Michael Sprague

  1. Sales
  2. Sales
  3. Salesforce
  4. Advisor
  5. Go-to-Market Strategy
  6. Chief Revenue Officer

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…

Hire Michael
Michael Sprague

Work

  • $0-$20M in 5 years

    TapResearch 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
    medium.com

  • Pioneered new six-figure product line

    Developed 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 co…
    medium.com

Experience

  • Tapresearch

    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)

    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

    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

    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

    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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