Lori Salow Marshall

Listed in 2008 as one of MSPmentor’s Top 250 minds in the managed services industry, Lori brings 25 years of experience in technology market development - including corporate strategy, program development, channel development, product marketing, program marketing, sales enablement, alliance modeling and management, and enterprise sales and marketing.

Lori founded BizDev Experts in 2009 to support the technology market development needs of both corporate programs and early stage technology firms. She served as part of CSC's Cloud Computing Leadership team under Brian Boruff, establishing some of CSC's early strategic thinking around entering the cloud market. She supported EMC in refining key alliance programs. Lori is a strategic advisor to several early stage technology firms who utilize BizDev Experts as their go-to-market partner.

As part of the Datacastle management team, Lori was responsible for the go-to-market strategy; company messaging; web presence; analyst relations and channel enablement. She contributed significantly to closing a $5.3M Series A round in late 2008, and achieved placement of Datacastle in Gartner's 2008 Hype Cycle for Storage Software.

Prior to Datacastle, Lori was with Unisys for 5 years, initially as VP of Business Development for the Microsoft Alliances. Under Lori’s leadership, program-related alliance revenues grew from $250M to over $2BN over 3 years.

During her last 2 years at Unisys, Lori ran one of Unisys top 12 accounts with P&L responsibility for a $30M p.a. revenue stream employing 300 people on customer premises. She grew revenue year on year while successfully leading a cross-divisional team to short-listing on a $400M RFP effort that spanned a year.

Lori spent seven years of her career in the UK, and during her five years at British Telecommunications plc she moved from Global Sales to Group Strategy where she helped define and implement BT’s global alliance and hosted services programs.

Specialties
Vertical Industries: Pharmaceutical, Software, IT Services, Telecommunications
IT Industry Focus: Cloud Computing, IT Managed Services, Mobility, Security, Management Consulting Services.
Areas of Expertise: Sales enablement; alliance management; joint investment development; channel development; technology market strategy; competitive analysis; customer segment/needs analysis; enterprise sales.