Managed Services Group, Inc.Fractional Chief Revenue Officer (CRO)
Jan. 2022 - Feb. 2023Maitland, Florida, United StatesAs the Fractional CRO at MSG I created a standardized outreach strategy and coordinated its implementation across sales channels, client management, and marketing/communications including implementing HubSpot CRM, coaching existing staff and negotiation 3rd party contracts. I worked diligently to develop growth strategies with the executive leadership team, implementing and EOS Level 10 weekly meeting to build a strategy that will continue after my contract is complete. I helped to create accountability within the company by developing appropriate metrics and coordinating compensation and promotions with these metrics. I laid the ground work to prospect and close relationships with key target clients (mid size medical offices in central Florida). I built a system to monitor the revenue pipeline and leads, adjusting as necessary to create sustainable growth and an easy system others could take over. I established both short-term results (meetings and increased pipeline) and long-term strategy, including revenue forecasting. I monitored the strategies and processes across the revenue cycle and optimized for the executive teams growth targets. I helped to fill management gaps by building and training individuals and teams in Sales and Marketing. I developed and implemented robust sales management processes – pipeline, account planning, and proposals including connecting ConnectWise, BrightGauge and HubSpot to create single pane of glass views on the company’s progress. I leveraged customer research (quantity and quality) to provide strategic leadership for brand architecture and positioning, helping the company to define their ICP and buyer personas for the first time, and wrote outbound cadences targeted to their unique pain points with a 70% open rate and 12% response rate. I helped to align culture, vision, mission, core values, and brand as a member of the leadership team. I also talked too much and rubbed everybody the wrong way.