Advising
Thought partnership through strategic planning, opportunities, and challenges. I work with CEO, CRO, Head of Sales, Account Management and Customer Success leaders.
Client Examples:
A CEO of a Private Equity funded B2B company, looking at the next chapter of growth, looking for a thought partner on Sales, Account Management, and Customer Success team designs, processes, and compensations models needed to meet the aggressive revenue forecasts.
A VP of Customer Expansion and Success for a Healthcare SaaS company, looking for best practices in team building and leading, customer pricing change strategy, and career growth thought partnership. All while building her family.
Fractional Leadership
I provide interim and overlay leadership, across GTM, for CEO’s and Executive Directors driving change and growth into their organization. This could fill a current leadership gap, provide extra leadership bandwidth through strategic change, or in support of newer leaders.
Client Examples:
After a successful Strategic Consulting engagement with A CEO facing significant growth expectations from investors on a future state Customer Expansion, Delivery and Success organization. I stepped in as a Fractional Executive over Sales and Customer Success to operationalize the consulting model. I helped lead a small team of ~10 through the change from concept to execution. The company saw an immediate uptick in strategic engagement with previous tactical customers, and increased pipeline of multi-year deals.
Strategic Consulting & Planning
I help Senior Leaders think through the hard problems they face growing customer bases and building the team that supports them. I assess the current state, design a tailored future state that incorporates the nuances of their company, and provide thought partnership and planning to operationalize the strategy.
Client Examples:
A CEO of a B2B Services company, facing significant growth expectations from investors in an uncertain environment, looking for expertise in designing a future state Customer Expansion, Delivery and Success organization. This was a bespoke 7 week engagement with tailored recommendations on Segmentation, Organizational Design, Value Proposition, and Stakeholder Engagement.
An established Entrepreneurship and Innovation Center at a large public University, looking for strategic partnership in leveling up programming for all students (undergrad, grad, Phd) and the community. This was a 6 week engagement deeply focused on Accelerator programming and Incubating across campus.
Areas of Expertise
• All customer facing strategy and operations across GTM
• Build & evolve Customer / Client Operations across GTM: Sales, Customer Success, Account Management, Implementations & Onboarding
• Enablement of best-in-class Customer-facing organizations, includes assessment of existing teams and processes, segmentation, team design, and hiring
• ICP (Ideal Customer Profile), ICO (Ideal Customer Organization) and Customer Journey mapping and optimization
• Private Equity and Venture Capital Due Diligence and portfolio support
• Entrepreneurship & Innovation programming and thought leadership at top colleges and universities
