Friday, February 28, 2014

New Sales and Marketing Cluster Co-Chairs Named by MassTLC

Continuum’s Jeanne Hopkins and HubSpot’s Mark Roberge to Focus MassTLC Sales and Marketing Group on Best Practices and Strategies to Help Massachusetts Companies Drive Revenue

BURLINGTON, Mass. – Feb. 28, 2014 – The Mass Technology Leadership Council (MassTLC), the region’s leading technology association and the premier network, has confirmed Jeanne Hopkins, Senior Vice President and Chief Marketing Officer at Continuum and Mark Roberge, Chief Revenue Officer at HubSpot, as co-chairs of the MassTLC Sales and Marketing Community. The prestigious peer-to-peer group is focused on meeting various needs of sales and marketing professionals of technology and other companies. The two will provide thought leadership and a voice for the group’s direction and assist in managing advisory board meetings and industry events and programs. The group focuses on best practices and strategies that help Massachusetts’ companies drive revenue.

"Having Jeanne and Mark help lead the sales and marketing community of MassTLC is a huge asset for MassTLC and the local industry, “said Tom Hopcroft, CEO at MassTLC. “We have built a strong, regional community that is helping to drive companies forward in Massachusetts. Jeanne and Mark are tremendous thought leaders in the technology space and know how to build a community and help move the tech industry forward through sales and marketing advancement. They bring diversity, leading edge ideas and a passion for helping people succeed. We look forward to great things in 2014.”

Jeanne has over 20 years of sales and marketing experience and is renowned in data-driven, high-velocity demand creation marketing programs for high-growth SaaS companies. Co-author of a No. 1 best-selling mobile marketing book on, Go Mobile, she joined Continuum, the technology industry's only channel-exclusive provider of fully integrated managed services, in 2013 and is responsible for all acquisition and partner marketing initiatives. She was Vice President of Marketing at HubSpot, where her marketing leadership helped the company become the second-fastest growing software company in the Inc. 500, by generating over 50,000 net new leads each month. Follow her on Twitter @jeannehopkins.

Prior to his role as Chief Revenue Officer at HubSpot, a leading inbound marketing software company, Mark served as the company’s SVP of Worldwide Sales and Services from 2007 to 2013, during which time he increased revenue over 6,000% and expanded the team from 1 to 450 employees. Prior to HubSpot, Mark founded and held executive positions at start-ups in the social media and mobile sector. He started his career as a Technology Consultant with Accenture. Follow Mark on Twitter @markroberge.

Mark and Jeanne join other leading sales and marketing executive members of the MassTLC Sales and Marketing Cluster, including Kathie Johnson, VP, Global Advertising & Marketing Operations at Dassault Systemes; Mark Lorion, CMO at Apperian; and Christine Nolan, Director of Communities at MassTLC.

MassTLC hosts various events throughout the year. Registration is now soon for the Sales & Marketing Summit: Building a Self-Perpetuating Marketing Machine being held on Friday, April 4, 2014. For more information, visit:

For more information on the MassTLC Sales and Marketing Community, visit:

About MassTLCThe Mass Technology Leadership Council (MassTLC) is the region’s leading technology association and the premier network for tech executives, entrepreneurs, investors and policy leaders. MassTLC’s purpose is to accelerate innovation by connecting people from across the technology landscape, providing access to industry-leading content and ideas and offering a platform for visibility for member companies and their interests. With a membership of over 500 companies and growing, MassTLC is a vibrant tech community that serves its members in a myriad of ways. For more information, visit:

Christine Nolan

Monday, February 17, 2014

Propelling Tech Recovery and New Economic Opportunities in Massachusetts

Article by: Peter Gorman, Senior Communications Consultant

Where does technology stand in Massachusetts and how does it compare with other states? What impact does technology in the Commonwealth have on the overall job market, wages and the growth of the Massachusetts economy? And how can Massachusetts continue to propel growth in the Tech Sector? These are just some of the questions discussed at The Massachusetts Technology Leadership Council’s (MassTLC) Annual Meeting, held on Thursday, February 13th, at the Renaissance Boston Waterfront Hotel in Boston.

Despite upwards of eight inches of new, wet snow falling on the Boston region, several hundred registrants attended to hear the perspectives of the meeting’s renowned list of speakers, including: Dr. Michael Mandel, Chief Economic Strategist of Progressive Policy Institute and Greg Bialecki, Massachusetts Secretary of Housing & Economic Development. While originally scheduled to speak, the weather unfortunately prevented Michael Beckerman, President & CEO of the Internet Association from attending the event.

MassTLC President & CEO Tom Hopcroft kicked-off the meeting by presenting attendees with a summary of MassTLC’s 2014 State of Technology report, which benchmarks the tech sector’s impact on the Massachusetts economy. Using data compiled by researchers at the University of Massachusetts’ Donahue Institute between October 2013 and January 2014, the report reveals that the tech sector is a significant driver of jobs, wages, and tax revenues in the Commonwealth, with the sector underpinning $156 billion in economic output.

In 2010, the Council challenged its members and the Commonwealth to build on Massachusetts’ technology legacy and realize the potential for new jobs and tech innovation. This 2020 Challenge set as a goal the creation of 100,000 new technology jobs by the end of the decade – a development that, if realized, would have a tremendous impact not only for the state and its residents, but for those who benefit from the technology created and applied here.MassTLC’s 2014 State of Technology report reflects on these goals.

Highlighting the positive trajectory of growth that the Commonwealth’s tech sector currently offers, the report also emphasizes the importance of collaboration between policy-makers and the private industry to address fundamental issues that impact the tech sector in Massachusetts, such as:
  • Talent retention and workforce development
  • Access to capital, infrastructure and transportation improvements
  • Costs and policies that impact the Commonwealth’s impact on the global economy
Some of the key findings of the report include:
  • The tech sector is the biggest innovation sector.
    • 13,500 companies or 6.0% of all companies in the state
    • 209,000 or 6.5% of workforce
  • Tech has impact across the entire economy.
    • With jobs multiplier of 2.95%, tech underpins
      • 620,000 jobs, almost one-fifth (19.1%) of the MA workforce
      • $50.6 billion, over one-quarter of payroll in MA
      • $6.8 billion in state and local taxes
      • $156 billion in economic output
      • Tech jobs in MA pay a competitive $116,000 average annual wage; the third highest among leading tech states
  • Tech has been growing and executives anticipate further growth.
    • From 2009-2012, tech has added
      • 1,746 companies an increase of 14.9%
      • 11,099 jobs (from 198,062 to 209,161), an increase of 5.6%
  • Outpacing CA (4.9%) and U.S. (4.0%) tech sectors; and well above the state average of 3.4%
      • 81% of MA tech execs anticipate hiring for newly created positions in 2014 (compared with 63% nationally)

“The history of technology in Massachusetts has been well chronicled. But what is happening around technology in Massachusetts today – and what the future promises – is far more exciting,” said Hopcroft. “The findings in this year’s report show that we’re nearly on track with our 2020 Challenge. I remain optimistic that if we engage in a thoughtful and deliberate dialogue with policy-makers on these and other key issues, we can better promote the growth and reach of the Commonwealth’s Tech Sector in 2014 and beyond.”

[Note: A full version of MassTLC’s 2014 State of Technology report can be downloaded here.]

Boston Mayor Marty Walsh, who attended the meeting to hear the findings of the new report, reiterated the progress presented by Hopcroft, stating that while Massachusetts has seen great progress, the Commonwealth still has a way to go in terms of partnering tech companies with other industries to further improve the tech scene in Massachusetts.

“I want Boston to become the technology capital of the world,” said Walsh. Audience members applauded Walsh upon hearing of his administration’s plans to further improve broadband in the Boston area and his plans to work with partners in Washington to keep the Internet industry neutral.

Speaking from his research on the economic growth of technology in the Boston as well as other cities, including New York and San Francisco, Dr. Michael Mandel then took to the stage to discuss the need to leverage education to foster economic growth in the Commonwealth. Mandel’s research showed that while the job market for tech-based jobs has continued to grow at a steady pace in Massachusetts, the number of college students graduating with computer and information science degrees has seen a sharp decline since 2004. “We are in the midst of a tech boom and we need to start seeing a closer merger of supply and demand between the job market and the degrees that students are receiving,” said Mandel.

Using the new 94Fifty basketball as an example, Mandel reminded attendees of the ripple effects that technology has on a growing swath of industries and applications…from retail and payroll to healthcare, exercise, home security and the automobile industry. “More innovation creates more jobs,” said Mandel, while also suggesting that to grow the sector intelligently, a path of ‘rational exuberance’ should be considered.

Greg Bialecki reinforced Mandel’s statement about the effects of technology on so many other industries. “Innovation is not just about software, he said. “Revolutionary changes are happening in many industries as a result of the Internet.” Bialecki then went on to discuss the emergence of the region’s Innovation Centers in Cambridge and Boston, noting that he and Governor Deval Patrick would like to see the expansion of Innovation Centers in other areas of Massachusetts as well.

“We should aim for doubling the size of our innovation economy over the next decade,” said Bialecki. To succeed at doing this, Bialecki proposed more housing and better infrastructure; better workforce laws and policies to support growth; a tech industry that is civically engaged; and self-confidence in what we can achieve.

Tim Rowe, Founder & CEO of the Cambridge Innovation Center concluded the breakfast meeting by moderating an open forum discussion in which Bialecki and Mandel were joined onstage by a panel of Massachusetts tech sector leaders including: Meredith Flynn-Riply, CEO of HeyWire; Cathy Wissink Director, Technology Community Engagement of Microsoft; Anthony Longo, Co-Founder & CEO of CO Everywhere; Cory Von Wallenstein, CTO of; and James Geshwiler, Managing Director of CommonAngels. These tech leaders provided feedback on the day’s presentations and shared some of their own ideas on how further improvements could be made in the Massachusetts tech sector. Some of the discussions from this panel included:
  • Whether it was more of a challenge to create more tech jobs or to increase the number of college students majoring in tech-related fields;
  • Pros and cons of ‘workforce suburbanization,’ given that technology advances now allow for a more distributed workforce
  • How to attract more tech media to Massachusetts
While the Commonwealth has made great strides in rebuilding the Commonwealth’s position as one of the nation’s leading tech hubs, more needs to be accomplished to help us meet the goals of the 2020 Challenge. To ensure continued job growth in the tech sector, policy-makers and the tech industry must work collaboratively to address talent retention and workforce development; access to capital; infrastructure and transportation improvements; and costs and policies that impact our competitiveness in the global economy. Over the coming year, we look forward to seeing the progress that the Commonwealth’s tech community and policy makers achieve in turning Massachusetts into the pride of the nation for tech innovation.

For a complimentary copy of the report, MassTLC’s 2014 State of Technology: Benchmarking the Tech Sector’s Impact On the Massachusetts Economy, please visit:

Tuesday, February 11, 2014

Employee Engagement is All About Culture

Workforce Development Seminar  |  February 7, 2014

A crowd of workforce development professionals gathered at iRobot for a discussion on employee engagement.  We took a deep dive on programs and initiatives that increase employee engagement and retention.  It starts with measurement and then continually working to improve culture and thus, engagement. 

Our panel was moderated by Tom Hart, CMO at Eliassen Group.  The panel consisted of Kristen Kenny, Director of People Operations at HubSpot, Megan Anatole, Sr. Director of HR and Brightcove and Peter Dube, Director of Executive Talent Acquisition at Philips in Andover.  The detailed strategies and different perspectives from the group was resonated the loudest with the audience.

Kristen lead off the discussion stating that HubSpot has created a great culture to attract great people.  They have built their company around Dharmesh’s Culture Code presentation.  It’s definitely worth checking out if you haven’t done so already.   They measure employee engagement and happiness quarterly using the NetPromoter score asking all employees, “Would you recommend HubSpot as a place to work?” and “What is the one thing to raise that score?”  Quarter to quarter it can vary and it drives their cultural spend.  Here are a few tips given by Kristen:

  • Peer bonuses – each month every person gets $100 to give to a peer
  • Free books – email Dharmesh a book you want to read, and he sends it to your Kindle
  • HubTalks – bring in big speakers – the Governor, Patty McCord, Cheryl Sandberg
  • Ask regularly, on scale of 0-10, how satisfied are you with your career growth?
  • HubSpot has always had an unlimited vacation policy.  Some teams felt they were unable to use it because of work load.  To avoid this, they guarantee the sales team two months guaranteed quota so that they can take at least two weeks of vacation per year.  
  • Two weeks is mandatory in their organization to avoid burnout. 

Next Megan from Brightcove shared some terrific tips.  Brightcove has about 400 employees adding another 60 people just recently due to an acquisition in Arizona.  Their HR department consists of seven people that manage 13 locations. With their steep growth rates and IPO in 2012, maintaining the same culture isn’t always easy.

They survey their employees annually. Their people like being part of a high growth company and from a software development perspective they enjoy working on new cool things all the time.  In 2013 their survey revealed they want open communication, compensation and career growth.
They have had to manage spend and conduct focus groups so that if employees want a benefit added, they may lose something elsewhere.  For example, this year they implemented 401K match and tuition reimbursement but their healthcare plan took a hit.  Here are a few tips from Megan:

  • We offer a fully stocked kitchen and summer happy hours!
  • Philanthropic Program - employees can take off 2 days a year, and Brightcove matches an employee’s philanthropic donations
  • Engineering focus: hack weeks once per quarter to inspire engineering to work on something new and exciting vs. the sprints
  • Their unlimited vacation policy is for US only and they welcome any insights on how to manage this.
  • They first implemented unlimited vacation on January 1st with no carry over or accrual.  
  • They’ve been very generous with hourly employees on how much vacation they have to eliminate any issues. 

Peter Dube from Philips spoke next with definitely a different prospective.  Philips has been in business for 120 years and add approximately 2500-3000 in the US annually.  They have a total of about 26,000 people in the US, 5,000 on their Andover, MA campus.  Their core mission is all about improving lives and this has been a core recruitment tool.  People come to work for Philips because they want to do meaningful work and they want a good work/life balance.  More tips for you to consider in your workplace:

  • They recently started a work/life balance index to measure how they rank across the industry. 
  • Philips is in the top 3 every year of sustainable companies
  • Their employee manifesto is all about innovation happening by people.  They want a culture where people make it personal and bring their passions to work.  Check out some of their people and their talents on these videos.  
  • Philips has developed customized personal development plans that are reviewed annually with each employee
  • They have a very competitive 401K matching 7% on 6%
  • No offices – CEO doesn’t have an office – it’s bright, open, collaborative and distracting J
  • The Philips Cares program pays its employees to do volunteer activities – 2-3 days/year
  • For healthcare, Philips has taken a population approach to lowering costs.  It costs more if you smoke.  There are incentives to live a healthier lifestyle.  They are self-insured so have a big stake in the health of their population.
  • 40% of people are hired from within so there is a good ladder of growth available

All the links above direct you to the career pages of these companies – just in case you are interested in checking them out! J  Thanks to iRobot for hosting and to our workforce development community sponsor Kronos.  It’s with the support from these companies that we can continue to deliver these great programs to help advance you and your company.