Michael Vorp

Dynamic Leader - Innovative Strategist - Driven Achiever

Collaborative executive possessing an extensive record of delivering customer centric, innovative products and solutions that consistently exceed financial targets. Passionate leader that inspires achievement toward a common vision. Ambitious and optimistic technologist who unites cross-functional teams to successfully deliver large scale corporate initiatives. Rich history of successful customer lifecycle management and product development which includes: P&L management, forecasting, business case development, market need assessment, market research, prototyping, market trials, product positioning, product launch, pricing strategy, bundling, customer acquisition, customer satisfaction and customer retention.

● Executive Leadership & Communication ● Developing High Performance Teams
● New Product Development and Launch ● Strategic Planning & Assessment
● Complex Systems & Technology Solutions ● Customer Lifecycle Management
● Full P&L Accountability ● Financial and Business Analytics

Selected by the CMO to be part of a core team of executives charged to develop a transformational strategy for the B2B portion of the corporation; the emphasis being on upsell/cross-sell opportunities to increase ARPU and decrease churn.
● Key contributor in the development of the go-to-market strategy and tactics for entrance into the Managed Services space. Main focus: Cloud services (IaaS), Security (SaaS) and Virtualized desktop support (DaaS)
● Delivered due diligence, business cases, and senior level executive presentations associated with M&A and partnership opportunities for the newly created Managed Services Division.
● Upon closing acquisitions of multiple Managed Services companies, launched a rebranded product suite. Key activities included—product rationalization, system integration, pricing strategy, customer segmentation, distribution strategy, commissions, and product training—have led to monthly revenue increases of over 200% in less than six months.
● Analyzed current competitive product and price positioning to develop a differentiated price position in the market leading to a $1M funnel in less than 60 days.

Led team of Directors and Senior Managers, reporting to SVP of Consumer Business, challenged to reduce expenses, retain subscribers and maximize revenue potential for a portfolio of mature and declining products. Key activities included developing and deploying strategic marketing, pricing, and operations plans.
● Spearheaded integration of all OSS systems (billing, CRM, provisioning, portal and online store) that supported two distinct corporate brands. Post integration operational annual savings of $3.8M achieved; initiative delivered on time with subscriber impact negated through tireless communication and coordination.
● Co-lead on due diligence and contract negotiations for outsourcing entire IT infrastructure to a third party.
● Championed and influenced targeted price increases generating over $5M annually to the bottom line; strategic and operational implementation was flawless leading to no discernible subscriber churn.
● Created $4.5M in annual savings; migrated subscribers between wholesale providers with no customer churn impact
● Revived marketing tactic aimed directly at target market that increased monthly gross-adds by 31%.
● Identified and negotiated a change to product business model from wholesale to bounty while converting the existing subscriber base to a residual revenue model has led to an annual increase to EBITDA of $1.8M.

Promoted to manage the entire Internet access portfolio that annually produced over 75% of the corporate profitability and revenue. Charged to formulate and implement strategies to maximize profits while, in parallel, managing customer migration.
● Surpassed all financial goals amidst continuous corporate downsizing and restructuring.
● Best in class organizational leadership - recognized across the company for building the "most engaged team" as measured by the Gallup Organization; developed own employee training program that was replicated by other teams.
● Launched second data brand to exploit a new customer segment; monthly revenue increased by over 18%.
● Championed bundle offer system enhancements; led system and tool development while launching several offers.

Accepted the opportunity to transform the recently launched data platform into a profitable product portfolio. Established and directed the organization responsible for strategic roadmap, P&L, and product pipeline.
● Produced first-ever profitable month, quarter and year for DSL; consistently exceeded annual EBITDA goals.
● Created justification and built corporate wide consensus to develop VoIP offering; built partnership relationship with outside provider to co-develop offering.
● Increased product margin by 15% through implementation of geographic pricing based on cost to serve.

Full P&L accountability for over $2.9B in revenue for the integrated package and bundle (voice, data, wireless) portfolio.
● Drove $195M+ incremental revenue by implementing customer life-cycle strategies targeted to high value customers.
● Led extensive cross-functional team (included outsourced development resources) to deliver an on scope and on time launch of a bundling platform and associated tools, 11% under an $8.9M capital and expense budget.

Developed strategic recommendations to maximize ROI and prepared the associated business cases.
● Reduced competitive losses by 12% through the formulation of a multi-business unit product bundling strategy.

BellSouth Leadership and Development Program for high potential employees - 1999 to 2003
Beta Gamma Sigma Business Honor Society - Member since 1992