Salt Lake City · Enterprise software & consulting

Simple frameworks lead to real revenue.

I map what a product is actually worth to the buyer, turn that into a framework a whole team can use, and build it into the revenue model.

01

Map the value

What the buyer gains, in their terms. I know how to ask the right questions, with the proper tone, and open up a room of SMEs.
02

Make it simple

Elegant frameworks that revenue teams can use in global rollouts.
03

Build it into revenue

Discovery, pricing, partners, enablement.

Highlights

$100M

Adobe · ARR over three years

Rebuilt the early sales cycle in Digital Experience around a value-led discovery framework. Adobe Innovation Award, 2019.

20%

PE-backed enterprise software vendor · $50M ARR

Year-over-year ARR growth after flat years. Value maps, playbooks and enablement rolled out across sales and Services, with win-loss reviews that keep them honest.

15%+

Microsoft · co-sell deals YoY

One shared playbook for the global Adobe partnership: who leads, when, and why it's worth both sides' time. Two field teams, authority over neither.

0 → 1

Claravine · pre-sales function

Built the team, standards and value story from scratch in a data-governance category that was still being defined.

The toolkit

Lean Six Sigma Black Belt. Value Selling Framework. Seven domains, from supply chain to generative AI.

Also a Certified Sommelier, which is its own kind of value map.