Gartner Expert

Marc Brown

Sr Director Analyst

Marc Brown provides research and advisory support for Technology & Service Providers in the areas of sales enablement, sales operations, channel and partner marketing, advocacy, and organization design. Mr. Brown helps product leaders take advantage of new and proven techniques and digital tools to engage customers, grow revenue and transform their businesses by utilizing his three-in-a-box experience combining sales, marketing, and product management. Previously, Mr. Brown practiced marketing and sales for 20 years, including leadership roles at software and services companies IBM, Wind River Systems, Intel, Polycom, and Parasoft.

Before joining Gartner, he had leadership responsibilities in sales, marketing, and product management, with a strong foundation in engineering. In his most recent CMO roles, he led cross functional teams supporting all facets of marketing, sales, channel sales, and services. Mr. Brown’s product and marketing teams were responsible for all aspects of go-to-market. He has built many high-performing teams, redesigned product, marketing and channel processes, defined new product lines, optimized sales channels, and transformed sales enablement techniques to improve customer acquisition, mix, and close rates significantly. All of his experience is in high-tech software and services companies.

Previous experience

Previously, Mr. Brown practiced marketing and sales for 20 years, including leadership roles at software and services companies IBM, Wind River Systems, Intel, Polycom, and Parasoft.

Before joining Gartner, he had responsibility in all areas of marketing, with a strong foundation in product management, product marketing, solutions marketing, and sales. In his most recent CMO roles, he led cross functional teams supporting all facets of marketing, sales, channel sales, and services. Mr. Brown's marketing teams were responsible for brand, PR and communications, content marketing, product marketing, campaigns, creative, and sales enablement. He has built many high-performing teams, redesigned marketing and channel processes, defined new product lines, optimized sales channels, and transformed sales enablement techniques to significantly improve customer acquisition, mix, and close rates. All of his experience is in high-tech software and services companies.

Professional background

IBM / Rational Software

Product Evangelist and Sr. Director of Product Marketing

Intel / Wind River Systems

VP Product Marketing & Management

Parasoft

CMO and VP of NA Sales

Areas of coverage

Customer Acquisition for Tech CEOs

Messaging and Differentiation

Marketing Impact

Marketing Agility

Technology Marketing Effectiveness

Education

B.A., Mathematics and Computer Science, SUNY Geneseo

Read More Read Less

Top Issues That I Help Clients Address

1Strategies, processes, and best practices that will enable product marketers successfully launch and grow their businesses

2Helping optimize sales enablement strategy and design to arm frontline sellers and managers with the collateral, tools and technologies needed to sell more effectively and efficiently.

3Adopting customer advocacy marketing to scale and amplify delivered value via customer recommendations and testimonials in social destinations

4Understanding how leading marketers are linking demand generation and sales enablement efforts into high-performing unified programs

5Provide insight on how to track changes and identify new opportunities for indirect sales channels