Intensity is not my middle name however it is what most colleagues would say is my style.
My global view of our 21st Century reality focuses my intensity on startup success.
All of my career has been in revenue generating work, I started a company at 15, been in startups ever since. I did a stint with Amex as a contractor.
Shortly after college I decided to earn my sales strips with B2B door to door sales. 2 years and 50K cold calls later I left with a resilience, optimism, perseverance that has been my professional foundation. Every job has been easy compared to door to door. For the next 2 years I ran a lead gen. call center. This gave me the skill and attitude to cold call anyone, anytime, for any reason. My best cold call success was with NASA. I secured a work space agreement from 5 phone calls. I stood next to STS 133 the day before it launched, saw it launch and watched the roll out of STS 134. The project was to test the ability to record super high speed 3-D footage of the launch [5k frames per second]. At the same time Direct TV was launching its 3-D TV channel. We ended up about 6 months late, had we had the time we could have live broadcast the first every 3-D shuttle launch.
I spent 7 great years with Amex, 5 years teaching the financial advisors how to make it easier to buy from them, 2 years consulting for the home office in Minneapolis. Just a fantastic career growth experience. This also caused me to refocus on working with startups.
Post Amex I was BostonLogic’s contract VP of sales for 6 years.
PowerDMS was another career defining experience. I worked under Craig Petersen who taught me the framework Model, Team, Plan. MTP is the framework virtually all startups use to scale results, although most don’t realize it.
While I have many skills, I claim 2 expertise’s
Rapid PMF
Rapid PMF is a framework I have built over the last 8 years. Product Market Fit is the first accepted measure of revenue success. Finding no published framework to find PMF, I built one. 10+ companies have used it successfully. Typical result is PMF in ½ the time at 2x the success rate.
Revenue Management System
Fully developed using Craig’s MTP, a Revenue Management System enables a company to scale from startup revenue to a CEO led company. To start a company most founders use the same process: have a big idea, hire the best people and work like heck. This will work for several years, for SaaS this style will get the revenue to $2-5M ARR. To get to $20M, takes Model, Team, Plan. First you build the business Model that will enable the people to work at their best most often. Then you define the Team it takes to work within that Model. [This is different than building new roles to fit well loved yet unsuccessful employees.] The last step is Plan, build a plan to use this Team, within this business Model.
MTP is the foundation of the revenue management system. When built, a company can 10x their revenue without needing to rebuild how they manage the revenue growth. PowerDMS went from 3.4M ARR to PE acquired without rebuilding the revenue structure.
