Stephen Forte
Fairfield,CT
Summary
Execute pragmatic product marketing methods to lead a team of product marketers, increase bookings and recurring revenue by driving demand for a company's products and services, as well as exceeding NPS with customers. Define the products and services value propositions and build the positioning and messaging frameworks that guide the demand generation and creative teams in communicating a market position that is relevant, compelling, and distinct.
Overview
23
23
years of professional experience
Work History
Product Marketing Manager
ECI Software Solutions
09.2022 - Current
- Created and executed go-to-market plans for six products to effectively introduce new/enhanced products to prospects and customers.
- Increased SEO impressions, total sessions, URL clicks, organic sessions, and click-though-rate for all six products by 23%.
- Developed messaging frameworks that articulate product positioning, differentiating, buyer personas, and value propositions.
- Initiated and project managed creation of sales enablement content including sales presentations/demos, positioning guides, battle cards, and buyer & user personas to enable sales teams in effective product positioning and accelerating pipeline conversions.
- Collaborated with demand generation managers to activate campaigns aimed at achieving product revenue/business goals, including initiatives that drove product adoption and customer retention.
- Co-managed Customer Advisory Boards, lead product user group meetings and events.
- Co-managed customer research and feedback channels, conducted customer interviews for product case studies and other voice of customer assets.
Senior Consultant Product Marketing
Freelance technology consultant
01.2016 - 09.2022
- Increased MQLs by 25% with focused content for target buyer and user personas.
- Worked collaboratively with marketing, analyst relations, product management, and sales engineering to develop & manage product launches and roll-out activities.
- Partnered with product management, marketing and sales leadership to define roadmap, tools, targets and manage annual budget.
- Developed competitive positioning for product portfolio by using competitive analysis and input from internal and external stakeholders.
- Worked cross functionally and collaboratively with sales, product development, business development and finance teams.
- Prioritized, developed, and executed market entry strategies.
Vice President Product Marketing
EIS Group
04.2014 - 01.2016
- Created and developed commercial product lines go-to-market strategies, product launches, and marketing materials which led to winning enterprise deal against top competitor worth six million in license revenue plus recurring maintenance revenue of one million two hundred thousand.
- Responsible for defining and prioritizing product marketing strategies and GTM execution for all personal insurance products.
- Managed external product positioning, messaging, and collateral as well as corporate website and full library of sales enablement materials.
- Developed and managed a team of product marketers for P&C insurance segment.
- Directed corporate strategy with goal of maximizing product and company awareness in Property & Casualty/General Insurance segment.
- Responsible for developing solution strategies that delivered value added services to EIS Group's clients and supported company's role as trusted, long-term partner.
Senior Director Global Sales & Marketing Business
OneShield, Inc.
03.2010 - 04.2014
- Product marketing and partner alliance role focused on helping OneShield's global market position through various business development activities supporting marketing and sales.
- Led team of business development representatives and product marketers for all property and casualty lines of business.
- Created the strategy and development of claims management solution for P&C insurers.
- Responsible for defining and prioritizing key alliance partners to drive sales opportunities through defining end-to-end go-to-market alignment.
- Defined engagement models, target markets, support and training, value proposition, market opportunity, business case and forecast.
- Managed external product positioning, messaging, and collateral as well as corporate website and complete library of sales enablement materials.
Research Director
Gartner, Inc.
12.2000 - 03.2010
- Responsible for core insurance solutions and services for P&C insurers including policy administration, rating, claims administration and underwriting.
- Saved clients an average of 10% cost in annual license and maintenance fees from vendors.
- Trusted coach and advisor to C and board level technology and business persons and line of business leaders for P&C insurers.
- Authority on vendors, systems integrators, pricing, contracts and negotiation for investors.
- Subject matter expert with prior seven years in insurance industry, two years as independent agent selling personal and commercial lines products and five years as underwriter, one in personal lines and four in commercial lines.
Education
Product Management Certified Level II -
Pragmatic Institute
Phoenix, AZ11.2022
Product Marketing Certified Level III -
Pragmatic Institute
Phoenix, AZ09.2015
Bachelor of Arts - Economics
University of Rhode Island
Kingston, RI05.1992
Skills
- Go-to-Market Plans
- Product marketing
- Marketing Analytics
- Product Launches
- Marketing strategy
- SEO Optimization
- Content Marketing
- Competitive Analysis
- Web Analytics
- ROI Calculations
- Relationship Building
- Marketing Strategy Development
Websites
Business Application Proficiencies
- Microsoft Office 365
- Google Analytics
- Microsoft Teams
- Salesforce
- SEMrush
- Pardot
- Asana
- Pendo
- Craft
- Klue
- Aha!
- Jira
Affiliations
- National Association of Naval Veterans
Timeline
Product Marketing Manager
ECI Software Solutions
09.2022 - Current
Senior Consultant Product Marketing
Freelance technology consultant
01.2016 - 09.2022
Vice President Product Marketing
EIS Group
04.2014 - 01.2016
Senior Director Global Sales & Marketing Business
OneShield, Inc.
03.2010 - 04.2014
Research Director
Gartner, Inc.
12.2000 - 03.2010
Product Management Certified Level II -
Pragmatic Institute
Product Marketing Certified Level III -
Pragmatic Institute
Bachelor of Arts - Economics
University of Rhode Island