Mike Hancock Email & Phone Number

Canonsburg, Pa, Us

Ansys delivers innovation through pervasive engineering simulation. It’s a fully integrated, physics-based platform, covering fluids, structures, electromagnetics, semiconductor, optical, and systems, all while leveraging the most comprehensive material properties database available.Ansys was born out of the DOE almost 50 years ago. It was founded by John Swanson while working at the Westinghouse Astronuclear Laboratory. We have continued to innovate, including acquiring new technology companies at the pace of one per quarter for the last 10-years. Ansys is one of only three companies with revenue greater than $1B, EBITDA margin greater than 40%, and growing at greater than 10% per year – the other two are Microsoft and Adobe – pretty good company.

Denver, Colorado, Us

Washington, Dc, Us

Houston, Texas, Us

At Innovapptive, our purpose is to help improve people’s lives with a next generation Connected Workforce Platform. Innovapptive’s platform digitally connects the entire industrial workforce, executives and back office to minimize plant outages, risks & improve operational excellence. By engineering a platform that fuels innovation & collaboration, we are transforming the experience of the industrial worker to help uplift revenues & margins for our customers. Together, with our employees, customers and partners across the globe, we are growing economies of some of the world's largest brands.

Austin, Texas, Us

eRelevance is a fast growing company (2016 Red Herring Top 100) that offers the small to medium-sized business a new choice for internal marketing -- a technology-enabled marketing automation service. Our unique and proven technology, integrated multi-channel communications used by our marketing experts following marketing best practices to deliver very high-quality work at a price point that is difficult to compete with.eRelevance builds the content, runs the campaigns, surfaces the leads, and delivers them to the business. We are generating three to ten times more leads for our customers than they can do themselves, and unlike others we track and report every step along the way – quantifying the value we deliver with nearly immediate return on investment.

Armonk, New York, Ny, Us

My success running Platform’s West Region earned a promotion to North American VP, where I led a $100M business with 5 sales managers and about 40 sellers. My experience at IBM was steeped in high-performance computing (HPC), Cloud, Security, Big Data Analytics and IoT.Platform extended the optimization algorithms that made us the premier high-performance computing technology and applied it to storage (including GPFS), and networking, and evolved into IBM’s Software Defined Infrastructure (SDI) and Software Defined Storage (SDS) businesses.SDI provides a shared-service backbone for a broad portfolio of distributed software frameworks, including Hadoop, Spark, MongoDB and Cassandra, and really any service oriented architecture (SOA). By enabling a wide variety of applications to share resources and coexist on the same infrastructure, we managed both the workload and the infrastructure sharing requirements. IBM’s acquisition of SoftLayer allowed us to successfully deliver our entire value proposition on Cloud and Hybrid-Cloud to any size business.

Armonk, New York, Ny, Us

IBM Platform helps companies in compute and data intensive businesses, which are cost constrained, or desperately need to reduce time-to-market, or both.IBM Platform delivers leading cluster, grid and high performance computing (HPC) cloud management software to the IBM Technical Computing portfolio. These offerings accelerate time-to-results for compute and data-intensive applications running on distributed technical and analytics computing environments for workloads as diverse as real-time analytics, business simulations, product design analysis and risk management— applications that exemplify the smarter computing era.Platform Computing technical and HPC applications fuel product development, critical business decisions and breakthrough science in financial services, manufacturing, digital media, oil and gas, life sciences, government, research and education. More than 2,500 clients—including 23 of the top 30 largest global enterprises—use Platform Computing solutions. By combining software from Platform Computing with IBM Technical Computing solutions, IBM can better serve enterprise clients who are turning to high performance technical computing to accelerate time-to-results, improve infrastructure utilization and reduce operating costs—no matter what hardware you have installed.• 20 year history delivering leading management software for technical computing and analytics distributed computing environments• 2000+ global customers including 23 of 30 largest enterprises

WhiteGlove’s membership model (think Costco) revolutionizes the way primary care, chronic care, and wellness are delivered to a company’s employees and dependents. A company reallocates a portion of the healthcare dollars they are already spending, to WhiteGlove, reducing the total amount they spend on healthcare, and generating cash savings; all while giving their employees and dependents a healthcare experience they will truly love. I pioneered the introduction of an enterprise selling model to the healthcare market. That type of sophisticated approach had never been applied in the sale of medical services directly to corporations. My direct responsibility–driving revenue and ensuring long-term customer success; using direct, inside, and channel partners; targeting companies with 200+ employees.I developed and executed a sales model dependably delivering access to C-Level decision makers, articulated a value based business proposition, and repeatedly closed deals on a desired timeline. It included sales process, stages, and milestones designed to measure and track a customer’s “Buying Process”. I developed a lead generation model called the “Executive Touch Process” – a sophisticated sequence of touches which consistently delivered high numbers of qualified CXO leads to the sales organization. A sales executive targeting 10 companies a week consistently achieved 3-4 CXOs at a monthly dinner, as well as 3-4 face to face CXO meetings a month. We closed over 50% of the qualified companies which attended these executive dinners.I coupled these lead generation and selling processes, with my hiring and leadership skills, to scale to an 18 person sales and support team; 70% of the sales team exceeded 150% of target. I developed a “Customer Utilization Plan” that was the cornerstone of our Customer Success organization, driving 35% first 6 mo. utilization, 42% yr. 1 utilization and over 65% yr. 2 utilization, and resulted in a customer renewal rate exceeding 98%.

Every area of business is steeped in metrics and reporting except marketing and communications. My partners and I, former CEOs, CFOs, and CMOs, founded ViaMetric with one goal – marcom accountability. We combined real-world corporate operating experience with start-ups to $2B companies. We recognized the difference between marketing activity and sales results. Proprietary technology, methodologies, and results orientation enabled our success at driving sales. We worked to implement powerful marcom programs and sales execution processes that actually captured new opportunities and converted them to sales, while measuring the effectiveness of the entire effort, real-time. Whether we executed single projects or end-to-end integrated marketing and sales initiatives, we viewed marcom and sales expenditures as capital. That use of capital must produce a significant increase in revenues and profits. We accepted nothing less in our operating roles and provide nothing less to our clients.I worked with my partner, drawing on our years of operating experience to define and develop the firm’s core deliverable; metric-driven demand generation and sales effectiveness. More specifically, address our client’s need to increase the effectiveness of their selling efforts (converting a higher percentage of leads to opportunities and opportunities to sales,) and the need to reduce their cost–per–lead and cost–per–close (finding ways to do the same or more, for less).Our optimization of sales teams, sales channels, strategic and tactical selling processes, executive penetration techniques, and overall day-to-day sales execution consistently resulted in our clients experiencing measurable performance, growth, and profitability.The result; we drove revenue from $0 to $4M in less than 2 years.

Cesura’s Business Certainty Managed Service was a pioneer in the technology arena to finally enable companies to deliver On-Demand applications with 99.999% reliability. When a performance problem did arise, our solution allowed a company to quickly discern where, within the entire, multi-layered, hardware and software infrastructure, the problem existed; so they could quickly resolve it and return to contracted levels of service.Initially I had responsibility for personal quota, as well as, defining and building the company’s entire direct, inside, channel, and partner sales strategies targeted at On-Demand Software as a Service (SaaS) companies, enterprise financial services, healthcare, and retail companies.Leading, alongside one of Austin’s most distinguished entrepreneurs, an intense effort to rapidly validate the market, shift product direction, re-aim and re-focus the company while achieving revenue targets, we successfully competed head-to-head against Mercury Interactive, IBM-Tivoli, BMC, and HP.

In the post bubble economy, the automotive industry was just beginning to realize how much trouble it was in. The initial result was to force their suppliers to cut costs in such a way that it was driving them out of business as well. The automotive supply industry is unique in that a majority of their business is acquired as a result of preparing a quotation for custom designs. Salion’s CRM/SFA solution was designed to give suppliers the ability to immediately change their fortunes. Unlike Siebel and Salesforce.com, our solution was designed from the ground up to provide the required global sales integration and management that suppliers needed to increase the amount of profitable business won. Suppliers had to implement a central, common, globally accessible, selling and quoting process, and provide real-time visibility into all stages of that process.We focused the company on a path which every start-up should adhere to – Get the Product Right, Get the Sales Model Right, and then Go FAST. During a period when everyone was clinging to their money unless it could provide immediate return, we coalesced the company’s market vision and then developed and implemented the sales strategies (process and strategic account planning discipline), initiatives, activities, business processes and infrastructure that supported that vision. Additionally, I leveraged my creativity and professional experience to simplify companies’ value proposition and gain access to C-level executives. Sole initial focus was to get first customer closed. I directly prospected, qualified, sold and closed the company’s first 4 customers and then built the sales team.

Wilsonville, Or, Us

Mentor Graphics is a leader in electronic design automation (EDA) software. We enabled companies to develop better electronic products faster and more cost-effectively. Our innovative products and solutions helped engineers conquer design challenges in the increasingly complex worlds of board and chip design.As Vice President of the Americas, I was responsible for sales and support in North/South America. I developed the go-to-market sales strategy for the Americas, structured the organization for maximum effectiveness and lead the team to meet and exceed all sales goals. Working with marketing and finance leaders, I instilled process discipline within the company’s sales organization to ensure effective pipeline management and accurate forecasting of revenues and expenses. I led direct and channel sales teams targeted at closing complex deals in the semiconductor, consumer electronics, computer, and aerospace industries. I was responsible for recruiting, motivating, and managing an approximately 200-person sales and technical organization, including Direct Sales Channel, Global Sales Channel, Product Focused Sales Channel, and Distributor Channel. ($200M business)Results produced in a short time included:• Significantly improved operations at Mentor Graphics’ largest office, San Jose, thru reorganization, key hires, and implementation of strategic selling• For the first time, engaged Mentor Graphics’ Product Divisions in collaborative creation of product specific sales objectives• Achieved North American “Esprit de Corp” quickly and effectively• Conceived, planned and implemented successful FPGA Sales Team• Developed 2002 Business Plan (in a down market) with specific objectives to:  Grow existing accounts 15%, and new accounts 25%YOY  Exceed product-specific revenue quotas  Lead the use of Target Account Selling to companies in specific industries  Build the best EDA Team (hiring/skill development)  Maximize customer satisfaction

Us

Hire.com, led by founder, Hank Stringer, and serially successful entrepreneur, Jim Hammock, was started to leverage the Internet in the recruiting and staffing industry. To give you an idea of how early we were, the original name was World.hire. Hank had put the .dot in the wrong place and we ultimately changed the name to Hir.com. Additionally, our architecture was way ahead of its time. We were a three tiered architecture delivering an ASP model before the term Application Service Provider (ASP) had even been coined. We actually beat Salesforce.com to market as the world’s first On-Demand application.Hire.com’s business was “powering the career site for companies”. When you hit the tab at a company’s website, you transparently went to Hire.com’s service. We were incredibly successful early on. In three years we drove revenue from $0 to $7.3M with an MRR model (Monthly Recurring Revenue). We pioneered this structure as a function of having invented On-Demand software. We went from 0 to over 100 customers (including 30 Fortune 500 accounts).I was responsible for all direct and channel sales worldwide. We experimented with several different sales models and backgrounds for our sales team. Ultimately we trained and developed an inexperienced team (ultimately 5 sales managers and 40 sales reps), achieved significant sales success, with little brand recognition, into low budget HR departments, by reaching top-level executives and articulating a value based business solution. As an original member of the Hire.com Executive Team, I helped define the company’s top level “Corporate Goals”, the “Strategic Imperatives” that had to be accomplished to achieve those goals, and the specific “Actions” required to accomplish those imperatives. I established the overall control structure, metrics for measurement, and the tenets we would use to foster our Hire.com culture.

Sunnyvale, California, Us

Synopsys revolutionized the way computer chips were designed. In ten years we went from $0 revenue to $2B and became the leader in Electronic Design Automation (EDA). As employee number 50, sales guy number 5, I participated in growing the business over 30% YOY for 6 successive years. My efforts over 10 years combined to deliver more sales of Synopsys software than any other individual in their history. I grew with the business from Account Manager to District Manager to Area Sales Director, where from 1996 through 1998, I built a team of 115 people (sales, technical support, training and consulting) covering the entire southern US (Florida to California); one of Synopsys’ 3 largest business units with over $200M in sales.