Matt Crane

Pre-Sales, Sales, Product, GTM @ Salesforce | Pre-Sales, Sales, Post-Sales @ Cognos

Salesforceex-Cognos Australiaex-PwC

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I make it easier for Salesforce to Make, Market, Sell, and Implement our products. I started with the company @ $350M and it's now $37B (2025).

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Led the launch, acceleration, and growth of 8 products (legacy, acquired, and homegrown, including the fastest from 0-$100M). Work across Sales and Solution Engineering, Finance, Support, Product Operations, Customer Success, Partnerships, Product Management, Product and Field Marketing, UX, Research & Insights, Documentation, and external SI Partners and Customers to deliver the optimal product, support, sales, and purchase experiences. Key accomplishments: • Define product market fit and sales qualification guides (drove improved opportunity quality and win rates) • Create product pricing and business value calculators (streamlined quoting and ROI) • Develop strategic ISV partnerships to fill product or industry gaps across product lines • Leverage Voice of Customer input, industry analysts, and ISV partners to drive product strategy & features • Create and moderate external product communities for partners and customers (delivering customer and partner success) • Product margin analysis to support packaging/pricing changes (ensured appropriate margins, removed selling friction, & increased wins for price-competitive deals) • Define, build, and deliver worldwide SI product enablement (2700 attendees, 700 firms, 74 countries) • Define, build, and deliver internal sales, customer success, and support product enablement • Manage R&D product pilot programs • Build and deliver product demonstrations and best practices • Build product documentation and best practices for industry and functional use cases • Deliver customer roadmap & executive presentations • Customer Support process mapping, education, & improvement (>50% drop in escalations) • Trained internal Product Managers on best practices for customer executive presentations Products covered: Partner Relationship Management (PRM), Sales Engagement, Conversational AI, Einstein GPT, Workforce Planning & Scheduling | CRM (Sales, Service, Marketing) | Contact Center Telephony | Digital Service channels (Chat, SMS, WhatsApp, Apple Business Chat, FB Messenger) | IoT | Bots | Automation