Rick Garcia Email and Phone Number

Revenue Advisors is a boutique consultancy that helps technology companies achieve their next stage of growth. We focus on driving faster and more predictable revenue and developing best in class operational efficiencies through strategic advisory or project based consulting.

- Advised and supported Global Revenue functions; grew recurring revenue by 10x and experienced best-in-class net retention rates.- Collaborated with C-Suite to determine company strategy, mission, vision and objectives. Influenced from within through data driven insights, strong relationship building and operational rigor.- First RevOps hire; centralized the function across Revenue departments and scaled the team to nine humans; team consistently polled atop Company Wide Employee Satisfaction survey; Oversaw a multi-million dollar budget including headcount, software and tooling, T&E and training.- Drove Annual Planning Processes for Sales, Marketing, Partnerships and Customer Success; responsible for balancing tops-down v. bottoms-up targets with CRO & CFO, waterfall demand gen modeling with CMO, headcount and capacity modeling, territories, quotas and comp.- Teamed with CFO on data analysis and commentary throughout $195 million Series D and E fundraising rounds; responsible for Revenue teams Board prep and decks. - Designed and optimized pricing model to support customer expansion; developed pre-packaged plans for Commercial and SMB segments; maintained a monthly COGS and margin analysis to understand customer level profitability leading to restructuring of lowest margin contracts. - Developed and managed forecasting methodology & process; leveraged bottoms-up, weighted and formulaic approaches to drive accuracy and predictable revenue.

- Served as a data-driven strategic business partner to C-level and VP leadership; collaborated to set organizational strategy and advised on required investment levels and resourcing to execute against plan.- Managed Go-To-Market Strategy & Operations team responsible for monthly business reviews, market health insights and analytics, reporting and dashboarding, compensation administration and daily operational execution of the business.- Transformed the Sales and Success model to align with Optimizely’s rapid revenue and headcount growth; designed customer segments and coverage to optimize the customer experience; created an Account Potential index to identify target customers and assist in account prioritization; developed a quota and territory methodology for scale.- Led end-to-end annual planning and budgeting cycles; facilitated executive offsites for strategy formulation and iteration; operationalized decisions including quota design, geo-based territory carving and compensation plan refresh; drafted communication decks and rolled-out to broader organization.- Drove international strategy and expansion planning; constructed a framework for evaluating market opportunity against investment levels and risk; created market tiers and playbooks to ensure alignment across departments and realize operational efficiencies. - Owned compensation strategy and administration; ensured incentives were aligned with strategy and that plans were competitive in market to meet steep hiring goals; modeled and negotiated program budget with Finance and finished within 3% of allocation each year.

Consulted with Fortune 500 organizations to design strategy, build scalable operations and drive ROI. Strong emphasis in High Tech, Cloud Computing, and Digital Media.- Optimized Go-To-Market strategy at $75B online retailer. Redesigned targeting and segmentation approach to focus on highest growth potential accounts and built on-going assessment and opportunity scoring process. Assigned coverage levels based on customer focus, size and growth opportunity. Refined sales process to emphasize highest value activities and established codified rules of engagement to align top ROI activities with most skilled resources. Highlighted enablement needs to realize projected 20-30% incremental growth.- Completed Go-To-Market transformation for $500M technology equipment firm. Optimized sales coverage model to focus on product opportunities and vertical growth markets. Developed initiative road map designed to drive sales efficiency improvements. Provided organizational design and deployment recommendations. Constructed revenue uplift and ROI model suggesting incremental growth of 15-25% based on implementation success.- Authored a white paper for a $300B technology company detailing best practice for moving from an On-Premise to a Cloud or Hybrid sales model. Led customer and expert interviews and created a dynamic multi-variable tool that produces a sales model recommendation and incentive structure based on the Cloud's strategic importance.- Managed compensation engagement with a $20B digital media company to drive top-line revenue growth. Collaborated with senior executives to identify strategic challenges and led solution-oriented meetings. Responsible for day-to-day client contact and management of a consultant and client resource.- Re-engineered sales forecasting process for a leading network storage solution company. Streamlined decision making, eliminated roadblocks and ensured ownership and buy-in from Finance and Sales Operations.

- Worked cross-functionally with sales, quality, operations, engineering, systems and account management teams to successfully drive projects from conception to completion. - Led “Green Initiative,” implementing an in-field recycling program designed to comply with environmental regulations and unlock revenue from reclaimed commodity material.- Brokered strategic partnership to resell excess cell phone materials; drafted RFP, coordinated pilot, led contract negotiations, and oversaw quarterly auctions ensuring minimal brand risk and maximum returns. - Structured pricing programs for top customers, incenting increased purchasing while maintaining departmental margin goals.- Managed orientation and training program for new business analysts on Global Business Strategy team.- Coordinated company response to ameliorate unexpected phone failure, saving $500k and minimizing brand injury.

- Consulted for senior corporate strategists at Fortune 500 companies on issues including process improvements, globalization initiatives, and strategies for competing in consolidating industries.- Authored strategy brief on business process reengineering, which became one of the top requested studies amongst membership. - Researched and evaluated innovative corporate strategies, tools, and dashboards to monitor and manage projects and portfolios.