What I offer
Fractional CRO; Rev Business Planning; Infrastruture Diagnosis/Design
I collaborate w/CEOs, Investors & Execs to help improve revenue outcomes and P&L. Together we diagnose the rev org, institutionalize what's working well, identify gaps & provide unique solutions to solve for those gaps. We identify what success looks to them, and create that playbook.
Learn more
Diagnose/Create Process , Structure, & People to drive rev outcome
I diagnose entire revenue orgs & strategic sales processes to co-create what "ideal" looks like. Sales is not one thing, There are 6 machines that make up the Revenue Assembly Line. These machines are interdependent and any one that is not efficient will dramatically affect revenue outcomes.
Revenue Team Diagnosis & Training
Even top sellers won't perform well without ideal process & structure. Once those are in place, a deep dive on team competency is a fascinating next step. 96% of revenue orgs are not efficient, and not effectively value selling. It's not always about hiring more people in order to scale.
Experiences
Chief Revenue Officer: GumGum
Led Sales, Pre-Sales, & Post-Sale AM teams Analyzed structure, process & people to improve rev trajectory & scale. During '22 economy >rev 27% vs peer group > 0-4%, while reducing OpEx 25%. '23 currently >25% yr-yr; Win rates >10% vs comp set -13%; Renewals up from 51% to 69%.
Global Head of Revenue: Grapeshot
Recruited to help get Grapeshot ready for a potential acquisition. Ran Sales, Pre & Post AM/AdOps teams. Improved global process & structure to unify & standardize entire rev org. >rev 127% in <1 year. Helped lead the transition team during M&A process leading to Oracle acquisition.
Chief Revenue Officer: 4INFO
Recruited by CEO and Board to diagnose and improve the entire rev org. Redesigned a new org structure to improve efficiencies, scale rev, & prep for M&A. Created new comp plans. Designed new strategic partership deals to dramatically scale rev. Acquired by Cadent w/in 4 years.
SVP Partnerships: NBCUniversal
Created 6 new divisons at NBCU to drive net new revenue as well as improve existing revenue relationships and HoldCos. Those 6 divisions created annual new business of $220M within 7 years. Participated in the Acquistion & Transition team during the Comcast acquisition from GE.
