AcousticSelling

Our Rocket SaaS methodology propels B2B SaaS companies to $50 million ARR by delivering clarity and predictability from the chaos of early GTM.  Our logical, step-by-step framework starts with vetting your GTM strategy and ends with rapid delivery of easy-to-use and easy-to-maintain customizations in UI/UX, Process & Workflow, and Data & Analytics.

We're a small and deep team with the business acumen, technical skills, and library of solved Salesforce use cases ready to be tailored and deployed into your organization.  We'll also connect your CRM to core tech stack platforms such as Marketing Automation, Sales Engagement, Data Enrichment, Conversation Intelligence, Document Management, and more.

Managing Director

McKinsey & Company

Assisting the Fuel by McKinsey team with sales and sales technology products, services, and client-facing engagements.  We help pre-IPO companies, investors, and corporate innovators accelerate to greater impact and higher valuations.

External Advisor

Emphatic Thinking

In partnership with Emphatic Thinking, we provide full-funnel solutions for sales and marketing organizations: market segmentation, positioning, demand generation, all the way through to signed contract we provide the strategic frameworks, tools, and tactical services to accelerate revenue.

Sales Engagement Consultant

Mixpo

Promoted to VP and tasked by new CEO to lead sales of newly-acquired product directly to national advertisers and agencies.  Faced with the need to deliver results quickly, I rebuilt the team and entire sales approach and discovered the transformative effect reviewing sales call recordings has on individual and team performance.

VP, Advertiser Sales

Promoted to lead the entire team empowering sellers of online media grow business with national advertisers through the use of interactive and personalized video advertisements.  Appointed to Leadership Team.

Key accomplishments:  materially changed revenue trajectory, implemented "the system" consisting of individual productivity, team cohesion, and increased customer satisfaction.

Group Director, National Resellers

Mixpo is a digital advertising technology company that enables agencies and media companies to easily create interactive video ads that run anywhere. Our video ads are multiscreen (desktop, tablet or phone), multichannel (across the web or inside news feeds of any social site) and multiformat (in-stream, in-banner or in-app). We were selected by FORBES as one of the Most Promising Companies in America in 2013 and 2014.

I lead Mixpo's Portals, Networks, & DSP Channel, bringing these publishers interactive & dynamic video ad experiences across ALL their inventory: In-stream, In-banner (including high impact ad units), tablets and smart phones.

Main accomplishments
-Grew channel from 2 to 15+ revenue-producing partners
-Increased revenue from nearly zero to hefty seven-figure annualized run rate
-Launched hundreds of new campaigns including 75 of the top 100 national advertisers
-Led Mixpo's efforts in winning 2 industry creative awards
-High client trust and satisfaction as evidenced by being "first call" when contacts moved to new companies

Senior Director, Sales and Business Development

Martini Media Network

I provided advice, guidance, and market intelligence to the CEO and advertising sales team.

Advisory Board

Optify - Marketing in Real-Time

Software and Consulting sales to Enterprise-level customers.

Director, Enterprise Solutions

Yahoo!

I led Yahoo's emerging Seattle office in achieving best-in-market sales, service, and client satisfaction until its closure in June 2010.

Designed, negotiated, implemented, and optimized advertising solutions for the largest Seattle-based national advertisers.  Expert in search, display, mobile, & ad networks.

Notable sales achievements:
-Exceeded revenue quota during entire tenure
-Increased search revenue 20+% y/y in spite of market share decline
-Largest-ever display investments by local game publisher
-First-ever Fantasy Football sponsorship by major beer advertiser
-First-ever Home Page upfront commitment from major Direct Response advertiser

Strategic Account Director

Microsoft Digital Advertising Solutions

Develop superior knowledge of client business objectives and provide best-in-industry service to consistently exceed revenue goals
• Drive revenue growth by expanding client use of brand advertising
• Prospect, develop, negotiate, and close new advertising opportunities for Microsoft
• Mentor and train new Account Executives and Account Managers
• Manage all aspects of client relationship

Account Executive

B2BWorks

Generated new business and grew relationships for business-to-business online advertising agency; supervised media planning, website development, creative, and campaign measurement teams
• Developed and implemented segmentation and sales strategy for West Coast region
• Strengthened Company’s competencies in Small Business and Technology categories resulting In major new account wins from Google, Gateway, HP, Cisco Systems and Microsoft
• Led Company sales evolution from media sales to agency service as Company changed business models
•Established name recognition within B2B advertising community: Nominated for Northern California Business Marketing Association Presidency 2004-05; regular guest speaker at Northern Nevada American Marketing Association;; guest columnist for Northern Nevada Business Weekly

Senior Director, Client Solutions

Xythos Software, Inc.

Launched, built, and grew sales team for a business-to-business startup enterprise software company
• Developed and implemented go-to-market strategy for direct and reseller channels
• Hired and managed outside telemarketing firm to generate over 15 qualified leads per week 
• Earned key account wins with Procter & Gamble and Chubb Insurance vs. Microsoft and Oracle
• Achieved profitability and revenue goals resulting in venture capital funding in tight market

National Sales Director

I put my 25 Salesforce certifications to work for <$100M companies optimizing Salesforce for long-term growth | Data Cleanup | Process Automation | Integrations | AI

Are you looking to equip your startup rocket ship with the tools and systems that successfully propelled dozens of B2B SaaS startups to over $50 million ARR?

❓ Do you trust the data in your core metrics such as ARR, NRR, CAC, LTV, and Win Rate?

❓ How much of your day is strategic vs reactive and randomized?

❓ Do you have an A system that can support an expanding sales team and weather turnover?

❓ Do you have clarity and predictability around the key drivers of pipeline growth?

As a sales leader you want to spend your time with customers, hiring & coaching reps, influencing product and growing the company.  You can't afford the time figuring out how to build a system that provides these answers.

And why should you?   B2B SaaS sales motions are remarkably similar across industries.  So why are most Salesforce implementations so expensive and time-consuming?

😡 Bloated agencies prices that have to account for under utilized consultants and exec overhead
😡 Hourly billing model removes efficiency incentive
😡 Large delivery teams to provide necessary skills and project management

After serving hundreds of B2B SaaS startups, we've found that over 60% of customer requirements are the same.  So we built a better way to deliver. 🚀🍕🌈🍕🌻🚀  

Our Rocket SaaS system encapsulates all the strategic guidance and technical implementation into a logical, step-by-step framework that turns your GTM strategy into system reality in a fraction of the time and cost of legacy providers.

So Imagine:

🚀Knowing the current and next quarters forecast accuracy with extremely high confidence
🚀Having an early warning system for deals at risk
🚀Onboarding customers faster with higher daily usage and increasing Net Revenue Retention
🚀Receiving stellar CSAT scores and easier-to-gather testimonials

We have these solutions ready-to-go for you.  We'll tailor to your specific needs, just as you can customize your car, but we're not recreating the wheel each time.

A favorite customer quote:
“As a leading Sales Technology provider, we  already knew a lot about Salesforce and Outreach. However, Acoustic has raised our game even higher.  What sets them apart is their ability to dig deeper  to get to the core business issues.  Unlike other consultants, they go just as deep into our business as much as our technology.” Matt Millen, CEO, Regie.ai.

Kevin Ascher

Mangoteque

After decades in Silicon Valley helping companies get better at software delivery as a sysAdmin, tech lead, IT director, architect, and enginering leader, I set out to help many more engineers live better lives.  No more working nights and weekends, no more"death marches" and "war rooms" to deliver, no more humans doing repetitive work computers can do.  When engineers like their jobs they produce better results, which allows executives to reach their goals, and investors to deliver fabulous returns. Win-win-win.

Leveraging my lengthy experience in the DevOps movement, I've helped *dozens* of companies achieve their investment goals without bringing in contractors or installing chatty software with no context.  

As Deming said in Out of the Crisis: "I remind the reader that the improvements took place with the same people and no new equipment."

Many companies try to "work harder" their way out of their challenges.  With Assessments and engagements, CTOs and I partner to get organizations working faster and better, so CTOs can go to the board with total confidence, and the board knows they will get the best results.  Win-win-win.

Founder & CEO

Helpful Engineering

Leading and organizing the global "DevOps Team" of a few dozen active engineers supporting a large global organization of technologists actively fighting the COVID-19 pandemic.

Global DevOps Team Leader (pro-bono)

SolarWinds

•Recruited by Librato CTO to join team preparing for acquisition by SolarWinds. Accepted newly created role after acquisition to relieve Director of Engineering of increasing responsibilities. 
•Charged initially with one nationally dispersed team. Gained additional national/global operations teams as company continued to acquire companies, integrating products/services and transitioning to new platform. 
•Developed Global Site Reliability Engineering (SRE) team as direct reports grew, managing 19 individuals across five teams to drive infrastructure, software, and network evolution and support for ~1M customers.
•Built shared platform for SRE team. Leveraged automation, consistent tooling, reuse of code, and rapid deployment of new services. 
•Managed $5M CapEx/OpEx budget, driving innovation, capability, and capacity across data centers.
•Developed global strategy and comprehensive roadmap to enhance activities across functions; collaborated with executive leaders to assess needs and deliver technology solutions.
•Accepted numerous speaking engagements regarding automation, digital transformation, and improvement possibilities effective SRE teams can provide.  

Select Achievements
•Ensured superior products and customer satisfaction by adopting agile incremental work delivery methodology; deployed 1K+ per year in contrast to typical company deployment of twice per year. 
•Migrated Librato from Amazon Classic to Amazon VPC network environments while migrating services with almost zero downtime; resulted in reduced costs, faster recovery from failure, and greater agility.
•Led digital transformation for five acquired teams: 
--Transitioned Papertrail to new data centers and AWS, doubling capacity while holding costs constant. 
--Transitioned Pingdom to AWS using containers as primary deployment mechanism.
--Reduced alert load 66% for acquired Loggly team, allowing additional time for infrastructure improvement with no extra downtime.

Global Head of Site Reliability Engineering

salesforce.com

•	Served as Architect in technical operations, working with individual contributors and executives to improve efficiency, speed, reliability, quality, and effectiveness across organization.
•	Transformed company mindset to embrace automation and cross-functional collaboration reflected in strong DevOps methodology. Served as keynote speaker/SME internally & externally. 

Select Projects
•	Served as sole architect on first Infrastructure as Code team focused on servers; established consensus within executive and technical leadership on this major global operational change.
•	Contributed to first six-member Infrastructure Orchestration team to set up deployment code to work in concert with new Infrastructure as Code paradigm.
•	Rescued project focused on creating new internal DNS as a service; wrote project scope and worked with senior software and network engineers to deliver environment and infrastructure. Transformed internal resources, automated configuration of hardware and software, to allow for 24/7 agility.

Architect, Infrastructure Engineering

Tagged

•	Revamped operational infrastructure (~5B page view per month); designed and built complete production architecture transitioning from bootstrap focused methodology to cloud principles. 
•	Created and led five-member Blog Team and 15-member DevOps@Tagged discussion group. 
•	Served as main point of contact for Engineering Infrastructure team focused on delivering new capabilities.
•	Mentored three interns and junior staff on monitoring and infrastructure automation.

* Presented "Enterprise Real-Time Visualization with Graphite" at Bay Area Large Scale Production Engineering Meetup (6/2011)
* Presented "The sFlow Standard: Scalable, Unified Monitoring of Networks, Systems and Applications" at Velocity 2012 (6/2012) 
* Contributor "Monitoring with Ganglia" (O'Reilly) pub 11/2012

* Completed "Leadership Training' class facilitated by MyBrainSolutions.com
* Completed "Crucial Conversations" communication class

Senior Systems Engineer

Terracotta Inc.

•	Responsible for complete production and internal architecture of leading-edge Java clustering startup; managed two direct reports, one remotely, while reporting directly to CEO.

CTO SWAT Team

DHAP Digital

• Worked on internal and client effort equipment for Toyota web farm; performed architecture, administration, and analysis duties.

Sr. Systems Administrator

Cable & Wireless LLC

• Served as technical lead for systems administration group responsible for global content delivery network of 1300+ pieces of network attached equipment.

Lead Systems Adminstrator

Epylon Corporation

• Responsible for architecture and implementation details of a complete production, as well as the development of e-commerce installation.

Lead Systems Engineer

Miller Freeman Inc.

Senior Systems Administrator

After an investment from Private Equity, portco CTOs are under immense pressure to deliver more.  More often and with more quality, but more often than not, without more people.  But how?

You're a great CTO, but you don't have the time to coach everyone. It's too much.

◆ Customers are complaining about stability.
◆ Ops wants people to open more tickets.
◆ You *wish* the Dev teams were doing it wrong and shipping at least every two weeks.
◆ The board wants better EBITDA.
◆ You have separate DevOps, CloudOps, and SRE teams and it has to make sense, now.
◆ The CEO wants a plan for the next year, now.
◆ You've done 3 acquisitions and have 8 data stores.

With a big investment comes the expectation for big results. EVERYONE wants more.

As a long time DevOps and Silicon Valley veteran, I've improved operational excellence working with *dozens* of companies.

☆ speed up the Ops team
☆ streamline delivery
☆ increase resilience
☆ ship more often
☆ improve product quality
☆ enable engineers to innovate
☆ make the CISO smile!

My relationship with your engineers and leaders is more mentor than consultant.  I've faced the same problems at many different scales.  Applying the science behind the DevOps movement helps us improve development, operations, quality engineering, resilience, deployment, security, compliance, and more.

I teach engineering leadership daily how to make real changes, something CTOs simply don't have the time to do.

We know that companies who are elite at software delivery are “twice as likely to meet or exceed their organization’s performance goals”.   That's why I designed the DORA-based 2 Week SDA, so your teams have a specific playbook on how to become elite at software delivery.

We're a good match if you want to leverage deep experience and deliver on expectations, without everyone hating their jobs.

► “Through a decade of work with Thoma Bravo portfolio companies, Dave has taught our product teams how to dramatically improve business outcomes and to discover where time comes from.”  - Paul Zuber, Operating Partner and Head of the Technology Group

► “Few consultants have the ability to help you get where you want technologically as well as to truly improve your team itself.” - Nathaniel Barnes, CTO, MeridianLink

🏃‍♂️ DM to go into the next board meeting confident about the plan
💡 Learn more at mangoteque.com

Dave Mangot

I worked with one portco that, through 20 acquisitions, inherited:

- 7 different database engines (Postgres, SQL Server, DB2, Oracle, Mongo...)
- 5 different monitoring systems
- 7 active data centers

This sprawl is a massive, invisible drag on what is supposed to be an internal platform if you want to get the benefits of your AI investment.

You're paying for redundant vendors, fragmented data, and crippling complexity.

You can't scale a museum.

There is little point in collecting all the technologies that your acquisitions have made in years past. 

You've collected the customers base, but also a product you don't know how to run and a bunch of old tech.

Instead of spending more money on DBAs, you need to spend that money on what you actually want to support.

How many database engines are you currently supporting?

#privateequity

I partner with PE portco CTOs to deliver on the investment thesis by changing the culture of their existing org from halting to daily delivery so they can get the race going.

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Kevin Ascher

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