Enterprises are aggressively adopting emerging technologies including artificial intelligence and machine learning and moving to increasingly popular offerings from companies delivering mission-critical applications over the Internet via cloud based software as a service (SaaS) business models. Moreover this trend is rapidly expanding into more industry verticals, and to geographies outside the US.
In response, solution providers are rapidly moving to offer cloud-based SaaS products incorporating those emerging technologies while expanding their go-to-market strategies to effectively target new geographies and market segments.
Managing the transition to cloud-based SaaS solutions and developing effective go-to-market strategies can be a challenge for companies using legacy business models or with limited experience entering new geographies and industry verticals. To ensure success, it’s important to have a trusted, experienced advisor – which is exactly what the newly launched Marina Growth Strategies (MGS) consultancy team is offering.
Launched by veteran technology-industry CEO Andrew M. Miller, the team at San Francisco-based MGS leverages Miller’s decades of experience helping companies transition from conventional software licensing approaches to cloud-based SaaS models. MGS also provides strategic consulting services to companies expanding into new markets such as government, international (EMEA and APAC), and industry-specific verticals.
More than two decades of experience in public, PE-owned, and venture-backed companies.
Led aggressive growth and built profitability in fast-paced, industry leading companies
MGS team excels in focusing on strategic growth areas, leading global expansion, and driving improved profitability
Developed mobile equipment manufacturer GTM plan for Channels and Distribution and launch
Developed software to Cloud transition model for two public companies, launching a new platform and business model
Developed Cyber Security GTM and Product rollout for Software to Cloud Model
Developed expansion GTM from North America to EMEA/APAC and Federal for Pre IPO company and expanded reach and revenue growth post IPO
CEO and Director
2010 – 2013 (3 years) San Jose, CA
Appointed President and Chief Executive Officer in May 2010; became a member of the board of directors shortly thereafter.
Grew Polycom from $940M to $1.5B over 4 years, leading a complete corporate transformation; introduced cloud, virtualized software and SaaS offerings. Divested one non-strategic asset and completed three acquisitions.
Led a complete redesign of the company’s go-to-market model from channel-led to high touch; initiated a best-in-class partnership ecosystem that included Microsoft, IBM, and AT&T.
Steered a strategic re-branding initiative to establish Polycom as the global leader in unified communications.
Growth over 4 years
EVP Global Field Operations
2009 – 2010 (1 year) San Jose, CA
Hired to lead Polycom’s go-to-market strategy, including sales, channel, alliances, and sales engineering organizations.
Built and executed an international expansion plan that grew non-domestic business to 50% of Polycom’s sales by focusing on China and other emerging markets. Launched programs that grew federal sales to 10% of total revenue.
grew non-domestic business
2007 – 2009 (2 years) New York, NY
Had P&L responsibility for global sales, product, engineering, support, strategy, M&A, and manufacturing for this Silver Lake PE-backed company that provides technology solutions to the financial services industry. Led expansion into the Asia-Pacific, Europe and MEA markets.
Evolved the organization from direct sales to a direct-distributor model that expanded coverage and increased margins in previously unprofitable international markets.
Established a pipeline to provide next-generation technology and true competitive advantage.
SVP North America
2005 – 2006 (1 year) Maynard, MA
Had P&L responsibility for $1.1B business.
Engineered a strategic go-to-market plan to counter new global competitors. Migrated from a geographic sales model to one focused separately on enterprise, telesales, state/local, global and ecommerce.
2001 – 2005 (4 years) Oslo, Norway
Responsible for more than quadrupling revenues to $400M for this video-enabled communications company, achieving industry-leading profitability, and leading the company to global market leadership.
Successfully acquired three technology companies, built strong relationships in the investment community, and achieved substantial footholds in important global markets including Asia-Pacific.
Negotiated strategic alliance agreements with both Cisco and Microsoft; positioned Tandbergfor acquisition by Cisco.
Quadrupling revenues to $400M
1989 – 2001 (12 years) San Jose, CA
Contributed to company’s dramatic growth as it expanded from 1,000 to over 40,000 employees and from $250M to $20B in sales.
Led the $1.2B flagship unit that first introduced IP telephony in the U.S.
Specific roles held:
Vice President, Area Sales (1999 – 2001)
Vice President, Services Marketing (1997 – 1999)
Director, Multi-Services (IP Telephony) (1995 – 1997)
Director, Federal Sales, Civilian (1989 – 1994)