think about it…

I’ve been working on a new project leveraging new data architectures (e.g., graph databases via Neo4j), auto-ML techniques, and generative AI to create a unique combination of bottom-up and top-down analysis of the stock market.

The product leverages data from the SEC, Federal Reserve, institutional analysts, and financial news feeds to provide investors with the information they need easily and at low cost.

Payment platforms can charge SMBs over 3% to process transactions. International transactions are even more costly.

With already slim margins, SMBs struggle to justify these rich payouts. SEDL disrupts the landscape with market winning rates, easy international transactions, and the ability to earn money as businesses build there payment network.

I led pricing and packaging strategy for new business mobile subscriptions. We identified components of value based on customer use and profiles, sized potential of market, built discounted cashflow model to analyze alternatives. I then worked with Engineering to prioritize the development and with Sales and Business Operations teams to bring revised core products to market.

We saw >10% growth in B2B sales across the targeted ecommerce and SMB segments. Customer lifetime value increased from longer tenures (+11% post v pre) and mix shift to new higher value products.

I worked with the T-Mobile for Business Product team to understand key value components, size market potential, develop subscription pricing and identify appropriate bundling/packaging options. My team developed the business case for all individual templated components of the ANS product portfolio and strategic approach and operational process for custom bundling and pricing based on individual Enterprise needs.

I led the go-to-market strategy, ensuring value proposition alignment with the target customer, and developing the business case along with the KPI metrics we planned to monitor.

In this case I worked with SMB marketing operations leader, business operations, and sales to identify target customer needs, assess opportunities and potential impact including understanding what our competitors were doing and how they were likely to respond.

Owned partner relationship with American Home Shield, the largest provider of home warranties in the US. Identified target customer profile and determined home warranty packages with best product/customer fit. Led development of marketing collateral, Sales Enablement , product roadshows, and agent visits. Responsible for go-to-market strategy and implementation.

Owned the partner relationship, brand marketing, product marketing collateral, GTM strategy and Sales enabliement & implementation for Liberty Mutual’s pet insurance product.

My team developed API integrations with our partner’s website, created and owned the ongoing reporting for both internal audiences and our agents.

Created a “Teen Driver Safety App” leveraging telematics data from mobile phone telemetry. The application was designed to enable parents to get a weekly “Report Card” based on their teen’s driving behavior. The reporting used machine learning to identify positive and negative driving habits and monitor weekly changes to those habits. This allowed customers to have healthy conversations with their children about their driving.

Developed offline marketing collateral, created digital tools for sellers and parents, built holistic “Teen Driver” website for parents with helpful resources to use with the new drivers in their house.

This doesn’t consider the lost memories and personal belongings, nor the time and energy needed to repair the damage.

From 2015 through 2018, this was one of the top 3 pain points for Liberty Mutual’s sellers. My team built a holistic marketing campaign that eliminated this pain point. We developed new partnerships with technology providers building automatic shutoff and leak detection systems. Built new customer discounts for their mitigation efforts. Created a marketing hub as a one-stop-shop for our seller partners to learn about the problem and how Liberty Mutual was helping solve it.

Advances in Generative AI have led to an explosion of new chatbots. Back in 2016, I led Liberty Mutual’s efforts in the space.

At the time, OpenAI didn’t even have a ChatGPT 2.0 and the best products available were being built with Microsoft’s LUIS and Amazon’s Alexa/Lex software development kits.

My team designed applications directed both at consumers, partners, and internal audiences. Our work earned us international recognition for the development of a consumer focused Insurance Advisor powered by Alexa and Cortana enabling users to answer their insurance questions, understand their insurance needs, get a quote for an insurance policy, and be directed to an agent near them.

In 2018-2019, our team worked with the Customer Service org to identify top priorities and work with them on new technology solutions. Two stood out.

The first was enabling omnichannel service, rather than only phone based. We delivered on this through chatbots and webchat (above).

The second was increasing adoption of our award winning white-labeled White Glove customer “Gold Service” offer. The offer was highly profitable and had extremely high levels of satisfaction for those Sales agents who chose to pay the nominal fee. However, adoption had trailed off.

Through customer service and sales research we found that agents who saw the Gold Service offer first-hand were 3X more likely to adopt than those who were simply given information about the service. Our team leveraged Google Cardboard, 360-degree video, and more to create a unique virtual tour that our Field could bring with them to agents’ offices to introduce them to the product.

Unfortunately, although initial test results were positive (increased adoption relative to control) our launch coincided with COVID when our service model was dramatically altered.

I led pricing strategy and execution for the mobile-app only experience. This included creating data pipelines and automations for pricing that was being ingested from multiple sources into our dynamic pricing algorithm.

My team also built and owned all business oriented reporting for Marketing and Sales. I led expansion efforts as we moved from 1 warehouse in Manhattan through 28 cities across 4 countries.