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Michael Sprague
Early-stage GTM Operator
I'm a disciplined operator with over 10 years of go-to-market (GTM) experience in early-stage companies, covering sales, customer success, business development, and marketing. Most recently, I successfully built, led, and managed commercial operations from the ground up at TapResearch, achieving annual revenue growth from $0 to $25M+ and continuing to grow today.
Building a company is challenging, and there are many things I wish someone had told me when I was establishing a 0-1 GTM strategy. Tha…
Work
$0-$20M in 5 years
https://medium.com/tapresearch/socialpoint-finds-stability-during-a-global-pandemic-with-rewarded-surveys-93e62345642cTapResearch services the Market Research industry with an innovative approach to collecting consumer insights data via mobile apps/games.
How does it work? (The Flywheel)
- Brands/researchers send surveys
- Apps/Games integrate surveys into app experience
- Players get rewarded with virtual currency
Highlights
- Built marketplace business from the ground up
- $0 - $20M in 5 years
- ACV range: ($100K - $1M)
- Largest Deal (ACV): $3M
Pioneered new six-figure product line
https://medium.com/tapresearch/how-kings-hawaiian-10x-d-their-brand-tracking-capabilities-2b06b1dbeb68Developed a novel brand intelligence product leveraging the TapResearch Audience Network, which I built from the ground up.
King's Hawaiian was our first customer and was a healthy six-figure contract.
What problem did it solve?
- Traditional brand tracking methods, conducted quarterly, were costly and provided insufficient data for informed executive decision-making
Our solution
- We revolutionized the conventional approach by introducing high-frequency brand tracking conducted 52 times annually. This empowered executives with enhanced data intelligence, insights, and confidence at the same competitive price point, made possible through our unique audience network.
Success Story
- “TapResearch is providing us with an entirely new source of actionable insights about our brands, products, consumer preferences, and competitors. The quality and consistency of the data is enabling our team to measure key market signals, like price sensitivity, in a way that informs decisions on a weekly basis.” -- Troy Figgins — Head of Consumer Insights, King’s Hawaiian
How did we close it?
- Cultivated relationships with two internal champions within King's Hawaiian, gaining a profound understanding of their business challenges and impacts.
- Offered a fresh perspective on the new product solution, aiding them in advocating for the change internally and transitioning from their previous vendor.
How did we grow it?
- Prioritized customer success by attentively listening to and observing King's Hawaiian's feedback and needs, setting us distinctly apart from the previous vendor and solidifying our position as a valued partner.
Experience
Tapresearch
Vice President, Revenue
Jan 2016 - Jul 2023
TapResearch is a leading market intelligence platform that empowers more confident decision-making with real-time human insights.
- Recruited, onboarded and managed 12-person commercial team growing marketing place revenue from $0 to $25M+ annual runrate
- Designed and implemented all commercial functions and processes including; GTM strategy & market segmentation, pre/post-sales process, CRM, and playbooks
- Maintained industry leading commercial efficiency KPIs, averaging sub 7 month payback period for 22 consecutive quarters
URX (acquired by Pinterest)
Business Development and Partnerships
Jan 2015 - Oct 2015
- Joined URX to help them bring contextual app advertisements via “deep links” to market
- Designed and implemented new vertical GTM strategy & segmentation for music, media and fitness verticals
- Negotiated and closed several high profile publisher deals that grew daily search resolution volume for contextual ads by 1,300%
Kiip
Director of Business Development
Jun 2012 - Jan 2015
- Held three positions during my tenure; Business Development Rep, Head of Marketing, and Director, Business Development
- As a BD rep, I sourced, negotiated and closed several high profile, AA publisher accounts that drove meaningful seven-figure revenue to the marketplace
- Expanded role, responsible for all marketing, business development strategy, and quarterly execution leading 8-person team to create and exceed revenue goals
Hasbro
Manager, Marketing and Business Strategy
Apr 2010 - Mar 2012
- Successfully produced cutting-edge network TV site supporting the Hasbro and Discovery JV “The Hub” (now Discovery Family)
- Orchestrated and launched Hasbro’s first digital syndication initiative with iTunes for the launch of My Little Pony Friendship is Magic
- Pioneered and led industry leading Google Shopping API implementation which helped consumers access real-time, multi-retailer price checks across all Hasbro SKUs
The Walt Disney Company
Digital Analytics Consultant
Jan 2007 - Jun 2009
- Accomplished analyst overseeing Disney’s ABC Television Group and Disney Interactive digital product portfolio
- Advised executives on maximizing streaming video products and advertising revenue, A/B testing, campaign tracking, forecasting, benchmarking and storytelling
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