Michael Carnahan Email & Phone Number

Chicago, Il, Us

Plan, execute, and recoup Microsoft investment dollars into CDW’s business to drive marketing plan, staff development, and sales incentive activities. Act as a Subject Matter Expert in assigned Microsoft solution areas, including Modern Workplace (Office 365, Microsoft 365), Applications & Infrastructure (Azure, Windows Server, and Data & AI (SQL Server).Establish positioning strategies around Microsoft products to highlight CDW services, including Cloud Assessment, Migration, and Support offerings as well as a Cloud Solution Provider (CSP) fulfillment solution. Directed all marketing demand generation initiatives related to End-of-Support and New Product Offer campaigns. Grew demand generation investments from Microsoft by 82% for FY19H1 vs. FY18H2 through comprehensive marketing efforts to evangelize CDW’s complementary services. Supported multiple product- and solution-driven incentives throughout FY17, with 20% growth (H1 to H2 2017) from gains in Microsoft investment. Executed FY16 marketing campaigns that led to $275K in incremental marketing dollars for CDW towards SQL 2005 End of Support. Objective, $4M in revenue from upgrade migration (50:1 ROI expectation), achieved $7M from leads, and $29.5M from the overall campaign (ROI of 180:1).  Achieved $1M+ through management of CDW’s Microsoft FY15 marketing plan and alignment of joint business needs. Drove year-over-year growth that included 517% for Azure Q3 and 104% for O365 in FY15, supporting CDW’s Integrated Technology Solutions organization towards FY15 attainment of MS Cloud goals.

Manage all aspects of CDW’s Outsourced Solutions Support Program, leading team of 11 as part of the extended Avnet/CDW team. Hold full accountability for driving growth of a $340 million Audio/Visual Solutions area, with a focus in Digital Signage and 21st Century Classroom/Conference Room technologies. Facilitate training opportunities within the Sales organization and coordinate with Brand Managers on training/promotions. Contribute to content development for sales enablement and end user-facing collateral. Identify and foster strategic alliances to fill solution and product line gaps.  Grew 21st Century Classroom/Conference Solution areas 12% in FY14, surpassing industry CAGR estimates 7%. Generated 15% annual average CAGRs from FY12 to FY13 for Digital Signage Solutions during CDW’s restructuring of pre-sales support within the area. Led one of CDW’s top-performing brand campaigns in 2011 (Off Domain Campaign). Played key role in facilitating 35% Digital Signage revenue growth and capturing $250,000 in incremental partner co-op funds to drive initiative. Spearheaded Partner Investment and Training initiatives, including healthcare segment trade events and Woodland Falls Technology Experience Center (sold partners on contributing $130,000 in incremental funding) and Higher Ed Training (exposed 200+ account managers to 8 key partner product offerings, leading to 48% measurable growth from Q1 to Q2 2011). Improved customer service ratings from the 50th to the 80th percentile between Q2 2014 and Q3 2014 in key areas (e.g. turnaround time, ability to support) through leading team of 11 in outsourcing of pre-sales support. Provided pre-sales support coverage for 2,800 team members. Served as the point person and Subject Matter Expert in producing multiple assets that drove Pro A/V brand awareness to customers, including: Red Report on Digital Signage Solutions; Data Sheet: “Why Buy from CDW?”; Ideas and Insights; Whitepaper: Visual Solutions. 

Functioned as the primary liaison between 10 brands (audio visual products) and account base that included 9 distributors, 38 direct dealers, and 18 consultant firms across a 3-state region. Created and executed marketing strategies to increase brand awareness and optimize revenues ($3 million quota), including consultative selling and system design strategies for aligning solutions with client requirements. Teamed with key accounts to promote brands at regional trade shows and on-site client training sessions. Key Contributions & Achievements: Established new partnership with nationwide IT dealer CDW, establishing multi-line support within new strategic segment and a 15% sales increase potential. Built new dealership across brand base by 40% through aggressive prospecting and presentation of hardware/software solutions to key decision-makers.  Captured major system upgrade at U.S. Cellular Field by providing value-added design and implementation support for key account that took business from primary competitor. Drove 10% year-over-year growth at Illinois hub of AVAD (major nationwide residential distributor) and helped location reach #1 ranking in 1 year following implementation of Sound Marketing’s commercial products. Strengthened the firm’s capability as a solution provider and facilitated an increase in call frequency/prospecting as the point person for technical support to outside sales representatives. Provided continual strategies to vendors, including use of Smartsheet CRM software.

Brought on board as Product Marketing Specialist, functioning as the “Voice of the Customer” on product development teams to define user requirements, forecasts, costs, and pricing for globally distributed audio hardware and software products. Earned subsequent promotion to lead team of up to 20 in addressing and resolving product commercialization issues. Initiated early contact with customers to ascertain product requirements upfront. Negotiated balance between cost and performance to meet goals.Key Contributions & Achievements: Led the 1st successful advance development effort in the company’s history as the Marketing Lead. Built new inroads towards the use of technology tools to enhance the user experience. Contributed to $20 million in new line sales revenue through planning and execution for the commercialization of 6 product lines, including the professional tier wireless microphone line (UHF-R) and complementary Wireless Workbench software. Improved capabilities of domestic and international sales force through training to position new audio products within their portfolio; trained independent representatives and global distributors on new products; and engaged partners in promoting products at trade shows. Earned performance-based awards that included the individual Shure Incorporated Associate of the Month.

Mba, Marketing Management

Ba, Audio Arts And Acoustics