Cathryn Binz

Experience

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  Springbok Technologies

  Jan 1998 - Jan 2001

  Director

  Inc. 500 fast-growth technology PR agency acquired by Cohn & Wolfe (WPP company).* Orchestrated full agency participation in client’s IPO and convinced client’s attorneys to allow broadcast coverage during quiet period.* Taught tech practice groups (e.g., wireless, photonics, telecommunications, semiconductor, CRM and healthcare) how to assess trends and secure press/analyst coverage.

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  JP Mobile

  Jan 2001 - Jan 2003

  VP, Corporate Communications

  Enterprise mobile/wireless software provider.* Positioned company for acquisition by gaining analyst recognition as one of world’s top mobile software providers (within first 6 months of employment), creating collateral and competitive materials deemed best preparation in corporate history, and working closely with product management and product marketing teams to align efforts with voice of the customer.* Coached CEO on company & investor speeches (e.g., crisis communications, acquisitions). Show less

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  Hunt Energy

  Jan 2003 - Jan 2006

  Assistant Vice President, Marketing

  Energy solutions affiliate of world’s largest independent energy company (Hunt Oil).* Evaluated potential acquisition targets and participated in due diligence activities.* Led integration of sales, marketing and services teams for 3 acquired companies.* Consolidated portfolio by 40% with buying trend analysis. * Delivered 10% product revenue growth across 3000 distributors while co-leading (at CEO’s request) turnaround of $10M North American channel sales organization.* Spearheaded company’s RFP response to Pacific Gas & Electric (one of two finalists). * Drove strategic international marketing initiatives, including localization for trade media, industry associations, events, product launches, in-store promotions, catalogs and advertising. * Created internal newsletter, brand ambassador network, and executive visibility plan. Show less

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  MAC Meetings & Events

  Jan 2006 - Jan 2008

  Mobility Lead, U.S Field Marketing for Cisco

  Networking, security, collaboration, and data center solutions provider.* Achieved $92M in wireless sales pipeline (127% of goal, on time and within budget) with program designed to protect Cisco customer base against emerging competitive market threats.

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  Horsepower Strategies

  Jan 2009 - Mar 2018

  Principal

  Consulting firm delivering marketing strategies and programs to Fortune 500 clients.FOR CLIENT: CISCO* Led Americas marketing for 800+ partners (resellers, distributors, systems integrators, service providers).* Contributed to more than 100% YoY growth in Americas midmarket segment. - Improved lead quality by initiating data consolidation from operations, analytics, sales and engineering. - Aligned customer/partner incentives with sales targets by collaborating with promotions team. - Teamed with global engineering to understand priorities, deliver product roadmap insights, and explain the sales mindset. * Helped drive 46% YoY sales growth with enterprise segment initiative that captured trend data for engineering. * Drove $25.6M in bookings via program co-developed with partner sales team (concept to completion in same quarter).FOR CLIENT: NOKIA NETWORKS (formerly Nokia Siemens Networks)* Created North American positioning & sales collateral that helped elevate client from # 4 to # 2. Show less

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  TeleSpace LLC

  May 2013 - Mar 2014

  Director of Marketing

  Cisco cloud service provider specializing in business voice, video and contact center functionality.* Interviewed teams to assess cultural DNA, roles (including silent leaders), needs, and change readiness.* Influenced 6x increase in monthly recurring revenue over 5 months with streamlined services portfolio, sales/partner collateral, discovery & proposal templates, competitive data, and message matrix.

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  Finocchio Consulting, Inc.

  Feb 2015 - now

  * Applied best practices to help design and build a global SaaS training program that transforms the way Cisco sells. * Recognized for vast improvements in the global training program on the full Cisco Security portfolio. - Target audience: Security sellers (internal and partners) in sales, pre-sales engineering, and deployment roles - Scope: 449+ on-demand assets, instructor-led modules, metrics, survey capture, related comms, and post-mortem analysis -Results: Up to 5x higher security bookings for employees who completed the training and 2x higher security bookings for partners with individuals who finished it -Scale: Portions of the training are now mandatory for all Cisco new hires. Show less * Served as the sole U.S. liaison across customer segments and portfolios – analyzing data, market dynamics, and resources with sales and engineering leaders. Helped align plans to achieve bookings goals while ensuring “feet on the street” views were shared cross-functionally.* Developed business consultant training material for marketing to elevate discussions with sales/engineering leaders. Included nuances in sales compensation models, how Cisco recognizes bookings, partner considerations, solution adoption/usage and addressing headwinds & tailwinds.* Improved campaign choices by compiling average sales cycles, deal sizes, and sharing cross-portfolio insights with strategy & planning leaders. * Created popular calendar slide depicting fiscal year’s launch plans, sales & partner motions, digital & live events, and best sales tools.* Revamped “internal wins” questionnaire and final deliverable to focus more on “how” the deal was won.* Contributed to sales goal achievement in first half of certain fiscal years  FY19 midsized collaboration business – with simplified message, packaged content and first virtual summit on this portfolio. FY19 and FY18 midsized networking business -- with early input on seller requirements for successful intent-based networking launch, and by maintaining seller focus on specified topics.  FY16 Citrix-attached sales of Cisco Unified Computing Systems – including quadrupling QoQ marketing-led pipeline across Americas and EMEAR (and same quadrupling for NetApp).* Spearheaded Americas FY17 launch of Cisco Spark Board (now Cisco Webex Board) with only 6 weeks’ lead time. Resulted in 1000+ units sold in first 3 weeks and over 50% conversion rate for live events (registrants to attendees).* Developed Apple partnership with global, regional, product, and vertical stakeholders. Was cross-portfolio subject matter expert driving message alignment, campaign asset creation, and demand generation strategy. Show less

  • Program Manager for Cisco

    Sept 2019 - now

  • Senior Marketing Consultant for Cisco

    Feb 2015 - Aug 2019