Atlassian, a B2B workplace collaboration software company, was heading towards a cloud-first future where it needed to move its marketing processes from being focused on high-touch single product journeys to now self-serve (user onboards on their own), low-touch (light chat support based on bronze/silver status) and high-touch (gold status, enterprise customers) across many products and apps.

The technology, marketing and sales teams were misaligned, and looked for a partner who could speak marketing + sales + technology, which was the role I played. My responsibility was in leading product managers and program managers to enable strategies in lifecycle marketing (prospects growth, lead acquisition, nurture programming, conversion and retention) and move freemium users through the upgrade path, with the goal of activating low-CAC flywheel marketing.

My client CQURE Academy was a successful online education platform for cybersecurity professionals. When I took over the project it was its 3rd year existence.

The challenge I had was the speed of the growth for the new season with the existing courses (products).

• New entrant into the market at the time competing against huge streaming brands.
• Lack of marketing infrastructure and organization
• Understanding data and LTV

Education is a dynamic industry, I have had very specific goals with tight turn arounds. The challenge most often faced are that of prioritizing KPIS for different programs when there are hundreds of programs.