Integrating 15+ acquisitions into one governance platform

Business context

Diligent, the governance SaaS platform, had acquired 15+ products over a short period while transforming into an enterprise cloud platform. The portfolio was fragmented: inconsistent messaging, overlapping capabilities, and cross-sell that was not happening.

The decision or challenge

Customers were confused, and the acquisitions were not paying off. The products needed to become one governance cloud solution that sales could sell, customers could adopt, and the business could grow into.

My mandate

Senior Director of Product Marketing, leading the portfolio transformation and GTM integration of the acquired products.

What I did

• Audited the full acquired portfolio to map overlaps, gaps, and integration opportunities.
• Developed a tiered launch framework spanning 5 product categories, prioritized by market opportunity and technical readiness.
• Built customer journey maps and outcome-based GTM playbooks for each category, with use case development and value-based pricing optimizations.
• Designed the sales enablement program that taught teams the expanded portfolio and its cross-sell paths.
• Partnered with Customer Success to strengthen the end-to-end journey, from adoption through expansion.

What changed

Add-on sales grew 40% through the tiered launch framework, use case development and pricing work drove a 20% revenue lift, and key-account revenue rose 30% through industry-specific GTM motions. Multi-product adoption improved 25% and retention rose 20%. The strategic work contributed to securing $500M+ in follow-on investment from Blackstone, Insight Partners, and Clearlake.

What remained after I left

The tiered launch framework became the standard for every Tier 1 release, and the unified governance cloud narrative, GTM playbooks, and cross-sell motion outlived the engagement.