Focus on customer outcomes
Mike Roberts, President.
Mike brings over 20 years experience in Leadership, Management, Sales and
Customer Success strategyproven 'both sides of the fence' - as consultant and
practitioner/leader. He delivers a combination of strategy consulting and
situational coaching, with a strong 'people and culture' focus.
Many consultants specialize in specific functions - such as sales, customer
success, support or services. But internal silos can deepen if initiatives are not seen
holistically. Mike takes a customer-inward view of the journey, which begins at the
inception of the relationship and never stops.
Throughout his career, Mike has spearheaded complex transformation initiatives
which significantly up-leveled customer engagement and customer experience,
while delivering extraordinary business growth. He also brings first-hand experience
of executive leadership, sales, account management, customer success, services
and support to global level.
Prior to Xaasegy, Mike was SVP & Chief Customer Success Officer at CallidusCloud (Nasdaq:CALD), an enterprise SaaS company and leader in SPM (Sales Performance Management) software leader with over 1,000 employees and global base of 5,000 customers, including many complex international enterprises with mission-critical applications driving key business processes, both direct and via partner ecosystems.
Previously, as EVP Sales and then President, Mike led a privately held SaaS company addressing supply chain markets to double growth and triple profitability from new sales processes, targeted marketing and services delivery to refocus on more profitable customer segments.
Before that, during six years as Management Consultant, he worked for the Alexander Group, Inc. a leading Sales Management Consulting firm as well as founding his own practise. Clients included Salesforce.com, NetApp, Gilead Sciences, Applied Materials and Sony. He specialized in revenue growth initiatives, sales force transformation, sales effectiveness, go to market process, compensation design, management and sales organization development.
Much of his formative experience comes from 10 years at Sun Microsystems Inc. (now part of Oracle), where he built a global Strategic Account Management program which grew revenues by over $500m within 3 years and drove successful solutions sales transformation for a $3bn international region with over 3000 people. Prior to this he served as a Director in the Global Partners Organization and built an 'enterprise office' function - forerunner to what we now call 'Customer Success' - which oversaw cross functional engagement to ensure customer satisfaction, value delivery and expansion in large, complex project opportunities.