Crossing the Chasm
In this session, Jeff walks through his journey building Documentum over a decade from a raw start-up to the definitive leader in its category with $200M+ in revenue, through an IPO, and, ultimately to a $1.7B exit to EMC.
Jeff is a seasoned entrepreneur, executive, and investor and discusses the Documentum journey as CEO having scaled the business from practically $500K in revenue to $200M in 10 years before being acquired by EMC for $1.7B. More specifically, he overlays how he leveraged many of the principles in the book “Crossing the Chasm” by Geoffrey Moore to transform GTM and accelerate revenue growth (and if you’ve read the earlier copies of the book, Documentum is the case study referenced). In addition to Documentum, Jeff has served as a board member for category leaders in the software industry like ServiceNow (NYSE: NOW) where he is currently acting Chair. Jeff also contributes his extensive talent to a host of mission-driven organizations including the Miller Center for Social Entrepreneurship at Santa Clara University.
Software Durability in an ‘AI World’
The Inflection Point - "Viable to Valuable"
The Four Fundamental Failures of Leadership Teams and How to Avoid Them
Scaling Up -- Playing the Platform Power Game
‘Operationalizing AI’ Series – Pricing & Revenue Acceleration in the Age of AI
Scaling a Performance Culture
Crossing the Chasm: The Documentum Case Study on G2M and Leadership
Practical AI in Action for Executives
Pitch-Ready: How Great CEOs Tell the Story & Communicate Effectively
Design as a Growth Engine: Lessons for Founders and Leaders
Winning the Next Channel: How to Build Visibility & Demand in LLMs
Blueprint for Creating "Real Customer Success"
Best Practices for Prospect Conversion & Engagement
B2B SaaS Public & Private Market Outlook & Update led by Piper Sandler
Achieving Next Level Growth by Optimizing Value and Price
Amplify Go-to-Market via Account-Based Marketing "(ABM)"
Best Practices for Recruiting Exceptional Go-To-Market Executives
Building a High-Performance GTM Organization
Building a Revenue Machine Through RevOps
Building a Best-in-Class, Data-Driven Customer Experience & Success Strategy
