Selected operating examples from Data Sales Science work across SaaS, security, publishing, content migration, and revenue operations.
Connecting the sales stack so teams can actually use it.
For an anonymous SaaS client, Mark connected Salesforce, Outreach, Orum, LinkedIn Sales Navigator, and Seamless.ai; created a 14-step sequence with targeted email “spears”; and trained the team to pull the right leads into cadence quickly.
FatStax had been selling to life science companies for years. Mark analyzed the data and found that manufacturing companies bought faster, at lower initial ASP, but with higher long-term value. The team pivoted toward manufacturing and eventually FatStax was acquired by BigTinCan.
SkySync lacked clearly defined sales lanes. Mark extracted CRM data, enriched it, identified swim lanes, and developed stricter go-to-market processes for each segment. The result was fewer low-fit deals and stronger revenue from higher-value lanes.
At Duo Security, Mark analyzed inbound leads and freemium deployment behavior, then developed outreach programs based on company size and software adoption stage. The result was stronger visibility into pipeline value.
At JoVE, Mark built defined sales lanes across verticals and helped develop beachheads into new markets, contributing to growth across scientists, libraries, and medical device companies.
Mark examined the complex sales process, identified the true champion and initial buyer persona, and helped simplify the sales motion for faster cycles.
Data Sales Science worked with partners to build a custom, fully managed dashboard system so leadership could pull scattered data together and manage the company more efficiently.
Data science, operations, and enablement have to work together.
The strongest systems do not treat data, workflow, and enablement as separate functions. They connect them into operating infrastructure.