Sales transformation,
with proven results.
I work with Sales leaders, in software and professional services, to make sure they are getting consistently strong results from their entire Sales function. My job is to de-risk your growth plan.My work tends to have the greatest impact before and after new rounds of investment, and M&A transactions:
Driving revenue growth to support the sale of the business to a strategic buyer; or
Delivering on Sales growth plans after the investment or post-merger integration is closed, and the original playbook has reached the last page.
There's another playbook you need before or after your M&A transaction.If you are responsible for an enterprise software or services business with ambitious growth targets, and you have limited line of sight on how your team will achieve those targets, we should talk.
case studies
Reliable results, delivered.
Here's a sample of the results you can expect when we work together:
As Interim Head of RevOps for a PE-owned fintech, I am currently implementing a strategic accounts and deals program, improving cash collection from contract renewals, and cleaning up a CRM system that had been neglected and jury-rigged through multiple migrations from platform to platform. (Let's talk together so I can share some more of the detailed results with you.)
As COO of the Americas Enterprise business at a PE-owned fintech, I oversaw the post-merger integration of two Sales teams, taking accountability for $200M P&L, along with Customer Success, Sales Enablement, and Revenue Retention. Software bookings increased 70% year-to-year in Year One, and another 30% year-to-year in Year Two. Our Strategic Accounts program was showcased in the PE owners' Best Practice Forum and Playbook.
For a consulting engineering firm in the renewable energy market, I advised the owners on how to double their revenue by pursuing strategic deals 100x the size of their average transaction. Grew enterprise value by 50% through greater focus on recurring Maintenance revenue. Owners successfully sold the business to a strategic buyer in 2020.
For a global software platform, created a new software reseller program from scratch for a $1.4 billion line of business. Grew partner-influenced software revenue by 54% year-to-year. Delivered 150% attainment on joint sales target of $90 million.
HOW WE WORK
The Sales Power Index: Your playbook for reliable growth.
The Sales Power Index gives you a 360-degree view into the strength of your entire Revenue function. Your Diagnostic Sprint assessment will be ready in 6 weeks from project kickoff. The resulting Playbooks will deliver results within 6-12 months.
The Sales Power Index (SPI) consists of 50 assessment questions spanning the breadth of the Revenue function:
RevOps Quality: How well are the mechanics of your Sales function working in practice, from pipeline shape/quality through forecast accuracy?
Market and Competition: How much of your addressable market are you seeing in your deal flow, and how well are you making use of your competitive differentiators?
Account Lifecycle Coverage: How well are your Sales, Professional Services, and Customer Services handing off to each other across the customer lifecycle?
Strategic Accounts and Deals: How well do you know your biggest customers’ transformation agendas, and how are you innovating in your commercial strategy to keep pace with their journeys?
Sales Model Scalability: How well are you able to execute repeatable go-to-market playbooks, and how much intellectual property is your Sales function generating?
Each Sales Power Index engagement begins with a 4 week Diagnostic Sprint, culminating in a Decision Workshop with Sales leadership reviewing all findings. The Sprint includes:
Interviews and/or surveys with both internal and customer stakeholders, spanning all internal Revenue functions from quota-carrying Sales to RevOps, Contracts & Negotiations, Professional Services, Strategic Accounts/Deals, and Customer Success.
Detailed review of the addressable market and competitive performance of the focus solution for the SPI, including pricing, win/loss reviews, and economic substitutes.
Comprehensive readout on current state performance against all 50 SPI questions.
Within the Decision Workshop, after reviewing the Diagnostic Sprint results, Sales leadership will choose where they want to deploy specific Playbooks tailored to their exact SPI needs and priorities. Michael will provide coaching for the Sales and Revenue teams on Playbook implementation, and continuous refinement of the Playbooks themselves based on market response. You will see meaningful results in your Sales performance within the first 6-12 months of Playbook deployment.
REACH OUT
Ready to get started?
I'm looking forward to getting to know you, and to figuring out how we can boost your business.