SCOTT KORTRIGHT

8706 Golden Chord Circle Houston, Texas 77040 281.222.4543skortright@gmail.com http://www.linkedin.com/in/scottkortright

Sales Acceleration and Market Growth | GTM Excellence | High Performance Teams

Results oriented marketing executive with over 20 years in software (application, platform and SaaS), hardware and professional services marketing. Strategic leader adept at driving change and gaining commitment at all levels of the organizational for key initiatives. Track record of tightly aligning with sales management. Delivers value and market growth through product positioning, branding & messaging, sales enablement, content marketing and multi-channel demand generation. Builds high performance teams and partner programs that outperform KPIs. Significant big data, analytics, and oil and gas experience.

Entrance Consulting and Services Jan 2014– Dec 2015

Director of Marketing: Repositioned a local IT systems integrator into a regional Oil and Gas software consulting and services powerhouse. Planned and executed marketing strategy, corporate branding, services development and positioning, and multi-channel demand generation. Marketing is on track to originate 50% of new business in 2015.

Services Productization: Transformed a handful of application development capabilities into a well-defined portfolio of software consulting, managed services, and industry solutions making them significantly easier to buy, sell and market.

Sales Enablement: Provided guidance on the right marketing assets to use in the buying process to accelerate sales. Created battle cards, persona messaging, self-executing demos and automated sales follow-up campaigns to decrease time spent on non-selling activities. Introduced account-based marketing strategies to drive upsell and cross-sell opportunities.

Partner Marketing: Increased partner referrals and revenues by repositioning horizontal technologies from Tableau, TIBCO Spotfire, Microsoft, HortonWorks, and K2 as solutions to the top industry business challenges.

Lead Generation: Retooled existing marcom team with improved processes/planning, technology infrastructure, and lead generation expertise. Campaigns included earned, owned and paid media. Results include 400+% YoY increase in sales accepted leads (SAL). Reinforced oil and gas authority and expertise externally with high impact campaigns and content including FRAC YOUR DATA™ animation, AFE Dashboards eBook and 65-page 2015 Energy Software Outlook.

Content Marketing: Partnered with the Director of Consulting to establish content generation goals for each consultant, resulting in an immediate improvement in both the quantity and quality of content generated. Editorial calendar, planning tools and document templates facilitated creation without impacting consultants’ billable hours.

Branding: Developed brand messaging platform and identity program aligning the company’s core values, mission, and BHAG with oil and gas messaging and value propositions. Turned the entire employee base into brand ambassadors with mandatory brand fluency training.

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PROS Pricing and Revenue Management Software Jul 2011 – Dec 2013

Director of Product Marketing, Industry Solutions and Sales Enablement

Built and managed PROS first product marketing, industry solutions and sales enablement functions. Ensured that major releases and new products lines were market ready and launched with high impact GTM programs, contributing to 22% YOY revenue growth, deeper industry penetration and increased customer satisfaction.

Product Development and Launch Transformation: Partnered with product management to introduce and implement the Pragmatic framework, dramatically increasing the rigor, structure and speed of the product development and launch processes. Led cross-functional teams to standardize deliverables, including personas, messaging briefs, and buyer journey maps. Drove organizational alignment, readiness and message consistency across product development, marcom, sales, and customer support.

Persona-based Messaging: Spearheaded the effort to improve PROS product and solutions experience online with persona-based messaging and tested value statements for more than 20 different product lines, including SaaS mid-market offerings and airline revenue management solution.

Industry Solutions: Recruited and managed team to create and market targeted industry and functional solutions comprised of our products, global alliance partner products and services. Work product included defining the addressable market opportunity, business plans and execution, and training to ensure field and partner effectiveness positioning and sell PROS solutions within an industry context. Results included 4 new joint customer logos while increasing sales pipeline by 300% and deal velocity by 41%.

White Board Selling: Led a Corporate Visions engagement that resulted in White Board “Challenger Sales” stories that dramatically improved the consistency and impact of sales rep initial conversations for their pricing suite.

Sales Training: Implemented Cornerstone learning management system and created on-demand, measurable training modules for core pricing product lines. Results included 41% YoY sales rep turn-over reduction and 81% first year quota attainment.

LMKR / GeoGraphix Jun 2010 – Apr 2011

Interim Marketing Director – contract position: Planned and executed the successful relaunch of the GeoGraphix brand and software portfolio under new owner LMKR. Developed a refreshed identity program, brand/messaging framework, technology collateral, sales tools, publicity program, and complete stand-alone website. Partnered with sales to procure and implement the Eloqua marketing automation solution.

Halliburton / Landmark Graphics Nov 2005 – Oct 2009

Sr. Marketing Manager Shale Gas Solutions (2009): Promoted to lead company-wide effort to package hundreds of disparate Halliburton services into a cohesive global shale service offering. End deliverables included new microsite, feature articles in industry publications, and domestic seminar series that attracted 95% of target companies, provided an unmatched cost-per-lead, and resulted in a new marketing and sales customer database.

Sr. Marketing Manager for Landmark SW Division (2008–2009): Built a foundation of product marketing practices, process, and integrated communication plans. Reinvigorated Landmark technology brand campaign -- “High Science Simplified” – to reflect customer experience and usability improvements. Established first division specific public relations program that delivered >$1M in annual advertising value equivalency media coverage for under >$13K monthly retainer. Marketing efforts contributed to 20% year-over-year revenue growth.

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Strategic Alliances Marketing Manager for Landmark SW Division (2005–2008) Transformed declining hardware revenue stream into a legitimate, branded petrotechnical business unit with a three-year revenue increase of 40% and profitability increase of 50%. Launched over 20 Landmark-branded partner solutions, including the first commercially-available Quad HD 56” monitor in North America.

Hewlett Packard / Compaq June 1996 – Nov 2005

Global Marketing Manager Enterprise Sales Transformation (2003–2005): Selected as marketing representative on change management team responsible for developing and implementing the strategy for transforming HP’s worldwide commercial sales force from transaction to solution selling agents. Led an aggressive analyst and public relations program resulting in 19 industry awards, 15+ articles, and extensive media and analyst recognition for HP.com. Developed initial marketing strategy for HP-Starbucks Alliance. Campaign generated significant interest and resulted in the HP-Starbucks partnership being highlighted as a key success story in HP’s enterprise brand campaign.)

Director of Marketing for B2E Solutions, Compaq & CMGI Spin-off (2000 –2003): Developed and implemented strategic marketing plan including the creation of a brand identity program and messaging platform, product collateral, product packaging, and other promotional activities for this Compaq and CMGI internet start-up.

Product Manager, Worldwide Commercial Desktop Division, Compaq (1996 –2000): Managed the product development cycle from product definition to launch for value-based Compaq Deskpro commercial desktop lines (>$6B per year). Conducted market research to yield customer and industry insights, delivered product requirements to engineering, and managed the launch of products, including go-to-market activities and life-cycle management. Managed strategic Intel and 3COM strategic alliances for networking solutions. Drove the decision to move commercial desktops to a single, embedded networking solution, saving millions in direct costs and generating over $10M in market development funds.

Ball Advertising 1991 – 1994

Wrote award-winning copy for diverse clients in high-tech, consumer goods, fast-food, and healthcare.

Education

Indiana University MBA (1994-1996); Kelly School of Business, Marketing Focus Syracuse University BS and BA (1987-1990); Advertising and Art History University of Oklahoma (2014); Energy Executive Management Program

Training and Certifications

Content World Annual Event 2015 Corporate Visions Power Messaging and CEB Challenger Workshop Messaging Training Pragmatic Product Management and Marketing Articulus and Mandel Communications: Corporate Storytelling and Business Communications Manager Tools: Management and Leadership Training

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