools and sales support.

Before joining SiriusDecisions, Mark was director of sales operations for NICE Systems, the worldwide leader in intent-based solutions. Previously, Mark held both regional and global sales operations roles with Avaya, a global leader in enterprise communications systems. He was also an early employee of FatWire Software, a content management software company that is now part of Oracle.

Mark earned a BBA in management sciences from Saint Bonaventure University.
 

CRAIG MOORE
Service Director, Marketing Operations Strategies

 

 

 

 

 

Craig brings 30 years of experience to the SiriusDecisions Marketing Operations Strategies service. His three decades of experience span such areas as marketing operations, partner marketing, strategic alliances, product marketing and management, software development and entrepreneurship.

Prior to his current role, Craig led marketing operations and the competitive intelligence team for EMC’s information intelligence division and was chief of staff to the CMO and CSO. Craig’s EMC tenure also included building his division’s worldwide partner marketing team that supported systems integrators, resellers, ISVs and OEMs as well as SaaS and BPO partners.

Craig’s extensive experience also includes serving as vice president of marketing at Fujitsu Consulting and leading product management for Compaq’s system management software. Craig transitioned to marketing leadership roles after 10 years in engineering and technical sales. He started his career as a software engineer at Lockheed Missiles and Space Company and later joined The MITRE Corporation, focused on software requirements development processes.

Craig earned an MBA in marketing from the George Washington University and a BS in information and computer science from Georgia Tech.
 

JAMES NINIVAGGI
Service Director, Sales Enablement Strategies

 

 

 

 

 

 Jim brings more than 20 years of hands-on sales enablement experience to SiriusDecisions. As service director for SiriusDecisions’ Sales Enablement Strategies Service, Jim’s focus is on helping to deliver data, knowledge and insight that our clients need to improve sales performance and drive ROI.

Most recently, Jim was a director with the American Management Association, managing global accounts in the New York metropolitan area. Jim has also led his own consulting firm, helping early-stage, high-growth companies align their sales and marketing efforts to accelerate revenue.

Jim managed sales and marketing organizations for CRM services companies including Claritas Consulting and C3i, and spent eight years with sales performance training firm AchieveGlobal (formerly Xerox Learning Systems). He began his career with 3M/Media Service in Stamford, CT, serving as a reseller for Fujitsu, IBM and Sun Microsystems.

Jim earned a bachelor of arts degree in economics from the University of Connecticut, where he is frequently featured as a guest lecturer to executive MBA program students on the topic of b-to-b sales and marketing alignment.
 

 

ALDEN CUSHMAN 
Practice Director, Benchmarking and Analysis

 

 

 

 


Alden has worked for more than 18 years as a market researcher, competitive intelligence manager, product marketing manager and analyst. He has initiated and managed innovative information and analysis capture and distribution methodologies, processes and systems in a variety of business service firms.

Prior to joining SiriusDecisions, Alden held marketing, market research and product management positions at a number of companies in the financial services, media, management consulting and information technology industries, including Reuters, Kennedy Information, Mercator Software and Investment Dealers’ Digest. During his five years at Reuters, Alden was global head of market and business intelligence for the Sales & Trading business division with annual revenue of more than $3 billion. He led key market segmentation, voice of customer, market size and share, go-to-market, and sales support initiatives. Alden also spent 12 years at Gartner as a writer and researcher.

Alden received an MBA from New York University, and a BA in journalism/science writing from Lehigh University.
 

JULIAN ARCHER
Research Director

 


 

 

 

In 1981, Julian began work as a confectionary shift production manager, ensuring that daily production and quality targets for chocolate bars were met. Seven years later, he switched to marketing and business development, targeting the manufacturing sector and bringing his passion for creating quality product on time, within budget and according to manufacturing standards.

Julian left his native U.K. in 1989 to live on the European mainland and now has more than 25 years of international b-to-b demand creation experience within corporate and pan-European field functions. His experience includes developing industry segment-focused campaigns and content aligned with each stage of the buying journey, consistently delivering campaigns that resulted in marketing-sourced opportunities achieving three times the sales revenue target over a fiscal year.

Prior to joining SiriusDecisions, Julian was a global industry marketing director for business application provider Lawson Software (and Infor after it acquired Lawson Software). He was part of the leadership team for a key manufacturing and distribution segment and managed the trans-Atlantic team responsible for go-to-market demand strategy and execution.

Julian received a BSc (Tech) Hons in industrial economics from Cardiff University and an MSc in computer-integrated manufacturing from Cranfield University.

 

MONICA BEHNCKE
Research Director

 


 

 

 

Monica is a visionary b-to-b executive with a passion for marketing. She has more than 20 years’ experience in global positions across marketing disciplines ranging from product marketing to field marketing. Monica excels at problem-solving and has a keen eye for market trends. She was an early adopter of online marketing, ecommerce, mobile marketing and marketing automation. With experience leading both large and small teams, Monica has a wealth of organizational and operational know-how.

Prior to joining SiriusDecisions, Monica held executive positions at AMD, IBM and Cisco, where she was responsible for marketing strategy, demand creation campaigns, online marketing, channel enablement, sales enablement and marketing operations, as well as field, product, solution, channel and industry marketing. Monica also ran her own successful boutique consulting business specializing in marketing strategy development, where she worked with both enterprise and start-ups in a variety of industries, including healthcare, finance, retail, high-tech and telecom. She started her career as a sales rep.

Monica received a Bachelor of Commerce degree from McMaster University in Canada.

 

MARIA CHIEN
Research Director

 


 

 



Maria has 20 years of experience in partner/channel marketing, field marketing and solutions marketing, with hands-on expertise in partner and sales enablement, value proposition and sales tool development, and sales engagement.

Before joining SiriusDecisions as a research analyst for the Channel Management Strategies (CMS) service, Maria spent the majority of her career at Sun Microsystems, Inc., most recently in Sun’s global channel marketing organization as a global partner programs manager responsible for developing and implementing a global sales enablement strategy for key products and programs to ensure sales readiness and increase partner adoption. Prior to this role, Maria was a key architect and evangelist for developing and launching the premier partner sales enablement and engagement benefit offered through Sun’s global partner program. She designed and delivered programs to enable ISVs, field sales and reseller teams worldwide to build alliances and monetize those partnerships through joint sales opportunities.

Maria’s expertise spans a wide variety of partner types including value-added resellers, independent software vendors, systems integrators, distributors and original equipment manufacturers. Working for global marketing, market development, and field sales organizations, she had responsibility for building sales programs tailored to be implemented and delivered in the field and through/to partners. This included revenue generating programs, content and training that was relevant and resonated within sales and partner communities.

Maria holds a BA in English from The Catholic University of America.

 

LAURA CROSS
Research Director

 


 

 

           

Laura is a results-oriented marketing professional with more than 15 years of experience in strategic planning, demand creation, marketing operations and public relations. She understands demand creation for b-to-b companies and is passionate about companies with complex business models, especially those that sell to – and through – a channel.  

Laura has held senior marketing positions at Epicor Software, American Express Corporate Services, Kofax Limited and Ingram Micro. She was an early adopter of marketing automation and sales force automation solutions as a customer of Eloqua (now Oracle’s Marketing Cloud) and then a member of Eloqua’s best practice consulting team. At Eloqua, Laura worked with more than 500 customers over six years, helping them to improve their sales and marketing processes and increasing their overall efficiency and effectiveness.

Laura received a BA in public relations from the University of Southern California.

 

 

KERRY CUNNINGHAM
Research Director

 


 

 

          Kerry Cunningham has more than 20 years of experience in b-to-b demand creation and management, spanning a broad array of industries and markets.

As vice president of operations for a leading b-to-b tele-services organization for more than 15 years, Kerry has been a thought leader in the design and implementation of tele-prospecting, -qualification and -sales processes and teams for a wide array of b-to-b products, solutions and services. He developed lead followup and feedback processes for many of the world’s most prominent b-to-b brands, gaining substantial real-world expertise in the realm of lead management and governance. This experience has also contributed to Kerry’s substantial expertise in the alignment of marketing and sales organizations. Kerry also possesses a unique combination of academic and real-world expertise in the area of organizational design and management, including expertise in cross-cultural organizational design and change management, as well as thought leadership in employee selection, retention and development.

Kerry has a BA in psychology from Indiana University and an MS in industrial/organizational psychology from San Francisco State University, where his research focused on illuminating the drivers of human economic behavior.

 

JOHN DONLON
Research Director

 

 

 

 

 

John Donlon is a dynamic, results-driven leader who thrives on helping organizations accelerate the maturity of their business operations. He has more than 20 years of experience in marketing operations as both a practitioner and consultant.

Before joining SiriusDecisions, John was the director of sales process and technology for Iron Mountain, where he pioneered the use of Lean Six Sigma process improvement techniques to drive efficiencies and effectiveness throughout the sales and marketing funnel. Prior to that, he founded the marketing operations function within Iron Mountain and led several of its key disciplines, including marketing strategy development, planning and budgeting, reporting and analytics, data governance and process improvement.

John’s experience includes implementing large-scale, enterprise-wide technology solutions for financial, government and business services organizations. For three years at Staples, he managed the implementation of a marketing data mart and its reporting tools, transforming data from the company’s enterprise data warehouse into actionable information for management. During his five-year tenure at Align360, he led clients such as Capital One, Wells Fargo and GE Capital through dramatic business transformations by reshaping their processes and leveraging decision engine and CRM software to drive sustainable gains.

John earned an MBA from the Kenan-Flagler Business School at the University of North Carolina at Chapel Hill and a BA in Economics from the University of Virginia.

 

JAY FAMICO, PMP
Practice Director, Technology

 

 

 



 

Jay is a thought leader focused on helping companies gain maximum value from their investments in marketing programs and technology. Jay is an expert on the challenges and opportunities that technology and process standardization present in their implementation, use, and management within a marketing organization and how individual applications should link to form a unified ecosystem.

Before joining Sirius Decisions, Jay was lead strategist at The Pedowitz Group, a consultancy specializing in marketing automation. Jay has also served as senior consultant for CRM at Brightcove and senior manager of e-marketing and marketing operations at FAST, a wholly owned subsidiary of Microsoft. In these roles, Jay has implemented marketing automation at dozens of b-to-b organizations, consolidated CRM and database applications into unified CRM systems, defined corporate master data management strategy, and project managed the redesign and build of corporate Web sites.

Jay has earned an MBA in marketing from the University of Notre Dame, an MA in marketing from Bentley University, an MA in project management from the George Washington University, a BA in management from Bentley University and a graduate certificate in human-computer interaction from Tufts University.

 

TERRY FLAHERTY
Research Director

 

 

 

 

 

Terry Flaherty is a senior marketing executive with a passion for sales and marketing integration through effective demand generation.  His background includes more than 15 years’ experience delivering enterprise-level software solutions, including business process management (BPM), IT infrastructure management, business intelligence and application development.

Prior to joining SiriusDecisions, Terry was vice president of demand generation and revenue performance best practices at Bulldog Solutions, where he developed best-practice frameworks for revenue performance improvement and demand generation for Bulldog's enterprise clients.

Terry also has several years’ experience as a marketing consultant, helping clients with corporate positioning, strategic messaging and implementation of marketing automation, customer relationship management systems and social media tools.

Terry also spent three years as the vice president of marketing at Lombardi Software,  where he established the company as a leader in the newly emerging human-centric BPM market.  Terry developed ValueNow, a value-centric sales methodology that used financial and operational benchmarking to generate budgets for solutions before BPM is a funded IT initiative. He was featured in Software CEO for his thought leadership on selling software in a depressed market.

Terry received a BS from Pennsylvania State University and an MS from Louisiana State University. 

 

ROSS GRABER
Research Director

 

 

 




Ross brings over 15 years of marketing experience to the SiriusDecisions Marketing Operations Strategies service. His expertise spans a broad base of marketing areas including measurement, process development, segmentation, messaging, marketing technology, customer marketing and sales enablement.

Prior to joining SiriusDecisions, Ross served as the director of marketing for Knovel, a SaaS–based provider integrating technical information with analytical and search tools for engineering markets. In this role Ross led marketing operations, lead generation and customer marketing functions and implemented marketing measurement, marketing data strategies and marketing technologies as well as multi-channel lead generation, customer marketing and retention programs. Prior to Knovel, Ross held product and marketing management positions within Elsevier, a division of global information supplier Reed Elsevier.

Ross received a BA in English and sociology from the State University of NY at Albany.

 

JENNIFER HORTON
Research Director

 

 

 

 

 

Jen is a marketing executive with more than 15 years of experience in high-growth b-to-b organizations. An early adopter of marketing automation technology and closed-loop lead management processes, she is passionate about sales and marketing process improvement, sales and marketing effectiveness measurement, demand generation strategy and execution, product and solution marketing, sales enablement and customer experience marketing.

Most recently, Jen led demand generation and marketing operations for Spiceworks, a social network for IT professionals. Previously, as a best practice consultant for Eloqua, she helped organizations such as Adobe Systems, ADP Retirement Services, BMC Software, CyberSource, Dell, Eaton Electrical, Lenovo, MDS Pharma, Sonosite, Telus and VeriSign transform into modern marketing operations. Prior to her work at Eloqua, Jen held senior demand and product marketing roles at organizations such as Lombardi Software (an IBM company), Dell, Motive Communications (now Alcatel-Lucent) and Trilogy.

Jen takes her passion for sales and marketing excellence back to the greater community by publishing on blogs, presenting at industry conferences, driving social media conversations and continuously evangelizing b-to-b sales and marketing best practices.  

Jen received a BA in communication studies from Vanderbilt University.

 

META KARAGIANNI
Research Director

 

 

 

 

 
Meta is a dynamic international marketing and strategy professional bringing over 12 years of experience to the Executive Edge: CMO team in SiriusDecisions. Based in London, her expertise spans a broad range of areas including marketing strategy and planning, organizational design, marketing measurement, customer loyalty, customer understanding, marketing communications, competitive positioning, solution selling and sales support.

Before joining SiriusDecisions, Meta spent six years with the marketing leadership council (MLC) – a membership within the Corporate Executive Board (CEB) – advising chief marketing officers/marketing directors and their teams in EMEA across both b-to-b and b-to-c markets. In this role, Meta had P&L (statement of profit and loss) responsibility for the MLC in EMEA, led the executive advisor team and delivered sales enablement and acceleration initiatives that drove customer retention and new business.

Prior to CEB, Meta led the strategic marketing team in LexisNexis UK where she was responsible for planning, pricing, market and competitive intelligence, mergers and acquisitions, and the execution of strategic projects. Meta first came to the UK with Gartner, spending three years as a marketing and strategy consultant before becoming chief of staff for the Gartner CEO in EMEA and operations director for Gartner Executive Programs EMEA.

Meta holds an MBA from the University of Strathclyde in Glasgow, Scotland and a BA in Information Technology from Athens University of Economic and Business.

 

JEFF LASH
Research Director

 

 

 

 


Jeff is a recognized thought leader in product management, with over a decade of experience in the development of Web-based products and services. Jeff has specialized in rapid diagnosis of product management process and organizational issues that prevent successful market-focused new product development, and implementing turnaround strategies for short-term wins and long-term success. He also brings significant experience in new product innovation, agile product management, user experience design, and product development processes.

Prior to joining SiriusDecisions, Jeff was vice president, product portfolio management for a division of Reed Elsevier, a leading global provider of professional information solutions. There, he developed and implemented product portfolio management practices, managed the new product approval process, and was responsible for training, coaching and mentoring a diverse product management team. He also served in senior-level product management positions across a portfolio of information products serving physicians and medical professionals, and helped design and roll out standardized product development processes across the organization. Jeff joined Reed Elsevier as a member of the user centered design team, working to understand user needs and design easy-to-use products and services, a role he also previously filled at such organizations as MasterCard and XPLANE.

Jeff received his MBA from Southern Illinois University Edwardsville and a BS from Washington University in St. Louis (where he currently resides).

 

PAT McANALLY
Research Director

 

 

 




Pat is a seasoned marketing executive with more than 20 years of experience in product and solutions marketing, sales enablement, thought leadership and analyst relations. She is a member of SiriusDecisions’ Portfolio Marketing service, delivering research and advice to help product marketers and managers succeed.

Prior to joining SiriusDecisions, Pat headed the product marketing team at Inttra, a provider of e-commerce solutions for the maritime industry. As part of the product management leadership team, her responsibilities included go-to-market strategy, sales enablement, customer communications and product launch. Before Inttra, Pat had a long career at SunGard - most recently in its financial systems division where she was vice president of enterprise solutions marketing; in this role she partnered with product management to bring disparate business units together to innovate software solutions for multiple financial sectors including banking, insurance and brokerage. Pat also held several positions within SunGard Availability Services, where she drove internal and external thought leadership, ran analyst relations and built integrated marketing programs for the professional services and information security practices.

Pat received an MBA in marketing from Temple University.

 

JULIE OGILVIE
Research Director

 

 

 

 

 

Julie brings 20+ years of broad-based marketing and communications experience to the Strategic Communications Management service.  Her experience spans areas such as branding, strategy, messaging, public relations, analyst relations, social media, content marketing, web site design and event management.  She has built and managed teams and implemented transformational marketing strategies in companies ranging from early stage start-ups to established market leaders.  More than half of her career has been spent in the B-to-B space.

Prior to joining Sirius, she had held the position of VP of corporate marketing for eight years at SkillSoft, a leading global e-learning provider. Before SkillSoft she held the role of Director of Marketing for Bowstreet, a venture-backed start-up and pioneer in the web services space later acquired by IBM. Before Bowstreet she held a variety of roles at Iomega during a period of historic growth spurred by record-breaking sales of its Zip, Jaz and Ditto products.  She has also worked independently as a consultant for a number of clients in high-tech and business services.

Her work has been recognized by numerous awards and featured in marketing textbooks.  She has driven thought-leadership in many organizations through published articles, white papers and speeches.  She received a BA from Rowan University.

 

MATTHEW PAPERTSIAN
Research Director

 

 

 

 

 

Matthew is a dynamic marketing and sales professional with more than 18 years of experience. He joined the SiriusDecisions team in April 2011 and comes with a broad spectrum of b-to-b expertise, managing teams to drive regional, national and global marketing for large software firms as well as early-stage companies. His experience includes developing, managing and executing multi-touch, multi-trigger, inbound and outbound campaigns for enterprise sales, OEM, channel, services and training teams to a broad range of audiences. He also has experience managing analyst and public relations, inbound marketing, search engine marketing and telemarketing teams, both internal and external.

Prior to joining SiriusDecisions, Matthew was senior director of global marketing for Pentaho Corporation, the world leader in open source business intelligence. At Pentaho he initiated and managed joint campaigns with firms such as Accenture, Capgemini, Intel, Sun Microsystems, Ingres, Netezza, Cloudera and Vertica. Matthew directed the development of new sales and marketing automation systems, designed and implemented new sales and partner enablement processes as well as multi-trigger-based lead nurturing campaigns. These efforts helped to double revenue for Pentaho for three consecutive years.

Matthew has also held senior marketing and sales roles at Cartesis, Business Objects, and Esoft Consulting, an SAP Company.

Matthew received an MBA from Baruch College with concentrations in international marketing and management and a BA from The George Washington University.

 

BOB PETERSON
Research Director

 

 






Bob is a sales and marketing thought leader with more than 20 years of experience working in mid- to large-sized global organizations, with emphasis on the financial services and software sectors. He has successfully led customer marketing initiatives designed to deepen account penetration. Bob has particularly focused on developing account-based marketing strategies to help sales and marketing organizations forge tighter alignment.

Prior to joining SiriusDecisions, Bob led the marketing organization of John Ryan Company, a firm focused on providing digital marketing strategies exclusively for large financial institutions around the globe. Bob also served as global marketing director for the financial services and service industries business unit of Lawson Software, an international enterprise resource planning company. While at Lawson, Bob was responsible for all marketing areas supporting a large existing customer base, including customer experience and retention initiatives. He was also director of marketing and communications for Shavlik Technologies, a security software company, where he ran a department responsible for demand generation, event management, channel marketing and public/analyst relations.

Bob’s extensive experience in financial services includes marketing roles with Rockland Trust Company, Bremer Financial Services, Sun Life Financial and TCF Bank.

Bob received a BA in communications/business administration from Concordia College in Moorhead, Minn.

 

MARILYN REAP
Research Director

 

 






Marilyn is an energetic business leader with a unique combination of marketing innovation, solution sales and management consulting expertise in diverse industry and market segments. For more than 25 years, she has led marketing, sales and consulting professionals through significant business re-engineering and organizational change, providing thought leadership, team building and innovative strategies.

Before joining SiriusDecisions, Marilyn was regional vice president for services sales at Infor Global Solutions, a global provider of ERP software solutions and services, where she led a team selling implementation services in selected industries in North America and helped design an internal strategic consulting capability.

Marilyn also enjoyed an extensive career at IBM, which began in field sales and sales management for large and mid-tier customer segments. From there, she moved into the marketing discipline and re-engineered IBM’s integrated marketing capability in the northeastern United States. Subsequently, as direct marketing executive for the northeastern region, she built and ran a b-to-b direct marketing center that delivered a wide range of marketing programs to the field sales organization. Building on these experiences, Marilyn became an executive consultant in the Strategy and Change practice for IBM Global Services. In this role she led client engagements with Fortune 500 and mid-tier clients, with responsibility for services business development, service delivery excellence, budget and risk management.

After leaving IBM, Marilyn spent several years in her own business providing process and change management consulting services to mid-tier and large clients.

Marilyn received a BA in mathematics from Marymount College.

 

JENNIFER ROSS
Research Director

 

 

 

 


Jennifer is a seasoned marketing executive with 20 years of experience in creating and executing marketing strategies for b-to-b companies in a variety of industries. She is a results-oriented strategist who employs integrated, multi-channel inbound and outbound marketing campaigns to generate demand, increase brand identity and awareness, and drive business growth. Jennifer’s expertise includes team building and leadership for global teams, demand creation, marketing strategy and planning, corporate communications, messaging, digital marketing, customer relationship management, event marketing, and Web site strategy and design.

Before joining SiriusDecisions, Jennifer led the marketing organization at Alteryx, a business intelligence software company. Prior to that, Jennifer held the position of marketing integration executive at IBM following its acquisition of Telelogic, a worldwide leader in software development tools. Jennifer was vice president of marketing communications at Telelogic where she was responsible for corporate marketing, worldwide field marketing and demand creation as well as brand and event management. She led the integration of Telelogic's worldwide marketing organization into IBM Rational Software, including the reallocation of resources and transfer of all marketing processes and systems, establishing IBM-recognized best practices for future acquisitions. Post-acquisition, Jennifer led IBM Rational’s demand creation, brand and event teams.

Jennifer has also held a variety of executive-level marketing leadership positions at both well-established and early-stage entrepreneurial companies, including JD Edwards, PeopleSoft and Bombardier Aerospace.

Jennifer received a BA from Central Connecticut State University.

 

JENNIFER RUSSO
Director, Healthcare Segment

 

Jennifer brings more than 15 years’ experience in healthcare marketing and health IT to the SiriusDecisions team. Her focus is on helping clients leverage SiriusDecisions’ frameworks and best practices, adapted for the complexities of the healthcare space.

Prior to joining SiriusDecisions, Jennifer held senior marketing and product management roles at several leading healthcare companies. She served as the senior director of business line management for PDR Network’s product portfolio in electronic health records, where she designed and executed the transformation of the Physicians’ Desk Reference into digital channels. In addition, Jennifer served as senior director of marketing strategy for Medco, where she led the company’s b-to-b launch of the Medicare Part D plan in 2006.

Jennifer holds a BA in Russian language and literature from Northwestern University, an MA from Columbia University and an MBA from Indiana University South Bend.

 

MATT SENATORE
Research Director

 

 

 

 

 

Matt Senatore brings more than 15 years’ experience in strategy, marketing and account management on both the consulting side and the client side. 

Prior to joining SiriusDecisions, Matt was vice president of global marketing at Casewise Systems, a b-to-b software company specializing in business process improvement and enterprise architecture solutions. He was responsible for strategic marketing planning and execution of comprehensive global and country-specific marketing activities, including branding and positioning, content creation, digital media, customer marketing, communications, demand generation, events, analyst relations, and agency and vendor management initiatives. 

Matt also spent seven years at PepsiCo in a variety of roles, including customer marketing, innovation and channel marketing. He worked hand-in-hand with the sales organization to develop annual account-based marketing strategies and plans designed to drive revenue, profit and customer advocacy.  

Earlier in his career, Matt worked as a consultant at Peppers and Rogers Group, the leading customer relationship marketing boutique consulting firm, where he assisted leading organizations, including Jaguar, Land Rover and Regent Seven Seas Cruises, with developing and implementing growth- and retention-based marketing strategies and tactics that improved the customer experience. He has also served on the board of directors for The Susan Fund, a nonprofit organization dedicated to granting educational scholarships to students who have been diagnosed with cancer. 

Matt earned a BS in finance and marketing from the University of Connecticut. 

 

STEVEN SILVER
Research Director

 

 

 

 

Steve brings with him more than 20 years of executive-level experience spanning sales operations, sales and product marketing.

Prior to SiriusDecisions, Steve spent six years as director of channel sales and operations for The TAS Group, a sales methodology and software company that developed the Dealmaker software platform. He was responsible for the design, implementation and management of The TAS Group’s worldwide channel partner program, which comprised approximately 40 percent of the company’s revenue.

Before The TAS Group, Steve was vice president of sales operations at StorageTek, leading a sales transformation project for a $1.2 billion business unit. The program touched all aspects of the sales environment, including sales coverage, indirect channels, account planning, sales management process, sales force automation, sales reporting and metrics. Steve has run large staff organizations as vice president of sales operations at Qwest Communications, customer-facing organizations as vice president of business operations at USA.NET and field sales organizations as a regional sales manager for MCI Telecommunications. As a product manager at MCI, Steve was on the forefront of new product development and launch, bringing MCI’s first intelligent network service, Vnet, to market.

Steve received a BS in telecommunications engineering from Texas A&M University and has conducted postgraduate work at The University of Chicago, the University of Denver and the University of Phoenix.

 

LISA SINGER
Research Director

 


 





Lisa brings over 20 years of experience to SiriusDecisions’ Portfolio Marketing service. Lisa’s experience has focused on global marketing and product management with an emphasis on strategic alliances and business development in emerging markets.

Prior to her role at SiriusDecisions, Lisa spent nine years in product management overseeing commercial printing equipment, software, and consumable products for Eastman Kodak Company. Lisa played a key role in building Kodak’s industry-leading digital proofing and packaging products businesses, driving bottom-line growth through new technology and licensing partnerships.

Lisa also led product management and marketing for the inkjet product line for Kodak Polychrome Graphics. In this role, she spearheaded the integration of the portfolios of several corporate acquisitions and launched a joint software development effort with partner companies. Lisa also led KPG’s joint development efforts for printing plates and equipment in China.

The analyst’s extensive experience also includes six years in product marketing, overseeing global ink and printer marketing for Encad, Inc., a manufacturer of wide format printers, inks and media. Encad is now a wholly owned subsidiary of Kodak. Lisa began her career at Bates Advertising, overseeing major brands such as Miller Genuine Draft, Saab cars, M&Ms and Philips Electronics.

Lisa has a BA in economics and political science from Emory University and an MBA from Duke’s Fuqua School of Business.

 

STEPHANIE SISSLER
Research Director

 


 

 

 

Stephanie Sissler is a results-oriented professional with more than 25 years of experience working for and with resellers, solution providers, two-tier distributors and manufacturers of high-tech products and services.  She has expertise in all aspects of channel strategy, development and management, including building go-to-market strategies, partner program design, partner and channel account manager enablement, and designing and executing sales growth tactics.

Prior to joining SiriusDecisions, Stephanie spent 14 years at Siemens Enterprise Communications, most recently as VP of global channel marketing and operations, where she delivered a number of initiatives that helped shape the company’s global strategy and approach. She also held senior-level positions in channel sales and sales operations at Siemens and spent several years launching and driving sales of its SMB portfolio to and through channel partners in North America.

Before Siemens, Stephanie served as director of VAR sales at Fujitsu PC, VP of sales and marketing at Intelligent Electronics (a two-tier distributor now owned by Ingram Micro), and regional channel manager with Novell. She started her career in sales with Xerox and was also a minority investor in a regional VAR where she led sales and marketing. These diverse career experiences have inspired a passion for all things channel-related and given her acute insight into the workings of reseller organizations and a comprehensive understanding of how to build business value that leads to growth and increased profitability through channel partners. 

Stephanie holds a MS degree in marketing from the University of Colorado and an undergraduate degree in business management from James Madison University.

 

MARCIA TRASK
Research Director

 


 

 

 

Marcia is a passionate marketer with 20 years of marketing and operations experience in the technology industry.  Her areas of expertise include marketing technology, process development, strategic planning, campaign development, measurement and sales alignment/enablement. Marcia has worked across several functional marketing disciplines, as well as in business operations, program management and product release management. 

Prior to joining SiriusDecisions, Marcia was director of marketing operations for Achievers, a SaaS-based employee engagement platform.  Marcia has also served as a consultant for Marketing Operations Works, a strategic consultancy that improves marketing performance by optimizing processes, systems and data. She has also held senior marketing operations roles at Juniper Networks, Adobe Systems and PeopleSoft.  In these roles, Marcia has driven large-scale marketing automation implementations, managed annual planning and budgeting, created new campaign frameworks, developed performance dashboards and partnered with sales on pipeline ownership. 

Marcia received both a BS in public relations and marketing and an MBA from San Jose State University.

 

RACHEL YOUNG
Research Director

 


 

 

 

Rachel is a senior marketing executive with more than 20 years of experience in product and solution marketing, demand generation, sales enablement and communications. As a member of the SiriusDecisions portfolio marketing team, Rachel delivers research and advice to help product marketers and managers succeed.

Prior to joining SiriusDecisions, Rachel held several marketing leadership roles at technology companies ranging from startup to enterprise. Her long career at Hitachi Data Systems, a leading provider of data storage solutions, included a series of roles culminating in her promotion to vice president of global marketing responsible for product and solution marketing, branding, media and analyst relations, and communications. At Cadence Design Systems, a chip design software company, Rachel was vice president of corporate marketing in charge of branding, marketing communications and public relations. Most recently, she led marketing for a division of Mitchell International, a supplier of insurance software, where she was responsible for product marketing, demand generation and sales enablement.

In these marketing leadership positions, Rachel played a key role in growing revenue and brand value by executing on her strengths of go-to-market strategy, positioning, messaging and content development, process improvement, and sales and marketing integration.

Rachel earned an MBA in entrepreneurial studies and a BS in marketing from the University of Southern California.

 

JACQUES BÉGIN
Research Analyst

 

 

 

 

 

Jacques brings 12 years of IT research industry expertise and insight to SiriusDecisions' technology practice.  He has proven success in account management, research and analysis, content development and delivery and communications and collaboration. His experience also includes process improvement, performance management, business intelligence, decision impact and agility, organization and management strategies, the business value of IT and business and IT transformation. In addition he has developed marketing and business plans and sales collateral.

Prior to joining SiriusDecisions, Jacques worked at Gartner where he concentrated on the role of the CIO and leveraging people, processes and technology. As an executive client manager, he grew, managed and retained over 70 executive, CIO, and senior IT leader relationships in the public and private sector in both the United States and Canada. As a senior writer, he researched and produced targeted market analysis for an executive level audience spanning business trends and strategy and governance and technology. Additionally, he created and led the global social networking community for Gartner writers and regularly wrote CIO, CFO and CEO focused content for the company’s tablet app.

Jacques began his career at a private consulting and implementation services firm that focused on sales processes, channel management, customer service and communications for Fortune 500 and mid-market companies. While there, he helped organize and execute marketing plans and ensured the accuracy of customer data. He designed the company’s original website and implemented its antivirus security plan.

Jacques holds an MBA with a concentration in marketing from the University of Connecticut ‘s School of Business and a BA in French and anthropology also from the University of Connecticut.

 

EDGE COBLE
Research Analyst

 

 

 

 

Edge brings more than 15 years of experience to the SiriusDecisions Sales Enablement Strategies service. He has experience in sales enablement strategy, sales operations, consulting, supply chain operations, Six Sigma project management, workshop facilitation and internal collaborative platforms.

Prior to joining SiriusDecisions, Edge was the sales enablement strategist for Philips Healthcare of North America. In this role, Edge led the evaluation team and oversaw the deployment of sales enablement tools and technology to support more than 3,000 members of the sales and marketing teams. Previously, Edge served as a member of Philips Healthcare’s CRM implementation team. He was also a member of the Philips intranet governance board and social media group, where his participation included the piloting of new internal communication platforms used by all Philips employees. While working in the Philips business excellence group, Edge earned both his Six Sigma black belt and workshop facilitator certifications. In this group, he oversaw projects saving Philips $15 million while certifying five Green Belts who saved an additional $690,000.

Prior to Philips, Edge was a demand analyst for Teradyne in its supply chain organization, where he was responsible for material forecasting. At Teradyne he earned his Total Quality Management certification and was a member of 35 quality improvement teams and the leader of eight, with projects spanning multiple departments. Prior to Teradyne, Edge worked for Booz Allen Hamilton as a consultant to the U.S. Environmental Protection Agency for digital record management and storage.

Edge received his MBA from Boston University and a BA in psychology from the University of North Carolina at Chapel Hill.

 

ASHLEY PARIS
Research Analyst

 

 

  

 

 

Ashley Paris is a dynamic communicator who believes in the transformational power of data-driven marketing and automated demand management. For more than eight years before joining SiriusDecisions, she innovated b-to-b and b-to-c digital strategy using her combined understanding of marketing automation technology and the principles of demand creation and management.
 
Ashley began her career in marketing operations at the TD Garden, home of the Boston Bruins, where she lead the deployment and use of Oracle Eloqua’s marketing automation platform for the arena's acquisition and retention marketing. Under Ashley's leadership, the TD Garden leveraged advanced marketing automation to grow and reactivate its opt-in database, streamline and standardize outbound communication, and champion the use of mobile within the traditional marketing mix.
 
Most recently, Ashley was an account director and senior consultant at DemandGen, a global team of marketing automation and lead management experts. She distinguished herself by developing consulting frameworks for lead nurturing, customer lifecycle definition and nurturing, content strategy and multi-dimensional needs analyses. She applied her consulting and client management expertise to a diverse portfolio that included LinkedIn, American Express Business Travel, Concur Technologies, Covidien, Dell Cloud Business Applications, Kimberly-Clark and CA Technologies.
 
A resident of Boston, Ashley received a BA from Boston University in communication with a strategic focus in mass communication studies and advertising

 

Jill Stanek
Research Analyst

 

 

  

 

                  Jill brings nearly 20 years’ experience in information technology, software and research advisory services. Prior to joining SiriusDecisions, she worked in a variety of roles for both small startups and large enterprise companies, including PwC, where she was a marketing and sales manager on the global account team for the company’s largest global consulting engagement. At Eprise, a Boston-based Web content management software startup company, she prepared, designed and delivered high-level sales presentations and demonstrations as a pre-sales engineer selling into manufacturing, financial and high tech organizations.

Jill also spent eight years at Gartner, where she was an executive advisor providing key insight, knowledge and research to Fortune 500 media CIOs through the Gartner Executive Program. Prior to this role, she provided system, network and web development support on Gartner’s internal and external remote development/staging and production Unix servers, as well as administration and maintenance on company firewalls.

Jill received a Masters of Information Systems from the School of Computer Science at Pace University, where she earned the Information Systems Distinguished Achievement Award, and a BS from the College of Human Development at Syracuse University.

 

JACK ANDROVICH
Consulting Director 

 



 




Jack Androvich is a dynamic marketing executive and recognized thought leader in the emerging field of integrated marketing and marketing IT, personalized engagement, big data and b-to-b business analytics. With more than 20 years of experience, he has a unique blend of strategic marketing and execution capabilities in global high-technology and clean technology, including outbound, inbound and social tools and methods.

Jack has a full scope of experience in all aspects of marketing, product management and business/corporate development for large and small companies. He has led global acquisition teams for public companies in deals up to $300 million in size and $160 million first-year revenue commitments. He is equally at home with customers as he is in the back office running marketing and business operations, and is a Six Sigma black belt.

Prior to joining SiriusDecisions, he spent seven years as senior director, global sales and marketing operations for Autodesk, Inc. Before Autodesk, Jack was with Sun Microsystem for 12 years, where he created the first marketing operations function, managing global market-share reporting, marketing systems, cost optimization, quality performance measurement and marketing career development.

Jack also held the role of marketing VP for emerging technology companies including DaVinci Graphics and RasterGraphics, sales accelerator SalesRamp and was the founder and CEO of Sun Center, a market-leading clean-technology company offering renewable energy products and services for residential and commercial use.

Jack received a BA with honors in communication studies from California State University – Sacramento, with additional coursework in strategic partnerships at University of Virginia’s Darden School of Business.

 

BRUCE BRIEN
Consulting Director 

 


 

  

 

Bruce Brien has spent most of his professional career at the intersection of marketing, sales, technology and analytics. To say that he is passionate about these topics would be an understatement. Bruce embraces the challenges of complex business-to-business sales and marketing environments and enjoys identifying or creating technology-based solutions to deliver the desired results. 

Bruce has more than 25 years of experience in enterprise b-to-b sales and marketing, including 10 years running the predictive analytics business that he founded. Bruce’s experience spans all aspects of product design, development, delivery, deployment, marketing, sales and service. He has supported the sales organizations of some of the world’s foremost technology companies, including IBM, HP, Cisco, Microsoft, Motorola, SAP, Siemens and Oracle.

Prior to joining SiriusDecisions, Bruce spent two years as the SVP of client success at Bulldog Solutions, where he was directly responsible for the satisfaction, growth, revenues, and profit of the company’s installed base, as well as solutions design and development, solutions marketing, internal KPIs and reporting, and custom development.

Prior to his tenure at Bulldog Solutions, Bruce founded Stratascope, a sales and marketing predictive analytics service that he managed for more than 10 years before selling the company’s IP to The SAVO Group. Earlier in his career, he ran the pre-sales and implementation consulting practices of several enterprise resource planning vendors in the northeastern U.S.

Bruce is a maxima cum laude graduate of LaSalle University and received a commendation medal for meritorious service to the United States Air Force.

 

 

WADE KHOURY
Consulting Director 

 



 




Wade brings over 20 years of sales and marketing experience to the Consulting Team at SiriusDecisions. He is highly skilled at process development, data management, performance measurement and guiding organizations to operate in an efficient manner. He has a proven record of delivering results and is driven to help others be successful.

Before joining SiriusDecisions, Wade was director of marketing operations at JDA Software and led the collaborative efforts to improve data-driven decision-making, enhancing global planning processes and ensuring marketing and corporate go-to-market plans were in alignment.

He possesses an entrepreneurial spirit and has successfully created and launched many products – most notably Slip-On Spikes golf overshoes, which was a PGA Show New Product finalist and Indoor Orchards Citrus Seedlings. As co-founder of Axis Data Systems, Wade acted as a change agent for the Transportation industry, by introducing a revolutionary load-matching software system for shippers and carriers. On his way to becoming a category manager at Canadian Tire, he began as an advertising analyst, developing analytics and marketing processes for demand creation.

Wade received a BA in English from Carleton University in Ottawa, Ontario.

 

IAN SAVAGE
Consulting Director 

 



 

 

Ian is a proven subject matter expert in sales and sales consulting.  He has 20-plus years of experience in sales and line sales management, and has also managed sales operations and sales enablement functions.  Prior to joining SiriusDecisions, Ian was vice president of consulting for customer success for The TAS Group.  He has delivered many sales consulting engagements and designed, developed and delivered workshops for salespeople, sales managers and sales leaders around the world. Prior to that role, Ian worked as managing principal and co-founder of Atlanta-based Inertia Consulting Group.  The  practice included consulting and training in all areas of sales effectiveness, with a broad range of clients from small organizations to large global clients and across many different industries, including high tech, media, manufacturing and telecommunications. Ian also has extensive experience in channel and has held the position of VP of indirect channels. 

Originally from the U.K., Ian spent the first part of his career in high tech on international assignments in in the U.K., Norway and Switzerland.

  

ONA KOEHLER
Benchmarking Manager 

 



 




Ona is a business analyst with hands-on experience in global sales and marketing operations and data analysis. As a benchmarking analyst at SiriusDecisions, Ona works with clients to gather and review key sales and marketing spend and performance data.

In her previous roles Ona has assisted senior sales and marketing executives with recommendations founded on analysis of sales and marketing data, cost structures, as well as research on industry trends for global markets. Her areas of focus have been systems planning and management, forecasting, sales promotions and incentives. She has also supported international channel partners in more than 30 countries with guidance on growth and positioning strategies that aligned partner and supplier business objectives.

Ona earned a BA in business administration, with specialization in marketing and minors in economics and information systems, from the American University in Bulgaria. She is currently pursuing an MBA at the Stern School of Business at New York University.


 

MARK NADOLNY
Benchmark Analyst 

 



 

 


With over eight years of professional experience identifying key consumer needs and issues, Mark is an accomplished market research analyst who now provides support for all SiriusDecisions benchmark activities including survey development, data collection and analysis.

Prior to joining SiriusDecisions, Mark spent over three years with Canon U.S.A. as a support analyst specialist. He helped identify consumer issues needing attention and developed research solutions that led to the integration of consumer-demanded features, service advisories, and updates to existing camera firmware. He also led a four-person team charged with all internal ad hoc reporting requests in North America and Japan.

Before Canon, Mark spent more than two years as a market research analyst (with a focus on social media) at Kaava, where he performed quantitative and qualitative analysis to objectively assess consumer perceptions, highlighting specific brand, product and/or behavioral attributes. Final deliverables included category analysis, benchmark/audit reports, tracking studies, and category snapshots.

Mark has a BA in German (which he speaks fluently) and a BS in international business with concentration in marketing from the University of Rhode Island.

 

 

Contact Us

We can help you with the research and insight you need to take your sales and marketing to the next level. Learn more

Sign up
Corporate Home   |  Privacy   |  Terms   |  About SiriusDecisions   |  Contact Us   |  My Account   |  Shopping Cart |
© 2001-2013 SiriusDecisions Inc.
Call us at today at +1.203.665.4000

Powered by the leading e-learning software system, Training JumpStart, Creative design by Taylor Design.