York University

Seneca College

Chief Revenue Officer (CRO)

Newport Beach, California, United States

Solvo is a professional service organization created to help companies like yours to optimize their workforce efforts, increase profitability, reduce HR risks, and offer peace of mind with proven results and a great partnership.  Our employees are hungry for success and highly motivated. Our clients appreciate our work ethic, professionalism, and the relationships cultivated over the years.  Our purpose is to grow our strategic partnerships in the US by providing near-shore outsourcing services while relieving the burden and distraction of specific business operations with a higher level of execution for a lower price.  Solvo is an affiliate of Vensure Employer Services, a Stone Point Capital portfolio company.

Solvo Global

BUILT ON OPEN SOUCE - UBIX is built on Spark and Hadoop.  The UBIX platform orchestrates big, fast open-source data science & AI technologies.  UBIX leverages the open-source community and millions of developers contributing to data science and AI innovation.  UBIX is an Advanced Analytics company that enables organizations of all sizes to leverage existing ERP infrastructure, and combine internal transactional data with external data (e.g., weather, commodity indices, etc.) to create new insights that drive intelligent action. With UBIX, business users and subject matter experts can quickly and affordably solve challenging analytics problems that are not possible without data science and AI. UBIX handles any number of use cases from the front office (marketing analytics and sales forecasting) to the back office (accounts receivables analytics, demand planning, inventory control, production scheduling, capacity planning, logistics, and more).  UBIX is privately funded and based in Orange County, CA.

UBIX.AI

Seed Investor

After two successful years leading our US Commercial Sales organization, I was asked by the Senior Leadership Team of Genesys, to build a Business Plan and lead a global BD/Sales team to focus on Business Process Outsourcers (BPOs), both as a vertical and as a new sales channel.  Our vision is to build a BPO ecosystem of strategic partners around Genesys Cloud CX and Genesys DX where we can mutually bring client opportunities to one another.  We are interested in aligning with BPOs who are looking to standardize on a new CCaaS platform leveraging Cloud, Omni-Channel, AI, and Digital to replace their existing legacy platform(s).  2021 President’s Club recipient @ 160% of annual quota.

Genesys

Vice President, Global Channel Sales & BPO Practice Group Leader

Initially the Chief of Staff for North America, I was then asked to also lead a US sales team of 50 professionals with an annual quota of ~$100m in bookings (ARR). This sales team had been underperforming for several consecutive quarters but after modifying our sales process (leveraging Solution Selling techniques) and our overall approach (team selling), we exceeded our annual quota both years under my leadership.  Our sales model was hybrid with 60% direct sales and 40% sold through channel partners.  2019 and 2020 President’s Club recipient @ 125% and 140% of annual quotas, respectively.

Vice President of Commercial Sales & Chief of Staff, North America

Avetta provides SaaS-based solutions for supply chain risk management that assist with the prequalification of contractors and suppliers.  Avetta was acquired by Welsh, Carson, Anderson & Stowe (WCAS) on March 22, 2018.  Avetta offers a cloud-based supply chain risk management and commercial marketplace.  The company provides its service to 60,000+ customers in 120+ countries in a SaaS subscription model, with ARR of $70+ million.  ARR grew >2X under my 2-year leadership resulting in a successful exit for Norwest Venture Partners.

Avetta

Founded in 2004, Avalara’s success is built upon an extensive partner network; large tax content data and repository to help customers stay up to date on dynamic tax rules and regulations; and its cloud-native, end-to-end multi-product tax compliance portfolio. In partnering with Vista, Avalara will look to build on its successful platform by refining its go-to-market strategy, expanding its international workforce, streamlining its systems architecture, and continuing to pursue value-accretive M&A opportunities.

Avalara

SVP of Sales

Martindale-Hubbell was acquired by PE firm Hellman & Friedman on August 30th, 2013.

Led a team of 250 sales professionals responsible for lead generation & web advertising for the Legal community.  Mission was to serve consumers by connecting them with legal professionals to help them in key moments of their lives.  The business model was to drive consumer traffic, convert traffic into leads, help law firms to convert leads into consumers and monetize our ability to drive leads.

LexisNexis

Vice President & Managing Director of Sales, Martindale-Hubbell Web-Based Marketing Solutions

Advisor/CRO for the Frayman Group, acquired by Intapp on April 14, 2014.  Intapp, Inc., is a global leader in legal software.  With this move, Intapp further extended its position as the leading provider of risk management software for the legal industry, offering broadly adopted products that streamline new business intake, conflicts management, information security, and professional compliance.

Intapp

Advisory Board Member

Fontis Solutions, a business and marketing communications company, was acquired in May of 2015 by Safeguard Acquisitions, Inc., a subsidiary of Deluxe Corporation (DLX - NYSE).  Fontis helps clients improve their return on all of their branded communications.  They make managing multiple resources and types of media easy for their clients by acting as an extension of their staff.  Fontis has become the ‘go to resource’ for its clients because they save them money by implementing more efficient processes and they make their clients money by creating revenue generating and brand compliant promotions.

Fontis Solutions

Board Member

Direct a high-caliber sales organization for a company that provides technology & content/information to the Legal community to assist them in both the Practice and the Business of Law.  Initially hired to deploy a world class sales process (Target Account Selling) to over 500 professionals, architect a new sales forecasting methodology, and create an environment underpinned by operational excellence. Demanding role focused on Profit & Loss management, business model development and management, operations, sales growth strategies, and US team building and management.

Vice President & Managing Director of Sales, Research & Litigation Solutions

Staff: 4 Direct Reports - Vice President of Sales North America, Vice President of Sales Europe, Vice President of Sales Asia Pacific, Vice President of Solution Consulting.  Directed a globally disbursed sales team for a 20+ year old, privately held company that offers a suite of integrated applications to professional service organizations. Improved performance by leading a restructuring event that restored positive cash flow in six months without negatively impacting the customer base.

Owned Profit & Loss accountability for a $30 million sales organization serving 500+ global customers located in Canada, England, Scotland, Netherlands, Belgium, France, New Zealand, Hong Kong, Singapore, and other countries. Demanding role included new business development, strategic sales forecasting, and planning, customer acquisition and management, sales pipeline development, sales leads generation, strategic marketing, team building and management, and more.

-  Planned and led a financial turnaround event that moved the company from a loss to a profit of 20% EBITDA.
-  Analyzed business operations and totally restructured organization which included hiring new talent.
-  Instrumental in capturing 70+ new customers in four years which represented $58 million in annual sales.
-  Helped company grow annual sales to $29 million which provided the platform for a corporate acquisition.

Aderant

SVP Global Sales

Staff: 8 Direct Reports – Chief Technology Officer, Vice Presidents of Sales, Chief Financial Officer, Senior Vice President of Professional Services, Senior Vice President of Marketing, Senior Vice President of Product Development; 250+ indirect reports.  Selected by the Board of Directors to manage operations for a $45 million company during a nine-month period. Held Profit & Loss accountability, and directed all aspects of the business while managing the Global Field Operations group. Navigated the company through a crisis situation when leaders breached bank covenants with primary and secondary lenders and created a plan that enabled the company to be refinanced.

-  Evaluated the financial condition of the business and realized aggressive EBITDA goals per quarter during tenure. Paved the way for the company to earn 20% in EBITDA during two quarters.
-  Inspired and motivated teams that released new products on schedule and generated $10 million in annual sales.
-  Promoted the company through several public speaking engagements.

Interim Chief Executive Officer

Staff: 60 Direct Reports

Managed a consulting service group that produced $10 million in annual revenue, and led a global field operations that yielded $39 million in annual sales.

Successfully increase revenue by 20% and accelerated gross margin from 0% to 24%.

SVP Global Field Operations

Staff: 26 Direct Reports - Sales Professionals.

Directed a $40 million sales organization, and concentrated on sales and pre-sales activities, new business development, strategic alliances and partnerships, channel sales, and EMEA sales operations

Inovis

SVP Sales

- Spearheaded a Merger & Acquisition initiative, and collaborated with an investment banker to sell the company to Inovis, a private equity-backed company for $60 million (nearly three times its annual revenue).

-  Remained on board after a corporate acquisition, and managed Profit & Loss for a software sales division.
-  Led high-performance team that met both revenue and EBITDA goals of $22 million and 18%, respectively.

Inovis (IPNet Solutions)

SVP Strategic Programs

Staff: 105 Direct Reports – Sales Professional, Customer Support Personnel, and Implementation Services Professionals.

-  Credited with boosting revenue 100% year-over-year with top sales reaching $20 million.
-  Other contributions included making Board of Director presentations each quarter, participating in investment banker meetings, and helping position the company for an IPO.

Compuware (ChangePoint)

EVP, North American Operations

Staff: 35+ Direct Reports – Sales Professionals

-  Turned around a troubled publicly traded company, and provided the path to renewed revenue and profit growth. One of the key executives that helped the stock value rise from $0.60 to $6.50 per share.

L. Joynt