Michael Fabry has more than 30 years’ VP, SVP and CEO experience. He has led a number of turnarounds, served as interim CEO, and has significant experience in sales, marketing, and business development. Fabry leverages this expertise to advise, coach, and mentor entrepreneurs of small to mid-size companies.
Fabry specializes in executive coaching for high potential leaders and junior executives. He also serves as a CEO advisor to entrepreneurial CEOs in areas such as strategic planning, tactical execution, consultative selling, marketing, leadership, and team building. Clients have included Sun Microsystems, MTI, Microsoft Corporation, Cognos, and Oracle.
Fabry has particular expertise in marketing, sales, sales management, and sales training. Since 1997, Fabry has served as CEO of Sales Development Partners, which teaches sales managers how to use coaching techniques to improve performance. In this capacity, he also provided project-based management consulting, sales coaching, and “Total Shareholder Return” consulting for a wide range of organizations. In one instance he affected a 22% increase in sales for a software security company within nine months, and in another he revamped the sales organization at Seer Technology (hospitality industry), positioning the company for sale. He also saved a company from bankruptcy, and within a few years produced revenues of $8M, growing sales year over year by more than 25%.
From 2000–2007, Fabry held the role of CEO at Quadralay Corporation, a software provider of online publishing, data conversion, and system delivery solutions. He turned the business around, from a loss of $200K per month to profitability within the first year. By strategic change, promoting teamwork, and utilizing e-commerce, the company realized seven years of continual increase in revenue and 30% pre-tax profit.
Previous to this, from 1995–1997, Fabry served as VP Sales and Channels for Usoft. There, he successfully positioned the company for eventual sale to a British consulting firm. From 1993 to 1995, Fabry held the position of VP Sales and Marketing for Unisql, a database start-up funded by the Korean government. Prior to this, from 1991–1993, his role was VP of North American Sales and Channel Development for Gupta. Before that, from 1989–1991, Fabry was VP of Sales and Marketing for Netwise. He began his management career in 1989 with Relational Technology.
Fabry has authored and taught courses and workshops including: “Building a Repeatable Sales Model,” “Real-World Strategic Selling,” “Successful Prospecting,” and “Coaching the Coaches.” In addition he has provided market research studies, e-commerce assistance, process re-engineering, team building, market positioning and sales team management. Fabry holds a B.A. in Business Administration at the Western Michigan University Haworth College of Business.