Portfolio
Project 05 · New Motion
A New Managed Services Motion
Designed a managed network services sales motion end to end, from offer positioning through partner alignment and seller enablement.
Organization
Connectivity and infrastructure business
Role
GTM Architect
Timeframe
Multi-year
$0 → $350M
ARR Funnel
$49M
New ARR Closed
The Challenge
No motion existed: no pricing narrative, no specialist coverage, no funnel and no proof points.
What I Learned
Services motions are won on operating credibility. Prove you can run it, and the commercial conversation gets easy.
The Approach
- 01Built offer positioning around lifecycle value rather than devices.
- 02Aligned partners to the delivery and expansion model.
- 03Created the opportunity model and enablement for the field.
- 04Instrumented the funnel so the motion could be governed.
Domains
Managed ServicesSD-WANLAN / WLANManaged Security