Good Trouble Pets

Most recently, I assumed leadership of this distressed business and applied the expertise and principles I gained from scaling a billion-dollar business to turn the business around within 6 months. I set the strategic direction, oversee new product development, and source inventory.

Highlights include that I already:

➟ Launched our brand and product lineup on Amazon. In doing so, we’re on track to achieve impressive revenue growth, with projections indicating that we’ll reach more than $750K in sales over the next 12 months.

➟ Released a new product line to expand into sustainable dog chews; researched, sourced, and set up new marketing campaigns.

➟ Transitioned all operations from Georgia to Utah and updated procedures and SOPs to increase margin and ensure a seamless customer experience (CX).

Chief Executive Officer

iFIT

I propelled the launch of the iFIT business under the ICON Health & Fitness umbrella in 2010, from ideation to hiring to business growth and management. Throughout my tenure, I was a key player in growing the business from scratch to 400+ employees, $300M recurring revenue, and 1M+ paid subscribers. 

In 2021, ICON Health & Fitness changed its corporate name to iFIT Inc. (“iFIT”) after its proprietary software platform, representing its shift from a legacy hardware business to a subscription/software business.

Within the same timeframe, I was promoted as a strategic partner to the Chief Experience Officer and Chief Strategy Officer, tasked with building scalable brand strategies across all the iFIT brands. I led a team of 140 people across business intelligence, sales, marketing, CRM, software development, and product development, and managed a $150M budget.

Highlights include that I:

➟ Designed complete customer lifecycle journeys for a seamless onboarding experience, achieving a 40% lift in customer engagement and a 5% reduction in churn rate. Implemented, tracked, and optimized critical KPIs.

➟ Formed strong collaborations between internal teams and stakeholders to determine the optimum pricing strategy and position an international rollout expansion in Canada, Australia, New Zealand, and Europe. Localized price offerings and languages to enhance international LTV and decrease churn rate across the subscription network.

➟ Implemented crucial business and membership pricing changes by replacing first-year free package purchase with month-to-month billing cycle with a 30-day trial period, leading to 35% growth in LTV.

➟ Delivered 27% margin growth in the blended hardware and subscription business by overhauling membership pricing strategy.

Vice President – Member Experience

While serving as the VP of Member (Customer) Experience, I spearheaded an M&A team in the integration of 85 personnel and 12 major systems from the Australia-based business, Sweat, under the umbrella of iFIT. I aligned and created strategic tools, team structure, content creation, and KPIs as per iFIT standards.

➟ Devised innovative customer engagement strategies to integrate Sweat’s women-focused mobile app into the full fitness offering from iFIT and cross-promote both apps within each network. 

➟ Worked closely with the lifecycle marketing team to cut customer acquisition cost 12% while also reducing churn 250+ BP within the first 90 days.

➟ Optimized Sweat’s content offering by cross-selling equipment while generating social followings to secure new and upcoming trainers on the platform. Directed the Sweat trainer network of 8 industry-leading influencers and female trainers.

General Manager – Sweat

In 2019, as growing the subscription business became a strategic priority, I was promoted to position go-to-market media campaigns, including OTT and paid media, to fast-track equipment sales and acquire new subscribers. I led and mentored a team of 14 direct reports comprising CRM, social, and media buyers with a focus on acquisition, onboarding, engagement, and retention.

➟ Produced accurate data models to highlight at-risk customers with personalized outreach, resulting in a 600-basis point reduction in churn rate.

➟ Piloted multimillion-dollar trade shows domestically and internationally, overseeing all aspects of retail activations and experiential stores to scale the global market footprint, brand awareness, and critical sales relationships.

➟ Surpassed the company’s top 3 hardware brands in brand awareness, setting iFIT on a trajectory to acquire ~600K new customers each year and growing to 7M total customers and 1M paid members by July 2021.

➟ Secured product placement in industry-leading stores, including Best Buy, Best Buy Canada, JB HiFi, El Corte Inglés, Amazon 4-Star stores, and Dick's Sporting Goods in partnership with the Chief Revenue Officer (CRO) as well as globally distributed teams.

➟ Lobbied for and championed the introduction of leading-edge digital tools, including Salesforce Marketing Cloud additions, Branch.io MMP, OneSignal, Contentstack, and Qualtrics to sell, monitor, target, and engage prospective customers.

Marketing Director – iFIT Customer Experience Team

I guided the expansion of the initial marketing team comprising 13 personnel in key areas to promote company growth. 

➟ Identified an opportunity for a new revenue stream in collaboration with business partners and set out to launch the subscription business. 

➟ Spearheaded a rebranding project to reposition the existing branding to an interactive video experience, opening an international market, including Europe, Australia, New Zealand, Asia, and South America.

➟ Created a paid membership platform through extensive multivariate testing to determine optimal annual and monthly subscription fees, scaling the business from zero to $75M by 2019. 

➟ Achieved and maintained profitability, including up to 82% margin by running a lean and aggressive team.

➟ Conceptualized and launched new, forward-thinking touchscreen products—a 3-year process—that included a new user interface and provided an immersive user experience (UX). The new screen hardware memberships now account for ~80% of iFIT revenue.

Marketing Manager – iFIT Marketing Team

➟ Mentored and supervised a team of 17 interns and FTEs tasked with supporting customized strategy building for 6 pages on all social media platforms. 

➟ Deployed diverse customer engagement strategies to increase the following by 2M+ within 6 months. 

➟ Developed the company's first paid social media budget and influencer strategy, generating 4X Return on Advertising Spending at its peak.

Social Media Specialist

As a dynamic customer experience leader, I have a demonstrated record of growing revenue through new product development, marketing, branding, and partnerships.

I develop and champion the long-term customer experience vision, curating a process to assess all aspects of customer health and identify gaps, weaknesses, and opportunity in the customer journey. 

As a leader, I apply an empowering style that encourages collaboration and fosters a culture of accountability, continuous improvement, and results.

Areas of Expertise
 
Strategic Planning & Execution • Marketing & CX Strategy • Business Development • Growth Strategies / Scaling • Internal & External Communication • Customer Journey Mapping • Acquisition, Onboarding & Retention • Budget Management & Forecasting • People Leadership & Development • Cross-Functional Collaboration • Product Development • Customer Experience (CX)

Chase Watterson

AppDynamics

If an application fell in a forest, would everybody still point fingers at each other before actually fixing it?

Enterprise Sales Representative

PERSUIT®

Legal departments annually lose an average 24% of their outside counsel budget - I mean, you would too if you were selling services to your closest connections from law school...

- Initiated conversations with 5 greenfield Fortune 50 accounts
- Active campaigns across 30 Fortune 100 accounts (35% email open rates and 10% call to connect rates)
-Achieved onboarding targets

Enterprise Sales Director

Qualtrics

Why do your customers and employees still want to be friends with your company? 

During tenure:

- Qualified for presidents club 3 times
- Hit avg of 133% of my overall quota since hire date - consistent high performer. 
- Onboarded 120+ net new logos (avg. deal cycle 6 months)
- Mentored and helped 4 SDRs promote to AE
- Enabled 5 CSMs to hit their annual targets on existing customer accounts
- Generated over $50MM in pipeline activities
- Leveraged partner ecosystem and SAP acquisition GTM strategy
- Started at a headcount of 380 and watched it grow to over 5,000 globally
- Had a lot of fun in the process.

Enterprise Sales Executive

Currently supporting mid-sized enterprise companies in their efforts to excel at technical, cultural, and skill set shifts required to capitalize on "Experience Management" initiatives.

Mid-Enterprise Sales Executive

Consistently excelled at core metrics related to finding, educating, selling appropriate solutions, and supporting post sale to almost every single industry and size of company.

Over a period of 5 years, I excelled by:

- Being in the top 10% of sales reps across a combination of core metrics related to prospecting initiatives as well as amount being billed.
- Maintained a 93% retention rate with book of customers.
- At one point, exceeded quarterly sales quota for 5 consecutive quarters (consistent with top performers in the business)
- Top billing rep at a regional level (across ~100 reps).
- Mentoring and coaching other reps, helping them hit their personal quota.
- Having a total of 6 promotions.

I'm incredibly grateful for the chance to work with such a great group of individuals that have motivated, taught, and inspired me to continually grow and learn.

Corporate Sales

Opportunity Development

The Western Standard Publishing Company, Inc.

Web Developer and Marketing

Spanish Market Expansion (Deliverables Manager)

Missionary Training Center

Spanish Teacher

The Clorox Company

Package Prototype Fabricator

My goal as your point of contact in a buying cycle is to create a 5-star buying experience, which includes:

- Helping you navigate internal hoops and policies to get a purchase done.
- Connecting you with the right resources on my end to feel confident in a potential partnership and solution (C level peer conversations, proof of concepts with success criteria, technical deep dives, solution mapping, LEAN practices, memo creation, implementation roadmap development)
- Getting buy in from stakeholders, and presenting the vision and ROI of a given solution. 
- Respecting your time and making things as easy as possible, in as little steps as possible. 
- Not being pushy, but providing clear cut options that are supported by facts, and letting you decide.
- Negotiate in a clear and respectful way.

taplio

The Battle

Chase Watterson

Nick Perona

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