American Dental Care Partners, Inc.

Owner & CEO

RZ Strategies LLC

Leveraging 7 years of experience at Uber to help your business grow quickly and efficiently.

My clients include early stage startups (Seed, Series A/B), where I use my early Uber experience and expertise to help companies quickly identify and solve operational bottlenecks which may be limiting growth. At slightly more mature startup stages, I also frequently leverage my experience working across Ops/Tech/Leadership teams to develop product strategy and help cross functional teams move forward together. 

I also work with PE-backed companies and larger, more mature public companies to evaluate their current operations and marketplace efficiency, and develop strategies and experiments which will help them continue to grow. 

Example projects:
 - Building a marketplace health framework for an established internet media company
 - Creating a supply growth and onboarding efficiency strategy for a new marketplace business
 - Runnning the customer success function for a new product launch
 - Leading strategy development sessions, including goal setting, KPI development, and prioritization

Independent Consultant

Uber

Led team responsible for managing the Rides business in AL, AR, FL, KS, KY, LA, MO, MS, OK, and TX. Increased regional profitability by developing new product offerings and strategies to accelerate top line growth (premium products, add-ons, pricing strategies), while continuously identifying cost reduction opportunities and acting to address them.

Senior Manager, Head of Gulf Coast Rides

Designed, built, and launched Uber's driver loyalty program, Uber Pro, improving retention and platform efficiency via effective segmentation and meaningful rewards, including free college tuition programs. Designed and executed additional programs to develop deeper relationships with key driver segments and solicit impactful product and program feedback from drivers.

Manager, Driver Loyalty & Relationship

Designed, managed, and executed Uber’s internal process to bring to life a "180 Days of Change" campaign, delivering 38 new driver-facing features and improvements including in-app tipping, paid wait time, and 24/7 phone support.

US & Canada Product Operations & Strategy

Drove sustained, rapid growth in the DC market, managing as many as 20 direct reports. Launched and refined uberPOOL in Washington D.C., Miami, Atlanta, and Philadelphia. Built the POOL pricing model, led product testing, and developed playbook to continue scaling POOL to additional markets.

Senior Operations & Logistics Manager

5th Operations hire in Uber’s 6th US market. Launched and scaled uberX in Washington DC.

Operations & Logistics Manager

Ernst & Young

Provided audit and advisory services for clients including Fortune 500 government contracting and energy clients as well as mid-sized public and private contractors, manufacturers, and private equity firms.

Assurance Staff

I am the owner, President, and CEO of American Dental Care Partners, Inc., a discount health care program selling plans that provide members with discounts for health care services from participating physicians and providers.

I also provide independent consulting services to companies, working with early-stage startups on growth strategies, scaling operations, and building marketplace platforms. My expertise in these areas was honed over 7 exciting years in various strategy and operations roles at Uber, and in a short stint in public accounting at EY early in my career.

My professional interests include tech, start-ups, marketplace businesses, small business, and entrepreneurship through acquisition. I'm always happy to chat with folks interested in any of these topics, feel free to reach out!

Zach Smith

GitHub

Versatile Go-to-Market leader contributing to GitHub’s scaled growth from $100M to $2B+ in Revenue. Have led various teams across the Sales, Marketing and Product functions including Market Development, Go-to-Market Programs + Strategy, Revenue Enablement, Enterprise Advocacy and Revenue Marketing as well as key integration initiatives with the GTM teams at parent company, Microsoft. 

Currently I'm on the Marketing leadership team, overseeing a global team of ~30 focused on accelerating 45% YoY revenue growth through demand generation, regional, field & partner marketing, executive engagement and vertical growth programs.

Senior Director, Revenue and Partner Marketing

CEB, now Gartner

General Manager and Product leader; built and grew CEB’s Challenger Activation business line, a $15M+ consulting and technology-enabled solution that helped high-growth companies drive revenue via adoption of the Challenger Sales methodology; managed full P&L of the business area reporting directly into the Practice Leader

Identified the market opportunity, designed the program and delivery model, and managed the tech build with external engineering and design vendors.

Led the GTM strategy and managed the sales team through launch achieving 118% of goal in year one; grew the business by 600% in subsequent two years. 

Built and led the consulting team responsible for delivery to 80+ clients across tenure 

Entire business area was divested to Marlin Equity in 2018 with this technology-focused product line recognized as a significant driver of future growth for the company; the business is operating as Challenger Inc. today

General Manager / Product Director

Strategy and Operations leader; oversaw all internal business functions, financial management and high priority projects and initiatives for CEB’s $100M+ Professional Services business unit, reporting directly into the Practice Leader. 

Managed the budget including all personnel, internal direct expenses, vendor and contractor costs, achieving 2% gross margin improvement in first year through spend optimization.

Ran the annual strategic planning and budget process for each product area identifying crucial initiatives to drive 10%+ annual revenue growth. 

Owned key strategic projects across the business unit including: 
- Guiding operational discussions during M&A due dilligence
- Being selected as integration officer for proposed acquisition based in Sydney
- Partnering with a product lead to restructure a $30M business area including a new org structure, project governance and commercial targets
- Defining the GTM strategy for the expansion of a $40M business area into Germany

Chief of Staff

Best Buy

Strategy intern focused on the $3B gaming business; analyzed competition, industry trends, and business operations; presented recommendations for change to executive team, including current CEO, Corie Barry. Received full-time employment offer at the end of internship.

MBA Strategy Intern

Corporate Executive Board

Consulting Leader; oversaw 15+ human capital strategy consulting engagements for F500 companies focused on improving employee engagement, manager effectiveness, total rewards offerings, and external brand perceptions. 

Actively involved in M&A work streams; analyzed financial due diligence and conducted qualitative assessments at prospective acquisition targets. Selected to lead post-merger integration work stream focused on process streamlining after acquisition of Genesee Survey Services.

Product developer on the side; built new product line focused on leveraging lean principles surrounding customer satisfaction at small-cap FinServ companies; co-led pilot project that resulted in over $100,000 in savings for client per year.

Selected as CEB Scholar, a program for high potential employees that covered full tuition for business school

Engagement Manager

Sales professional, recognized as top domestic sales associate in 1H 2007 achieving 155% of goal; responsible for over $2 million of revenue across tenure

Senior Sales Associate

I am an experienced General Manager and Go-To-Market leader, bringing together nearly 20 years of building teams + businesses and enabling revenue growth in B2B technology, consulting and services companies. 

At GitHub, home of the world’s leading AI-powered developer platform, I’m passionate about building great teams, supporting our customers and finding avenues to drive revenue growth for the business. Currently, I lead a global team of ~30 focused on accelerating 45% YoY ARR growth through demand generation, regional & partner marketing, executive engagement and vertical growth programs. Prior to this role, I founded or led various go-to-market teams at GitHub including Market Development, Go-to-Market Strategy, Enterprise Advocacy, Revenue Enablement as well as driving key integration and growth initiatives with parent company, Microsoft.

Previously, I worked as a general manager and strategy + operations leader at CEB (acquired by Gartner), a best practices research and consulting firm. While there, I built and ran the company’s fastest growing Sales and Marketing consulting business line, oversaw strategy and operations for the $100M+ professional services business unit and led 15+ human capital consulting engagements.

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