Monica Kanchhal
GTM Revenue Leader
Fremont,CA
Summary
Strategic Product Leader with 17 years of experience leading GTM product strategy and supporting the implementation of innovative products for unique niches. Creative, strategic planner with product value and impact assessment prowess. Research and strategic development planning expert through collaborative leadership and customer polling.
Overview
19
19
years of professional experience
1
1
year of post-secondary education
Work History
Director of Product Management , Quote to Cash
Salesforce
9 2021 - Current
- Leading product strategy and execution for Q2C Digital transformation to unify multiple buying programs and diverse products.
- Led billion dollars M&A (MS,Tab, Slack) for Q2C, improving efficiency, cost savings, and revenue growth.
- Conceptualized long-range product roadmaps and strategically designed according to market demands.
- Productized multiple Consumption monetization models(0-to-1), increasing revenue growth by 7.5% YoY to $329M
- Headed solutions supporting the rapid expansion and program proliferation from concept to reality, like marketplaces, GEO expansions, and AWS PO
- Led Self-service SMB growth by 2% over two years.
- Led cross-functional teams to launch new products in competitive markets successfully.
- Supported staff development, promoting personal achievement and retention as the best strategy for long-term organizational health.
- Established performance metrics for evaluating product success and driving continuous improvement efforts.
Sr. Product Manager - B2B Commerce
Adobe.com
10.2019 - 09.2021
- Responsible for B2B commerce product for $2.5 B subscription business-impacting engagement, growth, and retention metrics.
- Lead vision and roadmap for a Unified Buying Platform for B2B customers across different Routes to Markets (Telesales, E-commerce, App Stores, Partners Marketplace, SELA)
- Launched new monetization models like license packs, Usage-based billing, and Departmental billing, adding $100 M in ARR.
- Responsible for New Product Launches for Doc Cloud, growing business from $10 million to $70 million.
- Implemented payment optimization strategies for decreasing time to pay and increase in save rate.
- Integrated Personalization/Content management platform capabilities on commerce workflows for better retention
- Mentored new Product managers, spinning off a new Squad model to cater to RTB requests.
Sr. Product Manager
Salesforce.com
12.2012 - 09.2019
- Led multiple products across Finance Apps, Sales Apps, and Revenue Apps over the 7 years at Salesforce.
- Increased self-service capabilities by providing modular services, making 96% self-service for SMB customers
- Worked closely with the Monetization team to convert the new pricing models for usage/meter-based products into billing frameworks.
- Reduced Time to Pay for Partners by 10 days and for direct customers by 2 days.
- Build new predictability scores based on Einstein (AI) capabilities to predict payments and dunning.
- Engaged with the UX/UI team to build a unified customer experience.
- Led M&A for Exact Target (Marketing Cloud) and Demandware (Commerce cloud)
- Modeled and revamped all external customer notifications globally with localization requirements, reducing the Call per Contact rate by 30%.
Senior Consultant
Consulting Firms
04.2008 - 12.2012
- Liaised with customers, management, and sales team to better understand customer needs and recommend appropriate solutions.
- Managed multiple deadlines across several businesses to meet the dynamic needs of numerous clients.
- Implemented practices and procedures to reduce expenditures and increase savings.
Associate Product Manager
Oracle
02.2007 - 04.2008
- Build features for Oracle Lease Management product wherein was solely responsible for 3 Key Business flows out of 7 KBFs
- Interviewed platinum customers on new features, did market analysis on trends, developed user stories, and helped build th roadmap to deliver on.
Techno-Functional Consultant
Genpact
05.2005 - 07.2007
- Worked with client business SMEs to gather business requirements, design ‘to be' business processes, design functional solution and configurations of custom extensions for De Lage Landen Oracle lease management
Education
AI For Product Managers -
Udacity
San Jose 06.2020 - 12.2020
Master Design Thinking -
MIT - Sloan School of Management
San Francisco, CA 06.2018 - 05.2018
Leadership Certificate , Organizational Leadership -
UC Berkeley Extension
San Francisco, CA 09.2017 - 05.2018
B.Tech Computer Science , Honors -
Mody Institute of Technology And Science
India 09.2000 - 05.2004
Skills
Go-to-Market Strategies
Product Strategy
Customer Needs Assessment
Product Roadmaps
Product Team Leadership
Mergers and Acquisitions
Risk mitigation planning
Business Intimacy
Development Leadership
Timeline
AI For Product Managers -
Udacity
06.2020 - 12.2020
Sr. Product Manager - B2B Commerce
Adobe.com
10.2019 - 09.2021
Master Design Thinking -
MIT - Sloan School of Management
06.2018 - 05.2018
Leadership Certificate , Organizational Leadership -
UC Berkeley Extension
09.2017 - 05.2018
Sr. Product Manager
Salesforce.com
12.2012 - 09.2019
Senior Consultant
Consulting Firms
04.2008 - 12.2012
Associate Product Manager
Oracle
02.2007 - 04.2008
Techno-Functional Consultant
Genpact
05.2005 - 07.2007
Director of Product Management , Quote to Cash
Salesforce
9 2021 - Current
B.Tech Computer Science , Honors -
Mody Institute of Technology And Science
09.2000 - 05.2004