About Us

Dean is a seasoned SaaS start-up / scale-up executive with over 25 years of experience building, leading, and scaling high performing customer facing teams across multiple industry verticals. Over that time, he successfully built and scaled a number of world class customer teams that propelled growth leading to 4 acquisitions (totaling $1.52B) and 1 IPO. Additionally, Dean has been serving as an advisor to SaaS boards / CEO's providing management consulting on all post-sale customer facing functions since 2017. He is also an early stage investor focused on SaaS based start-ups.

Experience and accomplishments summary:

• Built and led customer success teams managing $250+ ARR in renewals and up-sales

• Managed teams focused on B2B SMB to Enterprise Fortune 100 companies in multiple industry verticals

• Grew and led post sales teams from 0 to over 150 headcount at 4 startups / scale ups

• Experienced in building and leading all post sales customer facing functions and sales / value engineering

• Managed customer success teams supporting over 5000 customers in high touch / low touch / no touch / hybrid models

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Some success stories:

• Black Duck Software – VP of Customer Success

  • Re-organized the entire post-sales side of the business

  • Increased gross renewals from 82% to 93% within 12 months

  • Scaled the team from 12 to over 110 employees globally

  • Drove net renewals to over 120%

  • Increased customer lifetime value by 50%

  • Acquired by Synopsys for $565M

• HealthEdge – SVP Professional Services

  • Built and grew services P&L from $8M to $65M in less that 24 months

  • Recruited, hired, onboarded, and deployed over 120 people in 18 months

  • Developed and grew company's managed services offerings as recurring revenue

  • Acquired by Blackstone for $750M

• Lodestar Corp. – Co-Founding member responsible for global operations. Led the organization through hyper growth stage that took the company from $4M to over $40M in 4 years. Scaled the team from 18 to over 300 employees globally.

  • Acquired by Oracle

• Salary.com – SVP of Global Professional Services responsible for all post sale customer facing functions, including account management. Scaled the team from 15 to over 100 in less than 3 years. Transformed PS from a cost center to a profit center growing services bookings from zero to $20M within 36 months. Developed, executed and led the enterprise go to market strategy integrating technology, big data, and management consulting to drive larger, more strategic deals. Developed and closed the first 7 figure ACV deals in company history when the average deal size was under $50K ACV

  • IPO 2007