Scaling Up – Transitioning Your SMB Go To Market to the Enterprise

David Gee, CMO, Imperva

David Gee has over 20 years as a technology marketer – early in his career, David worked on Java and IBM and Sun, productized Yahoo! technology for the enterprise and led the marketing teams for HP’s $3bn software and $20bn services businesses.  in 2011 David left big tech to join Infoblox as CMO through their IPO and 4x the revenue, and CMO of Zuora in their run up to IPO and has been CMO at Imperva since January 2018 during which time we took the company private in a $2.1bn acquisition by Thoma Bravo.

Away from the office David’s a technology tinkerer, gadget nut, arm chair Arsenal fan and proud Anglophile.

David and I talk about the IT Security skills gap, the law of unintended consequences and how to get your message to be differentiated and stand out.  Focus on the customer problem seems basic, but as David says, “It’s shocking that we don’t articulate the problem we solve in the eyes of the customer.”

In the first half of our chat, David says you better tie your value to one of three core issues facing customers.  Listen to learn what those are.

In the second half our our discussion, we talk about how to transition from SMB to Enterprise go to market motions and visa versa.  As a guy who has done this multiple times, David has a lot to share here too.

David recommends Tien Tzou’s Subscribed as a must read for all marketers because of the coming transformation from user-ship to ownership and also @jasonlemkin, @michaeleisenberg and @tientzou as must follows on Twitter.

You can find David himself on Twitter with his handle @davidgee, and learn more about Imperva at Imperva.com .