Strategic GTM & Ecosystems | Advisor | Investor
David enjoyed a dynamic 43+ year career journey in the tech industry building and
leading world class teams, driving GTM innovation and transformation to enable scale
and deliver game changing accelerated growth results with colleagues & partners around
the world.
He navigated five major waves of technology innovation from the mainframe/mini era
to client/server, the internet, cloud and now GenAI with several of the market leading
SaaS, services and systems innovators in the industry over the past 28+ years including
ServiceNow, VMware and Compaq-HP. He served as a transformational change agent and executive leader in a variety of
GTM, partner ecosystem, sales, business development. marketing and P&L leadership
functions over that time frame.
David recently wrapped up a six year tenure at ServiceNow where he joined as a Sr
Vice President in 2018 at $3B in revenue with a mission and charter to transform &
create a vibrant, world-class global partner ecosystem that would enable & accelerate
ServiceNow’s growth from $3B to $10B+ by 2023.
In his first 4+ years of transformational leadership with an amazing team, he established
ServiceNow’s global partner ecosystem as a source of unique differentiation & competitive
advantage on the revised journey to $16B+…a widely & externally recognized strategic
force multiplier for the company growing ‘Partner Impacted’ net new revenue from 72%
to 92%+ & ‘Partner Sourced’ net new revenue at a 45% CAGR.
At the core, he established a world-class global-regional GTM operating & coverage
model foundation that was ‘built for scale’ with associated strategic programs achieving
impressive results, including a more globally consistent, predictable, and proactive
joint engagement model to enable co-sell with partners, including associated governance.
In early 2023, he was asked by the CEO-CFO to build and establish ‘Ecosystem Ventures’-
a new strategic function within Corp Development. Ecosystem Venture’s charter was
to qualify and fund private equity-led co-investments in qualified regional services
partners leveraging ServiceNow’s balance sheet.
The team’s focus was to accelerate growth with partners that could address specific
GTM capability & competency gaps (eg; Business domain, Industry & GenAI) in target
markets with initial focus on Japan, India & Germany to accelerate net new revenue
& new logos.
In the first 18+ months, the team built & established the Ecosystem Ventures GTM operating
model foundation including tight cross functional alignment across the company and
deployed $52M+ in capital on 7 high profile deals in the target markets. In addition,
he established and nurtured curated relationships with 30+ global Private Equity partners.
As of September-2024, David has retired from corporate life & is making the pivot
to his next chapter and a new season of life where he will be quite active with his
focus shifting to:
- Optimizing discretionary time & spontaneous experiences in the ‘moments that matter’
with his 3 kids/spouses, 8 grands (ages 6 months - 11), family and friends.
- Engaging more actively with several faith-based mission organizations.
- Accepting a few private equity, partner & non-profit Board/Advisor roles.
- Expanding his ongoing ‘guest lecturing commitment’ at Auburn in the College of Business
MBA program & serving as an Executive in Residence in 2024
- Pursuing expeditionary travels throughout the world with his wife Jan who has been
by his side through the thick & thin over the past 43+ years.
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