I make products
win their markets.

Luminary Data · 2024

Going upmarket: a $4.2M enterprise launch

Luminary had grown through mid-market but the enterprise messaging didn't land. Security certifications were buried, integration depth was under-documented, and pricing didn't signal enterprise readiness. I ran 15 prospect interviews, rebuilt the entire positioning narrative, created new sales decks and battlecards, and retrained the team.

Luminary Data · 2023

We were losing 66% of competitive deals. I fixed it.

Sales reps were walking into deals blind. No battlecards, no competitive intel, no system. I interviewed 8 reps, reviewed 15 lost deal recordings, subscribed to both competitor products under alias accounts, and built the competitive program from scratch: quarterly battlecards, a real-time Slack channel, and a 6-per-month win/loss interview cadence.

Stacksmith · 2021

Killing per-seat pricing (and making more money doing it)

Stacksmith's per-seat model was bleeding deals. Large teams balked at total cost; small teams felt overcharged. I analyzed 18 months of usage data, benchmarked 6 competitors, modeled three pricing options, and led the transition to usage-based billing. Managed the 60-day migration where both models coexisted without losing customers.

Relay · 2018

Employee #1: building product marketing from nothing

Thirty-person company, zero marketing hires. The founders were doing their own positioning and it showed. I spent three weeks in customer discovery mode -- sat in on 15 sales calls, ran 30+ interviews, and audited every piece of existing collateral. Then built the entire marketing function: personas, website copy, messaging framework, pitch deck, and a content engine that grew traffic 140% in a year.