Portfolio & Case Studies
Real-world results from Presales transformation, fractional leadership, and change management engagements.
Each case study follows the same structure: Challenge → Solution → Result, with quantified business impact.
Presales Organization Turnaround at SAP Concur
fractional-leadershipProblem
85-person global Presales organization experienced 40%+ turnover in six months, eroding trust, productivity, and Sales confidence.
Approach
Rebuilt leadership structure and stabilized the 85-person global Presales organization through clear accountability and C-suite KPIs tied to win rates, ARR influence, and productivity. Realigned Presales with Sales and embedded digital scale and capacity planning to restore revenue predictability.
Result
Attrition stabilized at 14 percent and leadership trust rose to 93 percent during peak tech churn. Presales attachment drove a 35 percent win rate lift, 40 percent ARR uplift, and $206M in influenced revenue.
Key Metrics
improved Leadersip Trust
100%
team Size
85 technical consultants
impact Duration
Multi-Year Sustained Performance
Buyer Enablement Framework Implementation (Demo Automation)
buyer-enablementProblem
Manual demo preparation and delivery creating significant time waste and inefficiency across Presales teams. Need for scalable, repeatable demo frameworks.
Approach
Built the Progressive Selling Motion from the ground up, integrating digital demos, curated buyer assets, and automation workflows into seller execution. Standardized reusable demo components and embedded digital engagement across SDR, AE, SC, and CSM roles to drive scalable buyer enablement.
Result
Scaled 150,000 digital demo engagements and curated 350 digital assets across 10 languages supporting global revenue teams. Delivered a 60% digital incremental lift on 17K units, and produced 23,000 hours of buyer self-service scale.
Key Metrics
digital Engagement
150,000 Digital Demos
efficiency
Higher win rates on digitally engaged deals
productivity Scale
23,000 Hours
Use Case Engineered Prompts for Productivity
ai-strategiesProblem
AI pilots stalled due to low adoption, unclear workflows, and lack of measurable impact. Sellers lacked practical guidance to integrate AI into daily revenue-generating activities.
Approach
Deployed a Use Case Engineered Prompts model embedding 350 production-grade prompts into SDR, AE, SC, and CSM workflows. Combined role-based training for 800 global sellers with structured success metrics tied directly to productivity and pipeline outcomes.
Result
Increased seller productivity by 65 percent and transitioned AI from pilot experimentation to enterprise production deployment. Established repeatable AI workflows driving measurable behavior change across global revenue teams.
Key Metrics
productivity Increase
65%
enterprise Deployment
Pilot to Global Production
adoption Scale
800 Sellers Trained
Digital Lift Through Presales Modernization
presales-maturationProblem
SaaS organizations struggling to achieve digital transformation goals. Legacy Presales approaches not delivering on modern buyer expectations and digital engagement requirements.
Approach
Implemented Presales modernization strategies focusing on digital-first engagement, buyer enablement, and systematic process improvements aligned with modern B2B buying behavior.
Result
Enabled SaaS organizations to achieve 30–60% digital lift through Presales modernization. Transformed GTM motions to align with digital buyer journey.
Key Metrics
digital Lift
30-60%
buyer Alignment
Digital-first engagement
process Improvement
Modernized Presales operations
Global Presales and Digital Strategy at SAP Concur
fractional-leadershipProblem
Global presales and digital selling motions required modernization to support an $800M revenue engine across multi-region enterprise teams.
Approach
Led as Global Head of Solution Consulting Strategy driving transformation of Presales operations, digital engagement programs, and AI/automation strategies with customer-first mindset.
Result
Scaled presales impact across an $800M business, delivering 60% digital incremental lift, $207M CW ARR influence, and 65% productivity gains through enterprise AI adoption.
Key Metrics
business Scale
$800M
scope
Global multi-region
influence
$207M CW ARR