Selected work

Case Studies

A closer look at the commercial systems, partner strategy, and executive decision-making behind a few representative outcomes. Each study covers the situation, the approach, the result, and what it still means today.

Engineering Microsoft's Enterprise Agreement Channel Model

Designed the core channel architecture behind Microsoft's shift to direct Enterprise Agreement billing and advisory-based partner compensation, creating a model that shaped enterprise licensing economics for more than two decades.

Designing the QuickBooks Online Partner Channel

A greenfield design of QBO's cloud-era partner ecosystem: taxonomy, behavior-led incentives, wholesale certification, and the commercial framework that bound them. Retained directly by Intuit's QuickBooks Partner leadership; shipped at the inflection point where Online crossed from a slim majority of segment revenue to roughly two-thirds.

$4.4B

QBO Ecosystem by FY2022

80%+

Recurring revenue share

6 months

Greenfield to shipped

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Building the Commercial System for an AI-Native Startup

Six-week engagement with a bootstrapped, AI-native e-commerce search company. Built the full commercial operating system -- GTM methodology, legal foundation, buyer-persona repositioning, partner channel architecture, and capital readiness -- around a product that was already good enough to sell.

6 wks

Engagement

46 to 85+

Customer Search Score

3-phase

Operating framework

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Microsoft Dynamics and the Lotus F1 Partnership

Structured Microsoft's first Formula One technology partnership, combining enterprise deployment with global brand exposure in a commercial model that later became common across Formula One technology sponsorships.

Mercedes model (reported)

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FreeMarkets: From Early Backing to Breakout IPO

Supported FreeMarkets from early institutional backing through hands-on commercial execution during its formative years, contributing to one of the era's standout procurement and IPO stories.

More case studies in development. Reach out if you want to discuss specifics from any of these engagements.