Portfolio
Project 03 · New Motion
Building Edge Computing From Zero
Stood up an entire edge computing go-to-market motion — team, plays, narrative and enablement — for a portfolio with effectively no funnel.
Organization
Emerging technology portfolio
Role
Founder of the Edge Consulting practice
Timeframe
18 months
$580M
Funnel Created
$180M
ARR Closed Year One
13
Consultants Built
100+
Sellers Enabled
The Challenge
The technology was ready before the market motion was. Sellers had no language, no plays and no specialist support.
What I Learned
New categories are sold by teaching, not pitching. Enablement is the growth lever.
The Approach
- 01Recruited and developed 13 edge consultants.
- 02Enabled 100+ sellers with plays, value narrative and qualification criteria.
- 03Embedded specialists into the highest-potential accounts.
- 04Built the reference architectures that made the category buyable.
Domains
Edge ComputingAIOpsZero TrustSASE