Work

Three case studies in how I approach revenue systems: the situation, the constraint, the decision, and what changed. Employer-specific details are sanitized; every metric is published only after confirmation.

draft These are working skeletons — final numbers, artifacts, and diagrams land after review.

From multi-hour quoting to an approval-ready quote in minutes

Quote-to-cash · CPQ

Situation: A B2B SaaS sales org where every non-standard quote queued behind deal desk, and finance re-keyed approved orders by hand.
Constraint: Live pipeline — the machine had to be rebuilt while deals kept moving through it.
Decision: Rebuild pricing and approval logic in CPQ around the 20% of deal shapes that caused 80% of the waiting, and kill manual re-entry at the order boundary.
Result: confirm Quote turnaround from hours to minutes; downstream order errors eliminated.
My role: Architect and delivery lead — pricing model, approval design, rollout.

One revenue data model instead of five competing spreadsheets

Salesforce architecture

Situation: Pipeline, forecast, and compensation each read from a different report stack; every QBR started with an argument about whose number was right.
Constraint: No net-new headcount and no big-bang migration window.
Decision: Re-architect the core GTM objects and stage model so every downstream number derives from one source of truth, migrated object-by-object.
Result: confirm Forecast, pipeline, and comp reconciled to a single model; reporting debt retired.
My role: Systems architect — data model, migration sequencing, governance.

An operating cadence the whole GTM org runs on

Operating model · Applied AI

Situation: Monthly fire drills: forecast built by hand, pipeline hygiene enforced by nagging, planning restarted from scratch each cycle.
Constraint: Adoption had to survive leadership turnover and tool churn.
Decision: Design the weekly operating rhythm — forecast, pipeline, planning — as a system with owned inputs, then automate the repetitive steps out of human hands.
Result: confirm Fire drills replaced by a weekly cadence; manual reporting hours eliminated.
My role: Operating model designer and builder.