You built the business.
Now build what’s next.
I help established B2B companies find and build their next growth engine — by figuring out what is holding back growth, where the next opportunity is and how to prove the motion before adding more overhead.
Prove the motion. Scale what works.
before the motion
you already have
Look for the leverage already inside the business.
The next growth engine does not always start with a new team, a new tool or a big transformation.
The next opportunity may already be sitting inside the company.
Existing customers. A capability competitors do not have. A partner network. A product that could serve another buyer. A sales motion that works in one part of the business but not another.
I help figure out where the leverage is, whether the opportunity is real and what it takes to prove it before you build permanent cost around it.
Usually, it starts with one of these.
You don’t need to name the service. Tell me what’s happening.
Growth isn’t where it should be.
I look at the market, the customers you are chasing, how the team is selling and how the work is being managed.
We think there’s another growth opportunity.
Test the buyer, market, right to win, sales motion and economics before you build a team around it.
We added sellers. Revenue didn’t follow.
Look at coverage, management, pipeline quality and seller focus before you add another person.
We have pipeline. We don’t trust it.
Tighten what counts as qualified, who owns the deal, how it gets forecast and what managers inspect.
We win business. The motion isn’t repeatable.
Turn what your best people do into a sales approach the rest of the team can actually use.
We think we need a senior GTM hire.
First get clear on what needs to be owned. Then decide whether that requires a full-time hire.
A new growth engine should leverage the old one.
A big market is not enough. The best opportunities use an advantage the business already owns.
Before you invest, I look for four kinds of leverage. If the opportunity has none of them, you may just be funding another business from scratch.
Figure it out.
Prove the change.
Make sure your team can run it.
Build the growth motion before you build the organization around it.
FIGURE IT OUT
I look at the market, customers, team, pipeline, partners, capabilities and economics and figure out where the real opportunity or problem is.
PROVE IT
Test the motion in the real business. That may mean a new buyer, new offer, coverage change, sales process, partner strategy or operating change.
MAKE IT STICK
Once it works, put the owners, rules and operating rhythm in place so your team can keep running it without me.
Five places I get pulled in most.
This is usually where the conversation starts.
Before you change the team, figure out what’s actually wrong.
Growth is off. Don’t guess at the fix.
I look at the market, pipeline, coverage, partners and management to see where things are breaking before you reorganize, hire or buy another tool.
Established B2B companies with a real growth decision in front of them.
Usually $10M to $50M in revenue.
The product works. Customers exist. Sales has gotten more complex. Something now needs to change — or there is another growth opportunity worth testing.
I know what good looks like at scale.
I also know you can’t copy and paste it.
A $20 million company should not operate like Amazon.
Apple and AWS taught me what disciplined sales organizations do well: choose their customers, make ownership clear, use partners intentionally, inspect the right things and know where performance is slipping.
Smaller companies taught me the other half: every hire matters, cash matters and a bad decision is harder to absorb.
I bring the discipline that helps you scale. I leave the enterprise overhead behind.
More than 20 years building and leading sales and growth teams inside large companies and smaller businesses.
Red Cross
What growth decision is in front of you?
Maybe growth has slowed. Maybe the sales motion is not working the way it should. Maybe you see another market, customer or offering worth pursuing.
Tell me what you are seeing. I’ll tell you how I’d think about it and whether I’m the right person to help.
Start a conversation →What comes next is built in Plain Sight.
Tell us what you’re building, where you’re stuck, or what needs experienced ownership to move forward.
We’ll start with a conversation about the opportunity, what’s standing in the way, and whether Plain Sight is the right fit to help build it.