Michael Hayes Email & Phone Number

Strategic consulting practice to drive operational performance across startups, high growth SaaS companies, and multi-$billion global corporations. Some of the recent engagements include:Zebra Technologies: GTM strategy, forecasting and pipeline analysis, Deal Desk, Operations, and OM. Responsible for optimizing processes from funnel creation to deal fulfillment. Designed and tested automated workflows for creating, processing, and booking sales and services orders. Result is 68% reduction in order processing and fulfillment time.Cisco/Kenna Security: Pipeline analysis and deep dive into sales stages, conversion rates, and velocity of deals. Restructured sales motions, compensation, and behaviors to drive 2.5x improvement in funnel size and 18% increase in bookings.20-year-old intelligent communications platform company: Strategic planning and execution. In-depth assessment of sales and marketing processes, systems, and staffing. Restructured sales and marketing, redesigned sales comp, built analytics-driven approach to improve performance.

Denver, Colorado, Us

Startup AI SaaS solutions provider:• Created and drove go-to-market strategies, including sales roles, structure, and headcount• Led cross-functional team in overhauling Salesforce resulting in 30% improvement in sales adoption and the utilization of SFDC data to measure and run the business• Built forecast model and culture of accountability which improved financial insight for revenue and expense planning• 17% sales pipeline increase via creation and deployment of the channel program• Led deep analysis of sales/marketing pipeline & metrics, drove OKRs that optimized pipeline progression, sales stage conversions, and win rates through business intelligence• Improved productivity of sales teams by creating sales training. Coached field-based Account Executives and Inside Sales Reps on customer calls.• Automated and monetized messaging by implementing marketing lead management solution

Waltham, Ma, Us

• Rebuilt channel partner program resulting in 27% worldwide growth• Drove sales productivity, sales metrics, pipeline velocity for perpetual and SaaS lines of business• Managed annual quota setting and coverage models by optimizing role types and headcounts

Round Rock, Texas, Us

$4.2B software division. Acquired Quest Software in 2012:• Developed corporate sales goals and budgets for global sales organization ($4.2B revenue and 1200 salespeople). Analyzed sales productivity, partnered with sales leadership to optimize role types and headcounts. Drove annual quota setting and coverage models• Spearheaded all facets of compensation design, planning and implementation, on time and on budget• Drove 15% revenue increase through deep analysis and formulation of pipeline guideposts• Dell Software Leadership Council appointee: Provided leadership and guidance to identity/improve overall employee and customer experience

Aliso Viejo, Ca, Us

$900M IT solutions and services provider. Acquired by Dell in 2012:• Developed operating plans and sales structure for $900M business• Led, designed, and implemented annual compensation process on time and on budget ($40M) for over 800 salespeople in North America, Public Sector, and Latin America. 17% reduction in delivery time for all comp plans• Initiated and drove to completion a cross-functional project team that built a worldwide compensation reporting system, resulting in a 10-15% productivity gain• Assessed and assimilated acquired companies as part of the mergers and acquisitions (M&A) team• Created, communicated, and oversaw rules of engagement that increased collaboration and improved sales productivity