Michael Perla Email and Phone Number
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A value/strategy consulting executive that has helped F500 organizations in their digital and sales transformations, creating billions of dollars in quantified value and a stronger competitive advantage. Transformation elements have included front-office performance and optimization, sales / go-to-market plans and strategy, a differentiated value story, digital strategy, sales/marketing processes, sales resource optimization, sales methodologies, and overall pipeline health, coverage, and demand generation.Customers/clients have achieved higher win ratios (20%+), larger average deal sizes (>15%), cost of sales improvements (2-4 points) and better coverage multiples (3-4x), among other KPI/metric improvements. Have helped to create billions in pipeline value.I have sold, managed, and positioned marketing and sales performance offerings (e.g., intellectual property, training, value-added services, software, etc.) and I've created thought capital to drive interest, leads and incremental opportunities. I have also led a global strategic planning team for a F500 enterprise software firm that helped each of the five BU's to develop and implement strategic plans for double-digit growth, including looking at whitespace, greenfield opportunities, and red (competitive displacement) space, among other growth avenues.Co-author of "7 Steps to Sales Force Transformation" (publisher: Palgrave Macmillan; January, 2016) and 50+ blog posts and articles on topics such as value propositions, go-to-market strategy, metrics, and (sales) pipeline dynamics.Six Sigma Black Belt, M.Ed & Ed.S. in Psychology, MBA. michaelperla (at) bellsouth (dot) net.Specialties: Sales and digital transformation, sales and marketing effectiveness, go-to-market strategy, sales process, prioritized roadmaps, M&A, account planning and management, strategic planning, sales cadence, pipeline management, sales strategy, win-loss analysis, sales methodologies, sales reporting, sales metrics and KPIs, business cases, value justification, value management, value consulting, pipeline analytics, agentic AI, sales and marketing alignment, program management, SFA/CRM, Siebel, Salesforce.com, and deal reviews.
Salesforce
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Regional Vice PresidentSalesforce Feb 2024 - PresentSan Francisco, California, Us
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Senior Director & Healthcare & Life Sciences People Leader, Business Value ServicesSalesforce Aug 2020 - Feb 2024San Francisco, California, UsI lead a value consulting/engineering team supporting a >$2B ARR vertical at Salesforce. Annually, the team contributes $350M+ of total contract value by driving delivery of value hypotheses, point-of-views, collaborative business cases, big deal structuring, and value realization. The team partners with customer stakeholders / executives to define, develop and communicate a compelling value story for Digital Transformation / Salesforce Solutions.
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Director, Business Value ServicesSalesforce Nov 2018 - Jul 2020San Francisco, California, Uso I am a strategist/advisor interacting with senior leaders/execs to jointly craft a compelling value story and justification around digital transformation. Work with our largest and most strategic customers.o Collaborate with the core/extended account teams (e.g., sales, product, pricing, engineering, etc.) on how to identify, analyze, and prioritize customers’ key strategic imperatives and align those to Salesforce.com’s portfolio of solutionso FY20: 106% of deal contribution target and $50M+ of new total contract value. 100% achievement of all 19 business objectives, including a MedTech POV, multiple value coaching engagements, and 50+ hours of volunteering and giving back.
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PrincipalSymmetrics Group Oct 2011 - Oct 2018Atlanta, Ga, UsSymmetrics Group is an Inc. 5000 sales performance consulting and training firm that helps B2B clients develop and sustain high performing sales teams.Recent Books from Symmetrics Group: 7 Steps to Sales Force Transformation (Authors - Warren Shiver & Michael Perla). The Multigenerational Sales Team. Responsibilities Included: Account Management, Delivery, BD, and Marketing / Thought Capital. Sourced, sold and delivered services in the following areas:* Sales Transformation* Sales / Go-to-Market Strategy* Sales Resource Optimization* Sales Leadership* Sales Force CapabilityProjects Examples:• For a ~$14B industrial goods company, we helped to develop one of their Sales Excellence ‘legs of the stool” around a buyer-aligned sales process that included account, opportunity and sales call planning templates and processes as part of an overall program. Client's objectives were around growing organic revenue and pipeline and driving improved sales productivity and win rates. Results included increases in win rates, revenue growth, and productivity in the key business units that were targeted.• For an ~$5.3B global information, software and services firm, we developed a go-to-market strategy and sales resource optimization model that drove the alignment between strategic intent, organization and resource configuration, and future state sales capabilities. A year after implementing our recommendations, the client's sales pipeline value increased by 36%, opportunities closed within a 100 day sales cycle increased by 11 percentage points, and win ratio increased by 10 (absolute) 'points' -
Market Advisory BoardKaleo Software Dec 2015 - Sep 2018Kaleo captures and delivers enterprise knowledge in a Q&A format. They call it Answer Management. They have helped their customers to reduce support costs by as much as 70%. Customers include Viacom, Toyota and Lululemon, among others. I helped to provide specific feedback on messaging, positioning and demonstrating Kaleo products, as well as business support and advice as appropriate.
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Vice President, Global Strategic Marketing PlanningCa Technologies Oct 2010 - Oct 2011San Jose, California, UsPlanning, Strategy, Performance Analytics, Invest/Divest decisions, M&AF500 software firm (~$4.5B top line)* Improved the strategic planning process in terms of structure, process and cadence; net contract value up 12%* Helped design and deploy target setting process - pipeline contribution (up to 15%+), conversion rates* Advanced M&A integration process to be more replicable and robust (worked with 2 acquisitions)* Set, communicated and tracked standard metrics/KPIs (lead-to-opp pipeline)* Advanced performance measurement, reporting, benchmarking and analytics in order to better track performance and inform mix (starve/feed) decisions (marketing ROI improvements of ~20%)* Led two audit projects - inquiry management and reporting infrastructure (ID'd $60m+ potential pipeline improvement from lead leakage resulting in ~$5M in revenue)* Global purview and direct reports in major regions (EMEA, APAC, U.S. & Latin America) -
PrincipalThe North Highland Company Feb 2007 - Sep 2010Atlanta, Ga, UsHelp to start/found a Sales Effectiveness Service Area (Practice). Helped to create a business plan, 'pitch' decks (internal and external), operating model, and practice assets and services.As part of the service area, I helped to source, sell, and deliver consulting engagements that revolved around sales and marketing effectiveness, including people, process and technology assets/enablers. -
Principal / Director Of Sales OperationsSales Performance International Oct 2006 - Feb 2007Charlotte, Nc, UsI was part of the leadership team that helped to allocate resources, funds and set strategy and direction. Helped build and execute the go-to-market model (direct, indirect, etc.) and analyzed various recapitalization strategies. -
Principal ConsultantSales Performance International Nov 2005 - Oct 2006Charlotte, Nc, UsI helped companies to improve and optimize their sales performance. My responsibilities (MBOs) included pre-sales, sales, program/project mangement ($MM projects), account management (cross- and up-selling), and the development of thought leadership and intellectual capital (e.g., Whitepapers, briefings, new methodologies, etc.).
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Business Consulting DirectorSiebel Systems, Inc. Apr 2005 - Oct 2005Austin, Texas, UsSold and managed sales effectiveness solutions (e.g., KPIs/metrics impacted - more opportunities, larger deal sizes, higher win/close rates, improved forecast accuracy, better pipeline health/coverage, among other KPIs/metrics.) -
Principal ConsultantSiebel Systems, Inc. Oct 2000 - Mar 2005Austin, Texas, UsSold and managed sales effectiveness solutions (e.g., KPIs/metrics impacted - more opportunities, larger deal sizes, higher win/close rates, improved forecast accuracy, better pipeline health/coverage, among other KPIs/metrics.)Clients: HP, Express Scripts, Motorola, Caterpillar ... among others.
Michael Perla Skills
Michael Perla Education Details
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Georgia State University - J. Mack Robinson College Of BusinessMaster Of Business Administration - Mba -
The University Of GeorgiaSchool Psychology
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The University Of GeorgiaEducational Psychology
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University Of ConnecticutCollege Of Liberal Arts & Sciences
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Trailhead By Salesforce(Min Of 300 Badges And 150K Points)
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Villanova UniversitySix Sigma: Black Belt
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Villanova UniversitySix Sigma: Green Belt
Frequently Asked Questions about Michael Perla
What company does Michael Perla work for?
Michael Perla works for Salesforce
What is Michael Perla's role at the current company?
Michael Perla's current role is Leading a Value Consulting Team to Define, Develop and Articulate the Value Story & ROI for AI / Digital Transformation @ Salesforce.com.
What is Michael Perla's email address?
Michael Perla's email address is mi****@****oup.com
What is Michael Perla's direct phone number?
Michael Perla's direct phone number is +167842*****
What schools did Michael Perla attend?
Michael Perla attended Georgia State University - J. Mack Robinson College Of Business, The University Of Georgia, The University Of Georgia, University Of Connecticut, Trailhead By Salesforce, Villanova University, Villanova University.
What are some of Michael Perla's interests?
Michael Perla has interest in Writing, Sprints, Investing, Technology, Reading, Fitness, Tabata, Running, السياسة, Anything.
What skills is Michael Perla known for?
Michael Perla has skills like Strategy, Management Consulting, Program Management, Crm, Sales Process, Strategic Planning, Salesforce.com, Process Improvement, Management, Analytics, Go To Market Strategy, Leadership.
Who are Michael Perla's colleagues?
Michael Perla's colleagues are Eduardo C., Matthew Hanagan, Anuj Vashishtha, Will H., Bhavana Bollapally, Todd Sears, Anita Goswami.
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