Focused Labs is a software product development consultancy that uses modern, lean practices to help companies unlock opportunities by building software on top of existing core systems. We take a unique approach to deliver products to market quickly while meeting the business and customer needs of our clients. Teams are cross-functionally made up of developers, product managers, and designers who share responsibility to deliver high quality software products to clients and consult client teams in gaining the capabilities to continue doing the work after the engagement ends.

COMPANY:Specializing in customer experience and contact center Business Process Outsourcing (BPO) solutions.OVERVIEW:Brought on board to jumpstart sales and drive new business development strategy. Lead, coach, and mentor a 50+-member sales, operations, and training team across the US, with a mid-8-figure annual sales target. Develop new programs and processes, create new lines of business, and continually explore different avenues to drive increased revenue and profitability. Challenged to lead a 180-degree turnaround for an under-motivated team and ad-hoc sales process.HIGHLIGHTS:☑ Grew sales 65% over prior year while increasing margin on new sales by 40%. Increased year over year revenue +16% since 2017, achieving 22% increase in 2020 within a pandemic environment.☑ Closed company’s first deal in 18 months within first 60 days of hire. Overhauled the sales team and upgraded talent, as well as developing a new sales process from scratch that enabled deal capture.☑ Captured 4 new deals with significantly increased margin within the first year by developing and implementing an aggressive sales incentive program. Secured the greatest number of new accounts in a single year for the company.☑ Boosted sales appointments 40% in the first month by building an inside sales team and developing a strong compensation structure.☑ Increased top-line revenue 15% by adding two new lines of business to expand the existing contractor model.

COMPANY:LED technology manufacturing company specializing in clean lighting technology for industrial and commercial applications.OVERVIEW:SVP, Sales & Business Development, 2015 to 2016 | VP of Business Development, 2014 to 2015Recruited to create a direct sales model to market LED lighting for commercial and industrial use. Built and led team of 35+ inside/outside sales professionals, developed sales plan/processes, and led execution to build the new business. Promoted to continue growing Californian business while also expanding sales throughout the US. Managed team of 40+, including VPs and Directors, with a high 8-figure annual sales target.HIGHLIGHTS:☑ Drove breakthrough 8-figure annual revenue growth in under 2 years, with sales reaching a high 8-figure total in the following year. ☑ Beat first year expectations by 70%, growing direct sales to 30% of total business in that year. Grew sales 20% by hiring and training inside sales team to generate leads; increased sales appointments per day by 250%. ☑ Recruited and hired 9 new top-talent regional directors in major markets within 4 months of being promoted, resulting in a significant leadership team upgrade.☑ Researched new international markets and identified a critical South American opportunity. Subsequently, hired a regional director and produced immediate revenues as a result. ☑ Created a targeted list of high-profile brands and sold to multiple top-flight companies, including SpaceX, Disney Studios, Pixar, Hormel, and Churchill Downs.

COMPANY:UK-based company that provides an online marketplace for businesses seeking vetted service providers.OVERVIEW:Recruited by this British-based company as the first US business development professional charged with breaking into the challenging US market. Tasked with assembling a sales team and attracting Fortune 500 customers while fostering strategic partnerships with leading agencies.HIGHLIGHTS:☑ Increased quarter-over-quarter revenues 75% for 3 consecutive quarters. Built sales team from the ground up and surpassed corporate sales targets by 25%. ☑ Leveraged a robust network of relationships to secure trials with big name brands, thus collecting case studies to use for sales and marketing.☑ Created and executed a sales incentive program to continually increase the number of new projects, with 60% of new clients becoming repeat customers.

COMPANY:Developer of mobile smart apps and SaaS solutions.OVERVIEW:Initially recruited as a consultant, working directly with the CEO on key initiatives. Subsequently, hired as VP to increase revenues in preparation for a potential sale.HIGHLIGHTS:☑ Returned the company to profitability within 12 months and ensured a successful company sale within 2 years. ☑ Revamped organizational structure to reduce liabilities, transitioning to a primarily contractor model and automating multiple processes to reduce overhead.☑ Paved the way for 62% growth by modifying the pay structure to incentivize sales, creating new lines of revenue for professional services, and establishing a recurring SaaS for Mobile revenue model.

COMPANY:Co-branded email marketing for Fortune 500 companies.OVERVIEW:Co-founded and built a start-up business, with primary accountability for business development. Assembled and led a team of 28 in selling advertising space and traffic to Fortune 1000 companies. Fostered partnerships with clients, managing their data/subscribers and overseeing email advertising initiatives.HIGHLIGHTS:☑ Built sales team that generated 8-figure annual revenues at peak, consistently increasing sales each year by setting aggressive targets and rewarding strong performance.☑ Increased number of partnerships 30% within 6 months by leading development of an ad-serving SaaS to track and monitor all traffic and ads for reporting to partners and clients.☑ Conducted research and developed business model to monetize data collected by companies for their email marketing.

• Developed a proprietary email delivery SaaS (VoloMP)• Generated advertising revenue throughout managed brands, up 15% from previous year• Designed promotional offers and corporate direct marketing campaigns• Created a sales platform producing self-generating sales in excess of $2MM/month increased by 20%• Sold Business

• Managed 20+ sales and business development associates • Increased annual sales from $10MM to $35MM a year from CPM, CPA and CPC advertising• Hired and trained new sales associates from beginning sales to sales managers and business development associates• Increased user acquisition through web traffic and e-zines by 30%

• Developed partnerships to increase traffic and new users to company brands• Strategic Co-Branding with Fortune 500 companies