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
Laurie is available for hire
Hire LaurieLaurie Harvey
Verified Expert in Product Management
Growth Product Manager
Port St. Lucie, FL, United States
Toptal member since October 26, 2018
Expertise
Bio
Laurie is a skilled leader who drives unprecedented results. Starting from the ground up, she's a strong leader who 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.
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
- Agile Product Management
- Cloud Services
- Interim CPO
- Leadership
- Product Lifecycle Management (PLM)
- Project Portfolio Management (PPM)
- Sales & Marketing
- Strategic Planning & Execution
Work Experience
Chief Product Officer | Co-founder
2024 - PRESENT
Veyrdune Inc.
- Founded a company to use digital intelligence to identify and quantify risk.
- Helped prioritize remediations for managed security services providers (MSSPs) by analyzing thousands of data points.
- Reduced loss ratios for cybersecurity insurance.
- Protected the GDP of nation-states by reducing bankruptcies.
- Managed both engineering and product management to create an offering that introduces scalable modernization and invaluable information to users.
Head of Product Growth
1999 - PRESENT
Above Voice
- Consulted on cybersecurity issues, strategies, and tactics, including business email compromise (threat detection and response), privacy (passwordless strategies), and overall cloud security architecture (and center of excellence).
- 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% and increase their net operating income and property valuations by millions. Developed climate offset models showing savings in relatable references.
Senior Director of Product Management
2021 - 2024
Presidio
- Doubled the average client value (ACV) by introducing 3-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.
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 of Product Management, Communications Service Providers
2011 - 2015
Symantec Corporation
- Managed a 3-year $1 billion 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, and 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's 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 (acquired by Cogosense)
- 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 project evaluations with regulatory bodies using mobile apps for distracted driving.
- Worked with insurance company customers who wanted to reduce their enterprise customer risks.
Director of 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 of Business Development – Americas
2005 - 2007
Aepona (acquired by Persistent Systems
- 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 of 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 sales enablement programs.
- Created an industry-leading mobile application provisioning system, leading a multi-vendor strategy for secure application delivery for 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 of 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).
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 product and project management articles. With the experience of having conducted over 1,200 interviews with product managers, each discussion has led to new insights and a deeper understanding of the importance of both roles.
Other Experience
Publication
Creating Success: A Guide to Product Manager KPIs
https://www.toptal.com/product-managers/product-management-consultant/creating-success-a-guide-to-product-manager-kpis
Publication
The Ultimate Guide to Smart Software Pricing Strategies
https://www.toptal.com/product-managers/product-management-consultant/software-pricing-strategy-and-architecture
Education
1982 - 1986
Bachelor's Degree Equivalent in Business Administration
McGill University - Montreal, Quebec, Canada
Certifications
AUGUST 2024 - PRESENT
How to Boost Your Productivity with AI Tools
LinkedIn Learning
AUGUST 2024 - PRESENT
Introduction to AI Governance
MARCH 2020 - PRESENT
Certified Partner Integrator - InteliGlas Smart Building Technology
InteliGlas Corporation
NOVEMBER 2016 - PRESENT
SPIN (R) Sales Training
Huthwaite International
Skills
Tools
Jira, Trello, Atlassian, HubSpot, Confluence, HubSpot COS, Salesforce Marketing Cloud, Slack, Zoom
Paradigms
B2B2C, Network Function Virtualization (NFV), Software-defined Networking (SDN), Agile, Pragmatic Marketing, Agile Product Management, Agile Workflow, Kanban, Agile Project Management, Business to Business to Consumer (B2B2C), B2C, API Architecture, Web Architecture, Application Architecture
Platforms
Azure, Enterprise Resource Planning (ERP), Marketo
Industry Expertise
Telecom Equipment & Solutions, Healthcare, Telecommunications, Sales & Marketing, Computer Security, Real Estate
Other
B2B Lead Generation, Brand Marketing, Content Strategy, Marketing Plans, Pricing Strategy, Sales Pitches, Social Media Content, Branding, Content Marketing, Email Marketing, Pitch Decks, Promotion, Sales, Web Content, Customer Acquisition, Business Development, Growth, Growth Marketing, Growth Marketing Product Manager, Growth Strategy, Launch Strategy, New Product Development, New Products, New Products & Services, Product Growth, Product Launch, SaaS, Enterprise SaaS, SaaS Product Management, SaaS Product Marketing, Market Strategy and Research Product Manager, Startups, Startup Growth Strategy Development, User Conversion, Website Conversion, Digital Marketing, Product Analytics, Management, P&L Management, Strategy, Portfolio Management, Solution Portfolio Management, Agile Marketing, IT Security, Endpoint Security, Planning, Sales Growth, Channel Strategy, B2B Partnerships, Partnership Strategies, Strategic Partnerships, Partner Management, Partnership Analysis, Channel Management, Price Analysis, Pricing Software, Dynamic Pricing, Competitor Analysis & Profiling, Pitch Preparation, Pitch Deck Consultant, White Papers, Writing & Editing, Product Coach, Business Strategy, Business to Business (B2B), Product Leadership, Change Leadership, Team Mentoring, Mentorship & Coaching, Feature Planning, Feature Prioritization, Feature Roadmaps, Minimum Viable Product (MVP), Competitive Strategy, Chief Product Officer (CPO), Product Consultant, SaaS Design, Building Management Systems (BMS), Identity, Social, Websites, Organic SEO, Content Creation, Direct Marketing, Referrals, B2B, Funnel Marketing, Marketing Programs, Sales Funnel, Campaign Management, Content Management, Media, Cloud, Monetization, Monetization Models, B2B Product Management, Early-stage Startups, User Experience (UX), Business Systems Analysis, Healthcare Product Manager, IT Business Analysis, Customer Relationship Management (CRM), Dashboards, Web Applications, Managed Services, Managed Service Providers (MSP), Target Market Strategy, API Management, ROI, Microsoft Office, Mentorship, Partnerships, Cybersecurity, Mergers & Acquisitions (M&A), Sales Enablement, Contract Negotiation, Analytics, Security, Cloud Services, Margin Optimization, Negotiation, Pricing Models, Customer Success, Strategy Planning, Product Planning, Marketing Strategy, Marketing, Technology Strategy & Architecture, Strategic Planning & Execution, Product Strategy, Product Marketing, Product Lifecycle Management (PLM), Project Portfolio Management (PPM), Product Management, Software as a Service (SaaS), Software Development Lifecycle (SDLC), Access Control, Profit & Loss (P&L), Single Sign-on (SSO), Authentication, Networks, Team Leadership, Leadership, Pricing, Microsoft PowerPoint, Microsoft, Microsoft Excel, Salesforce, Freelancing, Enterprise, Business Analysis, Feature Backlog Prioritization, Product Roadmaps, Go-to-market Plans, User Research, Business Models, Product Design, Product Frameworks, Innovation, Product Ownership, Product Owner, Waterfall Delivery, Product Delivery, Requirements, Product Discovery, Interim CPO, Software Project Management, Digital Project Management, Scaled Agile Framework (SAFe), Mobile/Web Project Management, Product Portfolio Manager, Waterfall Methodology, Advisory, Digital Marketing Product Manager, Digital Marketing Strategy, Technical Product Management, International Growth, eCommerce, Release Management, Backlog Grooming, Mobile Applications, Web & Mobile Applications, Roadmaps, Business Cases, Web Platforms, Cross-functional Collaboration, Integrated Sales & Operational Planning, Operational Efficiency Improvement, CTO, Product Vision, Brainstorming, Competitive Analysis, Competitive Intelligence, Competition Research, Market Research, Market Research & Analysis, Market Research Analyst, Project Management, Product Operations, Fraud Prevention, IoT Protocols, SD-WAN, Test Automation, Data Analytics, Machine Learning, General Data Protection Regulation (GDPR), Internet of Things (IoT), Mobile Apps, Mobile UX, Mobile Data, Mobile, Android, Professional Scrum Product Owner (PSPO), Data Analysis, Manufacturing, Teams, BlueJeans, Artificial Intelligence (AI), Building Operations, Fintech, Request for Proposal (RFP), AI Product Management, Fundraising, Risk, Risk Modeling, Regulatory Reporting, Insurance Product Manager
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