Michael Fuller Mba, Fgia Email & Phone Number

Sydney, Nsw, Au

Sydney

Responsible for the development, implementation and maintenance of the business transformation program across the Canon Group, as part of Information Technology - OceaniaReporting to: GM - Operations & Transformation

Sydney, Australia

Mandated to improve corporate performance and Cost to Serve through automation, eliminating redundant process and process digitisation leveraging an effective network of partners. Business owner of core processes and supporting vendor solutions for Concept to Prospect (C2P) and Prospect to Order (P20).Reported to: GM - Commercial, Category & Channels► Indirect Headcount: 1 – 5► Budget: $1m p.a._________________________________► Exceeded FY19 target of OPEX savings with platform rationalisations, exits and migrations► Provided foundational systems, data and processes to uplift marketing capabilities, such as the first lead nurturing campaign► Introduced company-first visibility of contacts, pipelines, marketing campaign results and core process metrics through dashboards, reports and analytics with verified, high-quality data

Sydney, Australia

Hired to relaunch, reset and reinvigorate Prospect to Order (P2O) processes for Canon’s Business Services group in Australia, delivering key enablers such as a transformation of the Salesforce CRM solution, process digitisation and a shift in focus to promote customer data as a strategic asset. Reported to: GM - Marketing, GM - Product Planning, GM - Direct Sales► Direct Reports: 1_________________________________► Led a strategic mindset change to value data as a strategic asset within the organisation - established governance and E2E ownership of business architecture and process ownership of Prospect to Order (P2O)► In only 6 weeks led the migration from the classic Salesforce interface to the Lightning interface► Led a program to digitise Canon’s Business Services processes providing transparency and accuracy of forecasting through meaningful sales opportunity data► Launched 2 projects and 2 programs from planning stage, preparing 2 business cases for Go / No Go

Sydney, Australia

Provided consulting services through a franchise business model including strategic planning, management consulting, business development, IT and Go-to-Market (GTM) strategy for SME-sized clients across different industries.

Sydney, Australia

Brought on-board to secure formal accreditation for an independent, not-for-profit company established under contract with the Commonwealth Government. Led the establishment of clinical and operational governance standards whilst managing consecutive delivery of programs of work as a Project Director.Reported to: CEO► Direct Reports: 12► Budget: $1M OPEX_________________________________► Gained ACHS accreditation (Australian Council on Healthcare Standards) and secured ongoing funding on first attempt through implementing 100+ policies and procedures for operational governance► Engaged a specialist geospatial mapping organisation to review and identify service delivery gaps. Ensured standardisation by creating an evaluation methodology and performance analysis framework

Sydney, Australia

Provided research and advice to IT and services organisations on indirect sales, marketing and enablement strategies to support sustainable revenue generation from strategic technology partnerships. Developed Go-to-Market strategies, commercialisation of new opportunities, led stakeholder engagement and problem-solving.► Developed a SaaS / IaaS revenue growth strategy for a Systems Integrator

Sydney, Australia

Executive role with accountability for building and managing a partner ecosystem and digital marketing program to support strategic business objectives. Led the transition from Nortel to Avaya, and secured Cisco Gold certificationReported to: Country Manager, Australia► Direct Reports: 3► Sales Budget: $8M Growth ($4M Avaya, $4M Cisco)_________________________________► Achieved Cisco Gold Certification on first attempt► Transformed 3D Network’s brand to a solutions-focussed, multi-vendor systems integrator► Achieved over 100% of sales targets with accountability for P&L, and maximising partner ecosystems to generate 'sell with' sales revenue - generated $8M of growth across Avaya ($4M) and Cisco ($4M)

Sydney, Australia

Accountable for increasing market reach and revenue across the APAC region with global alliance partners (Microsoft, Intel, SAP) and local niche channel partners. Identified and developed break-through growth products along with GTM strategies, account and market segmentation, stakeholder management and commercialisation of new opportunities.Reported to: Director of Alliances, APAC► Sales Budget: $85M, with $210M Indirect Sales Growth, $25M SaaS revenue_________________________________► Met annual sales budgets of ~$85M achieving over 100% of targets from 2004 – 2009► Generated $210M of growth in indirect sales orders► Developed a SaaS solution, generating $25M of revenue in an “early adopter” pipeline

Sydney, Australia

Developed an engagement and revenue generation model with global alliance partner Microsoft across the ANZ region. Led stakeholder management, GTM strategy development, account and market segmentation.► Generated $32M growth of indirect sales, achieving target in each year

Master Of Business Administration (Mba)

Business Analysis Fundamentals

Prince2 - Practitioner Level

Accredited Affiliate

Level One, Organisational Coaching

Fellow