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- Executive with DEEP EXPERIENCE BUILDING REVENUE TEAMS with start ups, executing…
Articles by Mike
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What's this month's flavor?
What's this month's flavor?
While growing up in The East, a somewhat long time ago, prior to the days of Haagen Dazs and a multitude of Frozen…
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Making the Leap!
Making the Leap!
Yes- it’s a change and the time has come. Deliberating and debating about a career change, company change and certainly…
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What a year it has been for LeanData!
What a year it has been for LeanData!
Just over 7 months ago, I chose to join LeanData as CRO. In doing so, I published a short blog on “Why I joined…
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“Why I Joined LeanData”
“Why I Joined LeanData”
During my career as a business leader at great companies like Concur, Zuora, Cisco WebEx and ADP, I’ve sat through my…
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Mike D'Onofrio shared thisHighly encourage our Sunday Without Monday followers to to take a look and listen to Maureen's Podcast on "It gets late early". Informative and insightful experiences being shared by workers in tech, as they get older. thanks Maureen CloughMike D'Onofrio shared thisWhat do older workers bring to the table? Daniel Jolles of the The London School of Economics and Political Science (LSE) and Age Equity Alliance is here today to tell us on episode 4 of It Gets Late Early. And as Daniel mentions...context is king! Hear our full conversation at your podcast platform of choice - www.itgetslateearly.com
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Mike D'Onofrio shared thisMike D'Onofrio shared thisWhat do older workers bring to the table? Daniel Jolles of the The London School of Economics and Political Science (LSE) and Age Equity Alliance is here today to tell us on episode 4 of It Gets Late Early. And as Daniel mentions...context is king! Hear our full conversation at your podcast platform of choice - www.itgetslateearly.com
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Mike D'Onofrio shared thisSuper excited to be part of this journey. The combination of Cleanshelf with LeanIX is game changing. https://lnkd.in/gdPaAku
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Mike D'Onofrio shared thisAs companies grow and scale, its common for coverage models to get more granular. This usually includes increased focus on specific verticals. Unless, you've always been a vertically focused org, this change demands the right content, tools and training combined with organizational alignment between sales, marketing and product. Take a look at my colleague' Richard Ellis's video on the topic.
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Mike D'Onofrio shared thisSales plays help reps prioritize time and energy where it’s most likely to pay off. What are the most important plays for your organization right now as you close out 2019 and as important, that your teams will need to execute on in 2020. Building the sales and operating plan is the easy part- execution is where the "Rubber meets the Road" and where winning teams, WIN! Register for DSG’s sales plays webinar, this Thursday 1pm ET/10am PT: https://lnkd.in/dUrHwCX #SalesEnablement #SalesExcellence #SalesEffectiveness
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Mike D'Onofrio shared thisExecution is often stated but unfortunately, not done well, often enough. Consider this; do the best companies always have the best products or are they just so acutely focused on what it takes to optimize performance consistently?Business as in sport, requires running the "Right Play" and having the ability to adjust as needed quickly. As you head into the final quarter of 2019, or are in the midst of planning for 2020, executing on the Right Plays in the Right Way can have a big impact on your 2019 Finish and your 2020 growth strategy. Attend our Webinar this week for some hints and clues on effective Sales Plays; https://lnkd.in/g-Y-K_Y
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Mike D'Onofrio shared thisNothing better than a customer publicly recognizing the impact your organization has had with them and doing so on their own. The approach that DSG takes with customer is a truly unique and highly impactful. Big thanks to our team Brian Newton and Betsy Kheriaty as well as the NEC Team Marc Hebner ☁️and Peggy MurphyMike D'Onofrio shared thisSpecial thanks to our partner DSG for assisting us in our transformation journey in delivering NEC Corporation of America first ever Virtual Sales Playbook. What an amazing journey it has been. We could not be more excited for the power this tool provides our Systems Integrators and Sales Team Members as we transform our business into #cloud, #SmartEnterprise, #UCaaS, #CCaaS, and #SmartWorkspace. Our partners and team members have truly been armed with a tool that will create huge success. Special thanks for Peggy Murphy, the rest of the NEC and DSG team. We'll have much more content to come! To see more about the Sales Playbook check out our tutorial here or, message me for more details. https://lnkd.in/epJ-Bub
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Mike D'Onofrio shared thisI recently attended a networking event, with the main speaker discussing strategies and tactics to improve customer engagement, from the perspective of retention and customer sat, as well as cross- sell/ upsell/ expansion. Despite the enormous opportunity that exists with customers, many companies still struggle with getting it right, or are just not totally optimizing the potential. I've tried to provide some simple points to make sure you have it right. This should provide a good foundation to at least pressure test the model you have or one you're trying to initiate. Mike
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Mike D'Onofrio shared thisSome big name, recent IPOs companies that have been on a tear reported less than stellar results over the last week. All attributed the challenges to sales execution. Some of these were a result of Enterprise Deals getting delayed, others were due to issues successfully integrating new products and or company acquisitions into their messaging. All these issues had a short term impact on the quarter while some organizations even lowered full year forecast. While sales execution is multi-faceted, one thing is for certain; Selling Teams need clarity on messaging, the right plays to run and playbooks that give them what they need when they need it. This applies to not only new hires but even your most experienced reps. Too often, younger companies are relying on "The Product" or "Marketing", as opposed to arming the field teams. Bottom Line- Every Growth Strategy demands translation to the Field Teams. #sales #growthstrategy
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Mike D'Onofrio liked thisI've been onboard for several weeks already and I am more excited now than ever to team up with Jeff Shiner, Sara Teare, Natalia Karimov, David Teare, Roustem Karimov, Steve Won, Julian Teixeira, Jeannie De Guzman, Pedro Canahuati, Katya Laviolette, Erin Zipes, Erin Figueroa, Arun Mathew, and Will Griffith on the journey to make 1Password a legendary leader in identity security and beyond. I am grateful for the opportunity to work alongside such talented and good people.Mike D'Onofrio liked thisWe are excited to welcome Melton Littlepage as our new Chief Marketing Officer to scale our high-growth business, accelerate our momentum in the enterprise identity security market, and share the 1Password story with the world! Melton brings over 20 years of experience driving innovation, category creation, and growth across global technology and security companies and will enable 1Password to meet growing enterprise and consumer demand across the ever-changing security landscape. Read the full release: https://bwnews.pr/43WQZf4
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Mike D'Onofrio liked thisMike D'Onofrio liked thisSo happy to receive this book from my good friend Masamune Mimura while I was in Tokyo. It’s all about the power of “feedback. Congratulations Masa on your hit book!
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Education
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Board Member
Big Brothers Big Sisters of America
- Present 6 years 2 months
Children
Serving as a Board Member and "Big" for Youth in need in The Bay Area through The Big Brothers and Sisters Organization. Now more than ever, children and adolescents from underserved communities along with youth who simply don't have the mentoring, guidance and support needed, need our help.
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Balaji Balasubramanian
We talk a lot about sales productivity, but the real barrier is often the invisible cognitive load we place on teams. Disconnected CRM, travel, and expense systems force constant context switching - and sellers end up spending more time managing logistics than engaging customers. The duplicated entry across these tools is just one example of how attention gets pulled away from where it matters most. Super excited about the new SAP Sales Cloud and SAP Concur integration powered by Joule because it tackles this directly. A unified AI layer connects workflows and data across the SAP suite so sellers do not need to jump between systems. Sales, travel, and expenses work together instead of in parallel - reducing manual effort, improving visibility, and strengthening compliance. This is meaningful simplification at scale: a unified SAP experience that keeps customer‑facing teams focused on customers, not systems.
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