Thomas Coyle

Established private equity consultancy focused on value creation via strategic renegotiation and sourcing of IT infrastructure expenses, leveraging decades of industry expertise and executive relationships to drive data-informed decision-making.

Strategic Initiatives: Recruited by the founder of a leading growth equity firm with over 180 investments to establish a consultancy focused on optimizing recurring IT expenditures, the second largest cost for portfolio companies.

Profitability Enhancement: Acted as a critical partner resource for the Circle of Excellence team, delivering transformative profitability improvements to C-level leadership across the portfolio.

Cost Savings Achievement: Developed a standardized support offering during the onboarding process for new portfolio companies, achieving an average monthly cost savings of 40%, resulting in over $150 million in total contract savings, and significantly enhancing company valuations.

Operational Excellence: Maintained a 100% success rate in delivering cost savings without any service downtime, demonstrating a commitment to operational integrity and client satisfaction.

Charged with building the Global Finance & BI Team for a forward-thinking company specializing in customized data center solutions for large enterprises and hyperscalers.

Strategic Leadership: Directed the team’s strategic vision, overseeing the production of the annual budget and monthly reporting packages that provided data-driven insights and actionable plans tailored to senior business unit leadership.

Process Innovation: Established repeatable processes for data strategy, governance, and accuracy, significantly enhancing revenue forecasts and datacenter build models based on updated sales projections.

Analytics Implementation: Collaborated with senior leadership to introduce analytics and decision support capabilities, empowering business and product teams to make informed, data-driven decisions.

Operational Alignment: Improved operational efficiency by aligning the functions of Sales, Finance, and Service Delivery, fostering a cohesive approach to business objectives.

Recruited to provide strategic leadership for a rapidly expanding managed cloud service provider.

Visionary Guidance: Partnered closely with the CEO, COO, and CRO to shape the company's long-term vision, clearly defining market differentiation and value propositions, supported by targeted marketing and enhanced internal processes.

Customer Experience Optimization: Implemented tactical actions to ensure consistent and repeatable delivery of exceptional customer experiences, enhancing client satisfaction and retention.

Portfolio Development: Defined the product portfolio and established a new chart of accounts for internal reporting, along with revised monthly reporting packages that improved visibility for the leadership team.

Interim CFO Role: Served as interim CFO during the latter half of my tenure, ensuring financial stability and strategic alignment across the organization.

Transformed global commercial pricing, contracting, and legal teams into a unified organization dedicated to enhancing sales effectiveness and improving the customer contracting experience.

Operational Efficiency: Achieved a 38% reduction in quoting intervals and a 25% decrease in billing credits issued by implementing automation and best practices across all functional support areas, significantly enhancing the sales process.

Contracting Streamlining: Spearheaded the creation of a new, streamlined contracting package that addressed the needs of all business units, simplifying boilerplates, revising legal language, and eliminating unnecessary terms, resulting in faster contract turnaround.

Revenue Generation: Initiated programs to identify and enforce contractual obligations, leading to an increase of $60 million in incremental recurring revenue annually, bolstering the company’s financial performance.

Client Retention Improvement: Proactively enhanced client retention by 40% through the development of data warehouse queries that identified services nearing the end of term, enabling timely contract renewals and signatures.

Strategic Team Formation: At the behest of the CFO and CRO, established a Large Deal Pursuit team to lead opportunities exceeding $150K in monthly recurring revenue, driving high-value sales initiatives.

Led a global team of financial analysts, providing critical visibility into business performance and serving as the trusted source of financial truth for the executive team.

Reporting & Analysis Leadership: Maintained and distributed comprehensive reporting packages, leading monthly business unit reviews with the executive leadership team to ensure alignment with strategic goals.

Financial Reporting Optimization: Developed and continuously refined financial reporting, planning, and forecasting functions to enhance the efficiency and accuracy of presented data, facilitating informed decision-making.

KPI Development: Created KPI dashboards incorporating operational and financial metrics, enabling the monitoring of trends and variances, and driving the implementation of strategic initiatives to target areas for improvement.

Sales Coordination: Managed collaborative efforts between Sales and Product Management to create an annual sales bookings plan, aligning revenue goals with targets at both the product and representative levels, by region. Oversaw monthly sales funnel reporting and forecasting to ensure accurate revenue performance against plans.

Budget Planning Coordination: Coordinated the annual budget planning process across the Go-To-Market (GTM) organization, including headcount planning, compensation, and commissions for channel partners, enhancing financial alignment and resource allocation.

Opportunity Identification: Partnered with Sales Ops to uncover opportunities for incremental sales, surfacing $30 million in unbilled revenue for usage-based services due to data integration issues from acquired entities into various internal CRM systems.

Capital Business Case Development: Developed comprehensive Capital Business Cases for new product offerings and data center builds, ensuring strategic alignment, and financial viability.

Led the Commercial Pricing team, responsible for establishing global rates for all product offerings, and managing inbound deal approval requests from the global sales force.

Pricing Strategy Development: Created complex pricing models and standardized a product price book for 200+ global product offerings, aligning product strategy with profitability requirements across multiple business units.

Process Automation: Revamped a manual deal approval process by developing sophisticated Excel tools that integrated with quoting data, providing deal-specific profitability analyses and payback views, significantly enhancing decision-making efficiency.

Competitive Intelligence Management: Established and maintained a competitive intelligence database to ensure service pricing remained competitive in the market, directly impacting revenue and market positioning.

Leadership Reporting Tools: Designed comprehensive templates for leadership to review customer-specific Profit and Loss (P&L) statements, improving transparency and enabling data-driven decisions.

Cost Vetting and Negotiation: Conducted thorough evaluations of personnel, hardware, and support costs for product delivery, and negotiated procurement contracts with major vendors for essential hardware and software, optimizing cost structures.

Recruited internally by the Product Management leadership for financial acumen and knowledge of internal systems, to help improve the profitability of the product P&L.

Product Management Oversight: Managed, marketed, and provided internal training for managed hosting and cloud computing platforms, driving product adoption and revenue growth.

Cost Recovery Analysis: Developed analyses that integrated accounting systems with inventory management platforms, identifying $18 million in overpaid software subscriptions and third-party commissions, leading to significant cost recoveries.

Asset Reconciliation Initiatives: Conducted a global reconciliation of hardware assets across 20 datacenters, uncovering over $15 million in idle servers and storage, which informed strategic asset utilization decisions.

Collaborative Product Development: Partnered with Engineering and Marketing teams to launch a new low-cost offering that repurposed idle hardware, transforming it into the company’s most profitable hosting solution.

Directed financial planning and analysis initiatives to provide critical insights into business performance.

Financial Reporting Leadership: Managed the creation and distribution of financial reports, enabling informed decision-making across departments.

Forecasting Excellence: Developed and maintained forecasting models that accurately projected revenue and expenses, aligning departmental goals with corporate objectives.

Oversaw inside sales operations and managed the billing and collections process, ensuring efficient revenue capture and customer satisfaction.