Scott Richards Email & Phone Number

Houston, Tx, Us

Houston, Texas Area

I started at venture capital backed Telogis, Inc. in 2015. Verizon acquired Telogis in 2017. The company was rebranded as Verizon Connect.• Leadership responsibility for both the Professional Services (PS) and Customer Success (CS) organization. • Delivered successful business outcomes leveraging relationship, implementation, business strategy/transformation, change management, and technical services.• Led greater customer adoption of our products leading to attainment of revenue and strategic goals.• Responsible for recurring revenue forecasting and pipeline management. • Helped design and build the organization to focus on maximizing ARR growth through revenue acceleration, software expansion & churn reduction within the strategic customer base.• Partnered with Sales, Product and Support to maximize ARR, Gross Revenue Retention (GRR) and Net Revenue Retention (NRR).PS• P&L & pipeline responsibility• Scaled PS to enable revenue growth.• Created offerings to help drive expansion as well as new logos. • Changed team focus from selling services to helping customers achieve their business outcomes.• Led region to 122% YoY growth in ARR.• Grew YoY PS revenue by 57%.• Increased PS profitability & exceeded utilization targets by 17%.• Decreased Customer TTV by 33% via changes in delivery methodology and efficiencies• Reduced implementation time by 4 weeks allowing customers to achieve their ROI & business outcomes on an accelerated timeline.CS• Helped build CS to be a strategic component of organization.• Developed a playbook with productized offerings & value accelerators helping to maximize adoption, ARR, GRR, NRR, and Net Promoter Score (NPS).• Rolled out a customer facing ROI tool that helped maximize GRR.• Implemented a Customer outcome focused approach aligned with maximizing software adoption and customer satisfaction.

• Managed a $14 million consulting business with financial accountability for sales, revenue, demand creation, profitability, and customer success / satisfaction. • Drove all aspects of services sales and maintained client relationships while providing long-term oversight of customer accounts globally. • Customers ranged from Fortune 100 Global corporations to mid size companies within the Oil & Gas, Chemical and Service Industries.• Served as point of contact for any Customer escalations.

NetApp was a $3 billion data management and storage multinational. Drove sales and pipeline growth for SAP, VMware, and Microsoft related business.• As an SAP expert, was responsible for ramping up the sales team on the SAP value proposition as well as how to sell into the Enterprise SAP account base.• Worked directly with regional offices to build SAP pipeline.• Instrumental in increasing the YoY sales in the SAP Enterprise account base by more than 100%.

Part of the SAP North American leadership team.• Hired and scaled a consulting team of 35 direct reports that generated $23 million in annual revenue.• Managed the career development and general HR responsibilities for the team.• Full P&L responsibilities.• Managed KPI’s to achieve Revenue, Contribution Margin, Cost Per Delivered Hour, and Utilization targets for the group. • Collaborated with Sales Leadership to drive additional opportunities.

• Led implementation of Financial/Controlling and Business Warehouse modules of SAP’s ERP software.• Consultant and trusted advisor to numerous mid-size and Fortune 100 companies.• Worked directly with customer’s leadership team.• Worked with customer to understand their business processes and implemented software to meet customer’s transformational needs.• Conducted pre and post sale product demos.• Facilitated customer training.

Doctor Of Law - Jd, Law

Bachelor Of Science - Bs, Finance

Law