Michael Fauscette

Michael Fauscette

Work History

Work History
May 2006 - Present

Group Vice President, Software Business Solutions

  • Responsible for building and managing Global Software Business Solutions Research team focusing on Project, Product and Portfolio Management (including CAD/CAM, PLM, Project ERP, EAM, AEC, and GIS applications), ERP, CRM, Small & Medium Business Applications and all related processes and integration, Software as a Service, Open Source, Partner Ecosystems and Software Pricing and Licensing.
  • Executive Analyst assigned to cover Oracle Corporation, coordinate all analyst research and conduct research and deliver strategic consulting.
  • Manage 9 P&L’s for each of the assigned research areas.
  • Developed new consulting products for delivery to client software companies.
  • Delivered multiple speeches for client software company events.
  • Facilitated go to market strategy sessions for major software clients.
  • Delivered strategic consulting engagements to client software companies.
  • Provide analysis and research on software companies to the financial and investment analyst community.
  • Built research and content product roadmap for the group.
  • Published research and analysis in all assigned programs.
  • Wrote various whitepapers in support of client software company engagements.
  • Developed a go to market product methodology to support consulting engagements.
  • Developed annual budget submission for 8 assigned research programs.
Jan 2003 - Feb 2006

Vice President, Consulting

Vice President, Manufacturing Consulting (June, 2005 –February 2006)
  • Responsible for building and managing Global Consulting and Education Services for the Manufacturing industry vertical with a 3-5 year growth target from $9M to >$200M in revenue.
  • Built and implemented a 5 year Manufacturing Vertical service strategy and working as a member of the Vertical Strategy team developed the overall industry vertical strategy to grow the Division to >$1B in 3-5 years.
  • Planned and executed the integration of 3 acquisitions developing a pipeline of business in one acquisition of over $3M in a single quarter. Intimately involved in the largest single acquisition in Autodesk history of over $182M.
  • Drove 59% year over year revenue growth in the practice.
  • Exceeded contribution margin targets by 23 percentage points in Q3 FY’06 and 20 percentage points in Q4 FY’06.
  • Defined a practice marketing strategy to drive global awareness of the manufacturing consulting business.
  • Defined and managed an integrated services roadmap to support the Manufacturing Solutions Division product roadmap and drove overall strategy to move the product release to the Chasm Group Whole Product Model.
  • Built and deployed a full global implementation team for new Product Lifecycle Management (PLM) business.
  • Developed a new Engineer to Order business line for the manufacturing Division with revenue of over $2M booked the first year and a revenue target of $7.7M for the following year.

Vice President, Autodesk Consulting

  • Responsible for building and managing Global Consulting and Education Services for the Infrastructure (GIS), Manufacturing, Building(AEC), and Media and Entertainment industry verticals.
  • Lead the turnaround of the consulting business from a shrinking and unprofitable business to profitability and aggressive growth in only 3 quarters. Posted 6 quarters of record profitable growth, growing the overall business 43% year over year with 1500% improvement in contribution margin (20 points).
  • Built an offshore consulting development team with sites in Bangalore, Beijing, and Prague.
  • Developed and implemented a 5 year strategic plan for the consulting business focused on aggressive profitable growth (44% CAGR), and consolidated all consulting services in one Division.
  • Implemented a Professional Services Automation system to gain operational control over the consulting business.
  • Built and executed a marketing strategy for the Division.
  • Developed a Division product marketing strategy and managed it’s global deployment.
  • Developed an innovative and highly scaleable VAR channel services model that utilizes a web based set of consulting tools and eLearning to ensure high quality and consistent service delivery by all channel partners and increase overall service revenue.
  • Managed the Autodesk Developer Network and Autodesk Training Center partner programs.
  • Increased overall revenue per head by 21%, utilization by 20%, overall deal size by 42% while reducing spending per head by 15%.
  • Increased value of top ten deals by 40% and doubled the number of deals over $100K year over year.
  • Coordinated and planned all M&A integration for the Division.
  • Developed a comprehensive delivery methodology for all business.
  • Key customers included: First Energy, Consolidated Edison, Parker Hannifin, Trane, York, Telstra, Voith Paper, Merrill Lynch, Eli Lilly, Sprint, US Air Force, Lockheed Martin, Boeing, Ford, ABB Power, GE Nuclear, Northrup Grumman, etc.
Feb 2001 - Nov 2002

Vice President & General Manager, Professional Services

  • Responsible for building and managing Global Consulting, Education Services and Support for Collaborative Enterprise Product Lifecycle Management software organization. Responsible for P&L equal to approximately 40% of company revenue in 2001.
  • Developed global service sales, service channel sales, consulting, project management and education services organization to support business in Germany, France, United Kingdom, Italy, North America, Israel, Taiwan and Japan.
  • Implemented sales process and implementation methodology including a presales assessment process for establishing solution value and ROI. Developed a Value-based sales/consulting methodology.
  • Developed a fixed price package service deployment model to support a solution sales process.
  • Developed and implemented a global virtual support model for 24/7 in-language customer care organization. Full responsibility for software maintenance revenue stream including maintenance sales and collections. Developed a three-tier service model to increase maintenance revenue from 18% of license to up to 24% of license.
  • Developed and managed a professional services and maintenance revenue forecasting model.
  • Direct field operations management and support to enable sales organization. Personally managed the service sales process on all major accounts. Managed the pre-sales consulting efforts for sales team.
  • Developed a formal education course catalog, revised education-pricing model. Developed and managed an Education revenue stream.
  • Responsible for managing sales reference accounts and customer satisfaction.
  • Defined services marketing strategy including new web site design and all supporting collateral.
Aug 2000 - Feb 2001

Vice President of Services

  • Responsible for building and managing Professional Services, Customer Management, Customer Education, Technical Support, Service Partner management and Corporate Information Technology for a XML Platform software company in the Healthcare vertical. Responsible for approximately 50% of company revenue.
  • In first 2 months gained control of customer obligations and exposure on six critical customer engagements significantly increasing projected company revenue (over $4.4 million) and eliminating severe potential downside.
  • In four months more than tripled Services organization headcount and negotiated 3 new Service partner agreements. Subsequently downsized organization to support cash management issues.
  • Developed a customer lifecycle sales and service process and methodology to effectively manage the customer experience from marketing lead through on-going maintenance.
  • Implemented comprehensive customer support policies and procedures.
  • Provided direct business consulting expertise in support of sales team. Built and managed service sales support team.
Aug 1999 - Aug 2000

Vice President, Client Solutions

  • Managed the professional services, 24/7 support, education, web and email design and production, database marketing consulting and engagement management organizations for a leading email marketing / internet marketing services organization from Pre-IPO through acquisition.
  • Grew the Client Solutions organization from 12 personnel to 47+ in eight months.
  • As a member of the five person Executive Team, manage the daily tactical operations of a high growth Internet business (over 400% increase in clients).
  • Completely reorganized and realigned the companies’ consulting services and support functions to maximize the subscription revenue model. Responsible for all subscription services revenue (On demand business model).
  • Developed the strategic vision for the service and support execution functions to enable scalability and growth from 12 consultants to 100+ in twelve months and from 20 to 150+ clients launched in the same period.
  • Managed the pre-sales technical consulting effort in support of sales team.
  • Developed the geographic expansion plan to manage the companies’ growth from a single location to 5+ locations in a year, and the beginnings of a global presence.
  • Company was acquired by Netcentives, Inc
May 1997 - Aug 1999

Sr. Director, PSG Field Support

Sr. Director, Field Support
  • Managed approximately 200+ service professionals in six organizations including Process Systems Support, Service Operations, Office of Project Management, Professional Development Program and two P&L based consulting practices, selling and delivering services to support the new PeopleSoft product line in Enterprise Performance Management and rapid implementation methods.Management team of six director level direct reports.
  • Provided operational direction, service and support for 2200+ consultants and managers in all PeopleSoft Global field customer and professional service organizations.
  • Managed the relationship with the 7 largest System Integration partners.
Director of Operations, Service Division Practice Manager, Service Division
  • P&L based practice responsible for selling and delivering consulting services to new and existing customers. Established business development relationship with Regional software sales team in support of aggressive software and service revenue targets.
Project Manager
  • Managed large enterprise software implementation engagements to maximize consulting revenue, customer satisfaction and project execution. Up-sell consulting services to clients. Largest engagement was over $15 million in consulting revenue.
  • Supported software sales efforts in a business development role to facilitate software sales and follow on service sales.
May 1996 - May 1997

Principal Consultant

  • Responsible for supporting software sales in a business development role to develop implementation plans to ensure customer success and generate direct consulting revenue. Managed large-scale enterprise implementation engagements against P&L based revenue goals.
Nov 1995 - May 1996

Sr Project Manager / Implementation Consultant

Jul 1985 - Sep 1995

Surface Line Officer

United States Navy


1990 - 1992

Master of Science

GPA 3.91 of 4.0

1979 - 1980


University of Alabama School of Law
1976 - 1979

Bachelor of Arts

GPA 3.39 of 4.0

Additional Information


·Phi Kappa Phi National Honor Society


·Special Edition, Using PeopleSoft, Que Corporation (Division of McMillian USA), 1999

·Worldwide Applications 2007 Top 10 Predictions: The Road to Applications 2.0, Jan 2007 – IDC Doc # 205238

·Oracle Moves to Expand Real-Time Decision Processing, Acquires Sigma Dynamics, Aug 2006 – IDC Doc # lcUS20325306

·Oracle Announces Support for Red Hat Linux, Nov 2006 – IDC Doc # 204203

·Apps 2.0: Preparing for the Next Generation of Applications, Feb 2007 – IDC Doc # DR2007_3MF

·Oracle Announces Strong Third Quarter Results, Mar 2007 – IDC Doc # lcUS20614307

·Sand Hill Software 2007 Conference: Powered by Innovation, May 2007 – IDC Doc # 206813

·Enterprise Applications, Jul 2007 – IDC Doc # IDC_P5943

·Callidus Software Announces the Availability of Its Sales Performance Management Solution on Salesforce.com's AppExchange, Jul 2007 - Doc # lcUS20799807

·Worldwide Software Market Forecaster: 2007–2011 Market Forecast, Jun 2007 - IDC Doc # PT636

·Worldwide Software Market Forecaster: Historical Vendor Shares 2004–2006, May 2007 – IDC Doc # PT635

·SMB Enterprise Applications Key Buying Factors, Dec 2007 – IDC Doc #210129

·Dassault Systems, Changing the Sales Engine in Midflight, Oct 2007 – IDC Doc #209277

·Oracle Openworld 2007, Dec 2007, Doc #210104

·SMB Enterprise Applications Key Buying Factors, Dec 2007 - IDC Doc #210129

·Worldwide Applications 2008 Top Ten Predictions, Jan 2008 - IDC Doc #210514

·Worldwide PLM 2008 Top Ten Predictions, Jan 2008 - IDC Doc #210364

·Software Predictions 2008, Beyond Consolidation - Exploring New Opportunities, Feb 2008 - IDC Doc #TB20080207


Over twenty-seven years successful and progressively more responsible software executive management experience in the professional services, consulting, sales, channel sales, operations, training, project management, and customer service management arenas.Innovative problem solver and creative change manager in culturally diverse groups and environments.Proven competencies in Global general management, sales, channel management and service management and operations, software industry analysis, product management / marketing, software go to market planning, financial management, negotiation, personnel management, team building and facilitation, marketing, coaching, software implementation, project management, and Internet collaboration technologies. Excellent public speaker and published author.