James Chang

● Intended Major: Marketing | Intended Pathway: Technology Management ● Selected: Kellogg Board Fellows; Project Leader, Impact Consulting Club

Developed segmentation, targeting, and positioning for an 11.2 portfolio company

Developed positioning strategy for early-stage product suite in emerging cybersecurity category / landscape (Cloudflare for Teams in Zero Trust security)

●Analyzed 200+ automation use cases for enterprise clients to identify drivers of past business success. ●Developed 50 case studies to strengthen go-to-market approach. Designed process to continue capturing use cases for prioritization decisions (e.g. which product capabilities to enhance; what sales leads to pursue).

●Selected to plan and moderate business unit’s first-ever strategic planning offsite (3 days with 60+ colleagues) that set 2019 objectives and performance metrics and strengthened cross-functional alignment for global team. ●Launched client partnership pilot targeting 10 clients to support product development decisions that won 3 new clients (~$100K) and prevented 2 clients (~$80K) from cancelling in the program’s first three months. ●Youngest employee to be promoted to serve on a business unit management team.

●Created go-to-market strategy that doubled cross-sell rate from 2017 to 2018; developed market segmentation based on buyer needs and procurement dynamics; partnered with marketing to develop advertising campaign ● Operationalized new pricing model that drove higher average new contract values (+25%); higher average price increases on renewals (+33%); and increased size of monthly active user base (+15%). ●Analyzed product usage to identify features correlated with 4-7x higher likelihood to return to platform; partnered with product managers to promote these ‘sticky’ features in web interface updates.

●Managed Chairman’s business development engagements across five strategic emerging market countries, resulting in $40M+ in new sales contracts from government and academic customers. ●Accelerated Elsevier’s growth in Russian market by establishing the Chairman’s relationships with previously inaccessible government and business leaders, who ultimately helped secure a $9M national partnership. ●Led strategy and planning for Chairman’s 35+ public speaking and thought leadership presentations across 10+ countries that promoted Elsevier’s role in shaping the digital transformation of the publishing industry.

Public Affairs Department Intern  Supported social media initiatives for former NYC Mayor Michael Bloomberg’s tech industry development strategy

Focus on US domestic information technology policy Senior Thesis 2014: “Leveraging Local Open Data Ecosystems to Unlock Civic Innovation”  Evaluates U.S. city policies that seek to spur innovation and economic development by making government-held data more accessible

HBX CORe (Credential of Readiness) is a 120-150 hour certificate program on the fundamentals of business from Harvard Business School. CORe is comprised of three courses - Business Analytics, Economics for Managers, and Financial Accounting – developed by leading Harvard Business School faculty and delivered in an active learning environment based on the HBS signature case-based learning model.