About
5x Chief Revenue Officer & GTM Strategist | 2 Exits (Winmo, Allbound)
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David Thomson reposted thisDavid Thomson reposted thisTCPA litigation is on pace to nearly double year-over-year. Learn how enterprise marketers should think about real-time compliance with Rob Tate, COO at PossibleNOW ➡️ https://lnkd.in/gea3Ejib On this episode of The Marketing Rapport podcast, host Tim Finnigan, MBA and Rob discuss why "more data" does not equate to quality outcomes, why compliance can't run on a monthly report, and why AI's biggest compliance risk isn't the technology itself, but how fast it can industrialize non-compliant behavior faster than governance can catch it. Listen to the full episode at the link above, and subscribe wherever you enjoy podcasts. #consentbasedmarketing #enterprisemarketing #performancemarketing #tcpacompliance #compliance #datastrategy #dataenrichment #identityresolution #TheMarketingRapport
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David Thomson shared thisWe're hiring at PossibleNOW! We're looking for a Customer Support Technician I. This role is remote or hybrid, with an office in Duluth, GA for anyone who wants to come in. You'll get the chance to work with an amazing team, in a culture that's built around growth and support, for our customers and for each other. If you enjoy solving problems, helping customers succeed, and working hands-on with technology in a collaborative SaaS environment, this is a great entry point into a growing company alongside a team that will invest in your growth. If you or someone in your network might be a fit, check out the full posting here: https://lnkd.in/e7MMeCsY
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David Thomson reposted thisDavid Thomson reposted thisCallMiner and PossibleNOW Partner to Improve Compliance Across Automated Customer Interactions https://lnkd.in/dZwEHtYQ #CallMiner #contactcompliance #conversationintelligence #CustomerEngagement #customerexperience #martech360 #omnichannelinteraction #PossibleNOWCallMiner and PossibleNOW Partner to Improve Compliance Across Automated Customer InteractionsCallMiner and PossibleNOW Partner to Improve Compliance Across Automated Customer Interactions
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David Thomson reposted thisDavid Thomson reposted thisThis week, we had the chance to attend CallMiner's LISTEN event in Miami and connect with industry leaders who are helping shape the future of customer engagement and AI. Specifically enjoyed the Eric Williamson and Jeff Gallino kickoff and famous Gandhi reminder: "Live as if you were to die tomorrow. Learn as if you were to live forever," emphasizing the importance of living fully in the present while continuously seeking knowledge. We also brought the partnership teams together in Chicago (Go cubs go!). While tech enables incredible collaboration, there's no substitute for sitting down together, aligning on GTM motions, and identifying new ways to help organizations drive compliant customer interactions. Strong partnerships are built through collaboration, shared vision, and time spent together. We're looking forward to what we accomplish next with the CallMiner team. #CallMinerLISTEN #Partnerships #InteractionCompliance #AI CallMiner + PossibleNOW
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David Thomson shared thisThe PossibleNOW team had a fantastic time at LeadsCon Las Vegas these past few days. It was great to connect in person with so many of our incredible customers, prospects, and partners, including Martin Langelo Lien and Matt Morfopoulos, co‑founders of Volt. If you are looking to scale your SMS solution, be sure to check them out. Congratulations to our partnership team, Phil Trapani and Kendall Scott, for doing an outstanding job elevating our partnership program over the past year!
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David Thomson posted thisNew chapter. I joined PossibleNOW this week as Chief Revenue Officer. A few things that made this the right call. The people and the culture. Scott Frey has built a place where people stay. Long tenures are the norm, and more than a few leaders have come back after time away. When people choose to return, that tells you everything. Getting to meet part of the team for a round at the Atlanta Athletic Club before day one didn’t hurt either. The product matters. PossibleNOW helps enterprises stay compliant with TCPA, DNC, and contact regulations. The risk of getting this wrong is real and growing. A single TCPA class action can run into the tens of millions. This is not a nice-to-have. It is critical infrastructure. 25+ years in business and still growing. That kind of durability is rare. I first met their COO, Rob Tate, through a Pavilion coffee chat years ago and reconnected recently thanks to a great recruiter and a friend of mine, Beau Billington. Sometimes the right opportunity comes through a relationship you built long before you needed it. Excited to get going with a great team.
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David Thomson reposted thisDavid Thomson reposted thisLooking to build stronger and more authentic, data-driven relationships with your customers? Look no further. We're unlocking new ways for customer-centric teams to listen, learn, and act – by partnering with G2 and embedding the voice of the customer into moments that matter. "The future of review collection and software discovery is here, and it is powered by AI,” said Godard Abel, co-founder and CEO of G2. With the new G2 integration, Base’s Lifecycle Engagement platform brings together data (structured and unstructured), actionable insights, and signals that help identify growth opportunities, customer risk, and leverage customer voice for sales and marketing in a more accurate and real-time manner. “Customer marketing is transforming with AI to be more data driven, scale relationships, and personalize experiences with content” said Gal Biran, CEO and Co-Founder of Base. “Base AI is helping teams to elevate customer voice for better engagement with prospects in real time, allowing for better conversion. We’re also giving teams the data to understand what their customers are saying and act on it instantly.” This partnership reinforces our mission to operationalize customer-led growth with AI, creating a closed-loop system where customer interactions drive revenue. Read the full announcement here: https://hubs.ly/Q03smjrg0
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David Thomson shared thisJoin us on June 24th in San Diego for an exciting #CustomerMarketing event! Get ready for a day filled with valuable networking opportunities and insightful sessions led by Irina Shetty and Gal Biran. RSVP now to secure your spot: https://lnkd.in/erdRUR86
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David Thomson shared thisCongrats to all the #2025Top100CMA winners!David Thomson shared this🥁 The Wait is Over… Introducing the 2025 TOP100 CMA Winners! 🏆 We’re thrilled to celebrate the incredible individuals who have demonstrated outstanding creativity, innovation, and impact in Customer Marketing and Advocacy this year. 🌟 Meet the TOP100: https://lnkd.in/dPs5MxCr A huge congratulations to all the winners – your work inspires and elevates our community every day! A huge thank you to our judges Leslie Barrett, Pascale Royal, Katlin Hess, Evan Huck, and Christopher Irwin-Dudek - thank you so much for your time and effort! Thank you to everyone who participated, nominated, voted, and more. We really couldn't have done this without you. Together, we’re shaping the future of Customer-Led Growth and we can’t wait to see what’s next! #Top100CMA25 #Top100CMAwards #CustomerMarketing #CustomerLedGrowth #BaseAI #RecognitionMatters #2025Top100CMA
David Thomson commented on a post
3mo
Congrats Christine Sanchez - they got an amazing CSM!
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David Thomson liked thisI’m very excited to be attending Customer Connect Expo (CCE) in Atlanta next week! Looking forward to connecting with others in the industry, exchanging ideas, and meeting new people. If you’ll be at CCE as well, I’d love to connect and say hello. See you in Atlanta! #CustomerConnectExpo #CCE #Atlanta #Networking #Convoso
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David Thomson liked thisDavid Thomson liked thisI got my first hole in one yesterday. Well, I saw my first hole in one. More accurately. I had the opportunity to take my boys to the tour championship in Atlanta yesterday. We were standing on the ninth hole when Justin Rose hit his hole in one. It was a really wild moment there. Everyone’s just standing there talking watching the Golf it’s pretty relaxed. But then all of a sudden, the place erupts because of the hole-in-one. It was fantastic. And the golf course was beautiful. (No lesson about TCPA or connecting it to AI voice. Sorry.)
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David Thomson liked thisDavid Thomson liked thisThirty-five percent of SaaS companies shrank in 2025! Yikes. It begs the question. What is a shrinking SaaS company worth in 2026? This is not a junk survey; it’s data drawn directly from Maxio’s base of over 2,000 companies. Survey link below. Let’s break this down from two perspectives: what’s new in 2026, and what’s not. The Impact of AI: Whether you think AI will eliminate enterprise software or not, it is depressing company prices. AI is an existential threat, and it increases risk even if the impact is years down the road. Buyers are wondering whether customers can replace SaaS products with AI-generated alternatives. Also, because of AI, capital to buy SaaS businesses is scarce. Mid-sized SaaS companies do not have VC or PE cash to buy other software companies. It’s not a popular strategy in 2026. What Still Matters: Buyers care about one thing above all others: how long will customers stick around? Buyers can be wrong about cost savings, integrations, and cross-selling, and still have a successful transaction. However, if they were too optimistic about retention, the acquisition would fail. Valuation Framework: Buyers will build a discounted cash flow model. You should, too. My prompts in ChatGPT for building an Excel model included: 36 months of a SaaS P&L, months across columns, use the SaaS CFO or SaaS Capital format, and include a discounted cash flow analysis. Calculate the terminal value based on the run-rate Operating Profit of month 36, not the full third year. Focus on retention and cost savings. Assumptions: Be conservative with your retention numbers and assume little or no new sales, as funding will be cut. At a minimum, assume a 20% discount rate for SaaS businesses above $10 million in ARR, and 25% for those below. Remember when negotiating: the discount rate should reflect the risk of the assumptions, not the overall risk of the business. Results: As mentioned, valuations are most sensitive to retention, but gross margin is also important, since we are calculating a revenue multiple. This model assumes operating expenses are reduced to 30% of revenue and uses a 20% discount rate. The chart does not contain a revenue growth rate because buyers will assume no new sales, so (1-NRR) is the revenue growth (shrinkage) rate. The gray area in the chart shows ARR valuation multiples for SaaS companies, with corresponding NRR and Gross Margin along the axes. Two numbers can't give you an accurate valuation, but they will put you in the ballpark. I tested these numbers with several buyers and, on average, they were surprisingly predictive. Bottom Line: It’s a horrible time to sell a SaaS company, especially a shrinking one. Improve your outcome by building your own valuation model and challenging your buyers’ assumptions. Are they assuming 15% churn when the historical average is 5%? If so, why? What is their assumed discount rate? Is it reasonable given the assumptions?
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David Thomson liked thisDavid Thomson liked thisMy first company! I almost put away my golf clubs for good. Instead, it inspired me to build the company I wish I'd had all along. My grandfather taught me to play from a young age, sparking a path that took me across the Atlantic on a Division 1 scholarship to Georgia State University. After four years of high-level competition, I fell out of love with the game and pivoted into a career in finance. At the time, it felt like my golf chapter was closed for good. Then I saw the game from a different perspective. For business development, golf consistently outperformed busy seminars and expensive dinners for building genuine connections with my most valuable relationships. In the US, blending golf with business was second nature. In the UK, it was a different story. I watched forward-thinking firms retreat from the game entirely - wary of outdated stigmas and administrative friction. There was also a second gap I noticed during my time in corporate. Exceptional professionals, particularly women and rising talent, didn’t have a pathway to get into golf. Knowing the professional benefits of golf firsthand, I wanted to change that. Consider this: 90% of Fortune 500 CEOs play the game, and 73% of senior professionals say it directly fuels higher-value business relationships. Golf can be a superpower for a firm, but many companies need help unlocking its potential. I built Club 15 to bridge that gap and give modern businesses the confidence to reclaim the commercial power of the game. Club 15 becomes your company's golf department. We give leadership a seamless way to maximise how golf drives revenue, client entertainment, and culture - lifting every administrative burden entirely from your teams. Unlike others, we make it inclusive and accessible, ensuring everyone feels welcome to participate. If your leadership team values high-conviction, face-to-face relationship building, I would love to have a conversation about how we can make it effortless for your sales and business development teams. I couldn't be prouder to launch Club 15 today. Link to explore our approach in the comments below.
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David Thomson liked thisDavid Thomson liked thisTaking a little time to reflect on Contact.io and all the great conversations, ideas, and connections that came out of this week. I find it's valuable to step back after an event and think about what you heard, what challenged your thinking, and where there are opportunities to turn those conversations into action. That reflection won’t last too long, though. I’m already looking forward to getting back on the road next week with the outboundIQ team as we're heading to Genesys Xperience. Another week, another set of conversations, and plenty to be excited about!
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David Thomson liked thisDavid Thomson liked thisYou can learn a lot about a company by what it chooses to invest in. And anyone investing in Culture Index gets immediate respect from me. 🤝 Ten years ago, I was introduced to Culture Index early in my career (thanks Dave Currie). This week, I found myself back in a room learning from it again - this time alongside the Buildout leadership team. And honestly, I appreciated it even more the second time around. I've always been fascinated by what makes people tick (High D). Why two talented people can approach the same problem completely differently. Why some teams click while others struggle to communicate. CI doesn't offer a magic formula for building a great team BUT it does give you a common language for understanding how people are wired - their strengths, instincts, and blind spots. After two days together, I was reminded that some of the most important work a leadership team can do is simply take the time to better understand one another. Grateful to Helen Calvin for making the investment, and to a leadership team willing to spend two days being honest, open, and curious about themselves and what we’re building towards. (George Mountis, Elisabeth Blaha and Matt Carroll 💪 ) Plus - it always helps when you have a great teacher ... Shanan Fennema thanks for leading the session for us! PS - the cherry on top was meeting some of our Chicago team in between sessions!
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David Thomson liked thisDavid Thomson liked thisNine years at Iterable. When I voice-dictated to Claude what I wanted to write, it created a story arc that highlighted that it's been a long time (thanks), especially in SaaS (yup), and then posed a fair question it took several paragraphs to answer: why am I still here? I’ll spare you the Claude setup. I want Iterable to be successful. I am invested, and I believe in what we are doing. I am continuously asking myself where I can have the biggest impact on Iterable’s success. For a long time, it was as an individual contributor. First as an Enterprise, then a Strategic Account Executive, then for a stretch as a Strategic Customer Account Manager. Starting now, it's as the Strategic Growth Director for our Mid-Market segment. It is an overlay role, so there is no territory of my own. I get pulled into key deals across the segment to help shape strategy, bring a point of view on the market, and keep the work pointed at the actual problem the customer is trying to solve and the value that comes from solving it. More reps, more teams, and more deals than I could ever reach carrying a number by myself. Thank you to our leadership team for the continued support and for investing in the impact I can have here. The opportunity ahead of us is bigger than anything behind us!
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David Thomson reacted on thisDavid Thomson reacted on thisAI is only as powerful as the knowledge it’s built on. Today, we're taking a significant step forward as the first response management provider to launch the Loopio Copilot Agent for Microsoft 365 When the stakes are high — with RFPs driving 40% of company revenue —accuracy is not optional. By bringing Loopio’s trusted content directly into Word, Teams, and Outlook, we’re ensuring that your best, and most trusted, answers are always available right where work happens. Our deepening relationship with Microsoft is about more than just a new integration; it’s about a shared vision for the modern AI workspace. By joining the Microsoft Copilot ecosystem, we are helping enterprise teams harness AI to maintain consistency and focus more time on the strategic work that actually wins deals. This is the foundation for a new era of agent-driven workflows. Details here: https://lnkd.in/gRuP4WY8
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David Thomson liked thisDavid Thomson liked thisIt’s always energizing to get out of the day-to-day and spend time with the people and partners shaping where the customer engagement space is headed. Excited to be here at Contact.io with Drew Patrick to learn, connect, and keep building what’s next together.
Experience & Education
Volunteer Experience
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Board Member
Second Wind Dreams®
- 5 years 8 months
Health
Second Wind Dreams is an international, nonprofit organization dedicated to changing the perception of aging through the fulfillment of dreams and the offering of educational programs including its flagship, sensitivity training, the Virtual Dementia Tour
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Advisor
WORKOPTI
- Present 6 years 7 months
WORKOPTI was recently awarded as one of the Top 40 Innovative Company in Georgia by The Technology Association of Georgia (TAG)
Advisor to Elkanah Reed, CEO of WORKOPTI
Languages
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English
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Organizations
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Pavilion
Executive Member
- PresentPavilion is an international community of sales, marketing, RevOps and CS leaders from the world's fastest growing companies. Together, we teach new skills, forge meaningful connection, and help our companies grow. Our community is designed to support the professional development of revenue leaders at high-growth companies, facilitate the sharing of best practices, and serve as a trusted private community where members can openly discuss business-critical issues.
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Vistage Worldwide, Inc.
Member
-Vistage offers a unique combination of resources for accelerating CEO and key executive business performance, including monthly problem-solving peer group meetings; one-to-one executive coaching sessions; expert resource speaker workshops; an online best practices library; regional and international conferences; and access to a global online network of business leaders.
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