GREG KIRCHOFF

Business & Corporate Development Consultancy for early-stage technology start-ups.

Providing services to Venture Capital Firms and Round A-C Tech start-ups:

• Business Development/Partner/Channel/Alliance charter creation and evaluation.
• Ecosystem identification and engagement (Cloud, SI, Channel, Strategic Alliances).
• GTM creation (Revenue through/with partners).
• Marketing and Tech Integrations.

Currently serving 9 early-stage startup clients:

• Security (3).
• Customer Data Platform (2).
• Customer Engagement Platform (1).
• Big Data (1).
• Multi-Cloud Networking (1).
• InsurTech (1).

Business & Corporate Development Advisory services for:

• Operations
• Targeted Partnerships
• M&A.

Accountable for Valimail's Partner organization with the charter of establishing partnerships and driving revenue through ISV, public cloud, resellers, and services integration channel(s).

• Revenue Highlights: 
  • • Increased Partner Attach from 5% to 53% of company ARR.
    • Grew Microsoft sourced revenue from 0% to 35% of company ARR.
    • Grew GSI revenue from 0% to 7% of company ARR.

• Results Highlights:
  • • Recruited Microsoft, Twilio, Broadcom and Avanade, Capgemini, Cognizant, Tata.
    • OEM agreement with Cisco.
    • 8 product Integrations and 10 co-marketing Campaigns, 1 press release.
• Responsibilities:  Reporting into CEO. Strategy, Revenue, Budget, Reporting, Board, and Staffing.
• Span of Control:  4
  • • 2 Business Development Managers, 1 Channel Manager, 1 Partner Marketing Manager.

Accountable for Amperity's strategic alliances and business development organization with the charter of establishing partnerships, driving revenue and platform adoption through ISV, public cloud, and solutions integration channel(s).

• Revenue Highlights: 
  • • Grew Partner Attach from 0% to 26% of company ARR.
    • Grew AWS sourced revenue from 0% to 10% of company ARR.
    • Grew GSI and RSI revenue from 0% to 5% of company ARR.

• Results Highlights:
  • • Recruited AWS, GCP, Oracle, Snowflake and Slalom, Avanade, BCG, Deloitte, Accenture.
    • 5 product integrations, 8 co-marketing campaigns, 5 press releases.
    • 1 funding round.
• Responsibilities:  Reporting into CEO. Strategy, Revenue, Budget, Reporting, Board, and Staffing.
• Span of Control:  4
  • • 2 ISV Business Development Managers, 1 SI Manager, 1 Partner Marketing Manager.

Accountable for Mesosphere's Partner Alliances organization with the charter of establishing partnerships and driving revenue through the largest and most influential hardware, ISV, public cloud, and solutions integration channel(s).

• Revenue Highlights:
  • • Grew partner revenue from 0% to 27% of company ARR.
    • Dell and HPE resell revenue from 0% to 12% of company ARR.

• Results Highlights:
  • • Recruited AWS, Hortonworks, MapR, Databricks, Confluent and TCS.
    • Resale Agreement with HPE and Dell.
    • OEM agreement negotiated and executed with Hitachi Vantara.
    • 3 product integrations, 4 co-Marketing campaigns, 4 press releases.
    • 1 funding round.
    • Microsoft, AWS, HPE and Dell Corporate Development.
• Responsibilities: Reporting into COO. Strategy, Revenue, Budget, Reporting, Board and Staffing.
• Span of Control: 4
  • • 2 Business Development Managers, 1 SI Manager, 1 Partner Marketing Manager.

Accountable for BlueData's business development organization responsible for partner/channel revenue growth and platform/technology integration.

• Revenue Highlights:
  • • Grew partner revenue from 0% to 18% of company ACV.
• Results Highlights:
  • • Recruited Microsoft, Dell, HPE, Cisco, EMC, Nutanix, Intel, VMware, Cloudera, Hortonworks, MapR, Tableau, and Deloitte, Accenture, Tech Mahindra.
    • Resale Agreement with HPE and Dell.
    • 3 product integrations, 2 co-marketing campaigns, 3 press releases.
    • 1 funding round.
    • Dell, HPE and Cisco Corporate Development.
      • Acquired by HPE.
• Responsibilities: Reporting into CEO. Strategy, Revenue, Budget, Reporting, Board and Staffing.
• Span of Control: 1
  • • 1 Business Development Manager.

Accountable for Microsoft's Strategic ISV Alliances team which consisted of senior business and technical development managers chartered with securing technology adoption and revenue growth for/with Microsoft's Strategic ISVs within horizontal and vertical enterprise segments.

• Responsible for strategic alliances, co-sell revenue, partner marketing, and technology adoption for largest and most influential enterprise software partners.
  • • 200 publicly and privately held ISVs totaling $70B in annual software sales.
    • Organizational responsibility for operations, budget, reporting and staffing.
    • Responsible for a $10M marketing and technology budget.
• Revenue Highlights: 
  • • Grew revenue attainment from $90M to $650M.

• Results Highlights:
  • • Managed 12 acquisitions.
    • 500+ product integrations, 100+ co-marketing campaigns and ~20 press releases.
• FY2015 SOC: 36
  • • 25 Business Development Managers, 9 Systems Engineers, 2 Partner Marketing Managers.
    • Ranked top 2% of managers in Microsoft employee satisfaction/retention.

Responsible for Sequoia's Corporate Development and Partner Group.

• Revenue Highlights:
  • • Grew Partner Attach from 0% to 22% of company ACV.
• Results Highlights:
  • • Recruited Microsoft, Oracle, HPE, PWC, Accenture, and Citrix.
    • 2 funding rounds.
    • IPO preparation and execution.
      • IPO in 2000.
    • Cisco, Microsoft and Citrix Corporate Development.
      • Acquired by Citrix.
• Responsibilities: Reporting into CEO. Strategy, Revenue, Budget, Reporting, Board and Staffing.
• Span of Control: 4
  • • 4 Business Development Managers, 1 Systems Engineer and 1 Partner Marketing Manager.

Individual contributor managing one of Microsoft's largest partner investments (WebMD) totaling $250M.

• Responsible for Microsoft's platform and technology integration plan into WebMD.
• Managed a $7M marketing and $10M technology budget.

Bachelor of Arts, Political Science/Economics
University of Washington
Seattle, Washington