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.

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

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.
• 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