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The Bowery Capital Revenue Council Has Officially Launched

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Loren Straub

August 15, 2017

The Bowery Capital Revenue Council has officially launched! The Revenue Council is a high-level advisory group, made up of industry-leading sales, marketing, and customer success executives, created to advise portfolio companies on revenue-related challenges.

We are excited to announce the launch of the Bowery Capital Revenue Council, an advisor network consisting of top revenue-related experts from industry leading software companies. The Revenue Council supports Bowery Capital portfolio companies by providing ongoing advice and mentorship to ensure early revenue success. The council is chaired by Mark Roberge, former CRO of HubSpot and author of The Sales Acceleration Formula, with experts hailing from DigitalOcean, PagerDuty, and Gainsight.

An emphasis on revenue success at the beginning stages of an early stage startup is key. Highlighting this point, Roberge said, “When scaling a sales team, the to-do list is endless. Hiring, training, coaching, pipeline reviews, forecasting, enterprise deal support, leadership development, and cross-functional communication are all part of the day-to-day. With the Bowery Capital Revenue Council, we’ll be focusing on alleviating these early challenges for founding teams.” We now have a set of advisors to keep our founder focused on what is important.

Mike Brown, Managing Partner at Bowery Capital, stated that “At Bowery Capital, we continue to intensely focus on two objectives: making thesis-driven investments in the next generation of software winners, and adding value to ensure our portfolio companies achieve outsized revenue growth to get to their next stage of development. On the latter point, we’ve focused and refined our efforts and are excited to announce the Revenue Council as a new initiative. Too often, early stage software founders struggle with important decisions around revenue and we believe this group of professionals will be able to provide focused, tactical support to our companies.”

Revenue Council Member Bios:

Allison Pickens is a broadly recognized thought leader on Customer Success and on scaling teams during hypergrowth. She is VP of Customer Success & Business Operations at the leading Customer Success software company, Gainsight. Her organization includes all post-sales functions: CSM, Support, Onboarding, Services, Customer Marketing, and Operations. She started her career in management consulting for Fortune 500 companies while at Boston Consulting Group and later worked in private equity investing at Bain Capital. At both companies, she worked with organizations on driving change and scaling effectively. Allison decided that she couldn’t pass up the opportunity to work at Gainsight when Bain Capital Ventures led the Series B fundraising. Allison is a frequent speaker and blogger on customer success and encourages her team members to “carry the torch” for the customer success industry.

Mark Roberge is the bestselling author of the award-winning book, “The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to Go from $0 to $100 Million”. Mark is also a Senior Lecturer in the Entrepreneurial Management Unit at the Harvard Business School, where he teaches Entrepreneurial Sales and Marketing in the second-year MBA program. He was previously the Chief Revenue Officer of HubSpot’s Sales Division. Prior to his role as CRO, Mark served as SVP of Worldwide Sales and Services at HubSpot, increasing revenue over 6,000% and expanding the team from 1 to 450 employees. As a result, HubSpot placed #33 on the INC 500 Fastest Growing Companies list in 2011. Named one of Forbes’ Top 30 Social Sellers in the World, Mark has also won the Salesperson of the Year award at the MIT Sales Conference in 2010. He was a semi-finalist in the 2005 MIT $50K Business Plan competition and was awarded the Patrick McGovern award for his contributions to entrepreneurship at MIT. He holds a BS in Mechanical Engineering from Lehigh University and an MBA from the MIT Sloan School of Management.

Nisha Ahluwalia is a consulting CMO working with startups to develop go-to-market strategy and build their marketing organizations. She has startup, tech, and software-as-a-service experience across several areas, including launching and growing product lines, building marketing organizations, demand generation, product marketing, PR, content marketing, and branding. Previously she was the CMO of PagerDuty where she launched the current brand and led all areas of marketing including demand gen and content marketing. Her previous roles include positions at companies such as Cisco WebEx and RingCentral.

Emmanuelle Skala is the former VP of Sales and Customer Success at DigitalOcean. Prior to DigitalOcean, she led sales at Influitive where she scaled the business tenfold in 2 years. She also served as the VP of Global Channel Sales at Sophos, where she won the CRN Channel Chief award for two years in a row. She is also a recipient of CRN’s Top 100 Women in the Channel. She was the first hired salesperson at two B2B software startups, Endeca and Vertica, and she saw both through rapid growth and successful acquisitions by Oracle and HP respectively. She advises several startups and serves as an executive-in-residence for Argosight. She holds a B.S. in Industrial Management from Carnegie Mellon University and an MBA. in Marketing and Finance from New York University’s School of Business.

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