Portfolio
Project 01 · Revenue Architecture
A $420M Revenue Business, Rebuilt
Rebuilt a specialized technology sales organization around a repeatable motion — segmentation, coverage, qualification and outcome-based positioning.
Organization
Global enterprise technology organization
Role
Revenue & GTM Leader
Timeframe
Multi-year
$420M
ARR
28%
YoY Growth
80%
Margins
128%
Quota Attainment
The Challenge
Growth depended on individual heroics. Coverage was uneven, margins were under pressure, and the portfolio was sold in technology language rather than business outcomes.
What I Learned
Scale is a byproduct of clarity. When everyone can articulate who we win with and why, capacity converts into revenue.
The Approach
- 01Re-cut segmentation and coverage against real account potential.
- 02Installed qualification standards and weekly pipeline governance.
- 03Aligned solution consulting capacity to the highest-value plays.
- 04Repositioned the portfolio around measurable customer outcomes.
Domains
Cloud ConnectivityManaged ServicesCDNStreaming Infrastructure