Miguel Perez Email & Phone Number

Boston, Ma, Us

Westborough, Massachusetts, United States

Greater Boston Area

Managed business case development and GTM planning for Ricoh’s New World of Work subscription-based services. Worked with subject matter experts to identify a service’s value proposition, target markets, customer profile, build vs buy decision criteria, differentiation from competitors, and justification for why Ricoh should invest “X” dollars in the creation of the new product or service. Business cases used market research, data analysis, and deductive reasoning to create highly detailed marketing and financial models that provided senior leadership all available facts when determining whether to provide the capital investment needed to bring the product or service to market. Signature Contributions:● Created a sales lead identification tool. The tool examined customers within various stages of the sales funnel and statistically compared similarities within that group using internal and external data sources to identify common characteristics that indicated the likelihood of moving deeper into the funnel. Tool used these characteristics and identified customers which had not been contacted, yet shared characteristics with customers that were in the sales funnel.● Developed customer profiles that characterized the prototypical customer for each new service. Profiles examined the purchase history for a group of customers that had subscribed to a service and compared purchase history to the tens of thousands of other customers to identify trends. This analysis created the foundation for the customer segmentation strategy, go-to-market strategy, and provided justification for product or service demand. ● Uncovered key factors for increasing success for selling new services by designing a survey that was sent to 250 sales associates and discovered discrepancies which highlighted important factors that led to a 40% increase in successfully positioning new products and services.

Greater Boston Area

Primary Responsibilities: Summarizing analyst reports and interviewing internal and external stakeholders in order to develop recommendations for VCE’s product management, marketing, and sales teams. The MI&S team tracks market and technology trends, gathers customer requirements, interviews sales teams and channel partners, and analyzes competitors’ moves within the converged infrastructure industry.Signature Contributions:● Conducted primary research examining how clients have used EMC’s converged infrastructure cloud solutions to solve their IT/L.O.B. needs. ● Examined customers’ “pathway to the cloud” identifying key reasons that drove customers to form their private cloud infrastructure. The study focused on criteria used when customers would compare alternative methods or competing solutions, the features and services available to internal L.O.B.’s once private cloud was implemented, and pain points throughout the implementation process.● Presented findings and recommendations to market intelligence and strategy team which was incorporated into reference material for internal stakeholders within sales, marketing, and engineering departments.

Boston Ma

Primary Responsibilities: Performed data cleanup and conduct sales analysis for the commercial operations department. The analysis was used as a justification for revenue-generating activities such as demand forecasting, pricing analysis, and development of customer acquisition strategies for hospitals and health systems. Signature Contributions:● Created reports for department’s and analyzed KPI’s for the commercial operations department. Reports were used by the product manager and marketing team to estimate market saturation, understand purchase cycle trends, and examine customer retention. ● Generated monthly, quarterly, and yearly usage reports. These reports were used by account managers to develop contract pricing and bulk purchasing agreements among hospitals and health systems. ● Presented analysis and key findings to C-suite executives within the commercial operations department.

Boston, Ma

Responsibilities: Provided support on all activities relating to account acquisition and drove ongoing efforts to achieve departmental goals.Signature Contributions● Developed the process for identifying 1,600 accounts that were imported incorrectly due to integration activities after AmniSure’s acquisition. This process gave the business visibility on day-to-day purchasing trends as well as enable the marketing team the ability to run analysis on sales data. The process was effectively used for a year as the parent company implemented a new CRM. ● Calculated revenue/usage data for all health systems under contract (represented $2.5M of yearly revenue) and was responsible for determining whether they were meeting their minimum volume commitments. The analysis was used as a tool to incentivize hospitals and health systems to commit to yearly volumes to secure discounted pricing. ● Serve as liaison between North American sales team and operations department. This includes providing current inventory status, logistics information, and assembly dates for custom made orders.

Boston, Ma

Responsibilities: Team lead for order processing and customer service for AmniSure products. Provided internal and external customer service by conveying lead times for products. Collaborated with 3rd party manufacture and established weekly and monthly assembly schedules to minimize lead time and meet shipment arrival dates for all domestic and international orders.Signature Contributions● Coordinated bulk shipments to distributors located in over 80 different countries. Some countries included embargoed nations such as Iran and Iraq.● Organized and stored all documentation dealing with the production and shipment of product. This information is scrutinized by the FDA in semiannual audits● Responsible for onboarding all new associates and supervising their progress during their probationary period

Boston, Massachusetts

Responsibilities: Directed calls and answered internal/external inquiries product assembly questions. Processed and invoiced all domestic and international orders for AmniSure. Designated as the main point of contact between the operation associates and off-site assemblersSignature Contributions● Created an online order tracking system that diverted phone traffic to web traffic● Conducted cost-benefit research to evaluate future department needs and opportunities.

Master Of Business Administration (M.B.A.), Strategy And Innovation

Master’S Degree, Management Information Systems, General

Bs, Psychology