Michael Boudreau

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Michael Boudreau is a partner in TechCXO’s Finance & Accounting practice and supports clients as an interim and fractional CFO and COO. 

Michael applies his knowledge and experience in strategic financial services, debt and equity capital, financial planning, strategy, M&A, and strategic alliances for clients across a broad range of industries, including Healthcare, Insurance, and SaaS. 

During his distinguished career, Michael built his own consulting firm supporting clients, including Health New England, HSA Insurance, Atrius Health, Aarete Inc., and DentaQuest. 

As an executive, he served as:

Chief Financial Officer for SmartKargo – Michael led this airline cargo technology company’s Finance and Accounting, HR, Legal/Regulatory and administrative functions. He directed the firm’s scaling with CAGR of 40+ percent over four years, and average EBIT of 25%. He also led the expansion of the company’s global operations footprint into three new global regions (Brazil, Canada & Mexico), including all legal, financial and human resources set-up and ongoing administration functions. SmartKargo also raised more than $15M in early-stage funding.

Chief Operating Officer for Minuteman Health, Inc. – As a senior executive for this $120 million commercial health insurance company, Michael was in charge of all multi-state operational functions as well as network contracting and analytics, risk management, product management, corporate reporting analytics, facilities management, and the finance and human resources functions. He directed the firm through an average annual enrollment growth rate in excess of 300%, reaching 38,000 members across both Massachusetts and New Hampshire.

Chief Operating Officer and Chief Financial Officer for Ametros Financial Corporation – Michael was responsible for all aspects of this startup firm’s operational, financial, and sales support activities, including frequent interaction and presentations to the firm’s private equity partner, The Clarion Group. He led the firm through 300% growth without additional staffing, resulting in 75% reduction in cash burn rate.

Michael has also held leadership positions with Fish & Richardson, BMC HealthNet Plan, and Private Healthcare Systems (PHCS). 

Michael received his BS in Business Administration and Management from Merrimack College, and his MBA in Finance from the University of California, Riverside’s A. Gary Anderson Graduate School of Management.

Bob Dennen

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Robert Dennen is a partner in TechCXO’s Finance and Accounting practice. He is called on by investors, Boards, and senior management teams to leverage his unique combination of financial, strategic, operational, and systems expertise as a fractional CFO.

Bob has served as a fractional CFO for the past seven years for more than 25 companies, primarily in SaaS, Consulting Services, Digital Media, Business Services, and e-Commerce. Bob has helped guide three of his clients through periods of high growth and due diligence to financially successful acquisitions. During his distinguished career, Bob has also served as:

(Interim) CFO, SourceMedia (now Arizent) – SourceMedia, was an $80mm PE-owned, digital media company with advertising/lead generation, subscription and events revenue platforms. Bob’s efforts stabilized the company and allowed it to exceed its Revenue and EBITDA goals. He also successfully on-boarded a new CEO.

CFO, Fahrenheit 212 – Fahrenheit 212 is a global innovation strategy and design firm. Bob led growth in revenue of 300% and personnel of 250% and opened an international office in London. He aslo put in place many new processes and systems. The company’s clients included Coca-Cola, Marriott, and Samsung. F212 was acquired by Capgemini. Bob led the post-merger integration efforts.

His earlier roles included VP of Client Solutions at Navagate, Inc., a CRM software and services company focused on the financial industry, and Managing Director of Enhanced Capital Partners, a venture capital fund. He also held leadership roles with Barnes & Noble and Simon & Schuster. Bob began his career with Accenture.

He holds a BS in Economics, Accounting and Economics from the University of Pennsylvania’s Wharton School.

Kerry Byler

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Kerry Byler is a Partner in TechCXO’s Finance Practice. He is frequently called on by Boards, investors, and senior management teams to support PE and VC-backed high-growth companies as a Fractional and Interim Chief Financial Officer and Chief Operating Officer. Kerry leverages his proven expertise in M&A, fundraising, operational strategy, and post-acquisition integrations to help deliver exponential growth for his clients.

During his distinguished career, Kerry’s leadership roles have included:

EVP, CFO & Board Member for Docufree Corporation – Kerry led all finance and accounting activities for this digital transformation solutions company whose services included large-volume document capture; data extraction and integration; intelligent process automation; cloud-based document management; and Enterprise Digital Mailroom services. More than 2,000 enterprises and government agencies rely on Docufree. The company has more than 600 Employees in 15 States.

Executive Vice President, CFO, Advisory Director for AmeriPro Health – Kerry led finance, accounting, and M&A activities for one of the Fastest Growing EMS and EMS Technology Companies in the U.S.

Managing Director BlueCross BlueShield Venture Partners – Kerry accelerated healthcare innovation through strategic venture and private equity investing. He led $305 million in committed capital initiatives across two strategic funds with 24 “Blue” Limited Partners.

In addition, Kerry served as VP for Lehman Brothers Global Private Equity Group, and Partner for Batterson Venture Partners – Momentum Capital Partners, a Venture Capital firm focused on Healthcare, IT, and Business and Consumer Services. Kerry was responsible for deal sourcing, due diligence and post-investment growth, as well as business development and fundraising for both funds and portfolio companies. He served as portfolio company Interim CEO and portfolio company CFO.

Kerry received his BS in Business Administration and Finance from the University of Tennessee, Knoxville, and his MBA in Analytic Finance, Strategic Management and Entrepreneurship from the University of Chicago Booth School of Business.

 

Mark Zadell

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Mark Zadell is an executive financial and operations professional and a TechCXO Finance Practice Partner. He is called on by Boards, investors, and senior management teams to assist as an on-demand CFO to lead mergers and acquisitions, financial planning and analysis, and investor communications. He believes in ensuring commercial alignment with strategy, and creating transparency on key value drivers for all stakeholders. As a strong communicator and strategic thinker, Mark empowers finance and accounting teams to create value and facilitate the strategic objectives of a business.

His key roles and accomplishments include:

CFO, Endeavor Business Media– Mark helped grow company revenues by 30% to $160M through 12 acquisitions for this B2B media, marketing, and events company. Mark led financial diligence and QoE work, modified M&A deal terms that yielded substantial savings, drove general capital raising activities, including an $80 million debt financing, and led pricing efforts that yielded an estimated $2 million in margin. In addition, Mark expanded the usage and breadth of financial and operational KPIs for greater commercial accountability.

CFO, Nixon Power Services – Mark’s focus was enabling growth and scalability for this $150 million generator distribution company. In addition to overseeing finance functions, he oversaw IT, Continuous Improvement, and HR functions. Mark built a high-performing corporate team of 25, while providing technology and financial roadmaps to achieve growth and margin goals (25% revenue growth and 2% points of service margin expansion). He also worked closely with Sales on standardizing contract terms, pricing initiatives, and ensuring access to capital to enable large jobs with substantial revenues.

FP&A Senior Director, Change Healthcare – For this healthcare IT company — now part of Optum — Mark served as the Finance lead for Revenue Cycle Management ($300 mil in revenues) businesses, with P&L co-responsibility.

Finance Leader, Genworth Financial Inc. – Mark was the lead finance executive for U.S. Life division Operations and IT functions of this Fortune 500 insurance company. In his cross-company and business unit interactions,  he developed capital spend evaluation and tracking processes on $40M in investments to encourage constant innovation. He also worked with corporate management to sell the operations to an external buyer (Pacific Life).

Mark has also held leadership positions with Flippin, Bruce & Porter, Calyon Securities, Triene Inc, and Bank of America.

Mark holds a Bachelor of Science in Business Administration, Finance degree from Bowling Green State University, and an MBA from The University of Chicago Booth School of Business.

Martha Parker

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Martha Parker is a Partner in TechCXO’s Finance and Operations practice. She has over 30 years of experience as a Big 4 auditor, CPA, and corporate finance executive for some of the largest Media, Food and Beverage, Retail, and Consumer Packaged Goods companies in the world.

Martha has also served as CFO for startups within media, manufacturing, and healthcare, where she provided strategy, financial modeling, and capital requirements support.

Martha’s core proficiencies include:

  • Mergers & Acquisitions (Valuations, Deal Structure, Due Diligence, Post-M&A Disputes)
  • Financial Planning and Analysis
  • Technical Accounting
  • Fraud & Forensic Accounting (Certified in Financial Forensics)
  • Litigation Services
  • Commercial Matters (Breach of Contract, Business Interruption, Lost Profits)
  • Business and Individual Damages
  • Accounting Process Transformation
  • Business Process Improvement
  • Strategic Operations
  • ERP Implementation
  • Executive Advisory

Among her career highlights, Martha led financial valuations for Turner Broadcasting where she licensed programming investments and sales, managing acquisitions of television series and movies totaling up to $1 billion annually, including The Big Bang Theory, Family Guy, Castle, and Hawaii Five-0. She partnered with networks such as TBS, TNT, Cartoon Network, and Adult Swim, ensuring optimal deal structures and accounting treatments that significantly impacted programming expenses.

For The Coca-Cola Company, she led the corporate division of the FP&A and accounting team, representing an operating income of $1.5 billion. For The Sports Authority, Martha conducted a comprehensive transformation of the accounting processes and reconciled a $10M previously unreconciled gift card balance.

As a consultant, Martha engaged in forensic accounting projects to investigate fraud issues and resolved a $25 million accounting dispute in favor of her client. In addition, she has held a financial leadership role within Liberty Global. She began her career with Arthur Andersen.

Martha holds a BS in Commerce-Accounting from the University of Virginia and an MBA from Emory University’s Goizueta Business School, where she received a full scholarship from The Coca-Cola Company.Martha Parker is a Partner in TechCXO’s Finance and Operations practice. She has over 30 years of experience as a Big 4 auditor, CPA, and corporate finance executive for some of the largest Media, Food and Beverage, Retail, and Consumer Packaged Goods companies in the world.

Martha has also served as CFO for startups within media, manufacturing, and healthcare, where she provided strategy, financial modeling, and capital requirements support.

Martha’s core proficiencies include:

  • Mergers & Acquisitions (Valuations, Deal Structure, Due Diligence, Post-M&A Disputes)
  • Financial Planning and Analysis
  • Technical Accounting
  • Fraud & Forensic Accounting (Certifed in Financial Forensics)
  • Litigation Services
  • Commercial Matters (Breach of Contract, Business Interruption, Lost Profits)
  • Business and Individual Damages
  • Accounting Process Transformation
  • Business Process Improvement
  • Strategic Operations
  • ERP Implementation
  • Executive Advisory

Among her career highlights, Martha led financial valuations for Turner Broadcasting where she licensed programming investments and sales, managing acquisitions of television series and movies totaling up to $1 billion annually, including The Big Bang Theory, Family Guy, Castle, and Hawaii Five-0. She partnered with networks such as TBS, TNT, Cartoon Network, and Adult Swim, ensuring optimal deal structures and accounting treatments that significantly impacted programming expenses.

For The Coca-Cola Company, she led the corporate division of the FP&A and accounting team, representing an operating income of $1.5 billion. For The Sports Authority, Martha conducted a comprehensive transformation of the accounting processes and reconciled a $10M previously unreconciled gift card balance.

As a consultant, Martha engaged in forensic accounting projects to investigate fraud issues and resolved a $25 million accounting dispute in favor of her client. In addition, she has held a financial leadership role within Liberty Global. She began her career with Arthur Andersen.

Martha holds a BS in Commerce-Accounting from the University of Virginia and an MBA from Emory University’s Goizueta Business School, where she received a full scholarship from The Coca-Cola Company.

Michael Weinstein

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Michael Weinstein is a New York-based partner in TechCXO’s Finance practice. He serves as a CFO, investor, and capital raiser for public companies, start-ups/early-stage companies, and PE-owned companies within the renewable energy, insurance, manufacturing, fast food franchising, and equipment leasing industries. He brings a strategic perspective on finance and capital to the executive suite and Boards he advises.

Michael increases the shareholder value of his clients through successful financial planning and reporting, results analysis, and capital management, as well as:

Advising on M&A transactions

Due diligence

Valuing the business

Capital planning, management, debt and equity financing

Strategic planning

Financial planning and analysis

Performance management and reporting

Insurance programs.

Michael began his career in corporate planning with Inland Steel, where he ran the capital budgeting process for the Board and served as a member of strategic task forces reporting to the Board. As a senior consultant with Arthur D. Little, he focused on strategic planning, company valuation, and business process improvement programs primarily in natural resources and metal and mining companies globally.

As a Senior Vice President with Putnam Investment Management in Boston he oversaw investments in natural resources, extractive industries, insurance, and global diversified financial services firms, was Co-Chair of the Investment Strategy Team, and led a task force to improve internal communications and knowledge sharing among investment professionals.

He joined a broker-dealer subsidiary of Swiss Re where he built a bespoke investment research business de novo and led global product marketing.

As a Managing Director, and Head of U.S. Research for Credit Agricole, he rebuilt the research department, produced a significant increase in productivity and marketing, and managed several of the firm’s external client relationships.

Mike has served as CFO for a publicly traded solar system developer, a privately held trucking company where he redesigned their financial systems and insurance as part of a turnaround, an innovative insurance start-up, and a renewable energy company where he is focused on raising the capital to bring breakthrough technology to market.

He has a BS in economics and an MBA in finance and marketing, both from Washington University in St. Louis.

Michelle Carlton

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Michelle Carlton is a seasoned business professional with over 30 years of experience. Her skill sets include strategic planning, financial management, accounting, and business development. This career journey, through many diverse business sectors, has equipped her with a unique blend of business acumen and leadership capabilities.

Over the past decade, Michelle has been a fractional CFO for companies in industries as varied as agriculture, marketing, technology, real estate, construction, manufacturing, and pharmacy. In these roles, she led initiatives including financial operations management, financial modeling, equity valuation, planning and analysis, international and domestic M&A, software implementations including international integrations, and financial reporting.

Prior to consulting, Michelle was CFO for a marketing firm, a franchise owner, and CFO for a wholesale and retail distributor. Her ability to significantly enhance and streamline financial processes, reduce closing cycles, and improve overall efficiency through strategic planning proved invaluable to these companies. Managing complex financial operations, developing effective business strategies, M&A rollups, and leading diverse teams has been a cornerstone of her career.

Complementing Michelle’s professional background is her academic achievement of earning an MBA with the University of Phoenix and B.S. degree in both Accounting and Managerial Finance from Florida Southern College. Additionally, she served as an Adjunct Faculty Instructor in Finance for undergraduate studies for the University of Phoenix.

Debbie Schleicher

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Debbie Schleicher is a Partner in TechCXO’s Finance and Operations practice. Debbie is a strategic executive and CPA with a diverse operations and industry background that includes expertise in Marketplace, SaaS, Generative AI, Fintech, Proptech, Indoor Vertical Farming, eCommerce, and Business Products and Services.

Debbie has offered fractional CFO services and consulting to companies including Student First Technologies (EdTech/Fintech), Scale to Win (SaaS), Beanstalk (Vertical Farming), STAR EV (Vehicle OEM), Fetcher (SaaS AI staffing); RentCheck (SaaS proptech with property management); LePrix (online luxury goods marketplace); ACV Auctions (online used vehicle auction); Aucto (B2B industrial asset auction); iGAM (robotic equipment marketplace); Hypori (SaaS B2B BYOD security); and Idea4Industry (SaaS MDM platform).

Debbie’s core proficiencies include:

Debbie’s career highlights include:

CFO, EasyKnock, Inc. – Debbie led strategic finance, capital markets, underwriting, accounting, treasury, tax, and FP&A functions for this Series C/D proptech company that helps homeowners unlock equity in their homes. She also established an organizational structure, completed the first independent financial statement audit, and rebuilt the company’s financial forecast model.

CFO, Greenlight Financial Technology – At this fintech venture, Debbie led the finance and accounting department, negotiated large vendor contracts to improve unit economics, and joined the founders to successfully complete a $54M Series B capital raise.

CFO, IronPlanet – Debbie led a finance team of over 35 direct reports and led IPO readiness efforts. She developed an infrastructure to scale the marketplace GMV from $0.5 billion to $1.3 billion over a two-year period, doubling revenues over that period. She also completed a $20 million equity raise and structured a $55 million credit facility to support two M&A transactions. Debbie was a key team member in executing the largest strategic partnership for the company, which positioned the company for an IPO and subsequent sale to a public company for $758M.

Debbie has also served in leadership roles in global public accounting firms where she crossed multiple service areas, including audit, tax and systems implementations. She served as a Partner with Grant Thornton where she was the Partner in charge of the Tax and Finance Optimization and Global Compliance service lines for the firm. She also served as Partner, SC&H Group, and Managing Director, PricewaterhouseCoopers, where she led the tax compliance service line for the McLean, VA office. Debbie began her career as an auditor with Arthur Andersen before becoming a partner in the tax division, specializing in M&A, Tax Function Outsourcing, and Accounting Methods.

Debbie is a Certified Public Accountant and a distinguished graduate of the University of Delaware, holding a BS in Accounting.

Rajiv Bhagat

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Rajiv Bhagat is a Partner in TechCXO’s Finance & Accounting practice. His experience spans across three decades, and he is called on by Boards, investors, and senior management teams to serve as an interim and fractional Chief Financial Officer (CFO), primarily within SaaS, IT Consulting, and Software companies.

Rajiv’s core proficiencies include:

  • Financial Planning & Analysis (FP&A)
  • Forecasting & Reporting
  • M&A Due Diligence, and post-merger integration
  • Strategic planning and Business Metrics Design & Implementation
  • Fundraising and IPO proceedings
  • Review and negotiation of contracts

Rajiv’s career highlights include:

Ushur, Inc., Consultant & Senior Vice President of Finance – Rajiv steered Ushur through its Series C funding, skillfully building and leading the finance team for this groundbreaking SaaS company.

rfXcel Corporation, VP of Finance – Rajiv was the linchpin behind rfXcel’s Series B funding. He was instrumental in the company’s acquisition by Antares Vision S.p.A., having also set up the necessary infrastructure for its growth.

Structural Integrity Associates, Head of Financial Planning Analysis & Corporate Controller – Rajiv’s leadership in financial planning and as Corporate Controller enhanced the company’s forecasting and revenue recognition, streamlining financial processes and introducing efficiency-focused tools.

Veraz Networks, Director of Finance – Treasury and Business Operations & Financial Planning & Analysis – Rajiv established a robust global treasury function and adeptly managed $72 million from IPO proceeds while revitalizing the company’s financial forecasting and analysis function to ensure stakeholder transparency.

Velosel Corporation, VP of Finance – Rajiv bolstered all financial planning avenues, culminating in raising Series C funding and overseeing the company’s acquisition by TIBCO.

Ariba, Inc., Finance Director – Rajiv collaborated closely with senior leadership, ensuring robust financial planning, forecasting, and oversight across two main business units.

Cadence Design Systems, Inc., Finance Director – Rajiv spearheaded financial strategies for software units, overseeing sales contract reviews, and facilitating the successful integration of two acquisitions into the company’s operations.

Rajiv is a distinguished alumnus of the University of Chicago Booth School of Business, holding an MBA in Finance. He also secured an MBA in International Business from KU Leuven and a Bachelor’s in Business Administration from the University of California, Berkeley.

Joe Johnston

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Joe Johnston is a Partner in TechCXO’s Finance and Accounting practice. He is called on by entreprenuers, investors, and senior leadership teams to assist them as an interim and fractional Chief Financial Officer, with a particular focus on Real Estate and Construction.

Joe has a track record of driving profitable growth, identifying gaps, and streamlining processes to nurture startups to middle-market companies. His specific areas of expertise include:

  • M&A, Due Diligence & Sell-Side Preparation
  • Long-term forecasting models
  • New investment decisions
  • Financial reporting process improvement
  • Accounting department restructure
  • Capital raise efforts
  • Evaluation of potential new ERP systems for implementation
  • Gross-to-net revenue deduction analysis

Joe’s career highlights include:

Vice President of Finance, PulteGroup (PHM), Southeast Area – Joe was responsible for the growth and profitability of the 5 markets within the  Southeast region, aligning with the objectives of this nationally recognized homebuilder.

CFO, GWTanks (Private) – Joe worked closely with the founder to double revenues to $20M by capitalizing on ancillary transport and logistics revenue streams and skillfully negotiating a Private Equity-backed acquisition.

Vice President of Finance, Lennar (LEN), Coastal Carolinas – Joe steered finance initiatives for the Coastal Carolinas region, emphasizing real estate finance and informed business strategies.

Vice President and CFO, The Jackson Companies (Private) – Joe oversaw a diverse real estate portfolio spanning commercial, residential, and resort sectors with this Family Office. He was pivotal in identifying and capitalizing on new business ventures, including acquisitions and developments.

Director of Finance and Accounting, WestRock Company (WRK) – Joe was instrumental in the strategic transition of WestRock’s forestry division into a dedicated real estate development entity as he led a team responsible for $500M – $1B in assets.

Division Controller, Centex Homes (PHM) – Joe spearheaded teams across multiple departments, managing assets up to $130M and overseeing the annual closure of 500-900 housing units.

Vice President and CFO, Tadian Homes (Private) – Joe led a 13-member team across several departments in a dynamic, expanding environment. He managed assets totaling $150MM, encompassing various ventures such as homebuilding, land development, and joint initiatives.

Joe is a proud alumnus of the University of Michigan Ross School of Business, where he earned his BBA. He also holds an MBA with a concentration in Finance from the Babcock School of Business at Wake Forest University. He is a Certified Public Accountant (CPA).

Harness the Momentum of Revenue Operations: Unify Marketing, Sales, and Customer Success

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Fostering revenue growth is now a team effort rather than the sole job of the sales team. It’s helpful to visualize revenue growth as a bucket – marketing opens the tap,  sales fill it up, and customer success ensures no leaks from the bottom. It’s a balanced process, a harmonious symphony.  

Progressive organizations have reimagined their revenue-generating functions – Marketing, Sales, and Customer Success – as a coordinated, cohesive powerhouse. Moving beyond the age-old attempts to “align the sales and marketing teams,” companies increasingly understand that the best way to drive revenue is to improve every aspect of a customer’s journey. How a company attracts prospective customers (marketing), wins over new customers (sales), and then enables and ultimately retains customers (customer success) is the ultimate formula for growing revenue.

For validation of this approach, look no further than your television. Subscription services like Netflix have rocketed to growth by understanding that getting a customer’s interest is only the beginning of the revenue journey. Gaining a subscription and keeping that customer from unsubscribing are crucial pieces of the revenue puzzle. With B2B firms now focusing on the total revenue picture in much the same way, a new function has emerged—Revenue Operations (RevOps). RevOps aligns the revenue functions, fostering collaboration and optimizing the overall revenue-generating journey. 

In this blog post, the first of a series, we will serve you a triple treat – the consolidated wisdom of three veterans of the essential revenue functions. With over 50 years of collective experience leading Marketing, Sales and Customer Success organizations, our authors are now collaborating with dozens of clients to build and improve their RevOps functionalities. Through the prism of each revenue function, we’ll unveil how to morph these historically siloed organizations into a dynamic, high-performing RevOps entity. To start off, let’s outline what we believe to be the six key areas of focus for any great RevOps team.  

1. Metrics: The North Star of Revenue Operations

At the heart of RevOps lies the use of comprehensive and meaningful metrics. By establishing shared key performance indicators (KPIs) across marketing, sales, and customer success teams, RevOps instills a unified vision of success. These metrics include revenue, customer acquisition cost (CAC), customer lifetime value (CLTV), conversion rates, and other performance indicators that provide actionable insights for informed decision-making.

2. Process & Methodologies

RevOps advocates for the standardization and optimization of revenue-generating processes. It involves mapping the buyer’s journey, identifying friction points, and implementing streamlined workflows to enhance efficiency and collaboration. By aligning processes, such as lead management, opportunity tracking, and customer onboarding, RevOps eliminates silos and ensures a seamless experience for customers across all touchpoints.

3. The Revenue Tech Stack

RevOps leverages technology to empower teams and drive revenue growth. The revenue tech stack comprises a suite of tools, such as customer relationship management (CRM) systems, marketing automation platforms, sales enablement software, analytics, customer engagement tools, and more. Integrating these technologies enables data-driven decision-making, automates repetitive tasks, and provides the overall revenue organization with vital insights to propel revenue.

4. Training & Enablement

RevOps recognizes the importance of equipping teams with the right skills and knowledge to excel in their roles. Training and enablement programs ensure that marketing, sales, and customer success professionals have a thorough understanding of their customers, products, processes, and the tools at their disposal, fostering collaboration,  adaptability, and consistent value delivery to customers.

5. Customer Messaging Alignment

Synchronizing customer messaging across marketing, sales, and customer success teams ensures a cohesive and seamless experience for customers at every touchpoint. This alignment enables teams to deliver targeted and personalized content, understand customer needs, and address pain points effectively, resulting in increased customer satisfaction and loyalty.

6. Continuous Improvement Programs

Mature RevOps teams emphasize a culture of continuous improvement. By anchoring on key metrics, organizations can identify areas for enhancement, iterate on processes, and experiment with new strategies. Continuous improvement programs encourage cross-functional collaboration and empower teams to test and implement innovative ideas that optimize revenue generation and customer experiences.

By focusing on the six key elements—Metrics, Process & Methodologies, the Revenue Tech Stack, Training & Enablement, Customer Messaging Alignment, and Continuous Improvement Programs—businesses can unlock greater synergy, improved customer experiences, and accelerated revenue growth. Embracing Revenue Operations is a strategic game-changer that propels companies to the forefront of today’s competitive landscape, enabling them to flourish in an increasingly customer-centric and data-driven world.

At TechCXO, we boast the expertise and experience to guide you in building or enhancing your RevOps functionality.  If you’re intrigued to learn more about our approach and service offerings, please click here to schedule a 30-minute discussion with one of our experts.  We’re excited to connect with you!

Sharon Reese

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Sharon Reese is a TechCXO Partner in the firm’s Finance & Operations practice. She is a data-driven, collaborative executive with deep knowledge in global finance, operations, and business integration, particularly for healthcare-related companies. As a seasoned senior leader with over 30 years of experience, Sharon is most frequently called on by Boards, CEOs, investors, and senior management teams to support startup clients and fast-growing companies as an interim and fractional CFO. She is based in the Washington D.C. area.

In addition to financial operations, she has extensive experience with board relations, healthcare compliance, and human resources. Sharon prioritizes mentoring and coaching staff to foster communication and build both the team and a strong culture. Her ultimate goal is to be of service, delivering sustainable solutions and guiding organizations to maximize profitability and growth. Sharon’s areas of expertise include:

  • Transformation of Start-ups/Turn-arounds to growth
  • Global Financial Management
  • Financial Reporting and GAAP Compliance
  • Accounting Practices and Month-end Close
  • Audit planning and preparation
  • Forecasting & Budget execution
  • Financial Planning & Analysis (FP&A)
  • Cash Management
  • Equity/Capital account maintenance
  • Systems implementation
  • M&A business integration
  • Board Governance, Relations & Partnership Development
  • Risk Management
  • Process Improvement & Change Management.
  • Recruiting, hiring, onboarding, training, and performance development

During her distinguished career, Sharon served in the following roles:

CFO, AgNovos Biocience  – For this medical device startup developer of transformational therapies that leverage proprietary, bone-building technology and regenerative medicine to address bone disease, Sharon led the finance, human resources, legal and compliance functions, overseeing the department’s overall operations, including the development and execution of strategies and systems that managed risk. She directed accounting, financial management, tax compliance, and connected auditing processes to maximize cash flow for day-to-day operations and EBITDA. Sharon bolstered data analysis, reconciliations, international tax laws and financial performance; mentored and trained the team on newly implemented processes, policies, and procedures.  She also completed monthly, quarterly, and annual financial reporting; executed continuous improvement initiatives to resolve problems, improved productivity, and increased technical efficiency company-wide. Sharon previously served as Vice President of Finance and Compliance and Corporate Controller for AgNovos.

Key Contributions and Achievements:
– Evaluated and implemented SAP ERP
– Raised over $200M in equity with private investors
– Reported to Board of Directors on annual risk management processes, risk register, heat map, and mitigation plans

Senior Director of Finance, BioReliance – Sharon successfully organized the preparation of monthly, quarterly, and annual financial statements and all corporate tax matters for global operations at this international contract services company offering tests and services related to biologics safety testing and toxicology to the pharmaceutical industry. She expertly managed corporate cash and treasury functions to optimize cash flow, along with the updates of financial and administrative infrastructure in accordance with shareholders’ requirements

Key Contributions and Achievements:
– Integral in the connection of public company requirements of Sigma Aldrich, including reduction of the monthly close process from 7 to 3.5 days
– Recruited and developed a fully-functional finance department while coordinating the transition to new PE owner

Prior to that, Sharon served as Director of Finance at United BioSource Corporation, an international healthcare company specializing in evidence-based solutions to enhance the commercialization of pharmaceuticals and biotech products. She also held different financial leadership roles at Focus Diagnostics, Inc., Phillips International, Inc. and spent over 6 years in the audit practice of Ernst & Young.

Sharon is a Certified Public Accountant and received a Bachelor of Science in Accounting from The Pennsylvania State University. She received certifications in Human Resources and Board leadership from Harvard University executive programs.

Doug Waage

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Doug Waage has over 20+ years of experience in corporate finance and investment management. He has worked with both private and publicly traded firms, early-stage companies, and fast-growing tech startups. Doug has executed a successful LBO, run a closely held family business, and managed a $1B+ investment portfolio. Prior to joining TechCXO, Doug served as Senior Director of FP&A for a professional services firm, helping to grow its two digital software businesses from $1M to $50M+ revenue in 3 years.

His skills include FP&A, strategic finance, SAAS finance, budget creation and management, financial forecasting and variation analysis, strategic planning, M&A, due diligence, accounting, financial reporting, investment management, equity analysis, investor and board relations, and risk management.

Doug received his MBA in Finance from Yale University and a B.S. in Electrical Engineering & Economics from Bucknell University.

Eric Froistad

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Eric Froistad has had a successful career as a financial executive. He has served in finance and operations leadership roles for public and private companies. He has led early and growth-stage companies through venture capital and private equity transactions, restructurings, mergers and acquisitions, private exits, and IPOs.  He works with clients in the software (SaaS, PaaS), financial technologies (fin-tech), and digital content sectors.

He has helped his clients raise multiple rounds of debt and equity capital, negotiated merger agreements and major customer contracts, implemented risk management programs (including cyber risk) and customer billing systems, managed compliance (SAS 70, PCI, HIPAA) and financial audits, developed incentive compensation programs, and managed client accounting/finance departments, among other services.

He served as a partner in the Finance specialty group at TechCXO from 2008 to 2018 before leaving to become CFO/COO of an international medical school, retiring in 2023. He returned to TechCXO as a Principal in March 2023. Prior to TechCXO, he was CFO of TSYS Loyalty, a loyalty technology company in the financial services/card payments sector.  He began his career at Arthur Andersen & Co in Denver, rising to the senior manager level before leaving for progressive financial executive positions.

Eric Froistad earned a BS degree in Accounting from the University of Colorado and a CPA license from the State of Colorado.

Dale Kirkland

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Dale Kirkland is a Partner in TechCXO’s Finance & Operations practice and is based in Atlanta.  As an experienced leader, Dale is focused on supporting the high-growth innovation community through Fractional CFO engagements, Executive Coaching, and Seed Investing.  Dale offers his clients a unique understanding of what it takes to build and scale a high-growth technology company through his diverse background of capital advisory and direct operating experience. He offers his clients financially focused, yet well-rounded business and operational acumen that can positively impact a company’s growth trajectory and outcome.

Dale has worked with more than 1,000 startups during his career providing expertise and services that include: Venture Debt, SaaS Financing, venture capital, growth equity, global treasury, payments, business development, strategic contract negotiations, networking, marketing, entrepreneurship, private equity, and M&A financing to software, hardware, telecom, cybersecurity and consumer Internet companies.

During his distinguished career, Dale held the following leadership positions:

Fractional CFO, Slip Robotics – Facilitated three capital raises totaling over $40MM, led professionalization of accounting and finance departments in preparation of CPA Audit, led sales and use tax compliance, and secured R&D tax credits

Fractional CFO, Query.ai

Fractional CFO, Qualytics

Managing Director – Technology Banking, SVB – As Market Manager, Dale led SVB’s technology practice in the southeast, supporting and advising startups in the tech industry. He was responsible for regional business development, & relationship management leadership at the industry-leading technology bank. He led over 500 financings with over $3.5 billion of capital committed. Dale specialized in cross-functional experience orchestration, lending and comprehensive payment solutions to early-stage venture, growth stage and public technology companies. His activities included account acquisition, credit evaluation, term sheet negotiations, loan closings, treasury solutions, and active networking with venture capitalists, CPAs, attorneys, PR firms, investment bankers, etc. Verticals included SaaS, Hardware, Frontier Tech, Consumer Internet and Fintech companies. He focused on the Georgia, Florida and Alabama markets. He advised founders on Go-to-market strategy, and capital planning. He was a multi-time winner of SVB President’s Club, recognizing top 30 global performers, and he had P&L responsibility of >$30MM of revenue. He has supported and had a positive impact on the outcomes of several noteworthy startups, including Bark Technologies, Calendly, Pardot, KnowBe4, Bridge2 Solutions, ReliaQuest, AppRiver, e-Builder, Rainmaker Group, Clearleap, Pentaho, Liaison Technologies, SilverPop, Prolexic, Vocaloicity, ViTrue, Jboss, and CipherTrust.

CFO, BroadBand Technologies, Inc.  – While at this networking equipment company, Dale executed on the following key projects:

  • Created & managed an investor relations program
  • Spearheaded business planning & analysis functions
  • Worked directly with investors & Wall Street analysts to enhance shareholder value.
  • Spearheaded a stock repurchase program
  • Collaborated on patent defense lawsuit against Lucent Technologies
  • Directed NASDAQ listing criteria maintenance
  • Developed & delivered presentations for investment conferences & Board of Directors.
  • Developed earnings releases, financial press releases, annual reports & SEC documents including 10Qs & 10Ks.
  • Created forecasts, margin analysis, and pricing policies
  • Managed financial and SWOT analysis for 5-year strategic plan
  • Completed asset divestiture and several strategic partnership agreements.

In his roles at MCI, XO Communications, & Broadwing Communications, Dale led complex bids/pricing programs and drove sales leadership teams of over 40 people, that provided communications infrastructure and services to Fortune 1000 firms including BellSouth (Verizon), Georgia Pacific, Equifax, The Southern Company, CNN, Goldman Sachs, Cox Enterprises and others. Dale started his career at SunTrust Bank (Truist), where he completed their rigorous Banking Officer Training program.

Dale’s charitable efforts included serving as Director & Finance Chair, Board of Directors, TechBridge – TechBridge is an Atlanta-based nonprofit that helps other nonprofits to amplify their missions. TechBridge provides IT consulting, hosting and outsourcing services to hundreds of nonprofits, helping them harness the productivity gains long since enjoyed by the corporate sector, by connecting the needs of nonprofits with the skills and financial resources of the technology community.

Dale received his B.B.A. – Finance from Georgia State University, graduating Summa Cum Laudema Cum Laude and holds an Executive Coaching Diploma from Emory University.