EXITED FOUNDER • Entrepreneurial Leader • AI Subject Matter Expert

AI-Powered M&A by a Proven SaaS CEO

High integrity, passionate senior executive with extensive subject matter expertise in AI, machine learning, healthcare, mobile software and SaaS. Known for strong relationships, visionary leadership, cost containment, a high sense of urgency, and results orientation. Led software company as CEO and Board Chair to its sale to a strategic buyer.

  • Led 6 M&A Transactions
  • Oversaw Due Diligence for $7M of Investments
  • Increased Revenue 48% During Pandemic
  • Awarded Inc. 5000 America’s Fastest Growing Companies Three Consecutive Years
Contact Greg
$20M
Value sourced
400%
Revenue Growth

About Greg

Proven Track Record • Driving Innovation • Accelerating Growth

Operator-in-Residence with extensive experience driving strategic growth, managing operations, and leading M&A initiatives for tech-focused companies.

  • Optimized operational processes to streamline workflows and reduce costs
  • Guided IP strategy to optimize intellectual property portfolio
  • Managed cross-functional teams to scale operations across business units
  • Authored 12 U.S. patents and 10 scientific publications

Core Skills

  • M&A Strategy and Execution
  • P&L Management
  • Investment Thesis Development
  • Due Diligence
  • Board & Stakeholder Communication
  • Financial Modeling & Analysis
  • Market Research & Competitive Analysis
  • Strategic Planning & Modelling
  • Business Development
  • Team Leadership & Development

B2b

Saas

AI

Machine Learning

Case Studies

Turnaround

Situation

After growing 33% per year on average for 4 consecutive years, the company went through a contraction.

Task/Activity

Task was to re-focus and grow to exit. Re-focused on a subsegment of the government market, state agriculture departments and USDA. Transitioned completely to subscription model.

Acquired a product from a software development company and enhanced it for our customers’ needs, which allowed us to capture business from additional state governments.

Sold largest subscription revenue deal in our company’s history to USDA.

Results

  • Grew 48% during the pandemic (2020 vs 2019)
  • All cash exit to a strategic acquirer
  • Increased number of state government customers from two to twelve
  • Increased subscription revenue 73% YoY

Leading

Situation

A startup needs “A” players. Gave opportunities and mentoring to long-time employees, who achieved great things for the company and who went on to high positions in other companies.

Task/Activity

  • Hired great people
  • Coached and mentored
  • Recruited, promoted, assessed, believed
  • I recruited an acquaintance from graduate school to be our first Director of Software Development
  • I promoted one of our first software developers to Director of Software Development and ultimately to CTO
  • I recognized the potential of one of our Duke Master of Engineering Management sales interns and promoted him to Sales Manager, Director of Sales and ultimately VP of Sales
  • I oversaw our intern program, which drew talent from the Duke Master of Engineering Management program

Results

By hiring great people, the company achieved great things:

  • Traction with Microsoft and OEMs like Dell
  • 33% average CAGR for 4 consecutive years
  • 2 Microsoft Partner of the Year awards
  • 3 Inc. 5000 awards
  • 48% revenue growth during pandemic, and an all-cash exit

Employees I mentored have had career success, from running a $100M+ partner business for Qualtrics to serving as VP of M&A Integration for the company that acquired us, Ideagen. The software developer who ultimately became CTO was with us 21 years. Our first technical director led development of product demonstrated by all major Tablet PC OEM's and Microsoft to enterprise customers. Duke University’s Engineering School featured our summer intern program in an article on its website.

See What Duke Said About Our Program »

Product Management

Situation

We had enabled a state (Nebraska) with electronic certificates of veterinary inspection (CVIs). We were hearing about CVI workflows from USDA as well. We wanted to assess the larger market of CVI solutions. CVIs are required when animals are transported in the U.S. CVIs are issued by USDA-accredited veterinarians and are necessary to:
  • Ensure that animals are free of illnesses or parasites that could be harmful to people or other animals
  • Control the spread of disease
  • Maintain disease control across different regions

Task/Activity

Analyzed the veterinary market to assess opportunity. Interviewed 7 veterinarians in 6 states, whose practices had a total of 17 vets.

Results

The interviews uncovered solution elements important to vets that we would have to build, including vet credential verification, CVI storage/retrieval, form printing, and more. Needed solution elements that were gaps for us were cited consistently across interview subjects. Because we needed the additional solution elements to compete, and our major competition had a low price point, we chose not to pursue a product in this market.

Cost Management and Product Investing

Situation

Board of Directors was a financially-focused board, not inclined to invest in business areas outside of sales. It was essential to keep product development investments going to win in the marketplace, while managing operating costs.

Task/Activity

Consistently invested in product throughout the company’s history. Identified key contractors, with whom we could circumstantially adjust our spend but keep resources consistent. Continued investing in product, significantly upgrading the capabilities of our Form Designer and moving it to the Cloud.

Results

Our acquirer said we had the best form designer tool that they found in their worldwide search.

View Costs Analysis »

Operational Streamlining

Situation

Company was growing, but long, tedious meetings and keeping up with everything became a challenge. Introduced EOS, Entrepreneurial Operating System, for its KPIs, meeting methodology, accountability and planning.

Task/Activity

Introduced weekly meeting structure and cadence into company. The system included scorecards of KPIs and quarterly goal setting. Adopted EOS, facilitated by a leading EOS consultant, who facilitated quarterly meetings for 2 years. "Graduated" and ran our own quarterly meetings after that. Leadership team held weekly meetings with the EOS “identify-discuss-solve” issue handling methodology at their core. Facilitated weekly meetings of accounting team, sales and marketing team, and monthly meetings of product management team.

Results

  • Increased new business win rate from 10% to 26%
  • 100% increase in meeting efficiency
  • Increased transparency, resulting in attrition of those who did not want transparency
  • Led to increased accountability, better management and ultimately growth
  • Regular cadence of accountability to metrics improved all business areas

View Sales Metrics »

Greg Clary is one of those rare leaders who passionately cares - both as a person making a positive impact in the world, and as a business leader."

"... He leads from the front by example, cares about his team, rises to any challenge, and drives those around him forward as well. It was an honor to work closely with him and I look forward to seeing his continued impact at Mi-Corporation & beyond!"

Gautham Pandiyan
VP of Partner Ecosystem Growth Acceleration, Qualtrics

"... I was consistently impressed by Dr. Clary’s expertise as a leader, project manager, and software developer. Building on that expertise, he is able to objectively assess a situation, leverage the advice of his collaborators, develop an effective plan forward, and execute on it."

Stephen Aylward
Global Alliance Manager, Developer Relations: MedTech Ecosystem, NVIDIA

"Greg's strategic vision led to a groundbreaking achievement - making the first sale of a joint offering of HP and Anoto in the U.S. market. His ability to articulate complex technical solutions into compelling business value propositions consistently impressed both clients and partners. What truly sets Greg apart is his combination of entrepreneurial vision and execution skills... Greg's leadership style balances ambitious goals with practical implementation, inspiring teams to exceed expectations while maintaining focus on sustainable growth. His work ethic is unmatched, and his ability to build and nurture strategic partnerships has consistently delivered exceptional results - making him someone I would definitely want to work with again."

Pietro Parravicini
Former CEO, Anoto U.S.

"Greg has a rare combination of impressive skills. How many can negotiate patent licenses, raise capital, and steer the technology of a company with expertise and creativity, all while being a devoted father of three? I've watched Mi-Co grow under his guidance from an initial business plan to a leader in hand-filled digital form services. In the huge global market ahead of Mi-Co, Greg leads the charge undaunted."

Reza Jalili
FinTech CEO

Publications & Media

Publications

How to Work with Software Engineers in Health Information Technology

In Essential Paths to Life After Residency, Plural Publishing · Jan 1, 2013
Co-authored by KJ Lee, this was an invited chapter in the book of KJ Lee and Yvonne Chan.

Twelve Issued U.S. Patents, Web and Mobile Software.

Awards

Research Triangle Park’s (RTP’s) Top 50 Catalyst Entrepreneurs

Podcast

Exit Stories: Mi-Corporation’s Greg Clary Reveals Winding Road to Acquisition

Life Unleashed

Certifications

Disruptive Strategy

Harvard Business School

Mergers & Acquisitions

Columbia Business School

Volunteer

Forum Moderator, Forum Member

Entrepreneurs'​ Organization

Sharefish, Honduras Education

Contact

(919) 349-8629

gjclary@gmail.com

Let's grab a coffee and chat.