Mckenzie P. Lawton Email & Phone Number

Boston, MA, US

As a Senior Consultant, I’m responsible for driving results for my clients, ensuring commercial milestones are achieved, and turning their vision into reality. We know what’s at stake for our clients, and we share in that pressure to perform.- Leveraging my passion for B2B SaaS and early GTM to drive results for founding teams- Developing, refining, and.

Greater Boston

• Retain, Upsell & Cross Sell Customer Success Department efforts totaling in 97.5% retention and expansion of $5M renewable business.
• Manage, supervise, and grow two Customer Success Managers with an average of 100 B2B clients with ACV ranging from $20,000-$50,000.
• Execute, analyze, and present Quarterly Churn Reporting to the Executive Leadership Team on present churn trends, analytics, and proposed solutions to best influence GTM and Upsell efforts.
• Executed and collected a $500,000 debt collection effort in 2 months’ time, after 2 months of employment. Managed & delegated to an outside financial team and two direct reports.
• Aligned product roadmap with customer satisfaction data to execute, advise, and influence GTM on new ATS system. Providing customer testimonials and boots-on-the-ground context for the best result possible.
• Upsell, Cross-sell and retain the contract lifecycle of 50 clients with an ACV of $20,000 ($450,000 annually).

Boston, Massachusetts, United States

• Assumed responsibility for $170,000 of renewable & expandable business after low-frequency business strategy changes, while spearheading the contract lifecycle of 60 Key Startup, Mid-Market, and Enterprise level.
• Initiated & created customer life cycle touchpoints, execution of renewal contract window touchpoints for upsell & cross-sell opportunity and appropriate scope come expiration, resulting in a 15% increase in renewable.
• Crafted and executed client-specific GTM strategies to renew dissatisfied clients and added value to client contracts through new exclusive discounts and new product feedback inclusions
• Hired, trained, and oversaw one Account Manager that manages 80 pooled B2B and B2C clients with ACV ranging from $17,000 - $35,000.

Boston, Massachusetts, United States

• Completed employee onboarding in 5 weeks, included and ran client calls shortly after leading to first contract renewal after two months of employment
• Spearheaded the contract lifecycle of Key 60 Key Startup, Mid-Market, and Enterprise level customers with an ACV ranging from $20,000-$150,000 (2.5M)
• Facilitated monthly check-in calls to track performance against goals, advise improvements and drive adoption cross-departmentally to achieve renewals & expansion opportunities.
• Planned and executed first company holiday party post-covid

Boston, Massachusetts, United States

• Support revenue-generating Directors in developing strategies & action steps for increasing membership and maintaining relationships with current members.
• Advise and assist new business ventures and cultivate new relationships to develop partnerships and retain current partnerships.
• Consistent collaboration with Communication & Social Media directors to increase member and social engagement.

Greater Boston Area

Membership Chair on the Board of Directors for WISE Boston- Execute membership prospecting campaign for colleges and universities in the Greater Boston Area- Create and execute first ever Summer Happy Hour Series- Interim Social Media Chair creative for Instagram, Facebook and Twitter- After joining the Board of Directors, WISE Boston has hit over 100.

Greater Boston Area

• Manage year-round membership experience and annual retention for an assigned 590-member-wide book of business. 2020-2021 Season Tickets renewed 95.1% of accounts, 95.9% of revenue ($4.99M). Finishing in second of a.
• Build and maintain strong relationships with the member base through proactive communication, including seat visits, touchpoints, phone calls, emails, events, and exclusive benefits leading to expansion of 20-21 Season.
• Process all clientele payments and contracting through Ticketmaster Archtics Ticketing System

Greater Boston Area

• Achieved 124% of sales goal in 4 months resulting in generating $117,961 in Season Ticket Memberships, Groups, Suites and Mini Plans
• Ranked #1 of 5 executives in sales revenue
• Responsible for 80-100 outbound calls per day to sell full menu of seating inventory
• Execute arena tours and sales pitches to individuals and businesses in the Greater New England area, 4 Arena Tours resulting in Full Season sales
• Enhance all relationships with Mini Plan and Suite clients including possible upsell opportunities
• Input, update, and maintain customer accounts through Archtics

Greater Boston Area

• Season ticket sales and renewals
• Inbound sales calls regarding season ticket packages, renewals, single game tickets, general questions
• Monitored harvtix.com, answering general questions from customers on a daily basis
• Input customer data through AudienceView
• Organization of physical tickets via mail

Springfield, Massachusetts Area

• Office Work:
• Research/Background information for basis of promotional events and possible groups involved.
• Inputting Game-Day promotional data and Sales information
• Corporate Sales, Group Sales, Promotional meeting sit-in’s Game Day:
• Educate fan base on season tickets, ticket packages, and specials
• Fan relations- directing special guests, groups, and promotional activities to where they need to be at a certain time.

Springfield, Massachusetts Area

• Tweeting and Facebook posting for in-game promotions
• Pre-game/post-game set up and break down
• Administering wavers to contestants
• Merchandise inventory post-game

Sport Management

Student Ambassador at the 2014 FIFA World Cup. This was apart of the program offered at Western New England University called "Seminar.

Ma; Bachelor Of Science, Business Administration; Sport Management

Accredited by the Association to Advance Collegiate Schools of Business

Education record