I have spent my career building and improving systems inside real organizations. Six domains, one pattern: find the real problem, build the system, coach the people, measure the result.

A few numbers behind the work

23

Sales Engineers in the national organization I lead

198

Account Executives supported across four U.S. regions

34

Acquired organizations involved in the broader integration journey

$50M+

Managed IT revenue accountability across a national services organization

15 Years

Varsity coaching experience

2

Graduate degrees in Education and Information Systems

Challenge, system built, scale, lesson

Sales Engineering

Challenge
Technical expertise that lived in individuals rather than in a repeatable organization.
System built
A national Sales Engineering operating model.
  • Staffing models
  • Coverage design
  • Technical qualification
  • Discovery methodology
  • Solution architecture standards
  • Proposal systems
  • Statement of work design
  • Enablement
  • Certification
  • Coaching
  • Performance measurement
Scale
Nearly 200 sellers across four U.S. regions.
The lesson
Expertise becomes significantly more valuable when you build a repeatable operating system around it.

Recurring Revenue

Challenge
Growth that depended on transactions rather than on a durable revenue model.
System built
The operating systems behind consecutive years of double-digit managed-services growth.
  • Sales behavior
  • Qualification
  • Service packaging
  • Pricing
  • Margin governance
  • Delivery
  • Customer success
  • Technology roadmapping
  • Retention
Scale
A $50M+ recurring-revenue environment.
The lesson
Recurring revenue is not just a product. It is an operating model.

Organizational Integration

Challenge
Dozens of acquired organizations operating under one logo but not as one company.
System built
Movement toward common standards, systems, processes, and expectations, which meant confronting:
  • Different cultures
  • Different sales motions
  • Different service models
  • Different systems
  • Different definitions of success
Scale
34 acquired organizations in the broader integration journey.
The lesson
Companies can share a logo long before they operate as one company.

Cybersecurity + Risk

Challenge
Technical security and compliance issues that executives could not act on.
System built
Frameworks designed to translate risk into executive decisions.
  • Security assessment methodology
  • Executive risk reporting
  • Human risk models
  • Compliance frameworks
  • Governance
  • Executive communication
Scale
Applied across a national managed technology platform.
The lesson
Risk nobody understands is risk nobody funds.

AI + Workflow Design

Challenge
AI built for demonstration rather than for work that already matters.
System built
Practical AI systems deployed around real business workflows.
  • Workflow redesign
  • Organizational knowledge
  • Agent quality
  • Human review
  • Decision rights
  • Governance
  • Adoption
  • Measurement
  • Business outcomes
Scale
Inside live business workflows, not pilots.
The lesson
Adding AI to a broken workflow usually creates a faster broken workflow.

Leadership + Coaching

Challenge
Teams that could follow instructions but could not adapt when reality did not match the plan.
System built
Preparation, standards, repetition, and a real scoreboard. Fifteen years coaching varsity athletics and several years teaching at the college level still shape how I lead.
Scale
15 years of varsity coaching, plus college-level teaching.
The lesson
A playbook nobody can execute is just a document.

Selected writing and media

How to keep tech workers engaged in the age of AI
Computerworld
Security, Strategy and Speed: Rethinking the False Tradeoff in the C-Suite
CXO Outlook
A Conversation Around Security
The Imaging Channel
Driving Business Outcomes Versus Chasing Technology
The Imaging Channel
The Journey to the Digital Workplace
The Imaging Channel
Internal Promotions in Sales: The Leadership Formula That Actually Works
Sell Me This Pen
Meet Flipdeck Innovator: Eric Stavola
Flipdeck
Webinar: Must Have Skills in B2B Sales Today
Video