Experience

My intuitions and growing system of tools and processes are the ongoing product of 23 years of PMM leadership, IC, and consulting experiences with hundreds of products from companies spanning $3M to $3B ARR, including 2 IPOs.  By my rough math, that’s 

 

👣 Strategy and execution on 100+ cross-functional launches

👣 Presenting at 50+ sales kickoffs, QBRs, and customer conferences

👣 6x the supposed 10K hours it takes to become an expert

👣 Thousands of wins, big and small, all collaborative (such as 210% ARR growth in 18 months for Apptio’s flagship product and a 250% increase in Puppet’s ASP

👣 Thousands of mistakes committed and observed

 

Through these experiences I learned how to collaboratively nudge and jolt the needle by applying two of my superpowers - cognitive empathy (channeling how others will think/perceive) and connecting dots from 10 to 10,000 feet - to decode product value from the customer's perspective.

Of course, there is only so much time an in-house PMM leader can devote to strategy and tooling. That’s why I started Decode Value: to focus my superpowers where and when they matter most.