Experience

Cordance

• United States
• Software Development
• 1 - 100 Employee

• CEO

  • Jan 2023 - 1 year

  United States Cordance is dedicated to accelerating the growth of vertically focused B2B SaaS companies through acquisition and long-term tactical and financial guidance. Cordance's team of experienced operators and subject-matter experts have a passion for software and building businesses, and partner with founders to help them scale their businesses and realize their companies' full potential. Cordance seeks businesses with strong leadership and high potential for profitable growth to work together to… Show more Cordance is dedicated to accelerating the growth of vertically focused B2B SaaS companies through acquisition and long-term tactical and financial guidance. Cordance's team of experienced operators and subject-matter experts have a passion for software and building businesses, and partner with founders to help them scale their businesses and realize their companies' full potential. Cordance seeks businesses with strong leadership and high potential for profitable growth to work together to increase year-over-year revenue, company efficiency, and impact. Cordance is based in Raleigh, North Carolina. Show less



Karmak

• United States
• Software Development
• 100 - 200 Employee

• Member Board of Directors

  • Aug 2022 - 1 year 5 months

  Carlinville, Illinois, United States Karmak is a leading provider of business management solutions for the commercial transportation industry. It’s best-in-class dealer management system serves over 600 customers with 2,000+ locations. With over 40 years in the industry, Karmak’s commitment to its customers is demonstrated through its long-standing relationships and continuous innovation.



YellowBird

• United States
• Internet Marketplace Platforms
• 1 - 100 Employee

• Advisory Board Member

  • 2021 - 2 years

  Phoenix, Arizona, United States YellowBird is an online marketplace connecting businesses to the right environmental, health and safety professionals simply and easily. We match EHS professionals with great companies 15x faster and 25% lower cost.



Community Brands

• United States
• Software Development
• 700 & Above Employee

• President & CEO

  • 2020 - 2022

  Community Brands is the leading provider of cloud-based software and payment solutions to associations, nonprofits, and K-12 schools. With more than 2000 employees serving over 120,000 clients in 30 countries, we help organizations grow stronger and achieve their missions. • Accelerated growth from flat to double digits, improved profitability by 40%, increased bookings by 60%. • Completed a multi-billion-dollar divestiture of one of three divisions. • Transformed revenue… Show more Community Brands is the leading provider of cloud-based software and payment solutions to associations, nonprofits, and K-12 schools. With more than 2000 employees serving over 120,000 clients in 30 countries, we help organizations grow stronger and achieve their missions. • Accelerated growth from flat to double digits, improved profitability by 40%, increased bookings by 60%. • Completed a multi-billion-dollar divestiture of one of three divisions. • Transformed revenue streams to high-margin, recurring SaaS. Restarted stalled transformations from on-prem to true-SaaS products. Restructured shared services. Rationalized products, roadmaps, market segmentation, and packaging/pricing. Reset sales execution, NPS, and retention. • Led team to substantially improve product management, R&D discipline, launch management, customer delivery, and cloud ops. Established product marketing, inside sales, territory management, lead scoring, and sales training capabilities. Rebuilt HR, legal, and F&A functions.

• Chief Operating Officer

  • 2020 - 2020



Vista Equity Portfolio Companies

• Senior Vice President Operations, Social Solutions Global

  • 2018 - 2020

  Austin, Texas Area Social Solutions Global, part of the Vista Equity portfolio, delivers analytics-driven case management software. These SaaS solutions equip thousands of organizations with data-driven insights needed to improve the lives of the people they serve. Preparing for rapid growth, Social Solutions sought to rapidly improve the quality and efficiency of customer-facing services while sustaining high customer satisfaction. • Accelerated growth of recurring services to >20% y/y. Rationalized… Show more Social Solutions Global, part of the Vista Equity portfolio, delivers analytics-driven case management software. These SaaS solutions equip thousands of organizations with data-driven insights needed to improve the lives of the people they serve. Preparing for rapid growth, Social Solutions sought to rapidly improve the quality and efficiency of customer-facing services while sustaining high customer satisfaction. • Accelerated growth of recurring services to >20% y/y. Rationalized pricing and offers. Streamlined sales process. Created up-sell, cross-sell playbook at point of sale and post-deployment. • Improved economics by improving utilization from chronic low-50% to >70% and eliminating the need for quality-based concessions. Sustained customer satisfaction at >95% throughout rapid transformations, including staffing changes, user interface overhauls, and aggressive new feature releases. • Enabled new product launches with training, services, and support capabilities ready at launch. Cascaded value proposition throughout the customer lifecycle to improve retention. • Integrating customer service siloes to accelerate adoption and value delivery. Aligning process and metrics Customer Success, Training, Onboarding, Recurring Services, and Support. • Retooling service delivery process, replacing manual, ad hoc, waterfall methodology to scalable, automated, agile delivery. Rapidly reducing frustration and rework for both customers and team.

• Vice President, Professional Services, Superion (Now CentralSquare)

  • 2017 - 2018

  Orlando, Florida Area Superion is a carve-out of the public-sector software segment previously owned by SunGard. It integrated five formerly independent small-to-medium-sized acquisitions. Faced with poor quality, slow deployments, and cost overruns, its onboarding, service delivery, and training functions needed rapid retooling. • Established a new integrated services organization of 200+ staff to form a scalable, data-driven, agile delivery team; improved customer success and delivered top and bottom-line… Show more Superion is a carve-out of the public-sector software segment previously owned by SunGard. It integrated five formerly independent small-to-medium-sized acquisitions. Faced with poor quality, slow deployments, and cost overruns, its onboarding, service delivery, and training functions needed rapid retooling. • Established a new integrated services organization of 200+ staff to form a scalable, data-driven, agile delivery team; improved customer success and delivered top and bottom-line growth. Established all service delivery processes, metrics, and management practices. • Delivering 20% y/y revenue growth with a 10% increase in utilization for retained staff. Integrated 30% new, mostly junior, staff while sustaining overall utilization levels despite a steep learning curve. • Established agile service delivery practices for SAAS and on-premise solutions. Reduced onboarding duration by ~30% and lowered costs by 25%. Reduced fixed price project overruns by 30% while improving customer satisfaction. Reduced ongoing retention costs through improved service quality. • Won top tier customers through newly established services sales and account management team. Aligned services bidding with software growth strategy, including foundation for up-sell and cross-sell. • Implemented the largest customer, by an order of magnitude, ever delivered by any of the prior entities, despite numerous technical and operational constraints and competing customer needs. • Restructured the services leadership team with no regrettable resignations and retention of all essential experience. Improved internal alignment across product management, development, and support. Established roles, responsibilities, SLAs, and communication between teams.



Cardlytics

• United States
• Advertising Services
• 300 - 400 Employee

• Vice President, FI Services & Product Innovation

  • 2016 - 2017

  Atlanta, GA Cardlytics is a privately held advertising analytics firm that uses anonymized debit and credit card transaction data to help consumer companies deliver highly targeted ads. As a trusted partner for over 1,500 financial institutions, including top 10 US banks, as well as leading retail and hospitality firms in the US and UK, Cardlytics sought to create new solutions that could adapt to changing market needs. • Reporting to the Chief Strategy officer, collaborated closely with FI… Show more Cardlytics is a privately held advertising analytics firm that uses anonymized debit and credit card transaction data to help consumer companies deliver highly targeted ads. As a trusted partner for over 1,500 financial institutions, including top 10 US banks, as well as leading retail and hospitality firms in the US and UK, Cardlytics sought to create new solutions that could adapt to changing market needs. • Reporting to the Chief Strategy officer, collaborated closely with FI partners, data & engineering teams to expand mobile & online platform to address new challenges within the banking industry. • With the departure of key leaders, stepped in to fill gaps in engineering and bank integration. Helped team improve execution in face of a high number of concurrent SaaS integration projects & scalability challenges. Managed security compliance audits. Delivered 4 large banks in five months. • Began design for next gen functionality and architecture, shifting from monolithic, batch, web-based to component-based, real-time design optimized for mobile and cloud deployment. Show less



NCR Corporation

• United States
• IT Services and IT Consulting
• 700 & Above Employee

• Senior Director, Global Remote & Managed Services Product Management, Financial Services Division

  • 2014 - 2016

  Atlanta, GA NCR (NYSE: NCR; F500: 406) is the world leader in consumer transaction technologies. Its hardware, software, and services make it easier to deliver great consumer experiences. With customers increasingly asking for turnkey solutions, NCR set about renewing its banking services portfolio for its $4B Financial Services Division. • Reversed declining revenue, delivering 16% growth for 2016 vs. 3% growth for Division services. Reduced onboarding time by 25%. Earned regular accolades for… Show more NCR (NYSE: NCR; F500: 406) is the world leader in consumer transaction technologies. Its hardware, software, and services make it easier to deliver great consumer experiences. With customers increasingly asking for turnkey solutions, NCR set about renewing its banking services portfolio for its $4B Financial Services Division. • Reversed declining revenue, delivering 16% growth for 2016 vs. 3% growth for Division services. Reduced onboarding time by 25%. Earned regular accolades for portfolio on earnings calls. • Reporting to Global Services GM, managed a team of 10 plus a dozen+ matrixed sales, engineering, and delivery teams. Relaunched portfolio in 6 months with sales, solutioning, contracts, and delivery tools ready at launch. Collaborated internally & externally to fix operational & compliance problems. • Led team to launch first new products in 5 years. Modernized roadmap using a platform approach and expanding security, IOT, machine leaning & cloud tech. Built alliances to speed up development. • Worked with global teams to evangelize, win, & deliver new business & partners in China, Brazil, India, Middle East, Asia, Europe, North America. Ended internal competition by working with stakeholders to align what we sold and how we sold it across software/SaaS/service. Won hearts & minds of sales. Show less



Lenovo

• China
• IT Services and IT Consulting
• 700 & Above Employee

• WW Director, ThinkPad Tablet Portfolio & Vertical Solution Product Management

  • 2009 - 2014

  Morrisville, NC Lenovo soared from a distant 4th with $15B revenue in 2009 to #1 with $39B revenue & 3x gross profit in 2014. Faced with major disruptions as customers changed how they bought & mobile devices shifted demand, it needed innovative strategies & fast execution. WW DIRECTOR, THINKPAD TABLET & INDUSTRY VERTICAL SOLUTIONS (Jan 13 – Sep 14) • Opened up a $1.2B revenue opportunity that Lenovo had struggled to access since inception. For ThinkPad Tablet portfolio, achieved #1 ranking in… Show more Lenovo soared from a distant 4th with $15B revenue in 2009 to #1 with $39B revenue & 3x gross profit in 2014. Faced with major disruptions as customers changed how they bought & mobile devices shifted demand, it needed innovative strategies & fast execution. WW DIRECTOR, THINKPAD TABLET & INDUSTRY VERTICAL SOLUTIONS (Jan 13 – Sep 14) • Opened up a $1.2B revenue opportunity that Lenovo had struggled to access since inception. For ThinkPad Tablet portfolio, achieved #1 ranking in segment & industrial design awards. Delivered 2014 at 50% > plan; 2013 at 200% vs. plan. • As an individual contributor, originated Lenovo industry vertical solutions strategy. Built stakeholder support across org. Created budgets & plans to build, launch & evolve integrated HW/SW mobile payment platforms. • Working with alliance partners, led HW industrial design, development, as well as go-to-market, supply chain, & field service planning. Negotiated contracts. Assured regulatory compliance. Incubated sales pipeline, serving as evangelist & SME. • Managed ThinkPad Tablet product line, navigating daunting resource & technology limitations, supply chain constraints, & fuzzy customer requirements. Executed global launches. DIRECTOR, GLOBAL SYSTEM INTEGRATOR SOLUTIONS (Jun 09 – Jan 13) • Tripled revenue while increasing margin by 25% & sustaining price premiums, take significant share from HP & Dell, & establish a $1B line of business. • Originated & executed the global system integrator alliance strategy. Built business plan. Gained staff & executive buy-in throughout company. Executed with team. Collaborated with partners, working with C-level thru staff. Successfully attacked competitors where they thought they were strongest. • Led WW solution design/execution with partners for mobile management, security, virtualization, IOT, WWAN & other special technologies. Worked globally to listen, localize & support. • Fast-launched Lenovo Financial Services. Team earned C-Level recognition. Show less



FedEx Services

• Truck Transportation
• 700 & Above Employee

• Director, Innovation Research & Product Strategy

  • 2007 - 2009

  Memphis, TN FedEx (NYSE: FDX; F500: 58) has consistently ranked among the top 20 of Fortune’s Most Admired Companies. But they found that operating its $47B business was slowing innovation at the same time that demand for overnight delivery was declining. FedEx needed to expand its consumer portfolio and to grow share in key segments. DIRECTOR, INNOVATION RESEARCH AND PRODUCT STRATEGY. Jun 2008 – May 2009 • Invited to join new Innovation department. Reporting to VP of Innovation, hired and… Show more FedEx (NYSE: FDX; F500: 58) has consistently ranked among the top 20 of Fortune’s Most Admired Companies. But they found that operating its $47B business was slowing innovation at the same time that demand for overnight delivery was declining. FedEx needed to expand its consumer portfolio and to grow share in key segments. DIRECTOR, INNOVATION RESEARCH AND PRODUCT STRATEGY. Jun 2008 – May 2009 • Invited to join new Innovation department. Reporting to VP of Innovation, hired and led a team of 15 senior staff. Started with broad scope to define “FedEx 2.0” with commensurate budget. 2008 recession changed priority to finding growth in strategic markets. • Gained C-level support for small business/SoHo growth strategy using social media to shift FedEx from vendor to partner mentality. Delivered on schedule and scope despite budget constraints. DIRECTOR, FEDEX OFFICE PREMIUM SERVICES. May 2007 – Jun 2008 • Turned around the Premium Products at FedEx Office (FKA Kinkos) retail stores, a $2B division. Quickly completed business and ops deep dive. Combined input from store staff through executive management to create a turnaround plan. Refocused portfolio on the truly profitable products. Reworked store ops. Created retail staff career path. Achieved fastest growth rate in business unit. Show less



Dell Technologies

• United States
• IT Services and IT Consulting
• 700 & Above Employee

• Senior Manager, Managed Services Product Management & Delivery

  • 2004 - 2007

  Austin, TX Dell (F500: 51 2014) was the #1 global PC provider for 10 years. As competitors gained ground in hardware, Dell turned to its services business for growth and profitability. But in 2004, most customers did not know that Dell sold services. Worse, many of the services that Dell had sold were not executed well. SENIOR MANAGER, MANAGED SERVICES (Dec 2005 – Apr 2007) • Achieved 300% y/y growth despite price increase. Improved sales adoption by 125% without comp change. Reduced sales… Show more Dell (F500: 51 2014) was the #1 global PC provider for 10 years. As competitors gained ground in hardware, Dell turned to its services business for growth and profitability. But in 2004, most customers did not know that Dell sold services. Worse, many of the services that Dell had sold were not executed well. SENIOR MANAGER, MANAGED SERVICES (Dec 2005 – Apr 2007) • Achieved 300% y/y growth despite price increase. Improved sales adoption by 125% without comp change. Reduced sales cycle by 50%. Increased customer sat by 20%. Earned top ranking for Services satisfaction. Sustained 95%+ customer sat for six quarters. • Selected to lead $100M P&L for Corporate Accounts Division. Top priorities were to fix quality, improve customer sat, and restore growth. Managed team of 40 + 5 suppliers. Led creation of innovative go-to-market strategy. Built business plan. Gained staff & executive support. Executed. SENIOR MANAGER, BRANDING AND PORTFOLIO MANAGEMENT (Nov 2004 – Dec 2005) • Created first Dell Services portfolio based on in-depth analysis of services capabilities, market opportunity, and competition. Built strong branding and buying rationale to help gain credibility. Backed up words with real operational capabilities. Added program management to report the metrics that showed if we were meeting our brand promise. • Gained strong stakeholder support. Deployed globally. Earned rapid adoption. All internal and external communications, including investor comms, shifted to new branding, structure, & metrics. Show less



Resolution EBS

• Software Development

• President & CEO, Software & Services

  • 1996 - 2004

  Columbus, OH and Austin, TX Resolution EBS originated as a system integrator, delivering award winning sales, pricing, & configuration solutions. With increasing demand for scalable business rules platforms, we created a platform with exceptional performance. EVP, STRATEGY & PRODUCT (Aug 03 – Jun 04) • Helped company transition to expanded management team while defining next generation product. PRESIDENT & CEO (May 99 – Aug) • Led team to discover new way to automate business rules using innovations… Show more Resolution EBS originated as a system integrator, delivering award winning sales, pricing, & configuration solutions. With increasing demand for scalable business rules platforms, we created a platform with exceptional performance. EVP, STRATEGY & PRODUCT (Aug 03 – Jun 04) • Helped company transition to expanded management team while defining next generation product. PRESIDENT & CEO (May 99 – Aug) • Led team to discover new way to automate business rules using innovations in VLSI math. Solved for intractable performance problems, creating a platform that ran on a handheld when competitors required a server farm. Fixed the tedium & fragility of expert systems with a new UX that let SMEs define business rules using the same conventions they already. • Created business, tech, & financial plans, all within tight budget/resource constraints. Direct responsibility for planning, fundraising, analysts, biz dev, & product management. Built strong board & management team with solid operations so the company would deliver. • Secured seed funding & initial customers, delivering on-schedule. Incubated pipeline in manufacturing & transportation verticals. Ready for market launch in September 2001, with production SW, references, analyst endorsement, & Series A funding prepared. • Managed through crisis when original Series A was cancelled due to 9/11. Secured bridge funding. Rebuilt pipeline, teaching engineers how to do lead generation. Retained team & customers. Added customers & met investor milestones. • Closed $9M Series A from tier one VCs despite dot-com bubble burst, complex technology, & a “flyover” state location. MANAGING PRINCIPAL (Nov 96 – May 99) • Founded consulting firm specializing in sales automation & product configuration. Invited by customers to add system integration services. Built high caliber engineering team that delivered on schedule & on budget. Architected & integrated solution, earning 1998 CRM solution of the year. Show less