Impact
The numbers
tell the story.
A library of business transformations — what the situation was, what was actually broken, the move that changed it, and what it produced.
Case Study 01
Building a $420M Revenue Business
$420M
ARR
28%
YoY Growth
80%
Margins
128%
Quota Attainment
The Situation
A specialized technology sales organization inside a global enterprise, carrying a portfolio that spanned connectivity, managed services and media infrastructure.
The Problem
Growth was tied to individual heroics rather than a repeatable motion. Coverage was uneven, margins were pressured, and the portfolio story was told in technology terms rather than business outcomes.
The Move
Rebuilt segmentation and coverage, installed qualification and pipeline governance, aligned solution consulting to the highest-value plays, and repositioned the portfolio around measurable customer outcomes.
The Result
A $420M ARR business growing 28% year over year at 80% margins, with the team finishing at 128% of quota.
What I Learned
Scale is a byproduct of clarity. When everyone can articulate who we win with and why, capacity converts into revenue.
Case Study 02
From 61% to 128%
61% → 128%
Team Quota Attainment
The Situation
A fragmented overlay organization spread across regions, with inconsistent expectations and inconsistent results.
The Problem
Forecasts were unreliable, opportunities advanced without economic buyers, and coaching had been replaced by inspection.
The Move
Restructured the team around clear ownership, introduced MEDDIC-based qualification, built a weekly coaching cadence, developed talent instead of replacing it, and tied deal reviews to buying process rather than stage names.
The Result
Team quota attainment moved from 61% to 128% with a materially cleaner forecast.
What I Learned
Underperforming teams are usually under-structured, not under-talented.
Case Study 03
Building Edge From Zero
13
Consultants Built
100+
Sellers Enabled
$580M
Funnel Created
$180M
ARR Closed Year One
The Situation
An emerging edge computing portfolio with no dedicated go-to-market motion and effectively no funnel.
The Problem
The technology was ready before the market motion was. Sellers had no language, no plays, and no specialist support.
The Move
Built an Edge Consulting organization from scratch: recruited and developed 13 consultants, enabled 100+ sellers, created the plays, the value narrative and the qualification criteria, and embedded specialists into the highest-potential accounts.
The Result
Top-of-funnel expanded from roughly $120K to $580M ARR, with $180M ARR closed in year one.
What I Learned
New categories are sold by teaching, not pitching. Enablement is the growth lever.
Case Study 04
The 90-Day Turnaround
47%
Pipeline Conversion Lift
12% → 22%
Close Rate
90
Days
The Situation
A sales organization missing plan with a full pipeline that would not convert.
The Problem
Volume masked quality. Deals sat in late stages without validated business cases, and structure diffused accountability.
The Move
Re-cut the organization for clear account ownership, enforced qualification and mutual action plans, ran deal discipline reviews weekly, and coached sellers on executive-level value conversations.
The Result
47% improvement in pipeline conversion and close rate from 12% to 22% within a quarter.
What I Learned
You can change conversion faster than you can change pipeline. Discipline compounds immediately.
Case Study 05
Building a New Managed Services Motion
$0 → $350M
ARR Funnel
$49M
New ARR Closed
The Situation
A hardware- and connectivity-anchored business that needed to sell outcomes as a managed service.
The Problem
No motion existed: no pricing narrative, no specialist coverage, no funnel and no proof points.
The Move
Designed the managed network services sales motion end to end — offer positioning, partner alignment, seller enablement, and an opportunity model built around lifecycle value.
The Result
A funnel built from $0 to $350M ARR with $49M new ARR closed during tenure.
What I Learned
Services motions are won on operating credibility. Prove you can run it, and the commercial conversation gets easy.