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

Primary Venture Partners

As an Expert, I provide strategic advice and guidance to the investment team and founders within the Primary portfolio and broader network. Experts enjoy access to early-stage businesses, emerging trends and technology, and an expanded network of exceptional leaders and resources through a top-tier seed-stage firm.

Primary is New York City’s premier early-stage venture firm working alongside founders to build unicorns like Alloy, Alma, Chief, Dandy Electric, Latch, K Health, Stellar Health, Slice, and many more.

Expert

GrowthTera

One of the hardest things a SaaS company can do is scale. Companies with great promise can achieve product-market-fit and yet get derailed when they try to grow.  We make growth a team sport aligning Sales, Marketing and Customer Success to maximize revenues at every stage of the customer lifecycle. We help put in place the people, skills, processes, playbooks and tools to develop and execute on a winning strategy that delivers the business outcomes customers care about. 

We secure as many as 58% more C-Suite conversations, accelerate speed to close by as much as 34%, expand deal size by a factor of 4X, and increase customer satisfaction and retention.

President

Pavilion (FKA Revenue Collective) is a private membership for high-growth operators who are looking to thrive in today's evolving business world.

Solutions by Text

SVP Customer Success

Solutions by Text (SBT) was formed in 2008 with the mission to deliver impactful conversational messaging for businesses through SMS. Built on the hard-earned trust of the SMS industry, SBT is the only compliance-first provider of enterprise texting solutions in the market. SBT has a diverse customer base with over 1500 customers focusing on Consumer Finance and other regulated markets.

In 2021, SBT took a strategic investment from Edison Partners to accelerate growth as the first FinText™ company. Solutions by Text’s vision is to bring real-time payments to the SMS channel, creating a seamless and optimized payments experience for our clients and their customers.

VP of Customer Success | Interim CMO

Jack Spades

We are a globally distributed startup studio building next generation startups with corporate partners.

Business Mentor

Mobilewalla

Mobilewalla is a global leader in consumer intelligence solutions.  With the industry’s most robust consumer data set and deep artificial intelligence expertise we provide marketers with rich insights into consumer behavior, helping them to more effectively identify, attract and retain their most valuable customers. Founded in 2011, Mobilewalla has offices in Atlanta, New York, Singapore, UK, Australia, and India.

VP Customer Success & Rev Ops (Acting)

Thomson Reuters

Thomson Reuters delivers critical information to leading decision makers in the financial and risk, legal, tax and accounting, intellectual property and science and media markets.

Responsible for the People stream as part of full-scale redesign of global order-to-cash organization and process alignment to support integrated go-to-market strategy.

Project Lead - Order-to-Cash Transformation Project

Perks Consulting

Perks mission is to help companies "Think Like a Brand. Act Like a Startup."TM.  Perks emphasizes brand innovation, community building, and agile marketing practices to connect with customers.

Advisor, Brand and Culture

Nokia

Led people strategy and execution for the global team responsible for Nokia’s developer ecosystem and app store. Responsible for the org design and operating model, workforce planning, recruiting, on-boarding, performance management and engagement strategies.  Led global organization, operations, performance management and culture transformation initiatives.

Director HR, Developer Experience

Built a global center of excellence for M&A integration across all functions. Responsible for all M&A projects including acquisitions of Symbian and Navteq (~$8B) and the divestment of the global security business.  Developed framework to maximize value from partner relationships. 

Presenter:  Post Merger Integration Conference, (Conference Board) 2009, 2010.

Director, Global M&A Integration

Facilitated the design and implementation of the organization structure and operating model for a global 2000+ people Software and Services business unit. 
Improved execution of global product launch process, clarifying cross-functional roles, responsibilities and processes.

Senior Manager, Strategy Execution

Led operations and marketing for mobility professional services organization. Implemented sales operations, revenue forecasting, resource utilization, services life cycle approach and project management methodology. Developed marketing programs to optimize solution sales, including customer reference program, thought leadership campaign, services packaging and proposal support.

Business Operations and Marketing Manager

Defined portfolio strategy, investment framework and governance process. Led marketing and communications initiatives with early stage entrepreneurs and industry thought leaders.  Captured and shared insights into emerging technologies, business models and market opportunities with Nokia leadership. Led customer-centric product development workshops.

Principal, Marketing Communications

Provided input to product requirements and evaluated potential business partners.
Developed competitive intelligence reporting process for enterprise technologies and provided product marketing and sales with competitive positioning strategies. Contributor to the Nokia corporate global intelligence network.

Product Marketing Manager

Responsible for major telecom partner account. Negotiated channel agreement and built channel to represent 10% of total sales within six months. Receive award for “Top Affiliate Channel Support”.

Account Manager

TMI Communications

Led team of 12 responsible for the launch and growth of MSAT mobile satellite service, including:  marketing, media relations, corporate communications, corporate sponsorship, channel marketing and sales support.

Marketing and Communications Manager

My passion is helping B2B SaaS companies grow and scale. The key to achieving sustainable, profitable growth is delivering recurring value. This requires a customer-centric mindset and getting teams to work together across Sales, Marketing and Customer Success to help customers achieve their business goals and turn them into loyal advocates.  

I have spent my entire career working in tech, from start-ups and large global technology companies. I work from the outside-in to identify the right ICP, develop winning strategies, align goals and processes, and implement best practices and playbooks to optimize execution.

We founded GrowthTera to help emerging growth B2B SaaS companies scale. We turn Sales, Marketing and Customer Success into one Integrated Revenue Engine™ that delivers value with every interaction so customers realize their expected business outcomes. The result is predictable, sustainable growth.

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The Battle

April Morley

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