Advisory
Operator-level perspective for PE firms, boards, and CEOs evaluating or managing revenue organizations in cybersecurity and enterprise software.
Services
Commercial Due Diligence
Assessment of revenue quality, GTM scalability, and execution risk before investment. I evaluate what the numbers reflect versus what actually drives them — and where the model is likely to break under growth pressure.
- Pipeline credibility: how CRM data compares to qualifying evidence on the ground
- Sales productivity and repeatability — is performance individual or systemic
- Customer concentration, expansion patterns, and churn exposure
- Channel and partner effectiveness: real revenue contribution vs. nominal relationships
- Pricing discipline: structured methodology or deal-by-deal improvisation
- Forecasting accuracy and the degree to which it reflects reality vs. board management
- International scalability: whether the GTM model travels or depends on founder presence
Board & Growth Advisory
Post-investment support for boards and CEOs navigating commercial execution challenges. I work as an operator-in-the-room, not an external commentator — reviewing actual pipeline, assessing leadership capability, and identifying where the GTM machine needs structural change.
- GTM model assessment: direct, channel, OEM — what is working and why
- Forecasting discipline and operating cadence design
- International expansion readiness and sequencing
- Leadership evaluation: identifying execution gaps at the VP and CRO level
- Transition from founder-led sales to scalable, professional revenue organization
- RevOps infrastructure: data visibility, CRM hygiene, dashboards, and KPIs
Industry Expert Advisory
Operator-level perspective during investment evaluation — for firms that need someone who has run these businesses, not only analysed them. My experience spans cybersecurity (email security, SOC, MSP/MSSP), enterprise SaaS, telco software, and digital media at scale.
- Cybersecurity and SaaS market dynamics: buyer behaviour, sales cycles, and budget pressures
- MSP and MSSP channel economics — what healthy partner programs look like in practice
- Realistic growth expectations given GTM model, team size, and market maturity
- Competitive positioning and displacement risk
- GenAI impact on GTM efficiency and what it changes for diligence
The 8-Pillar GTM Methodology
A framework for evaluating commercial health
When I join or assess a company, I evaluate its commercial health across eight dimensions. This framework — developed across multiple operator roles — distinguishes between companies that have built a scalable GTM machine and those that have grown through individual effort alone. Each pillar has its own indicators, failure modes, and remediation path.
Engagements
What Engagements Look Like
I work on a project basis, adapted to the specific need. Diligence engagements typically involve management interviews, CRM and pipeline data review, customer reference calls where appropriate, and a structured written assessment with clear findings and risk ratings.
Board and ongoing advisory engagements are structured around a regular cadence — typically monthly — with access between sessions for time-sensitive decisions. All engagements are handled with full confidentiality.
