Henderson and McNair to Integrate New Client Success Model with Expanded Sales Team to Drive Global Revenue Growth
Washington, D.C. — July 24, 2018 — Higher Logic today announced that Richard Henderson has been named the new Chief Revenue Officer (CRO), and will be focused on expanding the company’s global sales team, as well as incorporating customer sales and a revamped client success team. The company has also promoted Heather McNair to Chief Community Officer. Henderson and McNair will work concurrently to revamp Higher Logic’s client success model in order to drive global revenue growth.
“Richard’s experience in a fast-paced, strategic sales roles makes him a perfect fit for Higher Logic and its leadership team,” says Rob Wenger, Higher Logic’s CEO. “Richard will be able to efficiently scale our rapidly growing, global sales teams, while working closely with Heather’s revamped client success team and interdepartmentally to grow our vision for a stronger client experience.”
Henderson brings over 20 years of experience in building and leading high-performing sales and customer success teams in the technology and services sectors. Henderson will oversee all global sales and sales operations teams for Higher Logic, leveraging his experience in organizational leadership and customer success to continue developing a growth-focused strategy. His core expertise is in rapid growth through direct inside and field sales channels where route-to-market strategies are integrated with digital marketing capabilities.
“I am thrilled to be joining the Higher Logic team,” says Henderson. “Higher Logic has seen some exciting growth in recent years, and I look forward to working with the sales and client success teams to continue that growth and develop a strong global sales strategy.”
Prior to Higher Logic, Henderson was the CRO for STATS LLC, the world’s leading sports data and technology firm. Responsible for global sales and marketing, he transformed STATS’ go-to-market model to improve customer engagement, sales productivity, and marketing effectiveness. Previously, Henderson held a series of senior leadership roles for the CEB (now Gartner), a global best-practice insight and technology firm, as the business grew from $30M to $900M in annual revenues. During his time at CEB, Henderson led sales for the Americas and EMEA and successfully launched more than 15 new products in addition to leading the commercial integration of new acquisitions. A dual U.S. and U.K. national, Henderson holds a B.A. in Management Science from Cambridge University.
McNair’s new role will focus on redefining Higher Logic’s client success model with community as the keystone, alongside education, support, and client services. She has served as Higher Logic’s Vice President of Engagement Strategy since 2015, where she built out both the managed services and education teams, which now generate $4 million in revenue.
“It’s now pivotal for client success programs to incorporate community, education, and support programs,” says McNair. “We’re excited to lead an initiative that prioritizes a community-focused, client-first experience and incorporates these engagement practices into our overall growth strategy.”
McNair is a well-regarded thought leader with 20 years of marketing, technology, community management, customer acquisition, and retention experience. Previously, she launched and managed two successful communities in her roles as vice president of marketing, membership, and strategic technologies at the American Association of Nurse Assessment Coordination, and senior manager of member engagement at the Medical Group Management Association. MGMA’s community launched in 2008 at the early onset of online communities for the association space, and many techniques McNair founded from that launch emerged as foundational best practices for Higher Logic clients today. McNair earned a Bachelor of Arts from California State University, Fresno.
About Higher Logic
Higher Logic is an industry leader in cloud-based engagement platforms. Our data-driven approach gives organizations an expanded suite of engagement capabilities, including online communities and marketing automation. From the initial web visit to renewal and ongoing engagement, we help you track and manage interactions along each stage of the digital customer experience. Learn more at www.higherlogic.com.