Tessellate - About Us

WE dON'T jUST cONSULT, wE educate

Tessellate: a covering of an infinite geometric plane without gaps or overlaps by congruent plane figures of one type or a few types (Merriam-Webster).

When thinking of the brand we wanted to convey, we started with the three key measures in growing a SaaS business: ARR, GRR and NRR. These three points can be connected as a triangle, and if each is thought of in terms of an individual customer, this triangle of measures will be mapped out infinitely as you grow your customer base - that's tessellation.

Tessellate delivers a variety of educational and advisory solutions to help you maximize performance in all three areas, putting your business in a healthy state, allowing smooth growth and addressing what investors value most - putting you in position to secure funding if needed as you scale your business, regardless of market conditions.

With hands-on experience in sales leadership, customer success leadership and other functions, our suite of offerings drive acceleration, stabilization and optimization - to acquire, keep and grow your customer base.

Dustin Dean, CEO

Dustin has 25 years of experience in ENT B2B software sales, in roles from salesperson to CRO roles managing 3 to 350 people in Sales, CS, SE and SDR/BDR programs. Dustin has opened up new markets in Australia, Singapore and Japan (twice) and brings a wealth of knowledge not only in the “dos” but as if not more importantly, the “don’ts” when building a customer facing set of teams.
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Dustin began his technology career as a salesperson at Parametric Technology Corp (PTC) where he learned and honed skills and application of the MEDDICC framework in the environment where it was created.

Dustin is also a four time startup CRO, where he has added numerous learnings to his experience set including distribution models (both direct and channel/partner), architecting Sales, CS and SE teams to work collaboratively, instilling repeatable sales and CS processes, forecasting expertise, evaluating and entering new markets and extensive experience structuring existing teams for larger companies to maximize performance in ARR/NRR/GRR.

Having lead the progression from Series A through C round funding, Dustin brings this wealth of experience to smaller startups, looking to start their sales function all the way to scaling both Sales and CS in a way to maximize ARR, NRR and GRR.

ReuBen White

Reuben has 15 years of ENT& SME B2B software sales leadership experience spanning from front line leadership roles of Sales Director to the strategic executive leadership role of Chief Revenue Officer and board observer. He has managed all aspects of the Go To Market team and in his career has directed teams as large as 350 FTE and as small as 5 FTE, Reuben has also been the first boots on the ground in EMEA.

Reuben has geographical experience across much of Europe and specifically UKI, BENELUX, Nordics &DACH including opening these as new markets as well as being experienced at expanding into new verticals within those markets.

During and since his time at LivePerson Reuben has relied on the MEDDICC and more recently MEDDPICC sales framework as a tool to enable his sales team to constantly review, identify weaknesses and then close those weaknesses within their sales opportunities. This rigor has enabled Reuben to lead the most successful sales team year after year.

Prior to entering the SaaS industry, Reuben directed contact centers for 10 years which have provided him with a wealth of operational experience as well as a deep understanding of Customer Experience from multiple viewpoints.

Advisors

Additional Team Members Providing Expertise in Specific Functions

Brad Bernstein

Brad is an accomplished SaaS sales leader, with 20 years of selling and over 15 years in sales / go-to-market leadership, steering high performing teams across a diverse range of domains and market segments. He currently heads the AMER Sales Team at HackerRank, leading an org that is responsible for over 70% of the of the company's ARR and more than1000 customers.

How we can help you

Elie Knickerbocker

With over 15 years of GTM experience, Elie has brought value and operational excellence to his workplaces. Key strengths include experience in got to market planning, design, and implementation; proven SaaS demand generation and business development; marketing research and strategy; SFDC and operational administration.
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