Will Evans Email & Phone Number

San Diego, Ca, Us

Nashville, Tennessee, Us

San Diego, Ca, Us

- Reporting to the EVP & GM, lead all aspects of strategy, analytics, and planning to drive growth for the Mid-Market, Small Market, Affiliate, and Compliance Business Unit - As part of a cross-functional team, identified product lines and industries with Product-Market fit. The analysis lead to a strategy pivot for our Sales teams, increasing win rates by 22%, and helped to initiate a companywide re-launch of a new product line.- Identified high TAM industries with low penetration, high funnel conversion rates, and attractive CAC / CLTV. This lead to the acceleration of our product portfolio to enhance our product suite and achieve better Product-Market fit for the new industries.- Lead the modeling and creation of the business unit revenue model. Implemented Monte Carlo simulation to understand main drivers of growth and identify sales funnel targets to measure performance against throughout the year. Derived ordinal ranking of input KPIs and developed growth strategies and experiments to maximize likelihood of attaining plan.- Using Gong.io, identified keywords and influence tactics that top performing reps used to increase their opportunity win percentage. Presented and recorded the analysis with the Sales Operations team to be delivered as part of onboarding for all new AEs and SDRs (100+). The analysis serves as the foundation of our internal Selling Skills training series.- Built a dynamic revenue and cash flow model for the SMB business unit in MS Excel. The model was presented to the ELT, including the CEO and CFO and was the foundation of accelerated investment in the SMB sales org, leading to a 3x increase in headcount YoY

San Diego, Ca, Us

- Own and create the Executive Key Performance Indicators (KPIs) and Metrics project for the Lytx Executive Leadership Team. Delivering a comprehensive weekly dashboard that summarized the salient performance of the company.- As part of a large, cross-functional team, lead the data and strategy verticals of a project to relaunch the Small-Market sales organization and stand up a new SDR function. The new team delivered 53% growth in 2020 vs 2019.- Developed and automated multiple Tableau dashboards to deliver real time data for decision making to the Lytx ELT. Dashboards included Sales and Retention Metrics (Growth Accounting), GAAP & Non-GAAP Revenue, Accounts Receivable, and Installations.- Lead the data gathering and analysis for the Quality of Earnings (QoE), collaborated with internal executives, sell side investment advisors, and buy side investment analysts to ensure a detailed and accurate QoE was built. - Conducted a customer lifing analysis as part of CAC / LTV analysis. The project included writing python code, collecting and cleaning historical data. The outputs were used to support scaling and investment for multiple business units.

Encinitas, California, Us

Hyper growth, Series C (SoftBank, Google Ventures, Foundation Capital, Signalfire) funded technology startup. Flock Freight (formerly AuptiX) is developing a technology-driven marketplace leveraging complex algorithms and cutting-edge logistics automation to optimize B2B shipping across North America. Through our web and mobile apps we’re reimagining the shipping experience for 1000s of customers.- Developed and proposed companywide strategy re-alignment and sales division re-organization centered on the Customer Journey to maximize New Customer Activation and to optimize delivery of Core Product Value (CPV). The recommendations were adopted by the SLT and lead to a 7x increase in CPV delivery, a 50% increase in core customer revenue retention, and increased revenue run rate by 100% over 4 months- Created a ‘predictive pipeline’ dashboard to improve the sales funnel visibility and forecast transactional revenue pipeline three days in advance. The pipeline will predict the likelihood of attaining daily sales targets and inform the need to perform demand generating activities for each team along the sales funnel- Lead the modeling of the two year financial plan, including resource allocation, budgeting, and revenue forecasting planned through Series B

San Diego, Ca, Us

- Manage and develop a team of five analysts with tasks ranging from predictive analytics and advanced statistical modeling to complex SalesForce.com administration and compensation plan design.- Identified over $1M in annually deferred revenues due to billing promotions. Designed and implemented recommendations to curb excessive use of promotions. The recommended changes are projected to increase in-year revenues by more than $600K.- Redesign the national sales territory to maximize sales while meeting a budgeted commission savings of $400K. The newly designed territory system is delivering at 110% to quota and generating the budgeted savings.- Created a predictive model to maximize accounts receivable efficiency by predicting which overdue customers are most likely to pay their outstanding balance, the initial model has an accuracy of 78%.

San Diego, Ca, Us

Sales Operations and Enablement- Develop and refine customer sales lead scoring criteria using logit regression and naive bayesian classification algorithms; increasing scoring accuracy to 70% from less than 25%.- Create an Excel based model to calculate monthly sales commissions. The Excel model utilizes VBA to automatically generate commission reports for 40 sales representatives, reducing commission calculation time from 14 to 4 days.- Develop and implement predictive models using classification and clustering algorithms to identify upsell opportunities, increasing the ACV of Mitchell's repair solutions by 13% - 17% on the targeted customer segments.Customer Retention- Identified industry standard best practices for measuring retention (Monthly Recurring Revenue - MRR) and drove adoption, resulting in MRR retention target being set as the division retention goal.- Developed proof of concept customer "early warning system" to identify customers unlikely to renew their subscriptions. The model accurately predicts customer retention/attrition risk in 67% of cases and has been used to save more than $200K in revenue.- With a Junior Analyst, designed a predictive model to comprehensively evaluate customer health based on a variety of factors. The initial model has an accuracy of 73%.- Launch SalesForce retention campaigns via a Customer Success team to pro-actively reach out to customers who are identified as an attrition risk

Mclean, Va, Us

ASSOCIATE (July 2013 - June 2014)- Lead the cost analysis and budgeting for post Milestone B ACAT III Program - Manage the development of the Milestone C Cost Analysis Requirements Description (CARD) and Program Life Cycle Cost Estimate (PLCCE)- Forecast programmatic costs throughout development, production, and sustainment using Ordinary Least Squares (OLS) regressions and parametric estimates - Provide budget and funding analysis to the Assistant Program Manager (APM) through creation of constrained and unconstrained optimization models- Interact with program managers, engineers, external stakeholders to translate technology requirements into defendable cost estimatesSENIOR CONSULTANT (July 2011 - June 2013)- Assist with the Full Rate Production (FRP) Service Cost Position (SCP) for high profile ACAT IC Navy SATCOM Program- Provided statistical analysis to the Program Manager, creating customized installation and contract pricing models that used regression analysis and Geometric Brownian Motion. The contract pricing model was briefed to the SPAWAR 2.0 West Coast Contracts Head to inform the basis of follow on contract negotiations with the NMT Production Vendor.- Developed innovative method of performing schedule risk analysis in MS Excel. The schedule risk analysis was used to rephase the program to minimize the effects of a multi-million dollar development shortfall.- Created an Excel based model to forecast multi-year demand for hardware component replacement for a legacy SATCOM Program.CONSULTANT (July 2010 - June 2011)- Led the development of the CARDs for several Program Manager Warfare/Air (PMW/A) 170 ACAT III programs.- Interview, manage, and mentor colleagues new to cost estimating- Lead training and development of Analytics staff, including ICEAA certification, resulting in 7 new certified employees

Rochester, Ny, Us

ASSET MANAGEMENT SPECIALIST IV (April 2007 - August 2009)- Consistently executed optimal Buy/Sell transactions in Omnistation for 401(k) plans up to $5 million- Manage hundreds of thousands of daily trading processes for 401(k) client baseRETIREMENT SERVICES SPECIALIST III (April 2007 - October 2008)- Set up and execute 401(k) plan changes for Paychex customers- Reduced turnaround time from 60 days to 30 days, by identifying process inefficiencies, formulating and recommending enhancements to work flow and technology

Data Mining Certificate

M.A., Economics

B.A., Economics