Product Manager @ Microsoft Held a variety of individual contributor Product Management roles on Microsoft Office applications. From August 1994 to 1996 (2 years) General Manager Worldwide Partner Group @ Microsoft Developed the long-term strategy for the Worldwide Partner Program so that Microsoft had the needed partner capacity to execute on its commercial business goals across all...
Product Manager @ Microsoft Held a variety of individual contributor Product Management roles on Microsoft Office applications. From August 1994 to 1996 (2 years) General Manager Worldwide Partner Group @ Microsoft Developed the long-term strategy for the Worldwide Partner Program so that Microsoft had the needed partner capacity to execute on its commercial business goals across all customer segments. - Created the 5 year Partner Program strategic blueprint that served as the roadmap for investment decisions internally and signaled to Microsoft’s 400,000+ partners the direction of the partner program in the future.- Designed a strategic partner planning process that was implemented across all of Microsoft’s major business groups so that cross company prioritization and resource allocation could be more efficiently implemented.- Re-architected the company’s partner incentives structure to better match up with evolving partner program, drive desired behavior and increase revenue while keeping cost (approx $500M) net neutral to company. From 2006 to 2008 (2 years) Redmond, WashingtonGeneral Manager, US Partner and SMB Group @ Microsoft Led the team that was responsible for the VAR partner channel in the US. Was the face of Microsoft to these partners traveling to over 50 cities in 2 years for meetings, partner events and press & analyst events, - Delivered $6.4B of VAR partner revenue exceeding quota with year over year growth rates of 22%+. - Managed a Marketing and Operating budget of over $25M that included budgets for partner demand generation, sales programs, recruiting and enablement. - Created a “Through Partner” marketing engine that empowered partners to market and create demand with Microsoft, tied in Microsoft’s marketing efforts more closely with theirs and drove over $100M in incremental revenue over first two year of implementation. Program was best practice and adopted worldwide.- Led development of strategy and plans for Microsoft’s first orchestrated push into SMB. This became foundation for development of first dedicated SMB go-to-market team in the US subsidiary. From 2004 to 2006 (2 years) Redmond, WASr. Director, US Server Marketing @ Microsoft Led US Server marketing team in creation and implementation of server (Windows, Exchange, Small Business, Sharepoint) and security related go-to-market plans, demand generation and lead management. - Delivered $2.5B in revenue which exceeded plan and represented year-over-year growth rate of 30%+ with a marketing and operating budget of $17M. From 2002 to 2004 (2 years) Redmond, WADirector, Business Tools Division @ Microsoft Led US Project and Visio marketing teams in creation and implementation of all product related go-to-market plans, demand generation and lead management. - Delivered over $500M in revenue which exceeded plan and represented year-over-year growth rate of 30%+ with a marketing and operating budget of $6M. From 1999 to 2002 (3 years) Redmond, WAVice President of Channels @ Turn/River Capital At Turn/River, we believe that the new breed of technology and SaaS companies we see today — leaner teams, data driven while moving with high velocity — requires a new kind of investor. Turn/River was purpose-built for these companies, combining flexible capital that can power growth, liquidity, and acquisitions for bootstrapped companies, spin-outs, and roll-ups with an incredibly deep operational team and playbook focused on accelerating sales and marketing. On average, we help our companies double their growth rate in the first 9 months, building significant value for everyone. San Francisco Bay AreaSr. Vice President, SMB and Channel Sales @ Totango Totango is a global SaaS company that is the leader in Enterprise Customer Success enabling recurring revenue businesses to operationalize their customer led growth strategies.Leading build-out of Totango’s SMB and Mid-Market go-to-market engine. Channel led GTM strategy focused on the recruitment and enablement of Solution Providers, System Integrators, ISVs and Strategic Partners to market and sell Totango into SMB’s and mid-market customers.- Built segment team and business from ground up including hiring of team, creation of incentive structures, enablement, marketing, sales methodologies, pipeline tracking and implementation models.- Signed partnerships, developed & executed go-to-market plans and drove new ARR with Customer Experience Solution Providers and Strategic Partners including SAP, AWS, Qualtrics and Deloitte. From February 2019 to July 2020 (1 year 6 months) San Francisco Bay AreaSenior Vice President Channel Programs and Mid-Market Sales - Channel Chief @ Vonage Vonage is a $1B enterprise SaaS company that provides Unified Communications as a Service and Communication Platform as a Service to enable more effective communications between employees, customers and stakeholders.Led the transformation of Vonage from a Direct to a Channel-led sales model while putting the foundation in place to rapidly grow into new markets and channels. Led team of 60 and recognized as top new leader in 2018.- Increased partner driven MRR by 60% YoY by increasing average transaction value by 100% and increasing the number of partners transacting in any given month by 50%.- Introduced the Vonage Partner Network and accompanying Portal so that it was easier for partners to do business with Vonage. Also introduced Vonage Teaming + (co-sell with direct sales team) deal registration, co-marketing and one click quoting so that GTM team could drive greater monthly velocity.- Re-architected the Partner and Direct Sales Teams to be better aligned and more focused on top-of-pipeline development activities with partners such as enablement and co-demand generation campaigns while developing a monthly scorecard to measure effectiveness of these efforts.- Awarded 2018 Circle of Excellence Award by Channel Partners. From July 2017 to February 2019 (1 year 8 months) San Francisco Bay AreaVice President Global Channel Sales - Channel Chief @ Alfresco Alfresco is a leading global provider of solutions that enable enterprises to solve information and content-driven challenges. My role was responsible for building out a world-class channel sales engine to drive accretive revenue for Alfresco. Accomplishments included:- Drove the effort to move company to a partner led go-to-market model resulting in 30% YoY annual recurring revenue (ARR) growth through partners, a 25% YoY increase in average deal size, deeper penetration into Fortune 500 accounts and an increase in partner share of new ARR.- Launched innovative new partner program that focused on attracting larger solution providers and incentivizing them to proactively build pipeline, close larger deals and increase customer renewal rates. 30 new Tier 1 and Tier 2 System Integrators recruited.- Introduced solution first partner go-to-market approach by incentivizing partners to build Alfresco based vertical solutions that enabled direct sales team to have more solution based discussions with line of business leaders. Results included introduction of 20 new solutions focused on Public Sector, Financial Services, Healthcare and Manufacturing. - Named to CRN’s Top Channel Chiefs for 2016 and 2017. From February 2015 to July 2017 (2 years 6 months) San Mateo, CASenior Director, Partner and Mid-Market Sales & Marketing @ VMware Lead partner sales, programs and strategy for both the Partner and SMB teams in the Americas Sales Organization. - Led the design and creation of the Americas SMB sales & marketing team. Managed the launch of this organization that delivered $200M in bookings in FY12 and $240M in FY13.- Managed the Solution Provider channel and corresponding Partner Business Managers consistently achieving the best growth of any route to market. Implemented innovative programs through this team including partner recruitment & reactivation, new account acquisition and deal registration acceleration. Drove over $500M in revenue through this channel in FY14 representing 15% growth.- Revised the VMware Partner Program go-to-market strategy to better lineup partner incentives, marketing, enablement and end-user incentives to drive more focused sales behavior with our partners. Results included a 30% increase in qualified leads leading to a 20% increase in registered deals.- Developed and implemented the Americas Leadership Development Program for high potential employees. Was the first program of its kind at VMware and has been adopted company wide. From June 2010 to February 2015 (4 years 9 months) Palo Alto, CAGeneral Manager - Tellme Business Unit @ Microsoft Drove the transformation of Tellme from building custom solutions for the Enterprise segment to being focused on building repeatable solutions to be marketed and sold through partners across all segments. Shifted revenue mix from 100% direct led to 50% direct/50% partner led while growing revenue 20% YOY.- Led the sales, marketing and partner teams responsible for delivering $122M in revenue for FY09 - grew business 20%+ YOY annually.- Designed, developed and implemented a new go-to-market strategy that included the recruitment of over 40 channel partners to sell, market and implement Tellme based solutions.- Built the partner opportunity/leads pipeline from $0 to one with a value of $200M and grew partner booked revenue through the channel from $0 to over $60M over a two year period.- Developed new messaging, positioning and demand generation that led to increased leads, 100% increase in RFP inclusion and new investment of over $2M from channel partners in co-marketing activities. From January 2008 to May 2010 (2 years 5 months) Mountain View, CAGroup Product Manager, Microsoft Office @ Microsoft Created first Office enterprise product management team responsible for the marketing, positioning and messaging of Microsoft Office to enterprise customers. From 1996 to 1999 (3 years) Redmond, WA
August 1994 to 1996
General Manager Worldwide Partner Group
2006 to 2008
General Manager, US Partner and SMB Group
2004 to 2006
Sr. Director, US Server Marketing
2002 to 2004
Director, Business Tools Division
1999 to 2002
Vice President of Channels
San Francisco Bay Area
Sr. Vice President, SMB and Channel Sales
February 2019 to July 2020
San Francisco Bay Area
Senior Vice President Channel Programs and Mid-Market Sales - Channel Chief
July 2017 to February 2019
San Francisco Bay Area
Vice President Global Channel Sales - Channel Chief
February 2015 to July 2017
San Mateo, CA
Senior Director, Partner and Mid-Market Sales & Marketing
June 2010 to February 2015
Palo Alto, CA
General Manager - Tellme Business Unit
January 2008 to May 2010
Mountain View, CA
Group Product Manager, Microsoft Office
1996 to 1999
What company does Robert Crissman work for?
Robert Crissman works for Microsoft
What is Robert Crissman's role at Microsoft?
Robert Crissman is Product Manager
What industry does Robert Crissman work in?
Robert Crissman works in the Information Technology and Services industry.
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