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case studies

Growth Strategy & Platform Commercialization
B2B SaaS Transformation

Data Analytics Screen

Served as strategic advisor to executive leadership on portfolio consolidation, capital allocation, and regulatory-driven market expansion. Led strategy and innovation for a $100M+ EHS/ESG compliance software portfolio.  Architected the consolidation of six acquired products into a unified platform and commercial operating model aligned with emerging regulatory drivers (SDS/GHS, CSRD, Scope 3, PFAS).

 

  • Repositioned standalone offerings into a cohesive, value-driven GTM architecture, delivering 25%+ annual sales growth, improved cross-sell performance, and stronger portfolio-level monetization.

  • Directed regional and global market expansion across North America, EMEA, and Asia, driving consistent YoY revenue growth, including 55% YoY international expansion through strengthened GTM, positioning, and partnership infrastructure.

  • Directed business case development and secured executive sponsorship for a $200M portfolio of new product opportunities, embedding disciplined capital allocation and stage-gate governance across sustainability and lifecycle solution investments.

  • Built customer-led business cases that more than tripled product investment with a <2.5-year payback, strengthening market leadership and improving capital efficiency.

Sales Enablement & Cross-Functional Collaboration
Integrated Portfolio Commercialization

Business Handshake

Created the organization’s first enterprise-wide Sales Enablement program to develop cross training and product portfolio visibility for a $2.5B+ global testing, inspection, and certification (TIC) business, breaking down siloed sales behaviors and creating a shared value-focused narrative across the organization.

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  • Designed and led a portfolio-wide commercial transformation initiative to align a decentralized sales organization around integrated, value-based growth.

  • Embedded portfolio-led selling into the commercial operating model, shifting the organization from siloed product sales to integrated, portfolio-led growth

  • Developed scalable toolkits, training, and value propositions to support cross-selling across an 80,000+ customer base.

  • Rolled out global tools and training for a decentralized sales organization (500+ headcount).

  • Drove sustained adoption of solution-centric selling behaviors, aligning leadership incentives and frontline execution around shared portfolio outcomes.

  • Enabled sustained year-over-year growth at approximately 1.5x the market rate and institutionalized sales enablement as a core commercial capability.​​​

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Building Demand Through Policy & Government Affairs
Creating Competitive Advantage

Capitol Building

Advised executive leadership on regulatory strategy positioning to convert policy reform into durable competitive advantage. Played a pivotal role in reforming testing and certification requirements across U.S. EPA ENERGY STAR®, the Federal Trade Commission (FTC) Green Guides, and the Consumer Product Safety Act of 2008 - balancing manufacturer interests with consumer protection while creating scalable, policy-driven demand for third-party services and new revenue streams.

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  • Led UL’s U.S. domestic government affairs function, proactively shaping regulatory demand drivers for third-party testing, certification, and software to create sustained, revenue-generating demand.

  • Drafted accreditation language that expanded independent testing requirements, contributing to more than $100M in incremental revenue over subsequent years.

  • Demonstrated how policy engagement can serve as a durable growth engine, not merely a risk-management function.

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