Michael Marchand Email & Phone Number

St Louis, Missouri, Us

St Louis, Missouri, Us

Recruited to build sales strategy & operations organization for this multi-billion dollar sales, marketing and technology organization. Areas include segmentation, value proposition development, CRM processes, analytics, governance, change management, new product introductions, and a variety of other customer/product/market fit items.

Serve as an executive advisor to this emerging strategic consulting & M&A firm across High Tech & Digital Health. Provide expertise on Corporate Strategy, Innovation, Product Development, Commercial Excellence, and Market Entry cases.

Washington Dc Area, Us

Provide digital health companies advice on product, support GTM efforts, and help with fundraising.

Austin, Texas, Us

Led Marketing Operations, Sales Operations, CX Operations and Market Intelligence to enable WP Engine to achieve its revenue and customer experience ambitions through strategic analyses,new products & new revenue motions, processes & tools, and enablement.

Conshohocken, Pennsylvania, Us

Evaluated Boomi's revenue engine from Customer Segmentation to Demand Generation to Sales Model to unlock accelerated growth. Designed Revenue Operations organization including supporting its initial formation. Identified ways to improve Boomi's valuation as it was prepared to be sold.

Round Rock, Texas, Us

Recruited to support the launch of Dell Technologies' Chief Customer Office, which advocates for customers, support achieving their outcomes, and improving loyalty and share of wallet. Worked across all solutions and customer types (Large Corporations, Public Sector, SMB and Consumer). Formed a global 9-person team that blended design thinking, innovation techniques, advanced analytics, program management and market research which delivers ‘break-fix’ actions and ‘break-through’ capabilities. Example impacts: Delivered a cross-functional, global Top Customer Differentiation initiative that used advanced analytics and human-centered design to understand customer needs & behaviors, develop targeted programs and achieve $1.5B revenue benefit per annum, identify ~$3B in revenue opportunity and highest cNPS in the companyPiloted and built a new customer client onboarding with in-person and interactive video approaches based on SaaS product-quality lead practices to achieve $400M in incremental revenue and 98% customer satisfactionLed multiple Buyer Profile research efforts that gave new insights into customers and translated into new messaging, sales plays and solution offerings.

Round Rock, Texas, Us

Managed a global 15-person strategy and data science team to support the Chief Commercial Officer that became known as the Science of Selling teamFormulate global growth strategies for multiple segments including Mid Market, Public (Healthcare, Education, & Government), Small Business & Consumer Realized $360M in gross margin improvement through a targeted set of efforts based on multi-variant regression modeling, sales coverage changes, channel incentive changes, offer & pricing adjustments cross-selling and customer prioritizationImproved gearing ratio (GM$/SalesOpex) for non-top countries by 23% through Route to Market Optimization Design a Vertical Practice organization to better serve Healthcare, Education and State/Local Government customers and partners Built multiple sales coverage models, share of wallet analyses, and a 9-lever RTM optimization model that increased direct and channel opportunities for higher growthLed Dell’s Mid-market initiative to grow share by 10% and improve cash flow through targeted sales and marketing investments and differentiated offerings Delivered an internal product that provided insights to account teams which improves sales velocity, partner selection, and account targeting Received President's Award as being part of an outstanding team in supporting a major transformation effort

Round Rock, Texas, Us

Managed multiple 4-person teams that analyzed high growth market opportunities in SaaS, Analytics, Cloud, and App Marketplaces for SMBs, Consumers and targeted verticals Developed deal flow process from initial engagements through valuation, initial terms and due diligence that resulted presenting 5 acquisitions opportunities and an evaluating launch business with Senior Management Identified new consumer businesses to enter in Health, Financial Services, Education and Cloud AggregationGrew and maintained new Venture Capital and Private Equity relationships Sourced and negotiated a multi-million dollar revenue sharing agreement between an emerging social application and Dell that allowed consumers to better understand their and their children's standing across various social media platforms

New York, Us

Managed a ten person corporate strategy team within the CEO office which delivered 15-20 projects per annum for this $1.5B payer/provider.Delivered several projects that resulted in a 17% improvement to the organization's bottom lineGraduated 2-3 team members into senior operational roles each yearDeveloped VNSNY’s corporate vision and portfolio strategy using scenario planning techniques that considers payment, regulation, innovation, competitive dynamics and consumer trends Co-lead VNSNY's Innovation Office which seeks out emerging solutions and services in health services, IT and informatics as both a customer/partner and investor Supported M&A strategy formulation, due diligence and integration effortsPerformed a scenario planning exercise on the Medicare Advantage marketplace that considers drivers including consumer needs, reimbursement changes, regulatory policy, competitive intensity and technological innovation for VNSNY’s Health Plans ­Negotiated various contracts and alliances in areas including telemedicine and mobile health Delivered multi-million dollar bottom-line improvements from revenue growth, cost reduction and customer retention efforts Served on New Ventures, Consumer Experience, Analytics and Information Technology SMG Steering CommitteesSpoke at numerous industry and unversity events including Yale, NYU, UNC-Chapel Hill, and Harvard Contributing author on article on Mobile Health and Its Adoption in Everyday Home Life

New York, Us

Initiated corporate venturing and new product development processes­Developed a mobile app enabled children’s diabetes solution Formulated and supported the launch of a multi-year, multi-million dollar business intelligence transformation program Created a customer lifetime value model to target retention marketing effortsManaged the strategic sourcing of several product categories that lead to multi-million dollar savings to the organization, while improving patient/member experienceManaged multiple external consultant engagements around cost reduction, new venturing and strategic planning ­Taught courses to clinical and non-clinical team members on competitive analysis, market sizing, operational/capability assessment, value proposition development and business planning

Worldwide, Oo

Drove the direct sales of over $13M of strategy work and assisting in selling $135M of related operational and technology work. Lead over 40 client engagements in the Telecom, Media, and High-Tech space. Projects typically focused on evaluating new market opportunities, growth & innovation, customer and market strategies, management reporting, and major transformation programs that drove profitable growth. Worked with VC's and PE firms on developing strategies, vetting investment theses, evaluating business plans and improving portfolio company's performance through revenue growth and cost reduction efforts Lead and participated in major internal initiatives including Mobile Content, MVNOs, Wireless Data. Assisted in founding practices in Growth & Innovation, Value Based Management, and Customer & Channel StrategySelected as the instructor for Deloitte's Wireless Industry Training, Wireless Economics and Competitive Strategy Training. Quoted in publications around wireless data, valuation of Tech, Media, and Telecom companies and managing innovation.

New York, Ny, Us

Performed marketing and financial analysis on 10 publications and ancillary services. Coordinated outsourced relationships with call center, fullfillment, distribution, and technology vendors. Developed financial forecasts and budgets. Key accomplishments included: Assisting in improving divisional profits by 15% through better customer targeting and renewal efforts Enhanced reporting and analytics that improved ability to diagnosis and address opportunities Streamlined subscription operations including on-boarding new subscribers, customer care, billing and collections Managing due diligence on several acquisitions and divestitures Launching new media productsWon AMA's President Award for Teamwork in 1995Reported to the Publisher and Divisional CFO

Mba, Strategy And Finance

Bachelor'S Degree