Product Marketing Data Management

NALINI MOHAN

Phone: +1-510-***-**** **************@*****.*** linkedin.com/in/nalinimohan

● Product marketing leader with over 14 years of experience in the trenches of infrastructure enterprise software

● Skilled in identifying, articulating and building technical and business use cases

● Extensive track record marketing a wide gamut of enterprise infrastructure software products: Application Integration, BPM (On-prem & Cloud), Data & Analytics, Master Data Management (MDM), Cloud Master Data Management, Customer Data Platforms, Enterprise and Cloud Security, Data Virtualization, Containers, Cluster Orchestration, Dev Ops, Governance, SaaS, Machine Learning & Artificial Intelligence, Enterprise Search, TimeSeries Databases, Graph Databases, Document Databases, Vector Database, NOSQL, Relational and Streaming Databases

● Experience managing the full product marketing lifecycle, including marketing strategy, product messaging and positioning, content creation, go-to-market campaigns, product launches, sales and partner enablement, and demand generation.

EXPERIENCE

InstaSDR.ai - A Multi-Channel AI SDR

Head of Marketing & Business Development (Fractional) May 2024- Present FunnelMind.ai - AI-based Sales Funnel Analysis & Optimization Head of GTM (Fractional) May 2024- Present

ESCAPE VLOCITY - A full-service Product Launch & GTM Agency Principal March 2022 - Present

Currently serving customers in the following areas: Data Automation and Decision Intelligence, Graph Database for LLM and Generative AI for Sales Ops and LLM/ Gen AI for Competitive Intelligence. I founded Escape Vlocity to act as a service agency for early stage software start-ups. Escape Vlocity offers end-to-end GTM services including Product Positioning, Brand Identity, Content Marketing, Competitive Analysis and Battle Cards, Pre-sales and Sales Enablement, Demand Generation, Partner Enablement, Campaigns and Social Media. REDIS, Mountain View, CA

Senior Manager - Technical Product Marketing March 2021 - Nov 2021 Redis is an in-memory NOSQL database platform built by the people who developed open source Redis. Redis is used as a cache, as a primary database and as a diverse array of data models branded as Redis Modules that include RedisJSON (Document database) RediSearch (Search Engine) Redis Graph (Graph database), Redis TimeSeries (Time series database), Redis Streams (Streaming database).

● Product Marketing Leadfor Redis Modules

● Built the GTM and Competitive Strategy for Redis Modules including Messaging Pillars, Market Strategy and competitive battle cards..

● Developed new use cases and Sales Plays for the Redis Modules RedisJSON and RedisSearch, RedisGraph, RedisTimeSeries

● Worked on market Positioning for all the Redis Modules and led private preview and public preview launches of RedisJSON

● Worked on all the modules to ensure they are offered on-premise and on the Cloud as well as AWS, and GCP Marketplace offerings

● Briefed Gartner and Forrester Analysts on the Modules and sourced market strategy and knowledge from a diverse community of industry analysts

STARDOG

Senior Manager - Product Marketing Oct 2020 - March 2021 Stardog is an Enterprise Knowledge Graph Platformthat helps bring context and meaning to data for better decision making, forms complex queries across data silos and acts as the core engine of an enterprise data fabric

● Developed new use cases and Sales Plays for the Stardog Enterprise Knowledge Graph Platform including, Data Fabric, Digital Twins, Explainable AI, MDM and Graph Analytics

● Led the Tier 1 product launch of the hybrid-cloud multi-cloud platform Stardog Cloud

● Led the launch of Stardog Express, the Cloud-Starter Kit. Built the brand identity around this trial version for the Cloud. Led the launch of Stardog listing for the AWS marketplace.

● Built a fresh set of battle cards to position theStardog Semantic Graphagainst the competitive offeringsin the market including Neo4J, dGraph, Apache Jena, TigerGraph and Ontotext,

● Developed partner brief for Stardog and NLP partner Lymba

● Briefed Gartner, Forrester and independent graph analysts on the launch of the Stardog Cloud MARSVIEW.ai

Director of Product Marketing & Demand Generation Jan 2020 - Sep 2020 Marsview is an AI-powered, fully-automated Video Analytics productusing an underlying Vector Database that provides analytics on video meetings and conferences. Marsview is built usingDeep Learning/Computer Vision, Natural Language Processing (NLP) capabilities.Marsview was acquired byEltropy

● Led Product Marketing and Demand Generation initiativesfor this pre-seed start-up

● Identified and built value prop and use cases,compellingcontent, product positioning and messaging

● Developed GTM strategy, demand-gen (webinars), lead gen (call scripts, pitch decks, competition analysis, product content and PR materialand website

● Worked closely with the CEO to arrive at the right mix of in-bound and out-bound marketing initiatives

● Conducted briefings and built a critical network of industry analysts and influencers to build awareness of this new category and product

RELTIO - Redwood Shores, CA

Senior Technical Product Marketing Manager May 2018 - Oct 2019 Reltio Cloud is an MDM product bundled with a proprietary Knowledge Graph & ML-based Analytics

● Positioned Reltio as a prerequisite product for Customer Data Platforms (CDP) and built an extensive Playbook and battlecard for Reltio vs CDPs in the market.

● Developed GTM, positioning, value prop, messaging house and buyer persona for Reltio Cloud MDM

● Drove a highly successful persona-based Account Based Marketing

● Identified and developed business use cases to increase market share and to enter the newPrivate Cloud market.

● Created compelling content for multiple media: Website, presentations, videos, white papers, infographics, interactive content, data sheets, and social media, blogs and feature articles for NewStack, Medium etc.

● Built a Sales Portal and Partner portal to ensure fresh content retrieval for Field and Partner teams

● Developed competitive positioning, competitive analysis and battlecards for Sales Enablement

● Trained Sales, Solutions, Partner and Customer Success teams on product portfolio and GTM plan during product launches, feature upgrades and during Sales Kickoffs

● As a market-facing SME I interfaced with industry analysts - Gartner and Forrester and other influencers and briefed them on Reltio MDM

● Developed customer references, testimonials and case studies to place Reltio in Gartner MQ and Forrester Wave as a Challenger and Leader in the category

● Achieved funnel velocity by ensuring 10-15% increase in MQL to SQL conversion rates

● Developed an innovative program to turn the Sales RFP into a FAQ document that helped prospects ask the right questions on the product

VIZRU - Santa Clara, CA

Director of Product & Solutions Marketing June 2016 – May 2018

Vizru is an ML-based, zero code Application Development product for Business Virtualization

● As the first Marketing hire, led and implemented end-to-end GTM and Demand Generation, built Messaging from ground up including Positioning, Messaging, Branding and product launch.

● Planned and directed the development and production of product collateral, webinars, website content and other in-bound initiatives

● Worked with industry analysts Forrester/Gartner/CDC and independent analysts in the low-code-no-code application category and arranged events, briefings around industry quadrants and waves.Successfully worked to placeVizru as a Challenger in Forrester Wave and Gartner Cool Vendor as well as to be featured in Gartner Critical Capability reports and Gartner Peer Insights

● Applied and marketed to get Vizru selected for thePlug and Play start-up cohort programand pitchedfor Vizru to be included as a Cohort twice and made Vizru product demos at the P&P Summits to prospects

● Hired a dedicated PR agency and worked with them to place strategic articles in leading publications on Vizru

● Planned and executed the market launch ofVizru -Hyperscale 3.0 that includes a software-defined securitycomponent and Vizru ZEOS,a bot-driven platform

● As a founding team member I took this pre-seed product from idea to product-market fit and helped win paying customers including BNP Paribas and Cardif Insurance

● Identified use cases and spearheaded the Solutions Marketing of industry-specificVizru Apps DENODO TECHNOLOGIES - Palo Alto, CA

Senior Product Marketing Manager June 2015 – June 2016 Denodo is a Data Virtualization and Data Fabric product

● Owned product messaging and created high impact marketing collateral including data sheets, brochures, case studies, product videos, blogs, bylines, whitepapers, and competition analysis

● Seehttp://www.datavirtualizationblog.com/author/nmohan/for samples

● Launched the Denodo partner portal through a cross-functional initiative with a partner marketing team

● Worked closely with Demand Generation to build webinars and virtual events such as Denodo DataFest and tracked lead conversion metrics -ImprovedMQL to SQL conversionratesby 18% for two subsequent quarters

● Worked extensively with industry analysts and produced compelling content for analyst briefings and inquiry calls

● Collaborated with global PR to improve and refine messaging in press release content, byline articles, and briefing materials

● Worked closely with customers to interview and understand performance ratings (NPS), critical issues and renewal criteria Reported actionable findings to Customer Success, pre-sales and Sales

● Pitched Denodo for Industry Awards and won several awards working closely with PR firms

● Delivered customer case studies and ROI tools from information gathered duringCustomer Product AdvisoryCouncil sessions andProduct Roadshows

● Built field sales enablement tools and programs to meet revenue goals; collaborated with pre-sales engineers to drive revenue and partnerships by helping Field Sales increase their lead to sale conversion rates TIBCO SOFTWARE - Palo Alto, CA

Product Marketing Manager Sep 2013 – Nov 2014

● Defined and executed the core product messaging and market strategy forTIBCO ActiveMatrixBPM,TIBCOMDM, TIBCO Spotfire and TIBCO Clarityas a stack productbundle

● Researched and monitored the BPM market space and competition for products, features, and new service offerings to improve value proposition, functionality, product positioning and future product direction for ActiveMatrix

● Created and executed a message dissemination plan for all channels including sales presentations, social, web, and general collateral

● Defined and developed a field support strategy by creating a standard demo format for all TIBCO sales and oversaw demo development. Created pre-sales training material and customer presentation PPTs IBM Business Process Manager, IBM

Senior Product Analyst - Austin, TX & Foster City, CA Aug 2006 – July 2013

● Delivered online product information centers, tech and release notes for pre-sales teams for several product release cycles of theWebSphere Process Server, WebSphere IntegrationDeveloper, and IBM Business Process Manager

● Developedproduct launch announcement and supportingdocuments as part of the product offering and fulfillment teams for the Advance, Express and Standard versions of IBM Business Process Manager 7.0, 7.5 and 8.0

● Delivered marketing projects working with globally-distributed teams of SMEs, product development, product management, product marketing and customer support teams of theEnterprise Marketing Management (EMM)group WEBIFY SOLUTIONS (acquired by IBM)Austin, TX

Product Analyst Aug 2005 Aug 2006

● Hybrid role of product analyst, product content and technical writer EDUCATION

● Stanford University:Hands-On Product Management Certificate

● University of Texas, Austin -MA, Advertising & Marketing

● The American College, Madurai -MA, English Literature

● Fatima College, Madurai -B.A English Literature& French

● MIT Management Executive Education- Artificial Intelligence- Implications for Business Strategy (In progress)

● Mini-MBA in Entrepreneurship -Silicon Valley TiE(Inprogress) CERTIFICATIONS

● Pragmatic Marketing:Product Marketing Certificate

● TIBCO Education Network:Application Integration,BPM & Data Management Stack, Force Management Sales Training

● IBM Learning:Agile Development Methodology Certification

● Reltio Force Management Course & Workshop

● Tibco - Command of the Sale& Command of the Message Courses SKILLS & SUBJECT MATTER EXPERTISE

● Enterprise Software:SOA/Microservices, BPM, ApplicationIntegration, Data Integration, Data Virtualization, Business Services Modeling/Workflows, Databases (Relational/NoSQL/Graph), Network & Storage Virtualization, Enterprise Security, Cloud Computing, Enterprise Mobility, ML & AI, Knowledge Graphs and Labeled Property graphs

● Product Marketing: Gartner Market Segment AnalysisTools, Quadrants, Hype Cycles and reports, Competition Analysis, SPSS, Salesforce, Google Analytics, SEO, Attribution.

● Authoring & Publishing:Epic Editor (for XML/DITA,HTML), Dreamweaver, Photoshop, FrameMaker IBM Lotus Suite

● Software Product Management: Version control systems (RTC, Subversion, CMVC, git), Bug-tracking and reporting tools (JIRA, Confluence), Asana, Basecamp, Monday and Aha.

● Go-to-Market Stack: Unbounce, Google Ads & analytics, SproutSocial, Marketo, Hubspot, 6Sense, Tableau, Segment

● Sales:SalesForce, SalesLoft, Apollo, Zoominfo

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