Because I’m a lover and consumer of marketing and technology, I joined Vignette (now OpenText) — and it was a perfect match. A global provider of content management and personalization products for large scale digital properties, Vignette was in a transition mode. They’d grown like everyone in the dotcom days, but when the bubble burst they needed to mature their platforms and change the way they went to market.
I was brought on to shift the perspective of the product marketing organization from selling their own products singularly to bundling them into solutions that addressed industry pain points. I developed and implemented an overarching strategic framework called the Web Experience Management Platform, which allowed brands to create and deliver targeted interactions across multiple touch points.
The strategy I implemented was to create an overarching framework called the web experience management platform that allows brands to set up and deliver targeted interactions across multiple touch points.
But creating solution marketing wasn’t enough — we needed to enable our sales force to also pivot from a product sell to a solution sell. As part of this change, I developed a new sales methodology designed to grow the lifetime value of existing customers, add new revenue streams and increase the capabilities of the sales force in the field. My work at Vignette set the stage for every step I made after that.