Ken Male

• CIO InCight from CXO Nexus is an Intelligent spend analytics solution leveraged by the likes of Nasdaq, Morgan Stanley, JPMorgan Chase, Paramount, and Cigna for real time visibility and optimization of their Information Technology (IT) Vendor Spend
• Started and was CEO of the company after witnessing for decades the lack of visibility enterprises have with their IT Vendor spend (often #1 or #2 in SG&A) and how ineffective the manual, time consuming, error prone, point in time solutions were to try and solve the issue
• Built and led teams for: I) Go2Market (both direct and via partner ecosystem) II) Data Science III) Product Management IV) End to End (E2E) process of: data ingestion > transformation (via AI, Machine Learning & Natural Language Processing) > monthly client delivery/refresh and V) Company Operations
• The use of a patent pending AI and Machine Learning model automates the cleansing, classification and categorization of vendor spend
• CIO InCight is an automated SaaS solution that requires no FTEs, works with all in place financial systems and is operational in two weeks
• Leadership spanning the nexus of IT, Finance and Procurement collaborate with intuitive, real-time access to their Vendor & Category TruSpend. Negotiating leverage, vendor & supplier consolidation, peer benchmarking, eliminating tail spend and identifying shadow IT are key outcomes
• Very active in all aspects of Business Development and spoke at key industry events.

• Created and ran the design, production and go-to-market strategy for TechTarget’s subscription Research offering that was leveraged by; IT Professionals, Institutional Investors and Technology Vendors
• Core research components included; Deal Share, Technology Adoption & Vendor Performance where the data source was the world’s most active buyers and users of IT
• Contextualized the wealth of data amplifying changes on a quarterly and annual basis, a hallmark of the research process.

• Apptio created the Technology Business Management (TBM) category by building capabilities for cost analytics, business alignment, budgeting & forecasting, and performance management, allowing IT to be run like a business
• Created Benchmarking offering with $300B of aggregated Global 5000 IT spend
• Contextualized client data for the likes of ExxonMobil, AT&T, Morgan Stanley, Facebook, Goldman Sachs and Anthem Insurance to provide actionable advice on their Peer Benchmarks
• In leading Data Strategy I worked with several parts of the organization to develop new products to derive insight from robust data set
• Joined Apptio after meeting the CEO & Founder via mutual clients after TheInfoPro was acquired.

• Created and ran an innovative, fact based “voice of the enterprise” research company for the IT industry that was acquired in 2011.
• The data source was in-depth, one on one interviews with a network of over 1500 pre-screened IT decision makers from the Global 2000 known as the TIP Peer Network
• Repeated in set intervals (aka “Waves”) the research process generated unmatched transparent, historical data to compare to
• The intelligence was leveraged by three core constituencies:

I) Global 2000 IT Organizations for peer benchmarking, vendor selection & negotiation, and factual data on technology adoption rates and effectiveness. Clients included: AT&T, UBS, Morgan Stanley, FedEx, Goldman Sachs, Verizon, American Airlines, and Boeing

II) Technology Providers for competitive intelligence, business & product development, M&A, R&D and go to market strategy & positioning. Clients included: Dell, EMC, Microsoft, Cisco, HP, VMware, NetApp, Amazon & Oracle.

III) Institutional Investors to identify long/short opportunities and understand the reality of specific technology adoption overlayed by the vendors winning the business. Clients included: SAC, Fidelity, Capital Group, Tudor Investments, T. Rowe Price, Bain Capital

• The actionable, fact based data products became industry standards including: The Technology Heat Index, Vendor Vulnerability Index , Customer Experience Matrix and Market Window of Vendor Ratings
• Created and evolved the Research Process
• Built out teams for; Data Analytics, Product Management, Research Operations, Sales, Marketing & Client Success
• Worked closely with the Sales & Client Success teams as resource to contextualize the research spanning all three constituencies served, spending >50% of my time in the field
• Regularly keynoted global industry events and sourced in business and trade press.

• In the 1990s Jupiter's research, measurement services and events were the definitive source of insight for the burgeoning Internet industry and tremendous impact it had on B2C and B2B business models
• Built and ran worldwide sales and client services organizations for syndicated research product orchestrating sales growth from $1.8M to $48M in three years
• Grew the Direct Sales Force from 2 – 100. Built the Sales Management hierarchy, Operations & Client Success functions to manage the growth
• Sales focus was the Global 2000, Internet companies (back then the “.coms”) Service Providers, Management Consultants, Venture Capital & Private Equity firms, Institutional Investors and Broker/Dealers. Added over 900 clients in three years while maintaining a 75% renewal rate. Directed attention on Global 2000 including General Motors, Microsoft, Disney, Bertelsmann, Walmart, JP Morgan, BT and AT&T.
• International - Hired direct sales force in Europe & Australia along with Distributor partnerships in: South America, Japan, Hong Kong, Singapore and the Middle East
• Product Development & Positioning - Actively worked with Marketing and Research to refine new product offerings and company messaging.
• Active in a successful IPO in 1999 and sale of company in 2000.

• Member of founder Gideon Gartner’s core team that launched Giga Information Group and was involved in all aspects of research, sales & marketing
• Initially Project managed the launch of Giga
• Oversaw the creation and development of key functions in Sales, Marketing and Product Development
• Integrated Giga’s acquisition of BIS, a quantitative technology information provider
• In 1995 & 1996 introduced and sold Giga’s Information Technology (IT) research to leadership at major Wall Street financial institutions and was the company’s top performer. Clients included; Goldman Sachs, JP Morgan, Salomon Brothers, Citibank, Merrill Lynch, Lehman Brothers, Bank of NY and Bankers Trust.
• In 1997 created and ran Giga’s Equities Research Product where I wrote original content and repackaged existing research for Institutional Investors. Initially sold the product and managed the relationships then built a team selling to & supporting this constituency. In one year developed over 20 client relationships including; Fidelity, Putnam, SAC Capital, Sanford Bernstein, T. Rowe Price, Kingdon Capital and Tiger Asset Management.

Strategic Account Manager & Sales Director for leading Information Technology & Research companies:

• 1991 -1994 Gartner: Promoted to Strategic Account Manager handling large money center and investment banks in New York City. Ran a territory that had over $2.5M of annual subscription revenue/ contract value
• 1989- 1991 Digital Equipment Corporation: Member of the JPMorgan account team that sold a multi-million dollar Systems Integration project for JPMorgan’s Trading Floors at the new 60 Wall Street world headquarters
• 1986 - 1989 EMC Corporation: Regional Sales representative in Metro New York. Was a Sales Intern for EMC when a Senior in College based out of their HQ in MA,