Evp And Managing Director, Enterprise And Mid-Market Business Unit And Information Technology
Atlanta, Georgia, Us
(Acquired by Windstream in February 2017) Reporting to EarthLink CEO, managed full end to end Enterprise and Mid-Market Business Unit P&L ($400M revenue, 700 people) including strategy, product and services, entire go-to-market (Marketing, demand generation, sales), delivery and operations. Hired to lead and transform the business in the following ways:• From a CLEC to a Services business, redefining the entire business and operating model, product/services strategy, delivery model, executive team, to drive reduced customer churn (10%), increased sales (20%), pipeline (90%), sales productivity (30%), acquisition costs (10%)• Implemented a new demand generation program with marketing automation capabilities leading to increased pipeline and sales• Implemented a whole new customer retention approach across the entire organization from the sales model (separating new sales from existing customer management), customer support (including new renewal management process), analytics development (driving a much better 360o understanding of our customers (who they are, what they buy, why they leave or stay, what product works, what solutions sticks, etc...) leading to an improved churn and renewals of 10% in 18 months, reducing our cancel rates after sale by more than 40%• Providing the following product and services to customers: Managed Network Services (SD-WAN, Hybrid WAN, MPLS, Wifi, Cloud Connect, Internet); UcaaS; Security; Professional Services including recently acquired BRP consulting services; Analytics.Managed the entire Information Technology organization for 1 year; recommended key operational changes and hire an experienced and well recognized CIO.
