Drew West

Drew West

Voice of the Product

Summary

Technology organizations turn to me to bring a distinctive voice to their products through unique and memorable messages.  I help products delight more clients, marketing programs create more opportunities, and sales teams win more business.  I am a:
  • Versatile Marketer with 15+ years of growing markets, driving demand, & enabling sales teams
  • Nurturing Leader to guide individuals, grow teams, set standards, & develop initiatives
  • Compelling Messenger to create distinct & memorable product value statements
  • Skilled Architect to build sales tools & deliver high-impact training
Specialties:
  • Creative Content
  • Memorable Presentations
  • Bold Thought Leadership
Expertise
  • Positioning & Messaging
  • Sales Effectiveness Tools
  • Product Launches
  • Demand Creation Assets
  • Go-to-Market Plans

Examples of My Work

Work History

Work History
Jan 2011 - Present

Director of Product Marketing

Deltek

Product marketing initiatives for Deltek, focusing on the Maconomy product line for professional services industries such as advertising agencies, marketing firms, consulting organizations, and accounting groups. Responsible for market growth, marketing and lead-development programs, sales-support tools, and messaging & positioning.

Feb 2005 - Feb 2006

Product Marketing Manager

Sterling Commerce (Yantra Division)

Administer broad product marketing initiatives to support revenue goals for the applications division of a $500M provider of enterprise collaboration tools and supply-chain applications. Develop product positioning for compelling value propositions used in sales-support tools, lead-generation campaigns, and marketing collateral. Oversee scope and execution of product launches, including sales readiness, organizational awareness, and external publicity. Create go-to-market plans for attainment of product-line revenue targets. Support market research, competitive intelligence, and analyst relations. Prepare client case studies, pricing policies, call guides, and product/corporate presentations.

Oct 2006 - Dec 2010

Product Marketing Manager, Workforce Analytics

Kronos

Develop and execute go-to-market strategy for multiple strategic growth products for this $650M provider of workforce management applications.Develop product positioning, differentiated across key healthcare, manufacturing, and retail verticals.Drive product roadmap through market requirements, customer interviews, sales analysis.Direct packaging and guide pricing.Create collateral, presentations, sales tools, white-papers and customer cases.Design lead-generation programs, develop messaging, create offers, and guide targeting.Deliver live sales training and recorded job-aids.Orchestrate customer events and present product sessions.

Jun 2003 - Feb 2005

Product Marketing

Vastera

Responsible for sales tools and channel programs to support go-to-market strategy for an $85M provider of supply-chain applications. Developed multinational pricing strategy, usage policies, and price calculators for the global sales team. Prepared customer research surveys to solicit data for product marketing plans.

Nov 2000 - May 2003

Sales & Pre-Sales Director

Vastera Japan KK

Profit-and-loss responsibility for Vastera Japan. Defined go-to-market plan, developed localized marketing materials, sales presentations, and lead-generation programs. Directed sales operations and individual target account strategy. Supervised software implementation and client support.

Oct 1999 - Oct 2000

Alliances Manager, eBusiness Integration

Vastera

Developed co-marketing channel relationships among complimentary software providers. Created a partnership strategy that resulted in 10 strategic partnerships and a $250,000 license agreement

May 1994 - Aug 1999

Pre-Sales/Solutions Consultant

Vastera

Exceeded annual target each year in quota-carrying pre-sales consulting role for enterprise software products

Education

Education
Sep 1989 - Aug 1993

B.S.

Rochester Institute of Technology

Skills

Skills

Presentation Development (PowerPoint)

High-impact presentations, including development of creative graphics, effective diagrams, and compelling messaging.

Sales Effectiveness Tools

Presentations, brochures, talking-points and messaging, customer cases, product "battle cards"

Positioning & Messaging

Developing messaging and positioning

Certifications

Certifications

Corporate Visions

Power Messaging

Pragmatic Marketing

Pragmatic Marketing