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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

Level: LEVEL 04

12 month points: 2189 ptsView details

Total points: 2430 pts

skills
Marketing 11
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
Customer Engagement
Open Innovation
Trusted Business Advisor
Market Intelligence
Customer Insight
Channel Management
Start-ups
Sales Process
Stakeholder Management
Service Development
Inspiring Teams
Training
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). Collaborated with sales leaders, realizing synergies with other growth initiatives.

✓ 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.

✓ Enabled a boutique consulting firm to attract prospects using insights on cloud computing and services.

✓ 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. Satisfied unique intelligence requests from IBM CEO and SVPs.

✓ Enabled an $8B+ Alliances & Solutions Group to expand annual revenue by 8-10% (2x market growth rates).

✓ Guided teams on marketing tactics activated by global and regional staff. Fueled above-target ROI from $200M+ investment in marketing and solution development. Also, profiled top micro-segments; guided demand gen yielding $75M pipeline and $20M in sales.

✓ Created a comprehensive, credible assessment of the $300B+ IT solutions space. Described trends, buyer criteria, competition, financials and related topics. Delivered written and verbal updates to 300 leaders quarterly, from Global GMs to field reps.

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.

Launched new offerings, built new go-to-market capabilities and reached financial and market goals. Created marketing plans, portfolio strategies and business cases. Built value propositions, messages, channel programs and demand generations tactics. Oversaw 8 FTEs on marketing execution. Integrated two acquisitions.

✓ Ignited Managed Services activity from untapped mid-market buyers. Created awareness and pipeline, yielding $30M signings and 375 new customers, over a six-month period.

✓ Launched 12 Storage Services, fueling $75M sales growth (+50% YtY). Enhanced marketing and sales enablement content with customer journey and adoption data. Armed sellers with new ROI tools.

✓ Led research on buyer priorities and price sensitivity. Used data to raise win rate and margin by 20%.

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 planning, business design, marketing/ sales, portfolio development, processes/operations, change management and organization development / talent.

✓ Led adoption of IBM’s solution selling approach. Enabled an $8B revenue base to grow at 2x the market pace. Created breakthroughs, working closely with functional experts. Led a 15-person team.

✓ Transformed IBM's account coverage model, which allowed more than 10,000 sellers to be more responsive and competitive. Boosted productivity by 5-8%, and coached line managers to use proven staffing models.

✓ Re-engineered IBM’s Service Development approach to benchmark levels. Led programs that grew Division ROI and speed by 25%. Guided cross-functional teams who built and launched 15 new products, netting $200M in Y1 revenue. Coached a diverse set of 20 VPs/Directors and 35-40 FTEs.

ACTIVITY