Michael D. Keough
5478 Cottonwood Club Drive • Salt Lake City, Utah • 84117
[Send email to request phone number] 72.2398 (H) [Send email to request phone number] 13.8202 (M) •
EXECUTIVE PROFILE
Rich mix of business development, corporate planning, and sales management for
technology-driven organizations. Diversely experienced from start up to work out,
turnaround and rapid growth—remedying problems and creating successes. Developed
new strategies that propelled new products/division to industry leadership.
Catalyst for creating strategic external business partnerships.
Combine relentless desire to succeed with dynamic leadership and business acumen
to produce extraordinary results. Expert at energizing and revitalizing stalled
sales teams to drive revenue growth and increase market share. Six Sigma
champion.
AREAS OF EXPERTISE
- Channel Management & Technology
- Sales & Marketing Management
- Mergers & Acquisitions Leadership
- Corporate Planning & Strategic Development
- P&L Management & Budgetary Direction
- Training, Mentoring & Team Building
CAREER DEVELOPMENT
Q Comm International, Salt Lake City, UT. 2004 – 2008
Company engages in the purchase and resale of prepaid telecommunications and
other products.
Chief Executive Officer/President
Provide corporate leadership, sales team management, strategy development, and
P&L management for this publicly traded company that electronically distributes
and processes transactions for prepaid products and related services. Hired
executive management during a period of rapid growth. Cultivated senior level
relationships with all major carriers including Boost, Cricket, T-Mobile,
Verizon, Cingular, Virgin, and over 40 MVNO’s and regional carriers. Took
company private in the Fall of ’06, completed the merger of QComm and Emida
Technologies in Fall of ’07, and stayed on through a transition period.
- Drove company expansion year over year from $16M (’04) to $47M (’05) while
positioning 2006 for positive cash flow from operations and profitability.
- Increased quarterly growth during a required SEC restatement of prior year
revenues. Streamlined business management after implementing new accounting
software, internal controls and processes.
- Raised over $10M of working capital in 2005.
- Expanded corporate product and service offerings through several strategic
business moves including implementing electronic bill payment, stored value debit
cards, and gift and loyalty programs.
ClearOne Communications, Salt Lake City, UT. 2002 to 2004
Leading global provider of premium audio conferencing systems.
Chief Executive Officer/President
Hired to lead the turnaround of ClearOne as company was going through an SEC
investigation due to revenue recognition issues from prior leadership, including
significant corporate challenges from class action lawsuits, Sarbanes-Oxley, and
the DOJ. Successfully settled 11 pieces of major litigation during 2003
including the SEC and class actions. Set up a new executive “dream team”
consisting of CFO, VP of Product Management, VP of Operations, and VP of
Worldwide Sales.
- Overhauled the entire corporate strategy—product plan direction, engineering
teams, corporate of a two-tier sales channel and the marketing plans to support
the strategy, and development of 10 new domestic and over 20 international
distributors in ’03.
- Skyrocketed product sales by over 60% while managing the SEC and DOJ issues.
Rebuilt trust with reseller and integration channel partners while removing all
existing channel conflict.
- Increased inventory turns by 3 times, reduced inventory on hand by 50% and
decreased A/R from $22M to under $6M after leading the company through cash flow
from operations with zero corporate debt. Implemented Oracle’s ERP.
- Developed new strategic partnerships and brought 5 new products to market,
paving the way for new wireless/VOIP product roadmaps for the next two years.
- Divested the corporation of two services focused business units not strategic
to the ongoing business—with one of the service business units selling for
$22.5M.
- Teamed with managing investors, analysts, board members and the media in
formulating and delivering all corporate communications during a time when little
public information was available.
Learnframe, Salt Lake City, UT. 1998 – 2002
Provides next generation learning management systems to distribute and manage
online learning.
Senior Vice President, World Wide Sales
Joined this e-learning solutions company to build up a new sales organization
comprised of field sales recruitment, inside sales, and creating a reseller base
and associated sales programs to support both direct and indirect sales
channels.
- Fostered key strategic partnerships and potential OEM business with customers
including Arthur Andersen, NETg, Smartforce, Compaq, Centra, Peoplesoft and other
key industry players.
- Penetrated key vertical markets (government, health and medical providers)
with online learning business with leading ASP and ISP partners.
3Com Corporation, Salt Lake City, UT. 1993 – 1997
Company manufactures hubs, modems, NIC’s, routers, and switches. Merged with
USRobotics/Megahertz.
Vice President, Channel Sales
Governed and maintained a $2.2 billion annual revenue objective for all company
product offerings including routers, switches, hubs, NIC’s, and all data
communication products from 3Com and USRobotics in North and South America.
Managed a $50M dollar budget, and a sales team comprised of approximately 250
people (Channel Sales Managers, Territory Sales Managers, Inside Sales, Technical
Support, Network Consultants, and Financial Analysts). Customers included
channel partners-distributors, master resellers, corporate resellers, VAR’s,
catalogs, and retailers.
- Served as a member of the 3Com/USRobotics “Merger Task Force” and the 3Com
Operating Committee.
- Achieved industry recognition for channel marketing as Ingram Micro’s #5
customer out of over 15,000 vendors.
Senior Vice-President, Sales
Prior to acquisition by USRobotics, managed the sales and technical support
through a four year growth period – from $25M to $410M in annual revenues, and
65% market share in PC Card modems, NIC’s and PC Card wireless modems.
EARLY CAREER (1980 to 1993)
Began career in roles of Sales Director, Data Sales Manager, Sales Trainer, and
Marketing Representative at companies including Andrew Corporation, AT&T, and
IBM. Gained valuable experience maintaining high volume products and services,
delivering $50 million of sales revenue while managing a $5 million sales budget
(Andrew). Achieved numerous awards and performance driven bonuses year after
year throughout career.
EDUCATION
Executive Master of Business Administration, University of Washington, 1992
Bachelor of Arts, Communications, University of Washington, 1980
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