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.
Measuring Value and its Impact on Customer Engagement
Best Practices for Prospect Conversion & Engagement
