The Importance of Knowing Your ICP
In this session, Pete walks through a methodology to “cross the chasm” and build a category leading company through (i) focus and (ii) knowing your ideal customer profile.
Pete is an Operating Partner with PeakSpan and a veteran enterprise software executive with an impressive history of achieving outlier outcomes predicated on (i) strategic positioning (focus and ICP) that have many downstream impacts on a business and (ii) nailing a stamp-and-repeat go-to-market strategy. Before joining ForeSee, he was the President of EMEA and vertical markets at NetSuite and was one of the key leaders responsible for growing the world’s top cloud ERP company to a valuation of $10B. Previously he was CEO of ClairMail where he successfully drove the company into the #1 mobile banking and payments platform selling to retail banks. Pete also served as Chairman and CEO of Purisma and VP of Business Development at Vitria Technology. He started his career at Crystal Decisions, a pioneer in the business intelligence arena, where he was instrumental in growing the business from its infancy into a multi-billion-dollar leader.
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
