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Gartner Expert
Michele Buckley
VP Analyst
Michele Buckley is a Research and Advisory Vice President in Gartner's technology and service provider practice. She researches commercial go-to-market best practices and short-term program design that drive revenue and pipeline growth. Her research covers topics such as Revops, cross-sell upsell, revenue enablement, pipeline conversion, sales enablement and growing existing customers. Her most recent research focuses on activating cross-functional teams and reducing friction to improve commercial outcomes, particularly in large matrixed organizations that face challenges of scaling and cascading GTM strategy into execution at the global, regional and country levels.
Ms. Buckley's advice and feedback on GTM program design has helped multiple large technology clients grow their business units pipeline and revenue results in less than 12 months. In addition, she has been invited to present her thought leadership including the Gartner Cross-sell Upsell Blueprint at multiple Gartner events over the past five years including Gartner Tech Growth & Innovation Conferences, Gartner CSO & Sales Leader Conferences, and Gartner Marketing Symposium/Xpo.
Previous experience
Prior to joining Gartner in 2017, Ms. Buckley served as a rare jack of all trades holding senior executive roles in sales, marketing, product management and customer success all of which focused on revenue growth and retention.
As a Senior Sales Manager for SAS Institute, she grew the region's commercial business by 260% by lifting sales skills, activity, and coverage. Also at SAS, she designed a company-wide customer success program that, in 10 months, led to the highest ARR in the region in 9 years.
At IBM Asia Pacific, Ms. Buckley designed a channel program across 10 countries that achieved 173% revenue target and 351% pipeline target in 12 months by improving partner enablement and increasing sales activity.
As IBM Marketing Director, her customer marketing programs and leadership resulted in the highest customer loyalty ratings globally, 200% increase in YTY pipeline with 70% budget cuts, and market share gains in a mature market.
In addition to her tech career, Ms. Buckley has also served as a lecturer in marketing management and course writer in international business for MBA programs at multiple universities.
Professional background
IBM
Marketing Director
SAS Institute
Senior Sales Manager
IBM
Senior Product Manager
Areas of coverage
Go-to-Market Strategy
Business of High Tech
Mobilize for Efficient Growth
Create New Revenue Potential
Customer-Led Growth Strategies
Education
M.B.A., Australian Graduate School of Management, University of New South Wales, Sydney, Australia
B.A., cum laude, English and Sociology, Tufts University, Boston, U.S.
Top Issues That I Help Clients Address
1Growth in existing customers
2Cross-sell upsell
3Revops
4Sales enablement
5GTM strategy and collaboration