Rozanne Bonavito
Principal and Global ABM Leader

Rozanne is a demand generation expert specializing in B2B, SaaS based technology companies. She’s thoroughly addicted to the intensity, passion and innovation found only in the tech industry.

Throughout her career she’s worked at a number of outstanding companies, and she’s been blessed to have been a part of some fantastic teams. She started her career working in television in San Francisco. After a spending few years in the newsroom and documentary departments she accepted a marketing position in Silicon Valley working for a technology company – and the rest is history.  Twenty plus years later she decided to launch Account Based Marketing Masters (ABMM). The company is focused on demand generation — account-based marketing. Rozanne has deep expertise in leading demand generation focused on target accounts, strategic accounts (ideal customers) and TAM (total addressable market) for enterprise and SMB size companies.

Rozanne’s perspective is that ABM is a strategy. It’s a very different way of looking at how leads, opportunities and revenue are generated. ABM has different metrics (“leads” don’t enter into the conversation), requires a different creative approach that is specific to companies, personas, even individuals, and demands highly personalized, relevant content. It is a strategic initiative that involves both sales and marketing at all levels of the organization. It should also include Customer Service, Customer Support and Professional Services and, most of all, it should also include executives.

 

Greg F. Heras
Principal and Global ABM Sales Leader

Greg is a senior sales executive with over three decades of leadership experience managing sales for technology startups and later-stage companies, including CoorsTek, Royce Instruments, THK Corporation, Saint-Gobain and Disco Corporation. Greg has worked in senior sales executive roles, and he’s also very comfortable with the learning and discovery phase of start-ups, identifying a repeatable and scalable business model, and responding with agility to daily change

A hands-on dynamic executive, Greg has a successful track record defining and implementing new go-to-market strategies and driving them to repeatable multimillion-dollar sales. His core expertise is in closing deals in global markets.  While at CoorsTek., he was instrumental in driving a turnaround that included new Asia channels, Key Accounts Management and featuring a new product mix that resulted in increased sales by 28% in a two-year period.  He has deep mastery in delivering record breaking sales results and driving sales performance. Under his leadership at Royce Instruments, Inc., sales performance increased over 100% in three years. Greg brings excellent communication skills a consultative sales style, strong negotiation skills and exceptional problem-solving skills – all focused on customer success. He has a proven track record as an effective leader who has demonstrated success building sales organizations, sales turnaround activities, and mentoring and coaching sales teams through both high growth markets as well as periods of economic downturn.

 

Account Based Marketing Masters Team

The team is both a strategic and tactical group. They are talented and dedicated, with strong technical expertise and creative genius. Our Marketing team brings a diverse mix of both agency and client-side/customer experience. On the sales side our seasoned team brings the ability to craft custom solutions, and the competence to meet the challenging customer needs of today.