Sales Customer Service

MICHAEL C. BRIGGS

**** ********** ***** *********, ** 44131 Phone: 216-***-**** E-mail: ********@****.***

C-Suite Executive – Technology / Business Services / HCM / SaaS

Network Security – Employment Screening – Telecom – Risk Mitigation – ID Verification –

Fraud Prevention

Master of Business Administration, Management

• Strategic Planning • Channel & Reseller Programs

• P&L Management • Business Development

• New Market Development • Strategic Partners & Alliances

• Start-ups & Turnarounds • Product Development & Launch

• Field Sales Management • Contract Negotiations

• Team Building & Leadership • Customer Relationship Building

• Process & Performance Improvement • Individual & Group Training

• Mergers & Acquisitions • Go to Market Integrations

C-Suite Executive with a 24-year career distinguished by an outstanding sales record and consistent revenue and margin

contributions. Proven success in hiring top-caliber, dedicated individuals, and offer a natural ability to lead, motivate and

inspire others to exceed goals – strong proponent of actively listening, providing guidance and direction, and using a

hands-off management style that will allow others to flourish in their own environment. Career highlights include:

• Holding significant P&L responsibility and managing during periods of dynamic challenge and change relative to start-

up, turnaround and revitalization situations

• Providing field sales management and sales/marketing leadership for both U.S. and international regions

• Identifying and capturing business opportunities in both established and new markets, and leading the development and

introduction of new products

• Initiating, developing and securing strategic partners and alliances, and working on channel development efforts and

reseller programs

• Pivotal in M&A activity, including integrations of $250MM and $60MM acquisitions specifically

• Managing the entire sales cycle from initial consultation through presentation, negotiation and closing with C-level

executives of Global 2000 companies

• Identifying, performing due diligence and all related financial calculations and closing on company acquisitions

• Visualizing and implementing changes leading to cost reduction and improvements in productivity and efficiency

• Championed the acquisition of companies/technologies to advance automation and grow market share while also

increasing EBITDA and lowering costs.

Professional Experience

First Advantage

Chief Sales Officer and Executive Vice President 2011 to Present

Reporting to the CEO, responsible for the new revenue organization within this $460MM company the world’s largest

company of HR solutions, including background screening and global due diligence. Play a critical role in defining and

leading First Advantage’s strategy for the rapidly evolving Global Talent Solutions market and align company resources to

deliver business and technology solutions that enhance a company’s overall profitability, are unique in the marketplace,

and enable innovation in the HR space.

• Successfully integrated go to market teams from two large acquisitions

• Regular Board of Director presentations and interactions

• Part of team that grew EBITDA by 436% YoY

• 136% YoY bookings

• Client attrition reduced from 28% to under 5%

• Launched into new markets to meet strategic initiatives of company, closing truly global deals

Michael C. Briggs Page Two

Acxiom 2005 to 2011

Division Vice President

Given authority for executing all decisions and managing all aspects of sales, sales support and client support for the

world-wide employment screening/risk mitigation arm of this $1.5 billion public company; also focused on creating

systems, processes, and procedures to provide stability as the company grew rapidly under sales management that peaked

years ago, and lacked the knowledge/expertise to build a strong infrastructure capable of supporting the operation. Manage

11 direct reports responsible for a team of 36 sales/support individuals in the 300+ employee line of business.

• On track to grow the line of business from $29 million to $63 million this fiscal year and lead to Top 5 positioning in

our industry with $63MM P&L responsibility

• Introduced a sales philosophy and structure that included pipeline and forecasting standards, and related tracking

capability.

• Changed company culture, direction and improved client satisfaction to over 95%.

• Championed the acquisition of companies/technologies to advance automation and grow market share while also

increasing EBITDA and lowering costs.

• Grew new logo (net new customer sales) 800% over six years from $644,000 to $5 million, per year.

• Became involved as a “right-hand” man in M&A activity, launching new products, growing to new markets, and

actively contributing to the a five year business plan for the line of businesses for the entire $270 million enterprise.

• Drove operational efficiencies to increase rev/employee from $144k/yr to $165k/yr and income/employee from

$13k/yr to $31k/yr, over the last two years.

• Considered in the business unit as the 2nd most powerful individual, who is always there to help and get things done.

Norstan Communications (purchased by Black Box Corporation); Minneapolis, MN 2003 to 2005

Enterprise Market Manager (Director of Sales)

Challenged to strengthen the sales performance of the eastern U.S. markets for this $200 million full-service

telecommunications solutions company (listed in the top third of all VAR’s worldwide by VAR Magazine) delivering voice

and data technologies/services and remanufacturing equipment to corporate end-users and channel partners. Manage sales

activities involving all telecom products, services, and software, develop plans to drive revenues and provide annual

quarterly, and monthly revenue forecasts. Given full P&L accountability and manage a $20.7 million budget; oversee a 17-

person sales team.

• Led a successful turnaround of the floundering central Ohio market. Communicated a common vision and strategic

path, increased employee morale and loyalty, and empowered them with decision-making authority.

• Reversed losses and increased sales by 38%. Grew quarterly revenues from $766,000 to $1.6 million to $2.26 million,

progressing to $4.27 million to a total of $4.416 million – achieved 134.3 % of revenue and 105.3% of margin

objectives for 1Q05, and improved sales team performance by 568%.

• Maintained customer satisfaction ratings at 97+% and launched marketing campaigns that increased new customer

contact by 68%. Hired outsourcing firms to drive lead generation, market penetration and name recognition.

• Generated savings of approximately $200,000-$250,000 by reorganizing the call center practice/field sales team.

Closed offices and changed over to a virtual work environment, and structured sales team into new business

development and base retention groups. Appointed four reps to work the entire eastern U.S. versus small geographic

locations and assigned sales reps to sell maintenance contracts in lieu of having a dedicated team of maintenance-only

reps.

Lumeta Corporation (formerly part of Lucent Technologies); Somerset, NJ 2001 to 2003

Regional Sales Manager

Contributed to launching a start-up venture (spin-off of Lucent Technologies) specializing in network security hardware

and software. Given responsibility for the growth and revenue performance of a territory comprising the northern US,

South America, South Africa and Australia. Worked to market and advance the sale of network security/management

products and software focusing on Global 2000 companies; functioned as an individual contributor in direct sales while

managing resellers.

• Achieved 100% of $1 million quota despite the challenges associated with a first-to-market start-up with a non-

branded product. Leveraged an extensive network of industry contacts and developed the territory from scratch.

• Built relationships with C-level executives at targeted accounts and demonstrated excellent presentation, negotiation

and closing skills. Landed numerous well-known accounts including Bank One, CIBC World Markets, Avery

Dennison, American Electric Power, Engelhard, PPG and others. Established a client/contact list of “who’s who”

among elite CxO’s.

• Personally negotiated and established strategic partnerships with major security consultants and resellers in the

network management and security space.

Michael C. Briggs Page Three

nex-i.com (bought out by Eureka Broadband); Princeton, NJ 2000 to 2001

Director of Business Development

Focused on developing a new market for this venture capital backed Internet start-up ($1 million sales; 110 employees) in

the telecommunications/Internet security industry during the height of the dot.com boom. Developed/executed business

plans and contributed to product development launch initiatives; also scheduled and supervised installation of Cisco

networking equipment and hired, trained and managed multiple remote teams of sales, service and support staff in the

Ohio/Pennsylvania market.

• Built the customer base from zero to 20 and established the Cleveland market as the company’s largest market behind

New York City.

• Sponsored chamber of commerce and industry association events to promote products and services, and collaborated

with buildings’ landlords on the development of joint market letters that were distributed to tenants.

Wireless Innovations; Broadview Heights, Ohio 1996 to 2001

President and CEO

Challenged to revitalize a 30-employee wireless communications company (owned 50% of its shares) serving the greater

Cleveland area, and position it for a subsequent buy-out. Steered the strategic direction, led sales efforts from both a

strategic and tactical level, and worked closely with management. Oversaw 25+ Sales Representatives.

• Negotiated ongoing funding for the company and spearheaded a go-to-market strategy that involved inside/outside

sales, marketing, financing and exit strategies.

• Increased revenues by 375% over a three-year period by implementing innovative advertising and direct marketing

campaigns via contracting with local marketing firms.

• Grew revenues from $100,000 to $1+ million over a four-year period. Credited with turning the company around and

into a multiple location retail business awarded as Ameritech’s largest dealer in Northeast Ohio, and with numerous

awards for achieving exceptional customer service and the highest number of activations.

• Marketed and negotiated the sale of the company to a larger regional dealer.

Sypris Solutions (formerly part of Honeywell International); Orlando, FL 1991 to 2000

General Manager (1997 to 2000) / Regional Sales Manager (1994 to 1997) / Lead Service Representative (1991 to

1994)

Achieved a progressive career path with the largest electronics repair and calibration company in the U.S. ($250 million in

revenues). Assumed operating, staffing and P&L responsibility for a $30 million branch known as a nationwide leader in

electronic calibration and repair services (formerly Honeywell-Test Instruments Division). Completed comprehensive

training and gained invaluable experience in quality standards (ISO 9000, QS 9000, ANSI - Z540, MIL - STD 45662A).

Functioned as a General Manager with full authority and decision-making capabilities; supervised up to 12

sales/service/support employees.

• Reversed declining sales trends, expanded the customer base, and grew sales 10% by aggressively marketing services

throughout the four-state territory.

• Reduced service delivery time by 50% by rescheduling staff in order to reduce the time needed to repair and ship

equipment to customer.

• Decreased labor costs by 8% through developing and implementing a new system that provided more efficient

scheduling of production and use of personnel from Cleveland and Detroit offices, which eliminated unnecessary

overtime.

Education / Additional Training

MBA, Management – Cleveland State University, Cleveland, OH

BA, Management – Baldwin-Wallace College, Berea, OH

Ameritech Solutions Provider Seminar • IMPAX Strategic Account Sales Workshop

Dale Carnegie’s Successful Public Speaking Seminar

Volunteer/Charitable Affiliations/Business Affiliations

Member, Board of Directors, American Cancer Society

Crain’s Cleveland 40 Under 40

Business Advisor, DecisionDesk

Men’s Committee of the Women’s Community Foundation of Cleveland, Board Member

Rebuilding Together Cleveland, Volunteer

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