Michelle Lanter Smith Email and Phone Number
Accomplished B2B SaaS Executive & Marketing Leader, successful in doubling the growth of mid-market software firms and emerging start-ups through innovative product and market expansion. Expert in developing and executing go-to-market strategies across the entire customer journey from acquisition, through retention to expansion. Highly effective in steering global teams of up to 140 across various domains, leveraging tech and talent to boost efficiencies, increase pipeline and ARR, and improve customer satisfaction. Experienced in M&A tuck-ins and integration, advising on PE/VC boards, and overseeing P&L & ARR for private equity-backed companies. GROWTH ACHIEVEMENTS & COMPANY EXITS➢Scaled SaaS businesses: $7M to $19M–sold to a strategic; $80M to $158M–merged with largest client and created a $700M HR tech/services enterprise➢Steered a $22M HCM business unit through Covid, resulting in 17% organic revenue growth and 103% net revenue retention. (Customers included The U.S. Army, ABM Industries, New York City Schools)➢Transformed a point-solution software firm to a full-suite HCM provider, achieving 20% YoY growth and 4x revenue multiple upon sale➢Built and scaled a marketing and sales agency to $1M. Architected national B2B and B2C campaigns for American Family Insurance, Coca-Cola, and Walgreens. GO-TO-MARKET EXPERTISE➢B2B Business Models: SaaS, Sales Led Growth, SMB, Mid-Market, Enterprise, Partner Marketplaces, Channel Led Growth, and Customer Success Led Growth➢HR Tech, HCM, Software Development, Hardware, Marketing Services, Financial Services and Insurance➢Metric-driven leader realizing GTM strategies through effective communication, adaptive leadership and cross-functional collaborationAWARD-WINNING LEADERSHIP➢Golden Globee Award Winner and 3-time CMO of full-stack marketing teams, including demand generation, account-based marketing, product marketing, customer marketing, partner marketing, performance marketing, brand strategy, and BDR/SDR. Managed teams that generated up to 75% of new logo sales➢Multi-time innovator of new products and tech-enabled services that doubled shareholder value➢Master of data-driven brand and content marketing strategies driving a 400% increase in organic opportunities➢Integrator of AI into SEO/SEM and content development increasing team output and efficiencySKILLSStrategic Planning, Revenue and Profit Growth, Product Innovation and Launch, Brand Strategy and Positioning, Product Marketing, Demand Generation, Customer Success, Performance Marketing, SEO, Agency Management, MarTech, SMB, Enterprise
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Chief Marketing OfficerTimelycareChicago, Il, Us
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Chief Marketing Officer And FounderHi-Impact Growth Advisors 2024 - PresentLake Zurich, Illinois, United StatesInvestment Thesis for Insurance Data Hub● Conducted due diligence for an investment banking client on a marketing and data intelligence platform in the insurance and asset management space. Delivered a comprehensive thesis evaluating market potential, competition, and scalability.Martech Strategy for Financial Services Media Company● Developed a martech strategy to boost engagement, view time, and click-through rates; and enhanced 1st party data collection and third-party intent data. Managed the vendor selection process and built a phased martech roll-out to maximize efficiency.Demand Generation for EOR Firm● Led a demand gen assessment, including the account-based marketing program. Created a plan to increase high-intent inbound leads through optimized targeting, content, and lead nurturing. strategies.PPC Optimization for HR Tech Firm● Assessed performance of agency-run SEM program, including campaign ROIs, keyword strategy, landing pages, and conversion rates. Reduced CAC payback period by restructuring keyword strategy and revising copy and landing page layout. -
Go-To-Market, Principal ConsultantPrequel Advisory 2024 - PresentLake Zurich, Illinois, United StatesPrequel Advisory helps private equity firms and their mid-market portfolio companies accelerate time-to-value and optimize investment strategies through our proven approach, expert resources, and outcome-based oversight. I manage the Go-to-Market practice delivering pre- and post- acquisition services, demand generation and sales assessments, and operational consulting and fractional CMO/CRO support. -
Chief Marketing OfficerVensure Employer Solutions Sep 2022 - Nov 2023Rolling Meadows, Illinois, United StatesI joined Vensure Employer Solutions via the merger of PrismHR and Vensure. The merger formed the largest, privately-held HR SaaS and Services provider in the U.S. and operates globally. Currently, 4,200+ employees serve more than 90,000 businesses with more than 3 million worksite employees. I managed a team of 100 marketers, BDRs, and designers.ACCOMPLISHMENTS:• Created one marketing department from four disparate marketing teams and martech stacks, realizing an immediate savings of $500K (3% of budget)• Upleveled talent, and implemented a metrics-based management system, agile methodology, and ROI tracking by campaign and channel• Established a high-efficiency content engine by integrating AI into SEO, SEM, content generation, and design workflows, increasing output by 10x• Developed and executed inbound marketing, content and SEO strategy, achieving a 400% boost in organic website conversion opportunities• Achieved 281% increase in marketing-influenced pipeline over same period prior year while reducing cost per lead by 75%• Led the integration of Namely and other acquisitions at Vensure, guiding teams to fold in acquisitions at a rate of one per month • Overhauled Vensure, PrismHR, Namely, and Solvo brand platforms to align messaging with corporate goals and enhanced product/service offerings by using a data-driven brand design framework• Spearheaded the product re-launch of Vensure’s largest acquisition, Namely, designing new product bundles and service offerings and introducing revised positioning and pricing; partnered with product engineering and sales to launch at HR Tech ’23, securing coverage in Forbes and HRMS World•Executed a brand reputation campaign for PrismHR (advertising, social, email, events, and thought leadership content) targeting partners and customers, significantly contributing to an NPS improvement. -
President And Chief Marketing OfficerPrismhr 2020 - 2022Rolling Meadows, Illinois, United StatesUpon acquiring EPAY, I joined PrismHR and was promoted to President and CMO. PrismHR is a PE-backed Human Capital Management (HCM) software for HR service providers and mid-market, direct customers.As President of PrismHR's HCM division, EPAY, I led a 140-member team across the U.S. and India, managing P&L and driving business growth to $22M by transformation sales, marketing, and business operations. Achieved a 17% revenue growth over 2 years and 103% net revenue retention amidst the challenges of COVID-19. Increased profitability and customer retention through improved payroll operations, identifying and stopping revenue leakage, and improving the service model. ACCOMPLISHMENTS:• Executed a new go-to-market strategy for the midsize and enterprise markets: re-structured sales leadership, added 7 new territories, overhauled the sales compensation plan, and refreshed the strategic marketing plan• Achieved a 308% increase in customer ARR by innovating new service offerings and orchestrating strategic collaboration among marketing, customer success, and operations• Boosted average new logo price (PEPM) by 70% by marketing recurring ancillary servicesAs CMO, PrismHR scaled from $80M to $158M. I directed a team of 24 marketers, leading partner marketing efforts and driving 60% of the direct HCM sales pipeline through digital demand generation and content marketing.ACCOMPLISHMENTS:• Led co-marketing initiatives with key technology, insurance, and service partners and increased PrismHR’s partner revenue by 16% and channel revenue by 20% YOY• Improved SQLs by 200% for the direct HCM business (EPAY) by transforming BDR, digital, events, and content marketing teams from activity-based to KPI-based.• Transformed the annual PrismHR user conference, achieving superior ratings and attracting 600 attendees, leading to a 90% revenue increase over 2 years.• Performed M&A diligence, evaluating multiple transactions to inform strategic acquisition decisions. -
Chief Marketing OfficerEpay Systems 2014 - 2020Greater Chicago AreaEPAY Systems is a private equity-backed provider of Workforce Management and Human Capital Management solutions for the mid-size and enterprise markets.Directed EPAY’s go-to-market strategy and transformed EPAY into a global, HCM software and service provider, averaging 20% YoY growth. Managed key departments including marketing, customer success, support operations, training, and product management. Led EPAY’s entry into new markets and oversaw the delivery of existing and new products and services. Played a key role in the successful exit to strategic buyer, PrismHR at a 4x revenue multiple. Promoted to President to lead PrismHR's entry into the direct HCM business.ACCOMPLISHMENTS:• Constructed the HCM business from conception to 40k users in less than 5 years. Doubled the average customer ACV.• Forged strategic partnerships to supplement the company’s software offering. Realized 15% additional HCM revenue.• Drafted and installed the sales and go-to-market strategy, that included: market research, ideal customer profile (ICP), personas, competitive battle cards, sales talk tracks, and sales enablement initiatives. • Re-branded the company and incorporated a new messaging platform during the company’s transformation to HCM. Achieved the Brandon Hall Excellence Award, HRTech Top 10 Award, and the Inc. 5000 Award.• Implemented an account-based marketing program that secured $1M+ in recurring revenue over two years.• Grew the India support operations from 20 to 70 members and maintained lower-than-average industry turnover at 11%. Trained and mentored new team members who achieved an industry-leading customer satisfaction score of 89% satisfied. • Re-constructed the company’s customer success model to increase net new recurring revenue. Generated 30% of the organization’s total recurring revenue through upselling. -
Vp Of MarketingEpay Systems 2012 - 2014Greater Chicago AreaLed marketing and sales development teams, overseeing comprehensive brand and marketing strategy, including web presence, content development, direct marketing, and digital campaigns. ACCOMPLISHMENTS: • Authored and launched a new brand platform and messaging strategy, directly contributing to 20% YoY revenue growth.• Delivered 75% of the new logo sales from integrated marketing campaigns comprised of direct marketing, digital marketing, Google AdWords, and tradeshows.• Successfully managed the organization's transition to Salesforce and Pardot, optimizing sales, marketing, and service workflows.
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Co-Founder | CeoHi-Impact Marketing & Sales Solutions, Inc. 2006 - 2012Greater Chicago AreaFounded and managed an award-winning, integrated marketing and sales agency catering to both large, national and regional SMB clients. Bootstrapped and scaled the business to achieve $1M in revenue. Served as a Keynote Speaker at national in-person events and on radio tours. ACCOMPLISHMENTS: • Established the Business Accelerator Program for American Family Insurance’s SMB business line. Expanded the program to more than 3k small business owners over a four-year period. • Formulated and executed American Family Insurance’s Dream Room Giveaway B2C campaign. Targeted Hispanic consumers across seven U.S. markets. Successfully generated 3,000 leads.• Designed and launched B2C marketing programs for Walgreens. Boosted Hispanic market share in the Miami and Houston stores. Increased same-day sales by 48% overall. -
Marketing ManagerIbm 1996 - 2000Greater Chicago AreaManaged a digital marketing team to deploy IBM's one-to-one relationship marketing strategy. Focused on SMB marketing within retail and wholesale distribution sectors, and enterprise marketing in the utilities sector, executing integrated campaigns that led to industry recognition and awards for excellence. Worked with IBM's enterprise sales teams to design hybrid coverage strategies across customers' departments and personas.
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Senior Marketing StrategistIbm 1992 - 1996Chicago, Illinois, United StatesDeveloped and managed integrated marketing campaigns and sales development reps for IBM’s wholesale distribution and utility industry segments. Led multi-phased marketing research projects to understand general marketing feasibility, market requirements and segments, buying behavior, and psychographics for IBM’s distribution industry group. Recognized by Northwestern University’s School of Medill, integrating my in-field work into their classroom curriculum. Received IBM Golden Circle and Marketing Momentum awards.
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Marketing (Sales) RepresentativeIbm 1989 - 1992Greater Chicago AreaSold IBM mid-range hardware products as well as partner software products to SMB and enterprise retail businesses.
Michelle Lanter Smith Education Details
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Marketing, Finance
Frequently Asked Questions about Michelle Lanter Smith
What company does Michelle Lanter Smith work for?
Michelle Lanter Smith works for Timelycare
What is Michelle Lanter Smith's role at the current company?
Michelle Lanter Smith's current role is Chief Marketing Officer.
What schools did Michelle Lanter Smith attend?
Michelle Lanter Smith attended Northwestern University - Kellogg School Of Management, Marquette University.
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Michelle Lanter Smith
Fort Worth, Tx
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