Michael Garvin Email and Phone Number

Leading the development of a new partner & channel program to expand Arvo Tech's technology ecosystem within the following industries:• ATS• Fintech• ERP• Tax

Global Channel/Partner Team, Building Engines (JLL/T)Expanded the Building Engines Partner Program, driving growth for JLL Corporate Development and JLL Spark within CREtech, Proptech, and IoT, Cybersecurity, and AI sectors.• Managed Building Engines' first Enterprise License Agreement, generating $1.7M in revenue and negotiating deals (API, Reseller, Referral, ISV) worth $2.7M in 2023.• Increased partner revenue by 300% over three years, from $650K in 2020 to $2.7M in 2023.• Led cross-functional teams in developing API integrations and project plans, ensuring on-time, within-budget delivery across CREtech, IoT, AI, Fintech, Cybersecurity, and AI.• Collaborated with product, engineering, sales, and legal teams to establish the first API-use agreement and scalable processes for partner reseller deals.• Signed 30+ partners and cultivated a pipeline of 50+ prospects, leading to 45 clients leveraging 60+ partner integrations for enhanced customer retention.• Implemented an updated Partner Enablement process, including certification, training, and lead generation.• Conducted market research, resulting in the development of two new product modules.• Partnered with revenue ops and finance to revamp Salesforce processes for tracking partner ecosystem revenue.• Promoted to Hiring Manager in 2022, created onboarding, training, and intern programs for new hires.

Served dual role as member of the Global Channel/Partner Team, tasked with expanding the Building Engines Partner program through JLL/T to create growth opportunities to support JLL Corporate Development and JLL Spark Investment teams. • Negotiated contracts and partnership agreements, API, ISV, Reseller, Referral. Creating 300% increase in partner revenue over three-year period, with 2020 worth $650k, 2022 worth $1.9m, and $2.7m in 2023.• Worked cross-functionally with product, engineering, sales, and legal teams to develop company’s first API-use agreement available for use by all teams and products at JLL/T. Renegotiated partnership agreements and contracts transitioning from Building Engines to JLL.• Collaborated cross-functionally with product, engineering, sales, and legal teams to develop the company's first API-use agreement available for use by all teams and products at JLL/T. resulting in a custom framework for all partner reseller deals, establishing repeatable and scalable processes.• Partnered with revenue ops and finance to update SalesForce to develop new processes and reporting structure, creating ability to accurately track and report on partner ecosystem revenue and impact. • Business Development - conducted market research & analysis to identify new partnerships, M&A candidates (JLL Spark), and evaluated potential product development opportunities and partnerships for the JLL Portfolio.• Channel - executed go-to-market plans for partner acquisition into API integration program, including product launches, marketing campaigns, sales enablement, and legal documents.• Promoted to hiring manager in 2022. Created onboarding process for new employees and intern program.

Member of the Partner Management team, responsible for reformation and growth of partner Program., Progress Accelerate• Collaborated with Sales, Business Development, and Marketing to develop a new partner program utilized across all business lines, Progress Accelerate.• Delivered 34 new partners in 2019 across 3 sales territories, contributing to over $4 million in revenue.• Established processes w/ ISV & DMR; Connection, SHI, CDW, PCM(Insight)• Received corporate recognition, delivering 34 new partners in 2019 across three sales territories.• Collaborated to introduce Progress MVP program 2019.• Achieved a 97% sales and partner tracking rate to quota within the first 18 months.• Cross-functional role managing implementation and integration of SaaS platform and 3rd party platforms.• Developed GTM strategy for the release of a new SaaS product, resulting in $4.6 million to $5.2 million in revenue within the region.

Individual contributor and partner manager lead strategic migration for rapidly growing SaaS B2B platform under direction of new CEO and executive team.• Managed 15 Partners in assigned territory, adding nearly $5 million in revenue. • Consistently achieved quota and produced over $1M in sales.• Introduced segmentation to evaluate customer base and identified over 135 new opportunities.• Successfully migrated clients with an annual spend of over $100k per year, resulting in a 500% increase in annual spend.• Collaborated with VP sales to introduce brand new integrated AI-based e-commerce and digital marketing platform, positioning company for purchase by Insight Partners for $1.1B.

Member of management team. Developed comprehensive, on-boarding and enablement program leading regional team to dynamic growth phase of Brno, CZ based software development company.• Managed a high-performing team that generated $3 million in sales annually, achieving a remarkable 50% year-over-year increase from 2010 to 2014.Created first partner newsletter and led creation of collaborative Partner Advisory Group in 2015.• Partnered with Marketing team to build demand and lead generation programs that delivered 60% of overall pipeline in retail, manufacturing, government, non-profit, healthcare, and finance markets. • Managed over 100 development partners, rebuilding company’s enablement and training process and leading to increase of $600K per territory annually. Implemented certification, training, marketing, lead generation, and management programs.• Collaborated with CEO and executive team to form and implement strategy to migrate company from perpetual (on-premise) platform to SaaS platform with new revenue model in 2016.