Publication
The Ultimate Guide to Smart Software Pricing Strategies
https://www.toptal.com/product-managers/product-management/software-pricing-strategy-and-architecture
Laurie is available for hire
Hire LaurieLaurie Harvey
Verified Expert in Product Management
Growth Product Manager
Location
Port St. Lucie, FL, United States
Toptal Member Since
October 26, 2018
Laurie is a skilled manager who drives unprecedented results. Starting from the ground up, she's a strong leader and leverages her ability to inspire results, focusing on prioritizing high-impact efforts. She has led both marketing and product management during her extensive career. Laurie has delivered B2B and B2C offerings for startups and enterprises, exceeding customer expectations, solving their most pressing challenges, and fulfilling new market opportunities.
Growth Marketing Product ManagerSaaSSaaS Product ManagementMarket Strategy and Research Product ManagerWebsite ConversionProduct CoachMinimum Viable Product (MVP)Product ConsultantSaaS DesignWebsitesB2BCloudMonetizationB2B Product ManagementBusiness Systems AnalysisFractional Chief Product Officer (CPO)Product Portfolio ManagementSalesforce Product ManagementIoT Product ManagementAgileProduct LeaderProduct ManagerPrincipal Product ManagersBusiness AnalyticsContract
Project Highlights
Ramp Revenues From $3 Million to $25 Million in 18 Months
Led the project for cloud-based analytics solving critical problems for service providers covering 18 million users.
Contract Management
Reduced costs of goods by over 50%.
Cyber Security Sales Enablement Playbook
Designed and published a 66-page Cyber Security Sales Playbook for service providers—$1 billion sales funnel.
Expertise
Work Experience
Senior Director of Product Management
2021 - PRESENT
Presidio
- Doubled the average client value (ACV) by introducing three-tier pricing and flex services.
- Elevated the cybersecurity brand with the introduction of Presidio MDR, a managed detection and response cybersecurity solution to detect and isolate cyber threats within minutes of detection.
- Improved investment decision-making by introducing product management methodologies and data-driven analysis of potential new offerings.
- Established new sales enablement tools and processes for the practices and portfolio teams, driving cross-functional offerings to meet market needs.
Head of Product Growth
1999 - PRESENT
Above Voice
- Established Florida business operations for the InteliGlas Smart Building platform leveraging artificial intelligence to automate operations in office buildings, schools, and labs, working with commercial real estate, schools, and medical labs.
- Developed ROI modeling demonstrating how building owners can reduce their electrical costs by 30-45%, increase their net operating income and property valuations by millions. Developed climate offset models showing savings in relatable references.
- Introduced CleanAir by InteliGlas(TM) to support the return of employees to their offices post COVID-19.
- Integrated sensors for detection of occupancy, water, ballistics, and clean air technologies to monitor the overall building climate and reduce costs.
Senior Director Product Management, Calix Cloud
2016 - 2018
Calix
- Created over $25 million in new business while slashing costs and improving gross margins by over 30% to exceed 85% supporting over 18 million subscribers.
- Led a team of six people, including project managers, product managers, and solution architects. I launched two new Calix Cloud offers for network intelligence and analytics, including network-based systems and mobile applications.
- Coordinated with 24x7 engineering leveraging local and offshore resources.
- Managed stakeholder interactions, project managing to ensure smooth onboarding and revenue recognition processes.
- Created customer pricing incentives to move from legacy to new SaaS platforms.
- Created ROI models to demonstrate value to customers—tied with customer success to monitor and adjust programs to achieve the desired ROI.
Director, Product Management, Communications Service Providers
2011 - 2015
Symantec Corporation
- Managed a 3-year $1B plan for three security platforms—Next-Generation Network Protection (NGNP), mobile security, and MDM/MAM solving network threat challenges including identity, fraud, spam, compound threats, traffic analytics, parental controls.
- Managed a global matrixed organization of key stakeholders across marketing and engineering to launch the $1 billion plan.
- Served as a thought leader for security in a network functions virtualization (NFV) architecture.
- Distinguished as Symantec Top Talent in 2015, recognizing my cross-functional leadership skills.
- Created Symantec Sealed (Partner) Program for MDM/MAM–signing over 40 partners in six months.
Account Executive
2010 - 2011
Aegis Mobility
- Led marketing and sales activities for Aegis Mobility, working with insurance companies, regulatory bodies, and partner manufacturers.
- Deployed a mobile endpoint distracted driving software and fleet management interfaces to mitigate liability and risk.
- Managed the project evaluations with regulatory bodies with mobile apps for distracted driving.
- Worked with insurance company customers who wanted to reduce their enterprise customer risks.
Director, Business Development, Convergent Communications
2007 - 2010
CGI Group
- Wrote and implemented the business plan for Unified Communications addressing telecom service providers as a sales channel for enterprise customers.
- Implemented an OSS/BSS infrastructure for software as a service (SaaS).
- Pioneered the testing center of excellence practice.
- Managed customer projects in test automation.
- Managed the projects for mobile, IP, and UC telecom services at Sprint, AT&T, and CenturyLink.
Vice President Business Development – Americas
2005 - 2007
Aepona
- Ran national sales and marketing for Appium AB, exceeding partnering and revenue goals until they were acquired by Aepona.
- Managed a team of project managers, product managers, solution architects, and sales personnel to implement large service provider contracts.
- Established new partner programs for channel programs and sales.
Senior Director Marketing
2001 - 2003
Leapstone Systems (acquired by Motorola)
- Delivered marketing support for over $20 million in revenues in the first 18 months for this startup.
- Reduced costs and improved margins by renegotiating contracts to less than 50% of the original costs.
- Branded the company (originally Comstellar Networks).
- Created pricing generating $18 million in revenues.
- Managed partnerships, media, and events, coordinating channel programs, analysts and media sessions, and all of the sales enablement programs.
- Created an industry-leading mobile application provisioning system working as the leader of a multi-vendor strategy for secure application delivery for the telecom companies, working with Sun Microsystems, Appium, and Leapstone.
- Created and published the telecom services delivery system (TSDS) strategy for mobile applications working with Sun Microsystems on the Java 2 Mobile Edition platform, together with Appium and Leapstone.
Director of Product Line Management
1999 - 2001
Nortel Networks
- Created a 3-year service provider funnel of $700 million, leading a team of 160 people to create Nortel’s first carrier-grade applications platform program based on SOA and web 2.0 (SaaS infrastructure).
- Managed directly project management, product management, and product marketing for the Managed Application Services Platform.
- Led the acquisition of Epicon for $300 million in June 2000 to incorporate a key remote delivery technology.
- Awarded Nortel Top Talent in 2001, in recognition for developing a significant business opportunity and completing a strategic acquisition in record time.
Project History
Ramp Revenues From $3 Million to $25 Million in 18 Months
Led the project for cloud-based analytics solving critical problems for service providers covering 18 million users.
When measuring the success of any business, the two key performance indicators that drive me are revenues and gross margins. In this case, I implemented a series of tactics to drive results:
- Streamlined/consolidated the suite of products to simplify the services.
- Focused on differentiable value (DV) to drive competitiveness.
- Created role-based product/service offerings to target specific problems/needs and shorten the sales cycle.
- Changed the business model and pricing, demonstrating the differential value to customers with very strong ROI models.
- Re-architected the cloud platforms (adopting clustering) to reduce the number of VMs/servers.
- Implemented full multi-tenancy and multi-layered security.
Achieved revenue goals of taking a $3 million business and turning it into a $25 million business. I took gross margins from under 65% to over 85% (on track to go to 92% by the end of 2018).
- Streamlined/consolidated the suite of products to simplify the services.
- Focused on differentiable value (DV) to drive competitiveness.
- Created role-based product/service offerings to target specific problems/needs and shorten the sales cycle.
- Changed the business model and pricing, demonstrating the differential value to customers with very strong ROI models.
- Re-architected the cloud platforms (adopting clustering) to reduce the number of VMs/servers.
- Implemented full multi-tenancy and multi-layered security.
Achieved revenue goals of taking a $3 million business and turning it into a $25 million business. I took gross margins from under 65% to over 85% (on track to go to 92% by the end of 2018).
Contract Management
Reduced costs of goods by over 50%.
I negotiated and re-negotiated contracts in support of reduced costs, better SLAs, and protection of intellectual rights for both inbound and outbound contracts. I am accomplished in working with lawyers on protecting the business terms required for a successful business relationship.
Cyber Security Sales Enablement Playbook
Designed and published a 66-page Cyber Security Sales Playbook for service providers—$1 billion sales funnel.
As the product manager, I organized the global marketing teams to structure both enterprise and consumer cybersecurity products into sell-to, sell-through, and sell with business models to drive new sales opportunities with communications service providers.
Healthcare Engineering Manager
Led the development of the second major mobile application for a major healthcare company with over 79 million members.
Oversaw seven scrum teams using the SAFe methodology to deliver 4-week releases. Managed a successful major client beta program of the newest release of their mobile application, which was being released to this client's 100,000 members. Worked with product management and product owners to prioritize key customer priorities.
Product Management Author/Editor
https://www.toptal.com/product-managers/product-management/software-pricing-strategy-and-architecturePublished a suite of articles pertaining to product management.
Worked with Toptal editing to publish a series of articles pertaining to product management.
Other Experience
Publication
Customer Journey Touch Points for Product Managers
https://www.toptal.com/product-managers/product-management/customer-journey-touchpoints-for-product-managers
Publication
Creating Success: A Guide to Product Manager KPIs
https://www.toptal.com/product-managers/product-management/creating-success-a-guide-to-product-manager-kpis
Publication
KPIs for Success: An Overview of Project Manager Performance Metrics
https://www.toptal.com/project-managers/project-management-consultant/kpis-for-success-an-overview-of-project-manager-performance-metrics
Publication
Why Should Product Managers Invest in Sales Enablement?
https://www.toptal.com/product-managers/product-management/why-should-product-managers-invest-in-sales-enablement
Publication
How to Effectively Quantify Product Value: A Guide for Product Managers
https://www.toptal.com/product-managers/product-management/how-can-product-managers-create-value
Education
1982 - 1986
Bachelor's Degree Equivalent in Business Administration
McGill University - Montreal, Quebec, Canada
Certifications
MARCH 2020 - PRESENT
Certified Partner Integrator - InteliGlas Smart Building Technology
InteliGlas Corporation
NOVEMBER 2016 - PRESENT
SPIN (R) Sales Training
Huthwaite International
Collaboration That Works
How to Work with Toptal
Toptal matches you directly with global industry experts from our network in hours—not weeks or months.
1
Share your needs
Discuss your requirements and refine your scope in a call with a Toptal domain expert.
2
Choose your talent
Get a short list of expertly matched talent within 24 hours to review, interview, and choose from.
3
Start your risk-free talent trial
Work with your chosen talent on a trial basis for up to two weeks. Pay only if you decide to hire them.
Top talent is in high demand.
Start hiring