Case Studies: Proven GTM Results Across Industries
I don’t just strategize — I execute. Here are real-world examples of GTM leadership delivering measurable outcomes.
TravelClick — Worst Division to #1 in One Year
Challenge: I was brought in to lead TravelClick’s poorest-performing division. The team was demoralized, pipeline was weak, and the division trailed the company’s other three business units.Result: Within one year, the division went from last place to the number one division of four at TravelClick — increasing revenues by 320%, growing revenue by $18M, and leading two company acquisitions. That turnaround directly contributed to the company’s successful exit.Read the full TravelClick case study →
Hotelscan — Founding Member to Successful Exit
Challenge: Hotelscan was a startup with a compelling product but no established partner network and no structured approach to business development.Result: Built 140+ strategic partnerships from zero that became the backbone of the company’s growth, generating over $10M in revenue. That groundwork drove Hotelscan to a successful four-year exit in 2019.Read the full Hotelscan case study →
NZTE Beachhead Program — 3.5 Years Mentoring Market Entry
Challenge: International companies entering new markets needed experienced in-market guidance on GTM strategy, channel partnerships, and execution.Result: As a Beachhead Advisor for New Zealand Trade & Enterprise, I mentored NZ exporters on market entry strategy for 3.5 years — one of the longest-tenured advisors in the program — guiding emerging companies to build sustainable revenue streams.Read the full NZTE case study →
Case Histories: Additional GTM Leadership Results
Zamba — $5M Enterprise Sale, Web Practice Leadership
Challenge: Zamba needed to break into large enterprise accounts and establish credibility in the fast-emerging web services space — a market where few clients had a clear buying process and most deals required heavy evangelism.Result: Led the sales and web practice teams to close a $5M engagement with HP — one of the largest deals in the company’s history. Also landed Toyota and APL, building a recognizable enterprise client base that validated Zamba’s market position and web practice capabilities.
Cambridge Technology Partners — West Coast Launch, Enterprise Market Validation
Challenge: CTP needed to establish a West Coast footprint in a competitive and fast-moving IT consulting market, with no existing regional presence or client relationships.Result: Opened and led the Seattle office, built the sales engine from zero, and validated enterprise demand across multiple verticals. Landed a marquee client roster including Microsoft, Micron Technology, Cardinal Health, City of Seattle, Sega, T-Mobile, and Western Wireless — establishing CTP as a credible and competitive force on the West Coast.
Carlson Marketing Group — Built PNW Market from Zero, Enterprise Client Base
Challenge: No presence, no pipeline, and no revenue in the Pacific Northwest. The region was untapped and needed a leader who could build from scratch.Result: Opened the Seattle office and built the West Coast sales motion from the ground up. Landed and grew a regional client base that included Freightliner, US West, US Bank, Alaska Mutual, Chevrolet, Toyota, and Weyerhaeuser — delivering sustained market share and making the PNW a productive revenue region for the company.
Synerg — First CRO, First Revenue, Enterprise Market Validation
Challenge: Pre-revenue startup with an unproven product and no commercial foundation. Needed someone to validate the market, build the sales motion, and bring in paying clients.Result: Joined as the company’s first Chief Revenue Officer. Built the initial sales infrastructure, drove the first revenue, and signed marquee enterprise clients including Cardinal Health and Trump Entertainment — proving the market and establishing a commercial foundation the company could build on.
TravelClick — Worst Division to #1, Enterprise Account Leadership
Challenge: Brought in to lead TravelClick’s poorest-performing division. The team was demoralized, pipeline was weak, and the division trailed the company’s other three business units.Result: Within one year, turned the division from last place to #1 of four divisions — increasing revenue by 320% and growing by $18M. Managed and grew relationships with major hospitality enterprises including Hyatt, Starwood, Marriott, and Blackstone across both major asset ownership and asset management groups. Final assignment: built and operated TravelClick’s first major account team — a structural change that directly contributed to the company’s successful exit.
LodgIQ — Advisor, Sales Team Build & GTM Strategy
Challenge: Early-stage hospitality tech company needed experienced GTM leadership to shape its sales approach, sharpen product-to-market fit, and build out a credible sales team.Result: Worked directly with the CEO on recruiting and building the sales team, refining the sales approach, and establishing product-to-market fit. Helped land and develop key relationships with Highgate Hotels and other major hospitality groups — giving LodgIQ a commercial foundation to scale from.
Aris Consulting — Rebuilt Sales Team, Sold to Ciber in One Year
Brought in by CEO Kendall Kunz to rebuild the sales team. Restructured the go-to-market engine and delivered a fully functioning sales organization — enabling the sale of the company to Ciber within one year.
Cendant — Outperformed Dominant Competitor, $100M+ Transaction
Built and led a sales team that outperformed a dominant market incumbent, enabling Cendant to acquire the competitor and spin off key assets to Microsoft in a transaction valued at over $100 million.
Oracle — Turned Around Starbucks Account, $50M+ Japan Deal
Brought in to turn around the Starbucks account. Tripled client satisfaction scores and assembled a team to close a long-shot opportunity at Starbucks Japan for $50 million+.
Second Space / Data Sphere — First CRO, Sale to CoStar & Sinclair Broadcasting
First Chief Revenue Officer: validated the market, brought in the first clients, and built the sales team. Positioned the company for eventual acquisition by CoStar and Sinclair Broadcasting.
RESaaS — CRO, Market Validation & Sales Culture
Served as Chief Revenue Officer. Validated the market, signed the first clients and partners, and infused a scalable sales culture across the organization.
Microsoft — Wireless Communications, $80M+ Revenue
Recruited to build and lead a team in the wireless communications industry, with direct responsibility for $80 million+ in revenue.
Fingermark — Market Entry & AI Sales Pioneer
Guided Fingermark’s entrance and market validation. Secured initial business at Starbucks, Scooters, and Chick-fil-A. First time selling AI as a core offering.
Zumobi — Built Automotive Vertical, Enterprise Partnerships
Challenge: Zumobi needed to break into large enterprise markets and establish credibility with major brand advertisers and strategic platform partners.Result: Built the largest revenue markets within the company, landing and growing the full roster of major automotive brands — Ford, GM, Stellantis, BMW, Mercedes, Toyota, Lexus, and Kia — while simultaneously building key strategic partnerships with Microsoft and MSNBC that extended Zumobi’s reach and platform credibility.