Michael was Vice President of Revenue Operations at WP Engine, a leading WordPress digital experience platform, which has over 200,000 customers globally. Michael supported revenue growth, delivering outstanding customer experiences, and helped to scale the company to its aspiration of serving 1 million customers. Functionally, Michael led Market Intelligence, Marketing Ops, Sales Strategy & Ops, Customer Success Ops, and Technical Support Ops, which deliver strategic insights, analysis, management of process & tools, knowledge management, and organizational enablement. In addition, Michael also managed the company’s GTM Tech Stack as well as integrating acquired companies.
Michael was a Senior Director at Dell Technologies in Chief Customer Office where he led strategy, planning and design for B2B and B2G accounts. He used both data analytics and customer listening to design effective programs to increase customer loyalty and drive value. Michael built a team of strategists, design thinkers and data scientists to use statistical analysis to prioritize & enable Dell’s sales organization, product marketing and enhance offerings.
Prior to this role, Michael built a Science of Selling function at Dell which combined strategy and data science to develop new coverage approaches for direct and channel, build programs to coordinate and focus sales & marketing and drive strategic trade-offs. He focused initially on the company’s expansion in Software, Services and Analytics around Healthcare, Small & Medium Business and Consumers. He has worked on the Dell-EMC integration, evaluated software acquisitions in the HCLS, developed Social Media partnerships in Consumer, built deal flow, performed diligence, managed the creation of valuation models, took part in negotiations, and create initial integration plans. In addition, Michael also worked on expanding Dell’s HCLS business via his PE/VC relationships.
Prior to Dell, Michael was a Vice-President for the Visiting Nurse Service of New York, a $1.5 billion Payer-Provider organization that serves 40,000 patient/members daily. Michael led strategy and execution efforts as well as creating new innovative solutions to better serve all populations. These solutions covered the full spectrum of healthcare and integrated technology (e.g., mobile, cloud, data analytics, security) into clinical & business processes. He built sales, marketing, product, and clinical delivery functions for a new vertical including being its first leader. Michael served as an executive sponsor on a variety of projects to support better reporting & analytics, billing, and interoperability (e.g., RHIOs) between entities.
Michael was also one of the executives charged with driving and launching new ventures and acquisitions through its Innovation Office (i.e., corporate venture capital fund and development efforts). The Innovation Office partnered with multiple VC and PE firms to evaluate ~100 start-ups every year and negotiated complex relationships including Gainsharing/Accountable Care Based contracts and Intellectual Property agreements.
Earlier in his career, Michael was a Senior Manager at Deloitte Consulting where he focused on competitive strategy, M&A, product development, new market entry evaluation, customer and channel approaches, financial analysis, and disruptive innovation techniques. He served clients on key issues including managing the effects of deregulation, consumerization, industry specialization, technology innovation, shifting customer behavior and impact of new competitive entries on their business models.
Michael earned his B. A. from Connecticut College and his M.B.A. from the University of Texas at Austin. He coaches start-ups in SaaS, Information Services, Media, and Healthcare. He passionately mentors over 20 people per year on their careers and businesses.