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Michael Franken
Currnt facilitator
Michael Franken

Consultant, Sr. Manager/Director | Revenue & Profit Growth | Catalyst for Team-based Results, Adapting to Change

Raleigh-Durham, North Carolina Area

  • Focus: Contributions are valued by peers
  • Accountability: Thoroughly contributes in all areas
  • Sense of Urgency: Consistently responds in a timely fashion
  • Team: Frequently supports and responds to peers
info

Awards earned:

2

1

1

1

Rating: 4.44/5 stars (96 ratings)

Level: LEVEL 02 (12mo pts: 256 pts)

Lifetime points: 2583 pts View details

skills
Marketing 12
Training 7
Customer Engagement 6
Sales Process 4
Leadership Development 4
Customer Success 3
Delivering Results
Customer Loyalty
Revenue & Profit Growth
Product Marketing
Program Management
Cross-functional Team Leadership
Market Research
Business Development
Problem Solving
Market Strategy
Competitive Analysis
Portfolio Management
Lean Transformation
Go-to-market Strategy
Solutions Development
Digital Marketing
Cloud Computing
XaaS
Open Innovation
Trusted Business Advisor
Market Intelligence
Customer Insight
Channel Management
Start-ups
Stakeholder Management
Service Development
Inspiring Teams
Market Analysis
Business Strategy
Marketing Strategy
Organizational Development
Facilitation
PROFILE

Summary

Open to connect and explore opportunities. 919-426-7471, mfrankennc@gmail.com.

I specialize in helping organizations grow, adapt and excel in highly competitive & disruptive B2B markets. I'm motivated & committed to make a difference every day, through insight, action & support for others' success.

I am versatile, equally effective as a senior consultant, manager or individual contributor. Deep skills allow me to bridge strategy & execution across product development, marketing, sales, operations and HR disciplines.

I've consistently boosted revenue & profit, execution speed, agility & levels of employee engagement. Unique experience includes creating & transforming industry-leading business units -- first-to-market pioneers to global divisions with multi-$B in sales.

As a consultant, I've delivered value, end-to-end: developed practices, built/sustained client relationships, led engagements, created methodologies/frameworks & coached/trained staff.

I'm also a musician: jazz pianist & composer. This influences my working style, which is:
➢ Focused, disciplined, creative, collaborative & energetic. I naturally accept responsibility.
➢ Seeing the big picture, uncovering patterns, making data-driven decisions and taking action

Key Skills & Topics:

Innovation, Digital Transformation, Business Strategy/Design, B2B Services/Solutions; SaaS, XaaS & Usage-Based Models

Consulting & Coaching, Leading Teams & Initiatives, Managing Programs & PMO, Strong Communications & Influencing Skills, Change Management, Learning & Development, Training, Executive Presence, Organization Effectiveness

Portfolio & Product Management, Product Marketing, Go-to Market, Revenue Growth Programs & Renewals, Channels, Alliances & Ecosystems, Market Intelligence & Insights

Sales Enablement, Customer Success, Solution Selling, Selling Value & Business Outcomes

Experience

Founder and Principal Consultant | Strategy, Marketing, Product Management, Operations

UPtimizm

April 2010 - Present

(April 2010-Dec 2012 and August 2015-present)

Provide expertise and lead projects enabling clients to envision, build and run profitable businesses. Engagement scope, topics and client value relate to:

• Bridging Strategy and Execution; Innovation and Transformation
• Organization & Team Effectiveness; Change Management, Leadership
• Marketing/Sales Performance Improvement for Profitable Growth
• Product Management; Services Design

Sr. Product Manager

Cisco Systems, Learning@Cisco (Training and Certifications)

January 2013 - July 2015

Built Cisco’s curriculum on business-focused selling, core to the Company’s growth strategy. Spearheaded programs enabling over 5,000 reps to grow revenue using solution and outcome-selling techniques (industry-first). Also, led end-to-end efforts for entering training markets on non-technical skills.

Founder and Principal Consultant

UPtimizm, LLC

April 2010 - January 2013

Provided expertise and led projects enabling clients to envision, build and run profitable businesses. Engagements included:

Developed investor package for a start-up open-source software firm, leading to $4M in venture funding.

Built awareness and helped to promote IBM's Smart Cities solutions for Public Sector. Authored white papers, case studies and related thought leadership. Facilitated programs and events to raise visibility and capture new prospects.

Sr. Market Insights Manager

IBM, Strategic Alliances and Solutions Group

June 2007 - March 2010

Company expert on the IT solutions market (IBM’s #1 space in $ size, breadth and positioning). Supplied high-value, data-driven research and insights to increase revenue from strategic alliances with SAP, Oracle and other partners. Enabled IBM's $8B+ Alliances & Solutions Group to expand annual revenue by 8-10% (2x market growth rates). Fueled above-target ROI from $200M+ investment in solution development and marketing.

Sr. Marketing Manager

IBM, Global Technology Services

January 2005 - May 2007

Led marketing for $1B+ Managed Services unit and $150M Storage Services practice, that grew to $225M.

Established marketing strategies, launched new offerings, built new go-to-market capabilities and reached financial and market goals. Built value propositions, messages, channel programs and demand generation tactics. Oversaw 8 FTEs on marketing execution.

Sr. Consultant, Transformation and Strategy

IBM, Global Business Services (Industry consulting group)

June 1998 - December 2004

Provided leadership and expertise to meet IBM’s key growth and profitability goals. Regularly engaged with Sr. Executives. Spurred innovation and efficiency on pilots and broader efforts. Topics spanned strategy, business design, marketing/sales, portfolio development, processes/operations, and organization change.

Led adoption of IBM’s solution selling approach, enabling an $8B revenue base to grow at 2x the market pace. Directed the 15-person core team, and created breakthroughs with functional experts across the company.

Transformed IBM's account coverage model, boosting productivity by 5-8% among over 10,000 sellers around the world.

Re-engineered IBM’s Service Development approach, boosting Division ROI and speed by 25%. Coached a cross-functional group of 20 VPs/Directors and 35-40 FTEs in launching new products yielding over $200M in first-year revenue.

ACTIVITY