Success Stories
Over my career I have been fortunate to learn from some of the most successful business executives who have given me the opportunity to work on key strategic initiatives to drive business results. Applying what I have learned in the field has taught me the importance of earning trust everyday, being a servant leader, strengthening teams through coaching and mentoring and building an environment for success to accelerate growth. Below are some success stories where I have played a critical part in driving results.
AvidXchange
MID MARKET ACCOUNTS PAYABLE COMPANY BUILDS A NEW HIGH PERFORMING BUSINESS DEVELOPMENT TEAM
Hired to build a brand new outbound business development team to drive pipeline growth for the sales organization. The company needed a proactive outbound team to uncover high quality opportunities in the Mid-Market space to grow their market share. Through a focused approach centered on people, process and technology, the team accelerated through their business goals and impacted the bottom line. As a result, the business development team is a critical growth lever for the business and played a part in the company going public in 2020.
Avanade
AVANADE EXCEEDS SCoE UTILIZATION TARGET
Managed the relationship of Avanade’s global Sales Center of Excellence (SCoE) in Bangalore, India. The SCoE was accountable for driving utilization of their services which included solution designs, research services, proposal authorization, content & evidence services and other enablement services. The challenge was the sales organization lack awareness and understanding on what they did so utilization was missing its target. Through quick awareness initiatives, the SCoE exceeded their utilization goal.
Infusion
INFUSION ACQUIRED BY AVANADE
Hired by Infusion as an executive to optimize the sales organization's productivity and sales effectiveness. By partnering with the selling community and driving operational efficiencies in a team environment, the organization achieved record breaking sales, revenue and EBITDA. The results increased the value of the company and accelerated the sale to Avanade in 2017.
Sales Performance International
SPI (ACQUIRED BY RICHARDSON SALES PERFORMANCE) IMPLEMENTS NEW OPERATIONAL & ACCOUNTING SYSTEMS
Led a team that was accountable for evaluating, selecting and implementing new operational and accounting systems. The desired outcomes were to have a seamless integration between opportunities, projects, finance and a web based travel management tool. Optimizing resource allocation, delivering project P&L reporting, providing visibility to sales on their customer projects and eliminating manual back office tasks were the critical success factors. Results included delivering on all targeted "go live" dates, ensured 100% user adoption across the organization and increased customer satisfaction.
Meridium
GE BUYS A STRATEGIC INVESTMENT IN MERIDIUM
As a member of the global leadership team, accountable for sales operations, sales enablement and inside sales to accelerate revenue within 12 months. Through swift change and a refocused approach, the sales infrastructure was refined and implemented resulting in double digit growth in the business. Based on the results in 2013, General Electric made a strategic equity investment into the company. This led to the eventual sale to GE Digital in 2016.
Mood Media
MOOD MEDIA ACQUIRES MUZAK
Accountable for leading and rebuilding underperforming groups consisting of 100 + employees, including 8 direct reports who were responsible for 63% of the US revenue. These groups included business development, inside customer care and account management. Through rapid reorganization and focused execution the objectives were achieved in 11 months. This accelerated the purchase of the company by two years and the investors achieved a profit on their investment.