T.J. Kuhny

Led the transformation of Realizeit's market positioning and go-to-market execution, building and integrating the product marketing and product management functions to drive business growth and market focus.

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Spearheaded a 2024 company repositioning to focus on "business-critical/sticky training for high-stakes environments, " doubling qualified demos in 4 months and developing key new ICP accounts.

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Architected the product marketing function from scratch, building a complete messaging library, content engine, sales enablement function, and cross-functional release process.

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Revamped the product release lifecycle, instituting a disciplined, bi-annual governance process that shifted the company from reactive, customer-driven requests to proactive, market-focused strategic planning.

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Drove analyst relations strategy, achieving successful Fosway 9-Grid placement and securing three key industry awards (Learning Technologies, Brandon Hall, Training Industry) in 18 months.

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Led roadmap and design requirements for embedded GenAI features (e.g. automated assessment generation), resulting in reduced friction for key users, giving new opportunities to increase ACV by 15% or more.

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Established the Product Council to create a disciplined process for new feature intake and prioritization.

Vista Equity-backed operational-resilience SaaS provider.

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Led all product marketing-and later, partner marketing-initiatives, creating the strategy that scaled annual recurring revenue (ARR) from $12M to $50M over four years.

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Built the core product marketing messaging and content engine that directly contributed to 35% year-over-year growth.

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Launched a comprehensive sales enablement program including video nurturing, automated competitive analysis with battlecards, and ROI calculators. This program helped reduce the sales cycle by up to 33% and increased the win rate over key competitors by 20%.

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Drove customer marketing and sales tool initiatives that tripled the average deal size from $50K to $150K while sustaining a 110% net retention rate.

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Managed all analyst relations, performing vendor briefings and authoring submissions to secure and maintain leadership positions in the Gartner Magic Quadrant and Forrester Wave industry reports.

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Created and led a cross-functional executive leadership process that accelerated the adoption and revenue generation of new release capabilities by 50%.

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Recruited and led a high-impact product marketing team.

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Drove all product management for a new Contact Center as a Service (CCaaS) offer, growing revenue from $0 to over $100M in total contract value within 18 months.

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Redefined quote-to-cash processes to enable a new usage-based subscription model and negotiated 3rd party royalty savings of 11-48%.

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Created innovative professional service offerings that increased add-on revenues by 20% and delivered releases that improved quality and security compliance by 69%.

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Grew product-line sales over 400% during the first five years post-acquisition by launching and expanding a B2B multi-channel contact center quality management suite.

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Defined the solution's strategic direction, delivering new speech/text analytics offerings and creating key technology partnerships to drive market adoption and competitive advantage.