The growth engine in action

I replace unpredictability with a 6-Step Predictive Framework, turning revenue growth into a measurable science. I architect the systems that ensure success is a strategic outcome, not a coincidence. 

From scaling Google EMEA revenue by 10x to architecting a €71M pipeline at BMC, my framework delivers consistent, high-impact results.

Architecting GTM transformation

I specialise in the end-to-end transformation of Business Development & RevOps functions.

By optimising every component of the GTM engine—from data governance and tech-stack integration to lead-qualification rigor—I turn underperforming territories into high-velocity revenue assets.

Google: 10X Revenue Scaling

 

  • The Intervention: I inherited a $608K territory where the GTM was restricted to hardware-led device sales. I transformed the program into a Cloud Security & Virtualization engine, launching Cameyo and Chrome Enterprise Premium (CEP) as an integrated "Security Stack."

  • The Granular Shift: I stopped the "laptop" conversation and started the "Zero-Trust Perimeter" conversation. I targeted Microsoft Legacy Debt, showing how an agentless browser-level security model solves the "Patch Tuesday" and VPN vulnerabilities that traditional hardware-centric models can't touch.

  • The Result: Scaled quarterly revenue to €6.8M, increased average deal size from €16K to é432K, and achieved a 537% increase in revenue-per-head.

Sidetrade: Predictive Intent & CFO Alignment

 

  • The Intervention: To solve "leaky" funnels and 12-month deal cycles, I optimized the outbound architecture by integrating 6sense to capture "Dark Funnel" signals.

 

  • The Granular Shift: I re-engineered the discovery process to align with CFO KPIs (DSO, Cash Flow, Working Capital). By utilizing intent data to prioritize accounts, we engaged buyers already in-market.

 

  • The Result: Achieved an 85% YoY jump in inbound conversion and a 30% reduction in deal cycles, influencing €1M+ in ARR.

BMC Software: Engineering the €71M Pipeline

 

  • The Intervention: As Business Development Manager, I was tasked with rebuilding the South Europe BDR function. I scaled the team from 3 to 8 reps in under 6 months.

 

  • The Granular Shift: I institutionalised MEDDIC discipline and automated reporting via Power Pivot and PowerBI to provide real-time pipeline insights.

 

  • The Result: Generated €71M in pipeline for FY22, capped by a record-setting €31.7M Q4 (91% over target).