Ryan Kuo
Director, GTM Strategy at Salesforce
ex-DeloitteGo-To-Market Growth Strategy leader responsible for accelerating Salesforce's topline growth by driving wide-ranging initiatives, including scaling an AI-first GTM and consumption model, expanding to new geos, accelerating new logos, and optimizing customer offerings for revenue…
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and margin.Previously part of Salesforce M&A GTM Strategy, where I performed commercial due diligence and maximized the value of multi-billion dollar acquisitions, including Slack and Tableau, through joint GTM models, cross-sell programs, target setting, and robust business inspection.Former M&A consultant with Deloitte and PwC, advising Fortune 500 clients in the high-tech and entertainment industries in the planning and execution of multi-billion dollar deals.
GTM Index
- SALESFORCEJOB
- Dir, GTM Strategy3Y 2M
Director, GTM Strategy
Salesforce
Lead the GTM Growth Strategy team to accelerate topline growth by developing actionable business cases and driving executive alignment cross-functionally to launch initiatives. • Develop business cases across broad spectrum of initiatives, including scaling AI-first GTM and consumption model, expanding to new geos, accelerating new logos, and optimizing customer offerings for revenue and margin • Lead analysis and scenario modeling to unlock potential to achieve exponential growth – including growth projections, market whitespace analysis, pipeline analysis, and sales coverage optimization • Drive alignment with executive leaders across Sales, Customer Success, Partners, Professional Servi…
- Senior Mgr, M&A GTM Strategy2Y 7M
Senior Manager, M&A GTM Strategy
Salesforce
Performed commercial due diligence and maximized the value of multi-billion dollar acquisitions, including Slack and Tableau, by developing joint GTM models, cross-sell programs, and topline targets; and leading robust business inspection. Built and led the new GTM M&A Intelligence & Analytics team. • Performed diligence on acquisition targets, assessing GTM maturity and developing synergy estimates • Established top-line synergy and sales program targets across business units globally, and developed executive reporting tools to drive progress • Developed joint GTM models and cross-sell programs via robust customer whitespace and overlap analysis, and pipeline analysis
- DELOITTEJOB
- Mgr - M&A Strategy & Opera…4M
Manager - M&A Strategy & Operations
Deloitte
Advised Fortune 500 clients in maximizing the value of multi-billion dollar mergers in the high-tech and entertainment space by driving go-to-market programs and analytics, and by creating models to drive cost transformation programs. Led the Benchmarking and Analytics offering in Deloitte's Synergy Center of Excellence.
- Senior Consultant - M&A St…1Y 6M
Senior Consultant - M&A Strategy & Operations
Deloitte
- PWCJOB
- Mgr - M&A Consulting1M
Manager - M&A Consulting
PwC
Advised major film and television studios and other clients in realizing the value of mergers by identifying synergies and managing the integration/separation process. • Advised the buyer in a $10+ billion utilities merger by identifying over $100M of cost synergies that could be achieved by optimizing the combined company’s supply chain network and inventory management process. • Advised the seller in a $70 billion divestiture of a major film and television studio by managing the transition of 2,000 applications and the development of Transition Services Agreements (TSAs) in preparation for Day One. • Advised the buyer in a $1 billion acquisition of a premium cable television net…
- Senior Associate - M&A Con…2Y 4M
Senior Associate - M&A Consulting
PwC
- Senior Associate Intern -…2M
Senior Associate Intern - Operations Consulting
PwC
Advised a multinational financial services corporation in planning for the successful integration of a newly acquired investment banking services arm that would provide it with over $700 billion of assets under custody/administration. Accomplished by the development of a traceability matrix and functional playbooks that allowed 25 key departments within the client to understand their specific integration responsibilities and key performance levels as required by the acquisition and services contract.
- SOUTHERN CALIFORNIA ASSOCIATION OF GOVERNMENTSJOB
- Program Mgr - Transportati…1Y
Program Manager - Transportation Planning & Policy
Southern California Association of Governments
Coordinated the development of the 2012 Regional Transportation Plan/Sustainable Communities Strategy (RTP/SCS), which will allow over 5,000 sustainable transportation projects totaling $500 billion to be constructed across Southern California over 25 years, reducing traffic congestion by 25%, reducing greenhouse gas emissions by 16%, and generating 500,000 new jobs each year. Built stakeholder consensus for the 2012 RTP/SCS by fostering collaborative relationships with transportation agencies, airport authorities, and elected officials, and doubled public involvement by coordinating an interdepartmental effort to develop the first-ever online interactive RTP/SCS as a public engagement too…
- Senior Regional Planner -…3Y 8M
Senior Regional Planner - Transportation Planning & Policy
Southern California Association of Governments
- Associate Regional Planner…2Y 3M
Associate Regional Planner - Transportation Planning & Policy
Southern California Association of Governments
- AECOMJOB
- Civil Eng10M
Civil Engineer
AECOM
Prepared engineering plans and coordinated design work across multiple consulting firms to ensure the timely completion of construction plans for the $280 million reconstruction of the West Side Highway as part of the Post-9/11 rebuilding effort. Responsible for reviewing transportation engineering designs for the New York State Department of Transportation to ensure the completion of design work on the new West Street Promenade in compliance with the terms of a $59 million federal grant.
- T&M ASSOCIATESJOB
- Assistant Eng10M
Assistant Engineer
T&M Associates
Ensured the resiliency of key transportation infrastructure in the New York area through the design of new roadways and bridges, and structural inspections of critical transportation facilities including the Newark Liberty International Airport and George Washington Bridge, which carries 50 million vehicles each year between Manhattan and New Jersey.
- Job: Salesforce — Director, GTM Strategy · 2023-08 – present · 3y — Lead the GTM Growth Strategy team to accelerate topline growth by developing actionable business cases and driving executive alignment cross-functionally to launch initiatives. • Develop business cases across broad spectrum of initiatives, including scaling AI-first GTM and consumption model, expanding to new geos, accelerating new logos, and optimizing customer offerings for revenue and margin • Lead analysis and scenario modeling to unlock potential to achieve exponential growth – including growth projections, market whitespace analysis, pipeline analysis, and sales coverage optimization • Drive alignment with executive leaders across Sales, Customer Success, Partners, Professional Servi…
- Job: Salesforce — Senior Manager, M&A GTM Strategy · 2020-12 – 2023-07 · 2y 7mo — Performed commercial due diligence and maximized the value of multi-billion dollar acquisitions, including Slack and Tableau, by developing joint GTM models, cross-sell programs, and topline targets; and leading robust business inspection. Built and led the new GTM M&A Intelligence & Analytics team. • Performed diligence on acquisition targets, assessing GTM maturity and developing synergy estimates • Established top-line synergy and sales program targets across business units globally, and developed executive reporting tools to drive progress • Developed joint GTM models and cross-sell programs via robust customer whitespace and overlap analysis, and pipeline analysis
- Job: Deloitte — Manager - M&A Strategy & Operations · 2020-08 – 2020-12 · 4 mo — Advised Fortune 500 clients in maximizing the value of multi-billion dollar mergers in the high-tech and entertainment space by driving go-to-market programs and analytics, and by creating models to drive cost transformation programs. Led the Benchmarking and Analytics offering in Deloitte's Synergy Center of Excellence.
- Job: Deloitte — Senior Consultant - M&A Strategy & Operations · 2019-02 – 2020-08 · 1y 6mo
- Job: PwC — Manager - M&A Consulting · 2019-01 – 2019-02 · 1 mo — Advised major film and television studios and other clients in realizing the value of mergers by identifying synergies and managing the integration/separation process. • Advised the buyer in a $10+ billion utilities merger by identifying over $100M of cost synergies that could be achieved by optimizing the combined company’s supply chain network and inventory management process. • Advised the seller in a $70 billion divestiture of a major film and television studio by managing the transition of 2,000 applications and the development of Transition Services Agreements (TSAs) in preparation for Day One. • Advised the buyer in a $1 billion acquisition of a premium cable television net…
- Job: PwC — Senior Associate - M&A Consulting · 2016-08 – 2018-12 · 2y 4mo
- Job: PwC — Senior Associate Intern - Operations Consulting · 2015-06 – 2015-08 · 2 mo — Advised a multinational financial services corporation in planning for the successful integration of a newly acquired investment banking services arm that would provide it with over $700 billion of assets under custody/administration. Accomplished by the development of a traceability matrix and functional playbooks that allowed 25 key departments within the client to understand their specific integration responsibilities and key performance levels as required by the acquisition and services contract.
- Job: Southern California Association of Governments — Program Manager - Transportation Planning & Policy · 2013-07 – 2014-07 · 1y — Coordinated the development of the 2012 Regional Transportation Plan/Sustainable Communities Strategy (RTP/SCS), which will allow over 5,000 sustainable transportation projects totaling $500 billion to be constructed across Southern California over 25 years, reducing traffic congestion by 25%, reducing greenhouse gas emissions by 16%, and generating 500,000 new jobs each year. Built stakeholder consensus for the 2012 RTP/SCS by fostering collaborative relationships with transportation agencies, airport authorities, and elected officials, and doubled public involvement by coordinating an interdepartmental effort to develop the first-ever online interactive RTP/SCS as a public engagement too…
- Job: Southern California Association of Governments — Senior Regional Planner - Transportation Planning & Policy · 2009-10 – 2013-06 · 3y 8mo
- Job: Southern California Association of Governments — Associate Regional Planner - Transportation Planning & Policy · 2007-06 – 2009-09 · 2y 3mo
- Job: AECOM — Civil Engineer · 2006-07 – 2007-05 · 10 mo — Prepared engineering plans and coordinated design work across multiple consulting firms to ensure the timely completion of construction plans for the $280 million reconstruction of the West Side Highway as part of the Post-9/11 rebuilding effort. Responsible for reviewing transportation engineering designs for the New York State Department of Transportation to ensure the completion of design work on the new West Street Promenade in compliance with the terms of a $59 million federal grant.
- Job: T&M Associates — Assistant Engineer · 2005-08 – 2006-06 · 10 mo — Ensured the resiliency of key transportation infrastructure in the New York area through the design of new roadways and bridges, and structural inspections of critical transportation facilities including the Newark Liberty International Airport and George Washington Bridge, which carries 50 million vehicles each year between Manhattan and New Jersey.
- School: University of Southern California - Marshall School of Business — Master of Business Administration (M.B.A.)
- School: Rutgers University — Bachelor of Science (B.S.), Civil Engineering - Transportation
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