Market Sizing

Barry Wallace

San Francisco
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Hired & developed from scratch a high-impact corporate strategy team. Prepared and owned Total Addressable Market (TAM) analysis for public company readiness. Led the cross-functional team that developed the company’s strategy to move upmarket. Led the team that developed Intercom’s long-range strategy in partnership with Chief Strategy Officer. Owned Intercom’s M&A strategy including and accountable for target company recommendations. Developed the strategy & 3-year forecast for Intercom’s nascent partnerships motion. Designed pricing and packaging for new high-stakes product launches. Designed, staffed, & launched Intercom’s first professional services offering. Set up and led cross-functional “tiger” teams (Product, Data, Marketing, Sales, Finance) that set the product & GTM strategy for our key business lines. Initiated and drove verticalisation of GTM motions including new outbound SDR team. Developed Intercom’s multi-year internationalization investment strategy (GTM, R&D, G&A). Carried out qual & quant win / loss analysis and executed initiatives to address weaknesses. Forecasted opportunity size (incl. cannibalization rate) of developing new pricing & packaging aimed at our non-target segment (SMB). Responsible for validating key assumptions in the company’s financial plan based on industry benchmarks and market growth & trends.