Dean Thompson

• Spearheaded the customer success organization at One Identity, focusing on maximizing customer satisfaction and retention. • Developed strategies to enhance customer value, positioning the company as a trusted advisor in the industry. • Integrating how we measure customer health in from our customer's point of view that ensures they get the most value out of their investment.

Dean founded Thompson Strategy Group to advise early-stage SaaS companies on go-to-market execution, customer success strategy, and investor readiness. He currently serves on three active advisory boards, working closely with founders and executive teams during critical inflection points. 🔹 Guide GTM and post-sale strategy for growth-stage SaaS organizations 🔹 Advise CEOs and CROs on forecasting, retention metrics, and investor communications 🔹 Help leadership teams align product, people, and process for scale Advisory Boards: ✔️ Full Armor – Cybersecurity platform specializing in endpoint and policy management ✔️ Lessns – Marketplace platform connecting music teachers and students for online learning ✔️ Cinch-Ops – Managed service provider focused on cybersecurity for small and mid-sized businesses Key Outcomes: Strategic acquisitions for Singular Key & Vericlouds

Launched a cybersecurity startup focused on proactive scam prevention for retirees, inspired by a personal experience. Led product vision, prototyping, and investor outreach for an AI-powered solution that intercepted fraudulent calls, texts, and emails before they reached the user. Key Highlights 🔹 Built AI prototype to detect and block scam attempts across multiple digital channels 🔹 Conducted 125+ market validation interviews to shape product direction 🔹 Positioned offering toward caregivers as primary buyers 🔹 Led all investor outreach and pitch development 🔹 Made disciplined decision to pause development due to funding constraints

Brought in post-acquisition to stabilize go-to-market operations, rebuild the sales organization, and drive customer retention in preparation for a future transaction. Helped position the company for acquisition by Corsair through operational clarity, executive reporting, and improved customer performance. 🔹 Consolidated four siloed sales teams into a unified GTM structure supporting $90M ARR 🔹 Launched AI-powered product line that generated $5.3M in its first three quarters 🔹 Introduced board-level reporting and formal retention tracking to support investor visibility 🔹 Increased new bookings by 256% YoY and improved customer retention by 35% 🔹 Standardized forecasting and contract processes to stabilize revenue planning

Promoted into this role following Thoma Bravo’s acquisition of Centrify to lead the global post-sale organization, including customer success, professional services, renewals, and support. Focused on reducing churn, improving margin, and aligning retention strategy with PE expectations. 🔹 Achieved 109%+ net revenue retention and 103% of $54M in bookings 🔹 Maintained 95 CSAT and 42% professional services margin while scaling globally 🔹 Built a telemetry-based customer health scoring model to guide retention efforts 🔹 Transformed renewals into a scalable CS engine without increasing cost 🔹 Partnered with Thoma Bravo to develop the strategic plan enabling the acquisition by TPG

Appointed by Thoma Bravo to lead the company during a leadership transition following the CEO’s departure. Focused on organizational stability, investor alignment, and strategic planning during due diligence. 🔹 Maintained operational continuity while engaging with Thoma Bravo on CEO succession 🔹 Partnered with the board to recruit and onboard a permanent CEO 🔹 Supported strategic realignment and investor readiness in advance of $815M acquisition by TPG

Built and led the company’s global technical services and OEM functions from the ground up, supporting early-stage growth through recession and into scale. Led cross-functional initiatives spanning pre-sales, post-sales, and embedded OEM partnerships. 🔹 Grew company revenue from $1M to over $100M 🔹 Secured $30M+ IDIQ federal contract during 2008 economic downturn 🔹 Built global SE and support teams and developed Salesforce-based forecasting tools 🔹 Launched secure communication solution with a global retailer, enabling critical gov’t wins

Led a 100+ person global SE and enablement organization supporting $213M+ in annual revenue. Oversaw sales operations, enablement strategy, and due diligence for major M&A activity. Key Highlights • Managed global sales engineering team spanning five regions and multiple product lines • Led sales and technical integration efforts for $3B+ in acquisitions • Boosted security product revenue by 30% through improved field engagement and positioning • Implemented value-based selling methodology across sales and marketing • Launched a global LMS to track training effectiveness, improving pipeline management by 20% • Produced biannual global sales summits, improving product launch success and sales readiness

Oversaw pre-sales engineering for the Central U.S. and WebTrends business unit. Built a high-performing team that drove consistent revenue growth and set the bar for talent retention. Key Highlights • Delivered $44M+ in license revenue across two fiscal years • Achieved $24M and $20M in license sales in FY 2002 and FY 2003 respectively • Designed a hiring and retention strategy that achieved 100% SE retention across multiple years • Led cross-functional collaboration with product and marketing to align messaging with enterprise needs

Joined PwC’s tech consulting group to lead strategic infrastructure engagements for enterprise clients. Focused on systems management, vendor partnerships, and long-range technology planning. Key Highlights • Expanded the ESM consulting team by 400% in under three months, achieving 85% utilization • Forged strategic partnerships with Microsoft, 3Com, and NetIQ, increasing qualified leads by 30% • Collaborated with Andersen Windows to develop a three-year IT strategy aligned to business goals • Provided subject matter expertise in infrastructure planning, tool integration, and vendor alignment

Founded and scaled the firm’s first enterprise consulting practice within a traditional staff augmentation business. Built a full-service delivery model spanning development, systems engineering, and network infrastructure. Key Highlights • Grew consulting practice to 35 employees and $7M in annual revenue • Surpassed growth targets by 27% while expanding client base by 150% in two consecutive years • Built three specialized teams: software development, systems integration, and network deployment • Earned Partner of the Year honors from both XcelleNet and Microsoft • Drove early wins through strategic alliances, client delivery excellence, and technical depth