Don Drury

About Don Drury

STRATEGIC GTM ADVISORDriving predictable, sustainable growth is one of the biggest challenges for any B2B company. A few great quarters (or years) can be disrupted for many reasons. Some causes we can see coming. mergers, acquisitions, growth inflection points, new investors driving changes. Some are external and force us to react.technology evolves, new competitors emerge, government policies shift, economies hit downturns. I help organizations respond to these changes and optimize the productivity and impact of their Go-to-Market teams. I have been a proponent of aligning internal teams to drive revenue since very early in my career. As a practitioner in various roles, I was adamant about not launching a product without ensuring the organization was ready to market, sell, and support it. At Kronos we proved in the early the impact of industry focused playbooks, driving increased pipeline and revenue for multiple acquired products. As a consultant with Sirius Decisions, I was embedded in cross-functional Revenue Growth Assessment projects to optimize demand generation, sales performance, and customer success.Since launching my own consulting and advisory work 2018 I have helped over 40 B2B companies overcome growth challenges and maximize both new customer acquisition and expansion within their customer base.In July of 2025 I became a GTM OS certified partner. Go-to-Market Partners have developed the most clear and compelling framework available to drive alignment and sustainable growth. Business leaders need help executing these best practice models and frameworks, and that is where I can be of service. The world changes, but the fundamentals remain the same!Sample Outcomes:* B2B SaaS client recently raised $300M with a unicorn valuation of $1.25B* Sales enablement Playbook program resulted in pipeline growth of 14 - 20% and 12 - 15% increases in revenue* Sales playbooks and training program helped catapulted B@B SaaS company to industry leading position* New onboarding program reduced sales ramp times by three to six months, leading to savings of $1.5M -$2M+ per year in FTE headcount* Member of ELT guiding the Americas region of a global ERP company from $10M to $380M in revenue over a six-year period* Led the global launch and field enablement for a market leading ERP product. driving sustained revenue growth and supporting a successful IPO valued at $7B* Client from 2021 closed an additional round of investment in Q1 2025 to drive continued expansion in the Public Transit sector

Experience

1. Certified Gtm Advisor

   Gtm Partners

   Jul 2025 — Present · Boston, MA, US

   I recently completed my certification on the GTM Operating System. The founders of GTM Partners are authors of the MOVE book, a definitive Go-to-Market framework:(Markets, Operations, Velocity, and Expansion). The 8 Pillar GTM OS is an implementation model developed to align and optimize Product, Marketing, Sales and Customer Success teams. When I first saw this material it felt like a visit to the optometrist, adding incredible clarity to things I have seen for many years. My work (as always!) focuses on Alignment, New Customer Acquisition, and Expansion Sales. Want to learn more? Contact me for a free copy of the MOVE book, a one hour intro course, and short GTM Assessment to see where you fall within this framework.

Education

• Northeastern University

  BS, business

  1979 — 1982

Skills

• Saas
• Agile Methodologies
• Strategy
• Management
• Software Development
• Sales
• Product Management
• Managed Services
• Integration
• Enterprise Software
• Account Management
• Change Management
• Erp
• Software as a Service (Saas)
• Product Marketing
• Analytics
• Cloud Computing
• Solution Selling
• Business Process Improvement
• Strategic Partnerships
• Lead Generation
• Sales Process
• Business Analysis
• Customer Relationship Management (Crm)
• Product Development
• Direct Sales
• Pre-Sales
• Crm
• Business Intelligence
• Cross-Functional Team Leadership
• Channel Partners
• Leadership
• Salesforce.com
• Sales Enablement
• Software Industry
• Sales Operations
• Business Process
• Professional Services
• Consulting
• Program Management