Authors

D. Keith Pigues

Senior Vice President and Chief Marketing Officer – Ply Gem Industries, Inc.

Keith is senior vice president, chief marketing officer and member of the executive committee for Ply Gem Industries, a leading provider of building products brands. He is also an adjunct assistant professor of Leadership at the University of North Carolina Kenan-Flagler Business School.

He has held executive positions at CEMEX, RR Donnelley, ADP, and Honeywell International.

He has more than 25 years of experience in marketing, strategic planning, mergers and acquisitions, and sales leadership in companies ranging from the Fortune 500 to mid-market private-equity-backed ventures in a range of industries, including information technology, health care, agriculture biotechnology, automotive manufacturing and retailing, commercial printing, and building products. He has been recognized as a leader of strategic growth and marketing – developing new growth strategies and marketing capabilities, creating valuable brands, building effective global marketing teams, and increasing profitable revenue growth through strategy and marketing excellence.

Pigues received an MBA from the University of North Carolina Kenan-Flagler Business School in Chapel Hill and a bachelor of science degree in electrical engineering from Christian Brothers University in Memphis, Tennessee.

He is past chairman of the board of directors for the Business Marketing Association (BMA) and a member of the Executive Leadership Council. In 2007, he received the Frost & Sullivan Marketing Lifetime Achievement Award and was recognized by BtoB magazine as one of the leading senior marketing practitioners and is a member of Who’s Who in B to B.

Pigues speaks, writes, and teaches on the topics of business growth strategy, marketing, and leadership.

Jerry Alderman

Chief Executive Officer – Valkre Solutions, Inc.

Jerry D. Alderman is an entrepreneur, founder and chief executive officer of Valkre Solutions, Inc. Founded in 2008, Valkre is located in Chicago, IL. As a software and services company, Valkre’s mission is to develop capabilities within B2B companies to create “deep customer understanding”, execute customer-driven strategies, and build competitive advantage. This mission is accomplished using Valkre's software offering, Render, which revolutionizes the way B2B companies interact with their customers. Alderman and his team have worked with a who’s who of companies including Owens Corning, Kimberly Clark, Turtle Wax, Motorola, RR Donnelley, and more.

Prior to founding Valkre Solutions, Inc., Alderman was a senior vice president for Exogen. During his tenure dating to 2001, Alderman led and developed his innovative approach to building corporate competitive advantage by showing companies how to have a different conversation with their customers. During this time, Alderman has shown that whether in good markets or bad, the benefits of operating with an advantaged customer perspective yields results. In down markets the benefits are knowing better than competitors how value is created and the waste of non-value-adding activities and investments. During good markets the results come from making smarter investment than competitors. In all cases, Alderman has built a reputation for getting sales and marketing organizations into action on initiatives that have been customer informed.

Alderman started his business career at Boise Corporation. He spent 12 years with Boise learning and experiencing the unique challenges of B2B companies. During his time at Boise, he served in many roles, including manufacturing engineer, sales professional, sales and marketing management, product development, and general management.

Before starting his business career, Alderman served six years on nuclear submarines as a Naval Officer through the Admiral Rickover program. During this time, Alderman participated in special operations on fast attack subs and stealth missions on ballistic missile submarines. Through these experiences, Alderman gained a deep respect for the capability of high-performing teams and the power of technology and innovation to drive the outcome of events. These experiences, combined with a bachelor degree in Civil Engineering, a master's in Nuclear Engineering and an MBA from the University of Chicago provide a broad base of problem solving-skills from which Alderman grounds his work.

Alderman’s recognition as a thought leader is growing and he continues to contribute to the advancement of business science through his practice, speaking, writing, and academic contributions.

Contributing Authors


Brian Kiep

Vice President – Valkre Solutions, Inc.

Brian Kiep is a vice president of Valkre Solutions and is responsible for solution development and customer engagements. Over the past several years, Brian has worked directly with the authors and Owens Corning to expand on Customer Value Creation theory and turn it into products and capabilities that organizations can own. To do so, Kiep leaned on deep experience in the strategies, processes, and technologies surrounding Customer Value Management and Customer Relationship Management across many industries, including telecommunications, health care, financial services, building materials, and technology. As a result, Kiep has developed extensive skills in general management, e-commerce, B2B marketing and sales, and change management.

Kiep is a graduate of the Chicago Booth School of Business (MBA) and the University of Illinois at Urbana-Champaign (Engineering). In his spare time, he enjoys time with his family, cheers on the Fighting Illini and the Chicago Bears, and plays golf with his friends.

Alex Monacelli

Vice President – Valkre Solutions, Inc.

Alex Monacelli is a vice president at Valkre Solutions and is responsible for customer engagements. Over the past several years, Monacelli has worked directly with Owens Corning and various Fortune 500 clients to develop their internal Customer Value Creation capabilities. Through this work, Monacelli has developed expertise in project management, change management, and B2B marketing and sales, as well as with the strategies and processes surrounding Customer Value Management.

A graduate of the Chicago Booth School of Business (MBA) and Brown University, Monacelli enjoys spending time with his family, playing basketball, and skiing with friends.

Matthew Cobb

Director of IT – Valkre Solutions, Inc.

Matthew Cobb is the director of IT at Valkre Solutions. He is responsible for all engineering processes and software development within the organization, and ensures their strategic alignment with the needs of the business. From proof of concept to implementation, Cobb serves a leading role in translating the intellectual theory of Customer Value Creation into a commercial software product. A technical enthusiast, he provides extensive experience in developing software solutions, as well as having a passion for application design and usability, to Valkre.

A graduate of Vanderbilt University, Cobb currently resides in Chicago with his wife, daughter, cat, and a whole bunch of computers.

Gabriel Lerner

Lead Software Architect – Valkre Solutions, Inc.

Gabriel Lerner is the lead software architect at Valkre Solutions. His responsibilities include everything from design to deployment in the lifecycle of Valkre’s software. He brings experience from a variety of environments, including small start-ups and large corporations, and is proficient in a multitude of programming languages. Ever since he began programming at the age of eight, his interest in technology has kept him on the cutting edge. All this and more has helped Lerner influence Customer Value Creation’s success as a software product.

After graduating from the University of Illinois at Urbana-Champaign, Lerner moved to Chicago and lives there to this day. When he’s not online, Lerner plays tennis and takes photographs.