Founder / Executive Sales Leader / Innovation Evangelist
This session with Malcolm was super refreshing and helped us look at our sales deck from a very different angle. We were putting too much emphasis on impressive stats or the way to present the features but Malcolm's feedback made me realize we were not seeing the forest for the trees. Thanks for your time Malcolm!
Malcolm is very straightforward and insightful. I appreciated being challenged during the session, and it definitely left me with many 'aha' moments. What I liked most is that Malcolm made a genuine effort to understand ME: my skillset, qualities, my needs, and wants. This allowed him to effectively guide me through the challenges I was facing. This is very different from simply sharing knowledge and consulting, and I am truly grateful for the opportunity to be mentored. 💫🙏🏻
Great check in and call with Malcom. He helped firm up the GTM strategy, shared some very useful insights and worked through his Deck in the Box framework ;) As a result of working with Malcom I finally was able to produce a One Pager that makes sense.
Malcolm De Leo is an innovation expert who has successfully built and developed new markets for both Fortune 500 companies and Silicon Valley Startups. Over his 25 year career, Malcolm’s leadership as an evangelist for new ideas, new technologies and for developing innovative cultures is what drives his work. Most recently, he co-founded GeoFlow.ai a company building the world's largest industrial knowledge graph. Prior to this as Orbital Insight's Chief of Solution Strategy he was the customer facing person from the product team tasked with understanding the marketplace to provide strategic guidance on how the company delivered scalable and repeatable customer value. Prior to his time at Orbital insight; he was Chief Evangelist at both Quantifind and Netbase. At both companies, he helped pioneer the usage of social media data to drive business decisions across the Fortune 500 Landscape. Before entering Silicon Valley, Malcolm was Global Vice President of Innovation at Daymon Worldwide, the world's largest private brand product broker and also worked developing innovation partnerships and new products for the Clorox Company where he started his career. He holds a Ph.D. in Inorganic Chemistry from University of California at Santa Barbara and an MBA in Technology Management from the University of Phoenix.
I have lead the develop and growth of innovation relationship at both large companies and startups. As a technology broker at large organizations, I have lived the life of the innovation champion startups are looking for to help sell in their offering. I understand how large companies innovate having had to drive change from the bottom, middle and top of large organizations with no budget people or authority.
I specialize in helping CEO identify their go to market messaging, first sales approach/collateral, customer engagement/development approaches and initial pipeline development. This process is a customized methodology based on the personality and makeup of the founder. This customized approach is based upon the insight that strategies that aren't ownable by founders are not executable.
As a trained innovation profiler and innovation theorist, I have taught teams to build skillsets that help them "innovate in space" and learn methods to help them see their world in a way that makes them more effective. Everyone can be a change agent, it takes the right mindset, to embrace differences with others and to build abilities that make them more effective at driving change.
As someone who has worked with many out of stealth startups, I have developed and tested a variety of different pricing strategies. This is usually done through iterative testing of concepts with perspective customers to learn the balance between what a company wants to charge and what the market will bear.
As a Chief Evangelist, my role was all about developing repeatable and scalable use cases for the companies I work for. My job was to see the CEO's true north vision and bring it back to where the company currently lives and build tangible solutions that customers use to help the team reach that visionary end state one sale at a time.
As Chief Evangelist, my role was to be the strategic partner of CROs to help train new sales people, build new vertical solutions that scale sales, land and expand in accounts having taken strategic accounts from 25,000 to 1MM in 18 months. At Quantifind, I was head of sales for 18 months achieving 115% of target in an emerging market.
As an "innovationmuse" to all my partners, I am formally trained in innovation profiling methods that help people better understand themselves and how to work with people who have a different makeup than they do. As a person who understand corporate culture and the politics of innovation, I am well equipped to support people frustrated with the cultural resistance they face trying to do their job. And, I love the concept of diversity of thought which helps me listen.
Built a strong Linkedin network and have created several best practices of extending one's network. One's network is the most important asset we can develop.
All of the startups I have worked for employed some form of machine learning/AI to accomplish and improve business tasks that require greater efficiency .
Across my experience in startups and large companies, I have sold to, worked alongside and developed an understanding of the B2B landscape. This includes understanding workflow inside B2B companies from vertical to vertical to ensure the software being sold in fits the internal corporate process in a way that the companies' culture will adopt them.
I have spent the last 13 years selling and growing SaaS software across a wide range of verticals. As Chief Evangelist, I supported both sales and service to develop use cases, land new accounts, and grow these accounts from inception to seven figures. I also developed pricing and sales strategies for just out of stealth software companies looking to grow their sales from 0 to 1MM in revenue.
As a product developer, I am well versed in understanding how consumer think about using products whether they are physical or software products. This includes being a trained ethnographer during my time as a research scientist at Clorox.
As an R&D scientist and technology broker, I managed supplier relationships and worked directly with procurement to strategize best practices for acquiring innovation from 3rd parties. This experience makes me privy to how companies set up and think about supply chains.
GeoFlow is a supply chain visibility platform that makes the "Invisible Supply Chain" easily accessible to business people in a self-serve SaaS application. Leveraging IoT geolocation data and NLP/AI knowledge graphs, GeoFlow is building the world's largest "living" Industrial Knowledge Graph to power use cases like material sourcing, business development, supply chain mapping, and competitive analysis.
InnovaitonMuse consulting works with both people and organizations to help drive change. All companies have two things; their products/services and their balance sheet. Between these two key corporate drivers is a hole. This hole is made up things like culture, infrastructure and tangible solutions. At InnovationMuse Consulting, the goal is to help companies see how their greatest asset, the people, can create what is needed to compete. It is everyone's job to keep the hole filled by seamlessly connecting the great products and services that drive the companies' balance sheet to even greater heights.
Orbital Insight is the geospatial intelligence and location analytics company that helps organizations understand what's happening on and to the Earth. As the Chief of Solution Strategy, I was the customer facing executive on the product team. My role was to understand the marketplace and provide guidance on how our company can deliver the most valuable, repeatable and scalable solutions our customers want to integrate into their business processes.
As Chief Evangelist at Quantifind, I am a subject matter expert in the area of applying social media in order to generate business value. As the voice of the customer representative for Quantifind, I work across all organizations focusing on diving sales, marketing new social media products and through collaborating with those interested in this powerful new data set.
As Chief Evangelist at NetBase I am a subject matter expert in the area of applying social media in order to generate business value. As the voice of the customer representative for NetBase I work across all organizations focusing on diving sales, marketing new social media products and through collaborating with those interested in this powerful new data set.
Accepted newly created executive position to lead the elevation of Daymon’s innovation value proposition with both their 4000 suppliers and over 80 retail customers around the world. The position was created to proactively expand the business model to identify new sources of product and service revenue as well as create a culture capable of innovating at a higher level.
Member of Clorox’s R&D function working to deliver against company’s partnering and innovation strategy. The strategy focused on developing world-class alliance and strategy capabilities for sourcing and integrating novel technologies in the development of game changing consumer products. Responsible for the integration of external technologies and development of novel prototypes through collaboration with product development function.