Appointment Door - Photo by Dima Pechurin on UnsplashKantata has appointed JD Miller as its first Chief Revenue Officer to help grow its professional services technology business. Miller has more than 20 years of experience working in leadership roles across the technology industry.

Miller’s last role was as Chief Revenue Officer for Motus, LLC, a mobile workforce solution focused on reimbursement and managing vehicle and device costs. He will have built relationships there with professional services organisations that need such a solution.

Miller was hired shortly after Thoma Bravo acquired the company and Runzheimer International, a company where Miller had previously been successfully leading its US sales team. He originally believed it would be a short consultative role, but he led the reorganisation of the sales organisation

During his five years at Motus, he drove rapid ARR growth, strong EBITDA margins, net retention of over 100%, and maintained high levels of customer satisfaction. It is this experience of assessing and combining two sales organisations that Kantata undoubtedly hired him for

Before Motus, he was the MD and CEO of the Americas for BravoSolution. Motus was ultimately sold by Thoma Bravo to Accel-KKR just before he left. During his time, he reshaped the sales operation and grew revenues by 37% in the Americas. While he is no stranger to international growth, he does not appear to have experience working in either Europe or Australia, regions where Kantata has operations.

Michael Speranza, CEO at Kantata, commented, “JD’s extensive experience and proven track record growing vertical SaaS businesses bring immediate impact to Kantata and will help extend our leadership position in the market. The Kantata team is honored to welcome an executive with such a wealth of knowledge and expertise who is completely aligned with our organizational values.”

JD Miller to Drive Growth

Miller will be responsible for driving the growth that Speranza is looking for. He will lead and evolve the partner and sales strategy for Kantata. The company is looking to take advantage of the huge opportunity for professional services digitisation.

His role will be to align its product set’s strategy, which currently includes Kantata SX (Kimble Applications) and Kantata OX (Mavenlink). It will be interesting to see whether he decides the current, slightly confusing strategy evolves to one where the difference and target markets of the solutions are made clearer or refines the current strategy.

JD Miller, Chief Revenue Officer of Kantata
JD Miller, Chief Revenue Officer of Kantata

JD Miller noted, “I’m thrilled at the opportunity to join Kantata during an exciting time of high growth and transformation. Kantata has a great client list and innovative vertical SaaS solutions, on both Salesforce and open platforms, designed to tackle some of the most complex challenges services organizations face. I’ve been impressed by the values of the board, leadership team and sales organization, and look forward to working with them to further accelerate growth and scale for an industry-leading solutions provider.”

Enterprise Times: What Does This Mean

Miller is an experienced leader who has been on Thoma Bravo’s radar for some time. The opportunity at Kantata allows him to shine at a global organisation, growing the front office to a new level of success. If Miller is successful, he has the experience and contacts to be poached for a CEO role in the future. Alternatively, working closely with Speranza provides a succession plan for Kantata once he has settled in.

It seems unlikely that Miller will relocate from Chicago, where he is active in the philanthropic community serving as the Board Chair Emeritus of Care for Friends and a member of the Advisory Board of the Department of Communication at the University of Illinois.

If Miller is to follow his own template, he will first ask a lot of questions and listen. He explains his process in an interesting video on The Studio. It will be interesting to see what emerges in 2023.

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