About Fractional Outcomes
Driven by Track Record. Focused on Valuation.
At the highest levels of business, a CEO, Board, or Investor isn’t buying quota attainment—they are buying a predictable revenue story that drives asset value. Fractional Outcomes was founded to deliver enterprise-grade Go-To-Market (GTM) architecture to organizations navigating critical inflection points—whether that means scaling past a growth plateau, engineering a rapid turnaround, or positioning for a high-value liquidity event.
Leadership Profile: Mike Ward
Managing Partner & Principal CRO
Mike Ward is an accomplished executive sales leader and the principal of Fractional Outcomes. Based in Tampa, Florida, Mike brings over 25 years of proven expertise in building, optimizing, and leading high-growth sales organizations across the technology and telecommunications sectors.
Mike has held senior leadership roles including:
- Vice President of Sales, Broadband at Clearfield
- Chief Revenue Officer at WIN Connectivity
- VP of Sales at Amphenol Charles Industries
- EVP Global Sales & Field Operations at Dialogic
- SVP Worldwide Sales at Edgewater Networks
- SVP Worldwide Sales at Metaswitch Networks
Throughout his career, Mike has consistently driven revenue growth, built high-performing teams, and optimized go-to-market strategies in competitive markets.
He excels at recruiting, developing, and motivating sales professionals while implementing scalable processes that deliver predictable results. Colleagues describe him as a high-energy, driven leader who sets high standards, emphasizes both performance and enjoyment in the workplace, and builds lasting relationships with customers and teams alike.
Mike holds a Master of Science in Engineering Management and Business from the University of South Florida and a Bachelor of Science in Electrical Engineering (Cum Laude) from Virginia Tech. This technical foundation, combined with deep business acumen, allows him to bridge complex product solutions with effective sales execution—particularly valuable in technology and infrastructure markets.
His leadership has successfully driven liquidity events and massive market scale across four distinct environments:
- Pre-Revenue to $28B IPO: Part of the foundational leadership team that took Corvis from a pre-revenue startup to a public market debut with a $28B market cap.
- Strategic Acquisition (Scale): Scaled MetaSwitch revenue from under $2M to over $150M. Built the sales organization from a handful of reps to nearly 100 professionals worldwide, secured 500+ global strategic accounts, and captured absolute market leadership in North America. This operational engine paved the way for a Sequoia Capital/Francisco Partners principal investment and an eventual acquisition by Microsoft.
- Turnaround to Acquisition: Stepped into an underperforming environment at Edgewater, reversing zero growth to deliver 250% revenue expansion over three years, increasing revenue to $75M, and capturing the key strategic logos required to secure a successful acquisition by Ribbon.
- Positioned-for-Sale Mandate: Engineered the commercial narrative and sales execution at Dialogic, successfully positioning the asset for sale to Enghouse, a $2.5B software acquirer.
The Fractional Engagement Model
Active Leadership. Zero Side-Line Advising.
We do not operate like traditional consulting firms that deliver static slide decks and leave the heavy lifting to your internal team. Fractional Outcomes provides deeply embedded, active operational leadership.We embed directly into your organization, reporting to the CEO, Board, or Owner to lead your teams to specific, measurable outcomes.
When we take command of your revenue architecture, we assume full operational responsibility for the following pillars:
- Executive Command & Reporting: Operating as a peer-level extension of your C-suite, providing the objective clarity and strategic foresight required by stakeholders, owners, and board members.
- Frontline Execution: Leading from the front on critical C-level relationships, high-stakes deal negotiations, and territory strategies to secure the complex logos that shift your company multiple.
- Team Transformation: Diagnosing existing talent, structure, and coverage gaps. We inject a culture of urgency, motivation, and absolute accountability, shifting your sales team from tactical order-takers to high-value strategic operators.
The Operational Architecture We Install
We stay embedded long enough to install a self-sustaining commercial infrastructure. Every system we build is designed to make your revenue stream predictable, scalable, and highly valuable:1. GTM Strategy & Architecture
- Organizational Design: Restructuring or recruiting a sales organization capable of moving from early-stage to a significant revenue-generating team.
- Compensation Plan Alignment: Restructuring commission structures and executive incentives to directly bind sales activity to your primary valuation or liquidity goals.
- The Commercial Playbook: Developing customized sales playbooks, institutional processes, and predictable CRM architectures required to cleanly scale.
2. Market Expansion & High-Value Sales
- Strategic Account Selling: Introducing sophisticated sales methodologies designed to penetrate and win targeted enterprise accounts that have previously been out of reach or underperforming.
- Access to the Extended Bench: Beyond fractional CRO leadership, clients gain plug-and-play access to an elite ecosystem of specialized resources—including key account managers, sales operations experts, and dedicated CRM/dashboard developers.