Key Revenue Metrics

How I Drive Revenue & Operational Excellence

$50M+ RECOVERED

Revenue Leakage identified and recovered in the first year

130% GROWTH

 

Average YoY order book growth for 4 years

$435M GENERATED

Incremental revenue growth from new business and renewals

Detailed Achievements

Revenue Growth & Sales Performance
  • Virtusa (2021-Present): Grew order book by an average of 130% from FY21 to FY22. Increased win rates from 7% to 24% in the first year. Doubled the number of deals over $20M closed, achieving a 30% conversion rate on those transactions.
  • Marsh & McLennan (2019-2020): Generated $435M in incremental revenue growth from new business and renewals. Modernized the global deal support process, leading to an additional $75M in revenue.
  • Mercer (2016-2019): Generated over $150M in annual sales growth.
  • Mastech (2016): Surpassed revenue targets by 25%.
  • Millennium Systems International (2013-2014): Achieved a 15% annual sales increase and reduced close time by 30%

Revenue Leakage & Optimization
  • Mercer (2016-2019): Led a complex technology solution to identify revenue leakage, recovering $50M in the first year.
  • Marsh & McLennan (2019-2020): Led changes to the renewal process that minimized revenue leakage, resulting in a 360% annual sub-rate from improved retention.
  • Thermo Fisher (2014-2016): Developed a revenue retention strategy that improved renewal retention by 10%

 

 

Operational Efficiency & Digital Transformation
  • Marsh & McLennan (2019-2020): Reduced client meeting preparation time by 80%, saving $2.5M in annual man-hours. Launched a global sales digital transformation for 40,000 users, integrating CRM platforms for better data visibility and efficiency.
  • Mercer (2016-2019): Implemented an account planning application that resulted in a $100M sales increase. Increased CRM adoption by 17 points.
  • Millennium Systems International (2013-2014): Restructured the entire sales process, leading to a 15% annual sales increase and improved conversion rates

 

 

Strategic Contributions

Building & Leading High-Performance Teams
  • Re-trained the sales team using Sandler sales methodology, cutting closing time by 30%.
  • Implemented a comprehensive incentive program with relevant KPIs designed to foster a high-performance team.
  • Held full P&L responsibility, managing recruiting, GTM strategy, client engagement, and project profitability, resulting in exceeding monthly placement targets.
  • Successfully built out a new practice from the ground up.
  • Developed and implemented a commercial practice strategy, driving significant improvements in sales team education and overall business performance.
  • Drove standardization of sales methodology and supported P&L responsibilities.
  • Implemented the Anaplan compensation module for North America, strategically enhancing salesforce motivation and performance, which resulted in a 5% margin increase on new deals closed.

Strategic Go-to-Market & Operational Excellence
  • Executed M&E practice strategy to align sales, partners, and clients with growth targets.
  • Enhanced cross-team collaboration to maximize GTM revenue opportunities and foster global buy-in.
  • Validated GTM strategies with analyst firms, strengthening executive and sales confidence across all major industries and global regions.
  • Led changes to the renewal process to minimize revenue leakage, resulting in a $3.6M annual uplift from improved retention rates.
  • Led global QTC transformation across 32 countries and 21 billing systems, increasing efficiency and profitability with complex billing types.
  • Architected an end-to-end closed-loop marketing program to ensure customer success from acquisition to retention, minimizing churn as the company shifted from a license product to SaaS.
  • Drove standardization of sales methodology and supported P&L responsibilities

Digital Transformation & Sales Enablement
  • Ran a global sales digital transformation program for 40,000 users, integrating CRM platforms for better data visibility and sales efficiency, which led to significant revenue growth.
  • Unified contact and revenue data for the first time across OpCos to increase inter-OpCo engagement, maximize account share of wallet, and enhance C-level insight, enabling $1 billion in business revenue.
  • Digitized Marsh’s selling methodology (BIDE) in Salesforce, enhancing retention and performance tracking.
  • Engineered sales process and led complex Salesforce implementation, laying the foundation for 10% growth.
  • Increased CRM adoption by 17 points, enhancing efficiency for thousands of users.
  • Introduced Qlik Sense BI Analytics tool into Salesforce, saving hours of weekly research for 600 client partners.
  • Integrated the Judy Diamond Database to boost Wealth Management consultants' effectiveness, increasing new business development pipeline by 30%.
  • Deployed Seismic platform to centralize materials and deliver actionable sales content.
  • Championed digital transformation initiatives and sales operations optimization

“Working with Greg Marino was a game-changer for my business. Their strategic insights and personalized approach helped us achieve our goals in record time.”

John Doe