Odaseva
Enterprise presales, product marketing & go-to-market
2021–2024
Enterprise sales and product strategy for Odaseva’s data protection platform. Built product marketing, go-to-market frameworks and AI-assisted sales enablement for teams working with the largest enterprises.
Career record · 2021–2024
From technical sale to business value.
Enterprise Salesforce protection requires more than a backup. Customer advisory connected business disruption, governance and data architecture to recovery requirements.
Established the business need and technical fit behind the sale.
Establish the business need
Mapped the business processes dependent on Salesforce, the consequences of an outage or corruption, and what needed to recover. Used those requirements to establish product value.
Resolve the technical fit
Advised enterprise customers on backup integrity and recovery across large data volumes, complex relationships, metadata and integrations. Connected architectural constraints to relevant protection capabilities.
Change the sale
Built the sale around the cost of disruption and the requirements for recovery. Designed and delivered “Prove Your Recovery Plan”, refined it with customers, then led company-wide rollout, including global Sales and Presales.
Customer insight informed company-wide positioning, qualification and sales training.
- Input
- Customer data models, integrations, governance requirements and recovery needs
- Output
- Customer governance advice and a clear technical case for data protection
- Mechanism
- Customer requirements → governance needs → relevant product capabilities
- Technology
- Salesforce data models · metadata · integrations · backup and recovery
From customer insight to global sales.
Built product positioning, qualification frameworks and sales training. Structured product knowledge for AI-assisted content and pitch assessment.
Teams needed relevant market messaging grounded in consistent product facts.
Why buy? Why Odaseva?
Created the working brand architecture: why customers care, which product categories address the need, and how the platform differs. Applied it to positioning, campaigns and sales enablement.
Find the fit. Establish the value.
Defined target-customer fit around large, complex Salesforce environments and governance requirements. Built qualification and nurture frameworks to establish business criticality early in the sale.
Take customer insight across the company.
Carried the recovery approach into messaging, campaigns and training. Worked across product, engineering, sales and customer success to connect business needs with product capabilities.
Give AI the product knowledge.
Mapped product features and architecture to use cases, audiences, industries, markets and regulatory context. Combined that knowledge with brand guidance and a separate writing task to produce reusable prompt packs.
Different regulations. Relevant positioning.
Researched regional governance requirements and mapped them to product capabilities and customer concerns. Built market-specific content and prompt packs, including an APRA response pack. DORA work covered preparation ahead of January 2025; the exact SEC provision is unconfirmed.
Structured feedback. 50+ salespeople.
Assessed sales pitches against a scoring rubric and provided detailed feedback to 50+ sales-team members. The same structured product context supported customer stories, webinars, white papers and tailored pitches.
A product ontology and reusable prompt packs supported market-specific content. A scoring rubric supported pitch feedback for 50+ sales-team members.
- Input
- Customer governance needs, product architecture, qualification criteria, industry and country context, regulatory changes
- Output
- Product marketing, sales training, qualification frameworks, AI-driven customer stories and pitches, rubric-based pitch feedback for 50+ sales team members
- Mechanism
- Customer requirements → product knowledge → qualification and positioning → sales enablement and customer stories
- Technology
- Product marketing · go-to-market · sales enablement · product ontology · AI-assisted content
Recorded evidence
Mike Lowe · career record, updated 8 September 2026
- Feb 2021 – Sep 2022 · Enterprise Architect · Enterprise customer advisory · governance requirements · technical sales for data protection
- Sep 2022 – Jul 2024 · Director of Product Strategy · Product marketing and GTM · product ontology · AI-driven stories and pitches · rubric-based pitch assessment across 50+ sales team members
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