Apoorva Pande

I help tech founders scale to $10M+ ARR without burning out. 

Most of the founders that I work with are already smart and capable. They're just carrying too much of the business themselves.

My approach blends repeatable delivery systems, predictive client acquisition, and reinforcing your team's culture so that you can take a step back to enjoy life.

Let's connect. I'll teach you how to be profitable (while staying in control).

In college, I ran into a friend that graduated high school a year after me.

She told me she was finalizing the process of selling her company for millions.

I was stunned. How did she get to this point? We went to the same schools. We know the SAME stuff.

This is what she told me:

"At some point you have to decide to improve the way you think. Look at what's serving you and what's not."

That hit me.

So I shifted. I focused on what I actually cared about. Good culture. Impact. Things that energized me instead of drained me.

I joined a company and helped them scale from $300K to $10M.

I found what I enjoyed. I found what served me.

Helping tech founders scale without burning out on their journey to $10M+

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My non-negotiables when I travel:

• Good breakfast
• A gym close by
• High quality WiFi

They guarantee balance no matter where I am.

What did I miss?

A founder once told me:

“I’m going to be your best case study ever.”

He was right.

He binge-watched our content.
Then he executed.

• Month 1: closed a $590K contract
• Month 8: closed a $2M contract
• Year 1: we helped restructure a deal that should’ve been $5–6M

He closed it for $30M.

The other day I overheard a founder say he was "stuck".

I hear this all the time.

Stuck in their business model. Stuck with their team. Stuck at their revenue level.

Here's what I believe: YOU'RE FREE. You can actively decide to do whatever you want at any point.

Here's how we fix it:

- You're stuck because you believe you're stuck. The moment you decide you're not, everything changes. 

- Look inward. What's serving you (what's not?)

- What limiting factor is causing you to get in your own way?

That's the real work. That's when actual change happens.

I heard a quote this week that made "work/life balance" just make sense.

“If I'm not living life the way I want to live, what am I doing this for?”

Think about it this way: You work hard so you can enjoy life. But are you prioritizing fun, travel, friends so you can enjoy work/be more successful?

One charges the other.

(my wife and I in Spain)

Model N

• Executive responsibility for driving global business strategy & growth through innovation, managing the global Life Sciences product portfolio & leading the product management team. 

• Responsible for creating & enforcing product lifecycle management methodologies

• Help drive sales pipeline and deal closure to drive growth

• Help drive customer transition from OnPrem to SaaS 

* Driving thought leadership and innovation to increase market penetration in Life Sciences Product portfolio especially for Medtech Providers 

* Driving consensus with internal business stakeholders on product direction and prioritization of features

* Building and mentoring a high performing product management team in India for Pharma and Medtech

* Responsible for new product launches from concept to release and the commercial success of the global product portfolio. Leadership Influence over 200+ team members. 

* Built Model N Deal Management Product for Life Sciences that is built on Salesforce platform (Lightning). Trailblazer - Mountaineer · 124 badges · 30750 points

* Managing enhancements to existing revenue management and analytics products and assisting with creation of new products

* Leading the definition of Pricing and Packaging of LS Products

* Managing customer satisfaction and protection of ARR. 

* Working closely with Sales, COE, Professional Services, Solutions & Product Marketing

* Working with development teams to get product releases delivered with the desired content, on time and with high quality 

* Working with cross-functional teams to drive release of products from concept to launch using Model N’s NPI process

* Assisting with the creation and management of product roadmaps and launching new products

* Leading team to define engineering level product requirements and UX for Model N’s revenue management offerings and Model N’s Business Intelligence offerings for the Life Sciences enterprise

* Leading the streamlining of Product Management processes

Product Management Leader - Healthcare & Life Sciences Revenue Management 

Icertis

* Champion product and platform capabilities to deliver a delightful user experience and ease of use to customers and partners

* Interface and proactively manage requirements from stakeholders inside and outside of Icertis to help build short-term and long-term product roadmap that delivers a winning product portfolio across customer segments, verticals and business functions

* Build relationships and work closely with other product managers and engineering teams to provide and prioritize external requirements

* Work on Integrations with Salesforce CRM, Microsoft Dynamics CRM, Workday and Microsoft Azure (platform for Icertis)

* Help define new market opportunities, establish target audience, develop product collateral and competitive differentiation assets

* Lead Customer Advisory Boards and Customer Connect Events

* Streamlined Product Management Processes and coached team to adopt Design thinking

* Work closely with Customer Advocacy, Professional Services and Customer Support teams

* Participate in sales and marketing engagements to maintain freshness of customer, bring new market perspectives and evangelize Icertis products. Support and participate in external events like trade shows, customer meetings, pre-sales demos, business events, and engagement with leading industry analysts, Work closely with Marketing team to build release themes, product strategy, and go-to-market plans

Sr. Director of Product Management - Platform and Solutions

Oracle

* Director of Product Management in Sales Cloud Product Development Organization - part of Platform PM organization and Architecture teams for Sales Cloud and Engagement Cloud

* Leading the project for enhancing the Oracle Marketing Cloud (Eloqua) and Oracle Sales Cloud Integration; Import/Export and using expertise on CX, ERP, HCM and SCM Clouds to enhance CX offerings

* Working on improving Sales Cloud Integrations with other Cloud and On-Premise Products, Increase coverage of SOAP and REST APIs for Sales Cloud Objects

* Increasing usage of Integration Cloud Service to integrate multiple Cloud apps with Sales Cloud

* Demonstrated leadership skills and a track record of developing new applications and Cloud and On-premise product lines

* Strong customer orientation, working with cross-functional teams, and flexibility to adjust to fast-paced environments in Large and Small companies

* Regularly keeping on top of the evolving customer needs and emerging business trends through participation in customer advisory boards, industry groups, professional communities and professional education like Big Data, ML, Data Science and Internet of Things. 

* Successfully translate knowledge of these trends into the development of product features making the Oracle product offering more competitive and more attractive to customers.

* Certified Scrum Master (CSM) and certified Scrum Product Owner (SPO) - have been using Agile/Scrum and Distributed Agile for over ten years

* Built and Lead Product Management Teams including performing hands-on Product Management, mastered latest Product Management techniques at UC Berkeley Executive Education

* Extensive Background in Product Development; Certified Devops Product Owner (CDPO)

* Mastery on Modern Best Practices and implementation using leading practices in CX, ERP, HCM and SCM

* Experience with data migrations, REST APIs, and web services

Director of Product Management/ Product Strategy

- Director Product Management - CX Integrations, Oracle Marketing Cloud/Sales Cloud Integration, Architecture, Platform PM

- Director - Oracle CX, ERP, HCM and SCM Cloud, Innovation & Strategy, Offerings Development, Hiring/Ramping of Oracle ERP Cloud Center of Excellence, Upgrade Demand Generation Program, Roadmap to Cloud Offering, Midsized Bundles for CX, ERP, and HCM

- Director of Development/Program Director - Oracle CRM On Demand - Led development of ODI based Toolkit to migrate data from Siebel CRM On Demand to Oracle Sales Cloud, Drove multiple customer Projects to migrate customers to Oracle Sales Cloud, Central point of contact & drove Program with CX Sales, Product Development, Oracle Consulting, CRMOD/PDIT ops and Project management/Status reporting to Execs

- Practice Director - Oracle Midsized Program Management Office, Oracle Business Accelerators for EBS/JDE, Midsize Offerings development, Pre-Sales, Delivery & Solution Designs

- Sr. Director of Development of Oracle Service Contracts product - part of Oracle EBS CRM suite of products, awarded product of the year award, awarded outstanding achievement award by Oracle Finance for the Global rollout of Service Contracts at Oracle as part of the $1B savings program. Built this team from scratch and hired over 60 in a 3 year period, took the product from 1 customer to over 1000+ customers. Most service providers use the product for providing accurate Service, recurring billing and handling of Service Contract renewals. The product supports selling of complex Services, Usage-based contracts, Subscriptions (since 2002) & has a sophisticated billing program, Managed Strategy, Product Development, Product Management, Business Development, QA and Project Management for 3 Design partnerships (Cisco, NCR and IKON)

- Sr. Manager (PeopleSoft Global Payroll Core product) - Global Payroll Core is the engine that provides Payroll calculations support for payroll in 17 countries. Drove the 8.9 and 9.0 release.

Sr. Director of Product Development / Product Management / Product Strategy

Director - CX/ERP/HCM/SCM Cloud Applications - Center of Excellence

* Responsible for managing the three main pillars of the business: talent management, portfolio/delivery management & sales enablement

* Led the OCS team on all strategic initiatives for Oracle CX, ERP, HCM & SCM Cloud, Innovation & Strategy, Offerings Development, GTM Strategy, Pre-Sales & Solutioning support

* Drove consulting sales strategies while partnering with License Sales & Product Management on go-to-market strategies & sales campaigns for Oracle ERP/CX/HCM Cloud.

* Created a new Oracle Roadmap to Cloud Applications offering to advise customers how to plan their journey to the Cloud

* Drove the Upgrade Demand Generation Initiative to increase the Pipeline for customers looking for advice and help to upgrade their current Oracle Apps Unlimited Apps like EBS, PeopleSoft, JDE and other apps

* Drove the aggressive creation of the new Center of Excellence (CoE) for Oracle ERP Cloud Apps  by using "Agile" Hiring techniques to hire 30 fresh college graduates & over 20 experienced hires quickly

* Led the creation of course ware for training new & experienced resources on Oracle CX and , ERP Cloud

* Drove training on Oracle Cloud Applications, Oracle OUM, Advanced Consulting skills & Project Management

* Early Adopter of Oracle Modern Best Practices and trained OCS to use it for accelerating Oracle Cloud implementations

* Played a leading role in the Midsized Initiative to help OCS plan support of co-existence/hybrid clouds and help in selling Midsized bundles for all pillars

* Uncovered & understood customer goals & challenges and aligned Oracle’s Cloud portfolio to enable optimal solutions. Develop and deliver high quality presentations and demonstrations, present and articulate product features and benefits, and help configure & test overall Oracle solutions using Oracle OUM.

Director - Oracle CX/ERP/HCM/SCM Cloud Applications

Director of Development and Program Director 

* Directed the Oracle CRM On Demand to Oracle Sales Cloud Migration Program, Managed Program Budget and status reporting to Executives

* Lead development teams in North America & India to develop a complex Oracle Data Integrator based Toolkit for migrating customers from CRM On Demand to Oracle Sales Cloud 

* Migrated multiple CRM On Demand Customers to Oracle Sales Cloud by leading a cross functional team from Oracle Consulting & Product Development

* Designed end to end process for data migrations & orchestrated complex activities of CRM On Demand Dev, Oracle Consulting, CRM On Demand Ops & Oracle Public Cloud Ops. Leveraged extensive experience in Oracle Product Development, Professional Services, Project Management & IT to make the program successful

* Supported Oracle Consulting with Fusion Product knowledge, best practices and help with Project management and timely resolution of issues to successfully migrate customers

* Defined Product Roadmap of Migration toolkit and worked very closely with Fusion CRM Development teams on all integrations between Oracle CRM On Demand and Oracle Fusion CRM

* Coached and mentored Development & Consulting teams and ensured continuous process improvements and knowledge sharing between projects

* Focused on customer success and worked closely with customer 'C' level execs and business users to ensure that like to like migration was done with special emphasis on business process engineering and adoption of Oracle Fusion Sales Cloud best practices during the implementation. 

* Ensured that requirements for usability, performance, scalability and ease of implementation were fed back to the product owners. 

* Ran the PMO and maintained dashboards for the complete portfolio of customer projects. Ensured that all key stakeholders were provided weekly updates about the program

* Worked with Customer success team and continued to provide post go-live support

Director - Siebel CRM On Demand - Product Development/ Product Management/ Product Strategy

Practice Director - Oracle eBusiness Suite (EBS), SMB (Mid Sized Companies) & Oracle Business Accelerators Program Management Office

* Responsible for managing three main pillars of the business: talent management, portfolio/delivery management & sales enablement

* Directed the Program Management Office for Oracle EBS Suite, Agile, Siebel, BI products

* Spearheaded the creation of packaged offerings, Project Management Start up kits 

* Created Cheat Sheets, Presentations, Sales and Marketing Materials for multiple verticals
High Tech (Software), High Tech (Complex equipment), High Tech (Consumer electronics), High Tech (Outsourced Services), Life Sciences (Medical Devices), Life Sciences (Pharmaceuticals), Consumer Goods (Food Beverage and Tobacco), Consumer Goods (Personal and Household Goods)
 
* Accelerated new business development (Bids, Proposals development, Risk Management, Approvals) & customer relationship management, presented solutions to customer executives

* Drove successful projects by motivating and directing the project team that included resources from cross-functional departments at Oracle like Delivery (onshore and offshore delivery), Project Managers, Solution Architects, third-party vendors, partners, and the client.

* Created and led a team of Oracle Business Accelerators (OBA) certified consultants to support all OBA implementations in North America Consulting organization (NAC).  This team assisted in the OBA configuration for OBA projects of all sizes - not just midsized companies. This initiative  greatly reduced NAC’s risk in delivering OBA projects and making Oracle Consulting more competitive on EBS projects. 

* Single point of contact for entire North America and Canada for Oracle Business Accelerators based projects. Trained the Sales, Delivery and Program Management organizations about Oracle Business Accelerators

* Proactively documented the success stories and Case studies to create Reference Materials for Oracle Consulting

Practice Director

Led the eBusiness Suite Oracle Applications Implementation and Project Management.at Sun MicroSystems to replace 1000+ legacy Applications with One Global Single Instance. The project encompassed implementation of 40+ Oracle CRM, Financials, SCM and ERP products using Oracle Accelerators and AIM. Led the Process Integration team and guided a team of 110+ Oracle Consultants.

* Spearheaded the Process Integration team for the IBIS Project with special focus on cross integration projects for this large 3 year implementation project of 40+ products to replace 1000+ production systems with Oracle eBusiness 11i.

* Directed the 110+ member Oracle team and guided Sun PMO, Business Users and Exec Sponsors with best practices. 

* Drove the iterative requirements gathering Workshops using Oracle Applications Business Accelerators and led the resolution of cross-functional topics across Sales, Service, Manufacturing and Financials processes. 

* Directed the successful completion of 3 Conference Room Pilots and provided the Subject Matter expertise on Oracle Service Contracts, Install Base, Field Service, iSupport, Quoting and Order Management.

Consulting Manager, Oracle Consulting USA

*  Lead the Product Development and Product Management of PeopleSoft Global Payroll  product that is part of PeopleSoft Flagship Enterprise Human Capital Management Products.

* Spearheaded the delivery of large 8.9 and 8.9 MP1 release of Global Payroll Core by directing a distributed team located across US, India, Australia, and Germany and delivered complex enhancements. 

* Provided outstanding customer service and implementation direction to Global Payroll Core, Country Extension customers and consulting on Release 8, 8.3, 8.8 SP1 in 17 countries - (France, UK, Germany, Switzerland, Italy, Spain, Australia, Hong Kong, Mexico, Japan, Singapore, Malaysia, India, Brazil, Netherlands, New Zealand & US)

* Drove the Global Payroll Core 9.0 release that contains multiple product enhancements to increase usability, reduce implementation costs, increase Performance, and enhance integrations, better supportability and processing improvements for Superior Ownership Experience and ease of implementations.  

* Accelerated and influenced the requirements analysis and design of a Composite Payroll Application to be delivered as Oracle Fusion Applications..  

* Kept the team motivated during the legal battle of Oracle and PeopleSoft and helped them in their smooth transition to Oracle once PeopleSoft merged with Oracle

* Rated as the best manager Global Payroll team ever had since inception

Sr. Manager - Product Development Global Payroll Core - Oracle USA

* Led Product Development, Product Management, Strategy, Documentation and QA of Oracle CRM Service Contracts with a  license revenue of  $20 Million and 1000+ strong customer base. Service Contracts was awarded the “Product of the Year 2002” by Customer Interactions solution magazine and is one of the hottest products of Oracle EBS CRM Suite of Products.

* Led the product management organization and focused on execution and on results. Broad scope of responsibilities included Product Strategy and Roadmap, Market Requirement Documents, Software Requirement Documents, Statement of Direction, Product Quality, Sales enablement, Customer relationship management and interaction with media and industry analysts.

* Responsible for full SDLC of enterprise applications. Worked closely with a wide array of customers to understand their business requirements and incorporated into standard product to improve the offering. Engaged in pre-sales opportunities to help customers evaluate how standard solutions can be leveraged and extended.  

* Managed Product Development and Management of multiple releases of the product (Service Contracts 3.0, Service Contracts 3i, and Service Contracts 11i.1 to 11i.10) between Oct 98 and March 2004 and grew the customer base to 1000+ customers in 5 years.  Grew revenues for Contracts products from 0 in FY 1998 to 20 million dollars in FY2004. 

* Customer and SI Management- Completed 3 Strategic Partnerships with Cisco, NCR, and IKON while delivering rapid enhancements for Oracle 11i internal rollout in 72 countries. Led customer advisory boards and presented product solutions to customers and prospects. Built relationships with key influencers, partners, and analysts, including Gartner, Meta Group, Bearing Point, Cap Gemini, Deloitte, and IBM to assist and improve product implementations.

Sr. Director of Oracle Apps Product Development - Oracle Service Contracts part of EBS CRM Contracts

Symphony Services

* Vice President & part of India Management Team responsible for a cluster of Global Operation Centers that perform product development, QA, Tech Doc, Prof Services and Support for ISVs in ERP, SCM, CRM, Retail and Project Management domain. 

* Directed complete Product Development Life Cycle for Enterprise Application Companies like Infor, Concur, Primavera, Verticalnet, Escalate Retail, Torex Retail and TMW Systems ensuring development of complex enterprise software products that are reliable, scalable and tested for high performance. Managed Development of both on-Premise and SaaS products.

* Directed multiple teams using Waterfall, Iterative and Agile Development Processes with an emphasis on best practices and metrics. The overall team size for 7 teams was over 300.

* Directly accountable for  P&L Management, Customer Satisfaction, Employee Satisfaction, Metrics, Engagement Management, Innovation, Client Relationship Management, Employee Growth, Talent and Attrition Management, Leadership of very large high-performance Teams

* Increased productivity of teams by keeping the team extremely motivated and reduced Attrition by 50%

* Led the Farming and Hunting of Enterprise Application Accounts in CRM, ERP, SCM & Retail domain

Symphony Services is a global provider of product engineering outsourcing services dedicated to helping clients compress time to market, achieve higher innovation yields & improve productivity to increase the value from their R&D investments. The company is distinguished by a singular focus on product development & collaborative, end-to-end solutions. Symphony Services is headquartered in Palo Alto with delivery centers in India & China. I worked in Bangalore and made periodic trips to US to meet Client Executives and attend Governance meetings.

Symphony Services Ranked #1 in Every Software Product Engineering Study! 

http://www.symphonysv.com/newsroom/analyst-coverage.aspx

Vice President - Enterprise Applications - Product Development/ Product Management/ Strategy

A career centered around Customer Centricity, Growth, Innovation, Execution, Leadership & Integrity

◆ Product Led High Growth
Total focus on product growth by focusing on: 
a) Associating the product vision to the market & trend
b) Building the right capabilities at the right time
c) Positioning the product for the right buyer/user personas, Focus on Customer Delight
d) Establishing a multi-year vision & regularly motivating the entire team helps in creating & maintaining Growth momentum

◆ Industry Expertise 
Over 20+ years of experience designing, building & launching Enterprise SaaS products in CRM, HCM, ERP & Contract Lifecycle Management. My multi-domain expertise helps me in learning & winning in new domains quickly by understanding patterns & possibilities. (High Tech, Software & Services, Life Sciences, Healthcare, Automotive, Manufacturing, Financial Services, Insurance, Retail)
 
◆ Product Lifecycle Management 
As a CPO, I focus on entire product life cycle that includes not just building the product, but also in GTM strategy, working with cross functional teams & launch of the product. I leverage my vast experience in IT/Consulting & mastery in Oracle Business Accelerators & Modern Best Practices - Process models/Business flows to design outstanding products. Believer in pragmatic product management & Design thinking philosophy. Believer in ruthless prioritization of product roadmap to build what is needed today & importantly not build what is not needed. Focusing on execution to iteratively build the long-term vision while focusing on short term priorities

◆ Customer Centricity
I thrive in interacting with customers & deriving knowledge from them. I believe that Customers are the best teachers. I motivate everyone to be customer focused & create a highly loyal customer base by having regular interactions through executive sponsorship, business reviews, advisory boards & user groups. I am a strong customer advocate & trusted advisor

◆ Technologist
A degree in Computer Science & hands on development experience in some of the most complex areas of Oracle Cloud/On premise products allows me to be realistic in knowing what is possible. Strong Experience in Oracle/Salesforce ecosystem & Products Java, SQL, Python, Salesforce platform

◆ LEADERSHIP 
I am very effective in attracting, hiring & retaining high performance talent. I use empathy to understand my teams & make special efforts to get the right person in the right seat & provide coaching to develop them
Product Strategy
Product Management
Product Development
Design Thinking 
GTM

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