Michael Kelly Email & Phone Number

Phoenixville, Pa, Us

▣ OVERVIEWFounded discovery-based commercial consulting firm specializing in revenue and valuation for life sciences, integrated agency, and software product companies. Currently consulting for Med Safety Board, the Institute for Safe Medication Practices, and ECRI. ▣ KEY ROLESServe in various client roles including CMO, CSO, and CPO.▣ HIGHLIGHTS➤ Currently building and executing commercial strategy while partnering with Emergency Care Research Institute (ECRI), the Institute For Safe Medication Practices (ISMP), and Med Safety Board (MSB) clients on . Medical device, combination product, and pharmaceutical product safety, medication use safety, and data-enabled solutions. partnering with enterprise client to improve product and patient safety across the product lifecycle for medical devices and pharmaceutical products. ➤ Work directly with client organization to position, package, market, and drive sales growth.➤ Steer efforts to conceptualize and improve product offerings, optimize sales and marketing functions, operationalize commercial functions, and define valuation positioning, messaging, and GTM strategies.

OppsGen generates opportunities for customers using a rich dataset and friendly-from sales-enablement, removing the laborious marketing administration from your sales team's work effort.

▣ OVERVIEWSpearheaded effort to establish brand identity and position niche marketing firm for acquisition. ▣ KEY ROLESLed transformation to differentiate and create competitive advantage by conceptualizing and improving product/service offerings. Introduced marketing automation, drove revenue and valuation through commercial disciplines, directed sales team redesign, developed GTM strategy, and established an opportunity generation group that integrated sales and marketing organizations. Led sales, product, and marketing teams supporting ~$26M+ ARR, 12M+ pipeline. Worked with investment banking firm to value, position, and close MNG sale. Served on post-acquisition executive integration team.▣ HIGHLIGHTS➤ Built out marketing function, defined product roadmap, updated digital marketing pieces, and turned around stagnant sales performance, creating competitive advantage, and differentiating MNG’s solutions.➤ Positioned, packaged, priced, marketed, and pitched MNG to life sciences vendor suitors, ultimately selling company for 3X revenue representing a $20M/50% valuation increase in <1 year.➤ Architected MNG positioning, messaging, go-to-market, and overall commercial strategies.➤ Recreated and right-sized commercial (sales) team, gearing sales process toward discovery and a consultative sales approach based on selling value versus price.➤ Influenced cultural shift across product, marketing, and sales teams.

▣ OVERVIEWChallenged to define a global marketing strategy for flagship EGS entity (Optymyze) while conceptualizing a cost-effective plan for packaging, marketing, and selling SaaS/PaaS solutions. ▣ KEY ROLESWorked across EGS companies to create data-driven marketing vision, build and lead sales enablement programs, evaluate and rationalize marketing costs/ROI, establish GTM strategy, and right-size organizations based on resource planning recommendations. Directed offshore/onshore teams.▣ HIGHLIGHTS➤ Architected highly successful conversational marketing and low-touch/no-touch sales model that streamlined 57-person global marketing department into a high-performance15-person opportunity-generation group.➤ Created 300% pipeline growth, boosted software trials 250%, and tripled net new business.➤ Led company to #1 in Gartner Critical Capabilities in Sales Performance Management 3 consecutive years.➤ Leveraged ZoomInfo to launch targeted multi-channel B2B campaigns to 1.5M+ stakeholders across industries.

Wayne, Pa, Us

▣ OVERVIEWRecruited to grow digital agency’s revenue while building CML into a competitive tech-enabled solutions provider in the life sciences space. ▣ KEY ROLESSpearheaded business model conceptualization directly influencing the organization’s vision, direction, and strategy. Assisted in building and leading commercial team, assessed capabilities and gaps, supported large global pharma brands, built and grew greenfield and existing accounts, and implemented new business lines, partnerships, and licensing models. Served as SME and mentor to US/EMEA sales and product teams.▣ HIGHLIGHTS➤ Redefined company vision and technology-based solutions, created value-added service offerings, and helped drive 4X+ revenue growth over first 2.5 years.Transformed company from on-off project shop by introducing ARR business model, championing a licensing model to replace work for hire.➤ Enabled transition to sole-source provider by introducing business development, packaging, and licensing models for new Mobile Sales Enablement Platform.➤ Owned 75% of company book of business, helping to grow existing accounts 30% YoY on average.

Masters, Organizational Leadership - Organizational Effectiveness

Ba, English