Scaling the GTM: From Founder-Led to Sales-Led Revenue with

Professionalizing Your GTM and Sales Enablement

Once you hit Series A, "founder hustle" is no longer a scalable revenue strategy. Drawing from my experience scaling Cognizant’s innovation practice from $300K to $60M ARR in 24 months, this session focuses on building the systems required for predictable growth. We will refine your Product-Market Fit (PMF) for enterprise buyers, audit your sales enablement collateral, and design outcome-based pricing models that move the needle. This is for technical founders ready to build a high-velocity sales machine that survives rigorous procurement scrutiny.

Bridging the Gap Between Scientific Innovation and Enterprise Scale
I am a strategic product executive and "intrapreneurial" operator with a 20-year track record of converting complex technical breakthroughs into $1.1 billion in cumulative commercial value.
Most accelerator mentors focus on "the what." I focus on "the how." I differentiate myself by being a "Full-Stack" operator: I can sharpen your Series A pitch deck in the morning and personally architect a zero-trust cybersecurity network in the afternoon. For startups in regulated industries, I am the "Shield" that ensures technical debt and compliance gaps do not become terminal events during due diligence.
The Full-Stack Value Proposition
1. The Fundraising Catalyst (Pitch & PMF) I help founders navigate "The Hook"—securing stakeholder confidence by transforming abstract technology into compelling business cases with clear ROI. I have a proven history of securing high-stakes investment, including obtaining $30M in funding for an internal IoT startup at SAP that began as a solo concept. I use Design Thinking and ethnographic research to validate Product-Market Fit (PMF) before you burn precious capital.
2. Market Velocity (GTM & Sales Enablement) I specialize in "clarity out of chaos." I build sales enablement systems that equip teams to pass the most rigorous scrutiny from enterprise procurement and C-suite stakeholders. At Cognizant, I scaled a failing innovation practice from $300K to $60M ARR in under two years by shifting the business model to outcome-based "Product Engineering."
3. Day-Zero Architecture (The "Compliance Trap") For MedTech and DeepTech startups, the product is only half the battle. I solve the "Sales Blocker" that occurs when an enterprise CISO audits a startup’s informal IT.
• FDA Section 524B: I navigate the new statutory requirements (SBOMs, SPDF, and vulnerability management) to prevent "Refuse to Accept" (RTA) rulings.
• Hands-on Infrastructure: I don't just provide a roadmap; I execute. I personally build and configure the technology stacks—including Microsoft 365 (MFA, SAML, SCIM, Intune), Salesforce, and QMS (ComplianceQuest)—that allow you to pass audits on the first attempt and avoid $100K in future migration taxes.
Quantified Operating Impact
• Elevance Health: Unified 30+ fragmented AI projects into an enterprise platform; delivered a Real-Time Prior Auth engine that realized $500M in strategic savings.
• MedTech Scaling: Serving as Fractional CIO for a 50-FTE medical device startup; personally built the entire cybersecurity architecture and NIST 800-53 roadmap to clear the path for enterprise sales.
• SAP: Conceived SAP IoT platform, now generating ~$250M in annual revenue; landed deals with Coca-Cola, Unilever, P&G, Genentech and Tennant.

Please reach out to me for a an intro call.