Genius Drive

Genius Drive is a value advisory and consulting firm, committed to empowering B2B solution providers to better articulate value in each customer engagement and throughout the buyer’s journey. From ideating differentiated value storytelling, to delivering training, automating processes, and delivering field support, Genius Drive accelerates outcomes throughout the value lifecycle.

Founder & Partner

Humans have been telling stories for centuries. Cave paintings. Tales by the fire to pass on key knowledge. We are wired by evolution to better connect, engage and retain through stories.

Does your company consistently communicate your value proposition throughout the customer journey?

Articulate your Value Story, Quantify your Value 

Enterprise Value Collective

The Enterprise Value Collective is a vibrant community dedicated to fostering meaningful conversations, knowledge-sharing, and growth around the subject of enterprise value. Whether you're a leader or practitioner in sales, customer success, value engineering, sales engineering, marketing or enablement, or simply someone interested in the subject, our community is designed to be your go-to hub for insights, best practices, and the latest trends.

Founder 

Pavilion

Executive Member

Chief

Chief is a private network focused on connecting and supporting executive women leaders. Our members are rising leaders making decisions today and influencing change tomorrow. Chief is the only organization specifically designed for the most powerful women executives to strengthen their leadership, magnify their influence, and pave the way to bring others with them.Chief is a private network focused on connecting and supporting executive women leaders. Our members are rising leaders making decisions today and influencing change tomorrow. Chief is the only organization specifically designed for the most powerful women executives to strengthen their leadership, magnify their influence, and pave the way to bring others with them.

Member

Alteryx

I had the privilege of leading Alteryx's Worldwide Customer Advisory organization, which was accountable for driving revenue growth, increasing market share, and ensuring partner satisfaction across our commercial and public sector accounts. The GTM organization was comprised of over 1,000 sales professionals and contributed to over $800M in revenue.

My role involved leading growth initiatives and overseeing the delivery of comprehensive business strategy consulting, advanced analytics, and deeply technical insights to large enterprises, helping them drive enterprise transformation initiatives. As the leader of the Worldwide Customer Advisory team, I managed six direct reports and oversaw a total of 40 team members across a range of specialist teams, including Value Engineering, Solutions Architecture, Advanced Technologies, and Field Executives. Additionally, I established Excellence teams to drive technology innovation and best practices in program management, enabling us to scale our services and exceed our clients' expectations.

Throughout my tenure, I fostered a culture of collaboration, innovation, and continuous improvement. My team's success in driving revenue growth, market share expansion, and partner satisfaction was a testament to our unwavering commitment to delivering exceptional value to our clients.

Head of Worldwide Customer Advisory

Pioneered cross-functional efforts to identify critical gaps in the customer buying journey, which led to the development and implementation of key programs resulting in significant increases in revenue, customer satisfaction, and renewal rates.

Scaled the value engineering team from 0 to 10 team members globally. Led the creation of a self-service value platform that was adopted globally by the sales team. Influenced $40M+ annually across 750+ opportunities and led to 250% increase in deal size and 13 percentage points improvement in close rate.

Sr. Director, Value Engineering & Go-to-Market Strategy

Joined Alteryx to lead and drive strategic initiatives that enabled the company to drive toward $1B in annual revenue.

I established the Value Engineering capability from the ground up and spearheaded the creation and refinement of VE team materials and methodologies, while partnering with the global sales organization to ensure successful implementation.

As part of the Marketing organization, partnered closely with demand generation and growth marketing teams to infuse value messaging into all phases of the customer journey.

Scaled the VE team globally as the organization experienced exponential growth, and contributed to driving business growth by engaging as a trusted partner with customers.

Director, Value Engineering

Alation

Alation built the top Machine Learning Data Catalog, highly rated as a leader by Gartner, Forrester, and Dresner Partners. 

Sales Strategy: Spearheaded the creation of a repeatable sales process that reduced the time to decision from 9 months to under 4 months. I trained Sales, Customer Success, and Sales Engineering teams to create repeatable "plays" that enabled new clients to evaluate complex technology with ease.

Customer Success Strategy and Enablement: Developed a repeatable customer deployment plan and trained our Customer Success teams to deliver and project manage the process. Defined value quantification, enterprise business case, and implementation KPIs to ensure renewals and client adoption. Created implementation best practices, ideal customer profiles, and delivered training for the entire company, with a focus on sales and customer success.

Sales Development: Created a territory strategy in collaboration with Marketing and Business Development teams that resulted in the successful creation of pipeline in the region. Onboarded and expanded new prospects and customers with renowned clients such as Blue Cross Blue Shield, Amherst Holdings, USAA, 21st Century Fox, Magic Leap, Express Scripts, and TechnipFMC.

Product Strategy: As a liaison between the VP of Product and Director of Professional Services, played a pivotal role in creating a feedback loop from customers to the product management and engineering teams, ensuring agile and customer-focused product development. Fostered relationships with key strategic partners to identify product gaps, which resulted in a product roadmap shift to support gamification of data stewardship.

Strategic Sales 

Cisco

Duo Security, owned by Cisco, protects organizations against data breach by making security easy and effective. In an industry full of network, endpoint, application, and data security products, they design security for people.

Responsibilities/Accomplishments: 

✓ Partner Relationships: Created relationships with new Direct Market Resellers, Value Added Resellers, Referral Partners, and Technology Partners in region to support territory growth. 

✓ Insights to Drive Revenue: Discovered inefficiencies in sales operations process and designed solutions to drive revenue. Advocated, deployed, and trained sales team on using automated prospecting solutions such as Salesforce.com integration with data.com, and tools such as Tableau and SalesLoft.

✓ Territory Management and Data Analytics: Created process for data-driven territory allocation to sales team using Tableau to analyze market opportunity and lead flow to strategically allocate the appropriate territory size and location. 
 
✓ Revenue Generation: Central region responsible for $5M in total sales. Attained 200% of quota in 2016. Developed 3x pipeline in the region for 2017. Awarded Most Valuable Player in first three months at the company.

Enterprise Account Executive

Tableau Software

Tableau is business intelligence software that allows anyone to easily connect to data, then visualize and create interactive, sharable dashboards. It's easy enough that any Excel user can learn it, but powerful enough to satisfy even the most complex analytical problems. 

Responsibilities/Accomplishments 
 
✓ Revenue Creation: Consistently reached 115-150% of sales goal. Quota: $1.2M-$1.5M. Promoted twice in three years (above average career progression).
 
✓ Professional Services: Recognized as leader in selling consulting services. With quarterly quota of $25,000, achieved 200% of services quota every quarter. 

✓ Partners: Effectively generated at least 10% of revenue through the channel. Leveraged Direct Market Reseller relationship to win strategic accounts. Spoke to sales team at Global Sales Kick Off 2015 on How to Win with Partners.
 
✓ Awards: Received President’s Award for top revenue generation in 2015. Ranked in the top 6% of salespeople in the company in revenue delivered.

The Mount Sinai Medical Center

Located in New York City, The Mount Sinai Medical Center is a 1171-bed, tertiary -care teaching hospital acclaimed internationally for excellence in clinical care. The Friedman Brain Institute focuses on neural injury and repair, cognitive function and neuropsychiatry. 

As an Officer for The Friedman Brain Institute, I was responsible for driving major donor fundraising efforts to advance its mission. My focus on relationship building enabled me to develop and maintain meaningful connections with New York's top philanthropists, including business executives and world-renowned physicians.

I grew my portfolio of major donor prospects and donors from 60 to over 100, with a focus on cultivating relationships with those capable of giving up to $1 million.

Through strategic planning and execution, I secured one-on-one in-person donor meetings, and effectively utilized these opportunities to establish and strengthen donor relationships for long-term support of The Friedman Brain Institute and Brookdale Department of Geriatrics and Palliative Medicine. My efforts helped to drive sustainable growth and progress towards achieving our philanthropic goals.

Development Officer, Major Gifts

Archstone

Nation's leading luxury residential retailer with locations in the most desired neighborhoods in the top cities in the US, including New York, Boston, Los Angeles, etc. Serving high-end clientele with a focus on white glove service after the sale.

Responsibilities/Accomplishments:

✓ Affordable Housing Program Management - Managed the applications, renewals, and compliance of the affordable housing program.

✓ Prospecting/Portfolio Management: Provide superior one-on-one service to portfolio of over 700 clients using Solution Selling. Cultivated corporate partnerships that produced $850,000 in revenue over six months.

✓ Closing Sales: Tailor closing technique to customer preferences to ensure the highest rate of final conversion. Close deals of $50,000+ on average. Closed four deals in first two days at a struggling location totaling $180,000.

Program Manager 

WHAT WE DO

🌟 We help you articulate and quantify your company's value proposition.
🌟 We harness in-house knowlege and research to tell your value story for each persona.   
🌟 We enable and empower your GTM team to speak the language of value.   
🌟 We partner with you to build and deliver business cases to close your top deals.

WHO WE WORK WITH

Technology or tech-enabled companies who want to pivot from a product feature/function conversation to a value/outcomes conversation.

👨‍💼 Chief Executive Officers
👨‍💼 Revenue Leaders
👨‍💼 Marketing Leaders
👩‍💼 Customer Success Leaders
👩‍💼 Sales Enablement Leaders

KEY CUSTOMERS WE WORK WITH

🌟 Pigment
🌟 Crisp
🌟 InterSystems
🌟 Scale Computing
🌟 Eleven Systems
🌟 K1X
🌟 Mediafly
🌟 Sphere
🌟 Triptych
🌟 Plastic Bank

CLIENT RESULTS

✅ Increase Win Rate by up to 20 percentage points
✅ Increase Deal Sizes by over 54%
✅ Achieve up to 70% open rates on prospect outreach
✅ Accelerate sales cycles
✅ Increase competitive advantage

HOW IT WORKS

Engage us to:

🔎 Articulate your value story.
🔎 Train the whole GTM team to tell the same story and gain value selling skills. 
🔎 Bring expert workshop facilitation and outside research to bring clarity through an outside perspective.
🔎 Create foundational value content to empower your GTM organization.

WHY IT WORKS

Our approach creates your CUSTOMER as the HERO. By clearly understanding their challenges and telling the story to achieve their intended outcomes, it is a win-win.

🏆 Thought Leaders in Enterprise Value for 30+ years
🏆 Neuroscience Based Methodology combined with the Power of Storytelling
🏆 Proven results in building impactful value programs

WHO IS IT FOR

☑ B2B Technology Providers
☑ B2B Solution Providers
☑ Financial Service Providers

READY TO TALK?

Email: amorley@geniusdrive.com

When I am not driving value adoption, across the enterprise, you can find me exploring the world of the arts. For fun, I took a professional floral artistry program and enjoy gathering the freshest blooms and making something beautiful. My favorite part is to give an arrangement as a gift! 

Growing up in Wisconsin, then moving to Florida, my happy place became the sunshine and the beach! I also learned to ski in the beautiful Tetons and am still working to claim title as an intermediate skiier. 

I look forward to connecting with you!

April Morley

MongoDB

• Scaling the BVC practice and COE as experts in business value.
• Innovating GTM approaches to modern SaaS/consumption value selling best practices.
• Supporting all phases of the customer journey.
• Hit our $2B target in 2024. Next target: $5B ARR!

WW Leader, Business Value Consulting (BVC)

• Americas East, Geo Lead and mentor during Americas growth from 2 to 6 BVCs in 2 years (FY22-FY23).
• BVC practice leader during WW Sales growth from $640M to $1.3B ARR (FY20-FY23). 
• Successfully launched WW Business Value Realization (BVR) practice and COE (FY23) ($53M ARR).
• Proposed GTM opportunity to CPO & CTO. Partners team successfully launched in 2023. 
    https://cloud.mongodb.com/ecosystem/
• Assist in BVC recruitment, interviews and candidate selection.
• FY22Q3 Sales All-Hands Recognition - Pre-Sales Contribution (Nov. 2021).
• FY22Q4 Sales All-Hands Recognition - Pre-Sales Contribution (Mar. 2022).
• FY22 Top Worldwide Business Value Consultant (Excellence Club) (Mar. 2022).

Principal Business Value Consultant

As an executive and management advisor, I help customers solve data challenges, understand the value of MongoDB's solutions and advise on competitive differentiators and economic levers.
• Company-wide F22Q2 Award (Jul. 2021) (Own What You Do) 
• Consistent quarterly Sales VP & Solution Consulting recognition for contributions.
• Started as 4th BVC worldwide (NA East focus) to help growth and evolution of BVC practice.

Sr. Business Value Consultant

Canada Life

• Leadership and direction to modernize IT Operations Management practices, technologies.
• Strategy, business cases, performance management, value realization, innovation.
• Led initiative to build and launch Service Management Insights & Analytics service.
• Process improvement: Change Mgmt, Employee Onboarding (HR+IT), Cloud Automation.

Manager, Technology Specialist  - Service Management Office (SMO)

BMC Software

• Worked with executives, management, SMEs to assess challenges, opportunities.
• Developed realistic and compelling ROI business case proposals to client leadership. 
• Quantified business impact, ROI, KPIs to help customers achieve value (pre/post-sales). 
• Helped customers track benefit realization and maximize value from investments (post-sales).
• Worked with diverse internal teams to improve and innovate BMC solutions.
• Developed value-based messaging guides for Sales and Solution Consultants.
• Developed and delivered Sales training materials for value-based selling approaches.
• Promoted to Principal in Oct. 2015
• Served Canada, Central and Eastern U.S. regions, contributing to multiple critical $30M-$50M deals. 
• Joined in early stages of BVC team growth (~15 BVCs WW). Left BMC after team grew to ~80 WW.
______________________________________________________________________________________
In my time at BMC, I advised on a diverse set of solutions and capabilities encompassing IT Service Management (ITSM), data centre automation (cloud, security (InfoSec/SecOps), compliance, DevOps), performance and analytics and workload/batch automation.

Sr./Principal Business Value Consultant (aka Value Engineer)

BMO Financial Group

• Led teams as part of research, analysis, proposal development and presentations for business and technology trends.
• Technology Outlook for Emerging Technologies.
• Infrastructure Technology Strategies.
• Business performance benchmarking, productivity and outsourcing analysis.
• Audience included technology architects/specialists, management and executives.

Sr. Business Technology Specialist, Enterprise Infrastructure Strategy & Planning

• Program managed and provided leadership expertise for High Performance Culture transformation initiative to improve employee engagement and productivity.
• Led re-design of "Acorn" Continuous Improvement initiative (divisional impact 1,400 employees) - in first year of execution (F2009), resulted in $1.5 million cost savings (750% increase over previous 3 years *combined*) and 16 WorkMonths productivity savings (200% increase over average annual savings), led to the expansion across T&O (3,500+ employees).
• Led program to implement mainframe infrastructure simplification projects (4 unique projects, one of which was implemented under my leadership).
• Successfully mentored junior Project Manager and new employee.

Program Manager/Project Manager, Enterprise Infrastructure PMO

• Led the formalization of enterprise-wide standards for Networks, Information Security and Systems Management products and technology with key stakeholders (including management and executives).
• Developed Opportunity Assessments for standardization and technology innovation.
• Led and contributed to strategic research for management - Linux Statement of Direction, Operations Centre Best Practices Assessment, Legacy Solution Currency.
• Facilitated organization culture Action Plan Team and contributed research and best practices recommendations for management to improve employee independence and empowerment.

Business Technology Specialist, Enterprise Infrastructure Planning

• Produced statements of work and project operational cost estimates for clients evaluating business case feasibility as part of project intake processes.  
• Requirements management, architecture reviews, project scoping/gap analysis and operational cost analysis.

Assessment Technical Analyst

• Managed multiple project teams to deploy intranet, Internet and extranet applications.
• Scope oversight for development and infrastructure operations departments.
• Managed up to $2 million budget project scope and work effort.

Project Manager, Internet Services & PMO

• Performed systems analysis, development and project management roles.
• Key projects included Year 2000 desktop compliance, executive correspondence tracking, corporate intranet portal strategy.
• Focused on Corporate Services organizations including Executive Office, Corporate Marketing & Communications, Legal, Audit and Real Estate.

Information Systems Analyst, Solutions & Applications, Corp. Services

What is "Business Value Consulting"? Put simply, we connect the dots between business needs, technology and value. We strive to understand business and technical challenges, how technology solves problems, and tell the value story (in quantified and qualitative terms) to help leaders make the best decision for their business.

It is the *customer* success that drives our success.

At MongoDB, BVCs help organizations analyze and solve problems with technology and data. 

*************
About Me

Personally, I consider myself a partner with customers, and take pride in a realistic and honest consideration to people, process and organization constraints.  

I thrive in teams with entrepreneurial/startup mindsets, driving real change and innovation, helping organizations improve, adapt and scale.

• Business Specialties: Business Cases/ROI/Value Realization, IT Business Management (ITBM), Strategy & Transformation, Process, Governance, Architecture, High Performance Culture, Performance Management, Leadership, Program/Project Management.
• Industry Specialties: Financials (Banking, Investment, Insurance), Telecom, Managed Service Providers/Outsourcing, Government.

If you are an IT or business change-maker/innovator, please feel free to connect, BUT... please send a note and tell me about yourself and interests - let's focus on quality of connections, not quantity.

taplio

The Battle

April Morley

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