Interview with Kevin M Kearney

Today, we have the pleasure to interview Kevin M Kearney, a highly experienced sales and operations expert with three decades of experience in the telecommunications and technology industries. Kevin's areas of expertise include designing go-to-market strategies, sales productivity, forecasting, territory planning, and data analytics. He possesses exceptional cross-functional skills and has collaborated with finance, sales, marketing, operations, and customer success teams to create cohesive business plans and achieve specific goals. Kevin's passion for helping others and contributing to various causes drives him to be an advisor to companies looking to maximize their net revenue and expand their reach.

With disruptive trends of balancing customer experience and technology ahead in the industry, Kevin is equipped to provide valuable insights. As an experienced executive, Kevin's most impactful project was leading multiple vendor-based programs for AMER's small and medium businesses resulting in improved production while also reducing expenses and increasing customer satisfaction.

What are your areas of expertise?

With 3 decades of experience specializing in sales, sales operations, business planning, and revenue optimization in the telecommunications and technology industries, my track record of success lies in designing go-to-market strategies inclusive of segmentation, territory planning, compensation, forecasting, reporting, and data analytics. I possess a unique combination of planning and execution skills, responsible for delivering on the plan over periods of years and decades. Being a cross-functional expert, I've worked with multiple stakeholders across finance, sales, marketing, operations, and customer success to drive cohesive business plans with specific OKRs.

What's your main motivation for being an advisor?

My main motivation for being an advisor is leveraging past success and key learnings to help companies grow and evolve, continuing to grow and learn across multiple industries. I'm passionate about helping causes and initiatives that I am passionate about and making connections with other leaders to expand networks and find mutual benefit.

What types of situations are you capable of advising on?

I can provide advice to companies looking for ways to expand their reach or maximize net revenue. Situations where the business model is fairly mature but faces increasing pressure to improve revenue trajectory or profitability. I can also help businesses in segmenting their customer base to increase efficiency and improve sales productivity. Situations where there is a challenge on how to work with both direct and indirect/partner distribution channels to maximize reach while balancing harmony are another situation I can advise on.

Do you see any disruptive trends on the horizon in your industry or position?

Looking ahead, the use of technology balanced with customer experience and success continues to be a disruptive trend in my industry and position. There's a need to reduce costs while also increasing revenue. Additionally, high levels of competition and a saturated market with many companies competing for share, where stakeholders are looking for continuous growth in revenue.

Tell me about the most impactful project or decision you’ve been involved in as an executive.

After the SBC/AT&T/BellSouth/CIngular mergers in the early 2000s, I was tasked with combining all the vendor-based programs for small and medium business sales and service in AMER. I worked to standardize contracts, compensation, and unify around common initiatives to drive improved production while also reducing expenses. Over a decade and a half, the team exceeded all measures of production targets, came in under the expense budget and increased customer satisfaction.

In summary, Kevin M Kearney is a seasoned and highly skilled professional with over three decades of experience specializing in sales, sales operations, business planning, and revenue optimization. He has demonstrated a track record of success in designing go-to-market strategies that encompass segmentation, territory planning, compensation, forecasting, reporting, and data analytics. With planning and execution expertise, Kevin is uniquely positioned to deliver on strategic plans over extended periods of time. He is a cross-functional expert, collaborating with stakeholders from various departments to drive cohesive business plans with targeted OKRs. If you're seeking expert advice in these areas, Kevin is available as an advisor on AdvisoryCloud.