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SECTION // 03
CASES // ANCHOR
FORMATS // SPRINT · ENGAGEMENT · FRACTIONAL
Anchor engagements

Real engagements, real parameters.

Each case shows one of three formats: a focused Sprint, a multi-month Engagement, or an ongoing Fractional role. Scope, fee, duration, deliverables — laid out the way I'd lay them out for you.

01 / Portfolio at a glanceAnchor engagements

Seven engagements that anchor the work.

Each tile links to a detailed case below — with a PDF brief to share.

// FORMAT 01 · SPRINT

Sprints, anchored.

Sprints are how I open most relationships — short, anchored to scope and fee, ending in a ready-to-decide artifact. Three Sprint engagements follow, exactly as scoped.

SPRINT 01
A clean-tech carbon-capture firm
ENERGY · DECARBONIZATION · PRE-FID
Sprint · AI Strategy

ELT-ready AI roadmap, sequenced against a Final Investment Decision.

Defensible AI use-case roadmap ahead of a Final Investment Decision in late 2026. Six weeks of discovery, prioritization, and sequencing across enterprise AI platforms — Claude Cowork (Anthropic) and ChatGPT Enterprise — with ELT-ready output and primary platforms stood up live.

// Problem

Pre-FID, no defensible AI roadmap for the ELT.

// Approach

Discover · Score · Sequence in 6 weeks.

// Outcome

ELT-aligned roadmap with Claude Cowork live for productivity.

Duration 6 weeks Mid-March → Late-April 2026
Fee $25–$50k Starting at · fixed scope
Format Sprint Discovery → Prioritize → Plan
Tied to FID Investment decision · Dec 2026
Approach
  1. 01

    Conduct AI Use-Case & Discovery Workshops

    Eight one-hour stakeholder workshops surfaced pain points across People, Process, and Solutions. Notes consolidated into a unified candidate use-case list.

  2. 02

    Score on Business Value vs. Technical Effort

    Each use case rated on cross-enterprise relevance, throughput-vs-cost impact, and FID materiality — then on integration count, current-stack fit, and config-vs-code level of effort.

  3. 03

    Sequence into a Near/Medium-term Roadmap

    2×2 prioritization plotted Do Now / Do Next / Do Later / Defer. Translated into a sequenced AI roadmap with technical dependencies and ELT alignment.

Deliverables
  • Framework 2×2 Prioritization MatrixBusiness Value vs. Technical Level of Effort with confidence scoring Master
  • Roadmap Sequenced AI Use-Case RoadmapDo Now / Do Next / Do Later sequencing with technical dependencies 3 horizons
  • Readout ELT Final Readout DeckDecision-ready portfolio & value framing for the executive committee 19 slides
8 Stakeholder workshops
41 Stakeholders engaged
30 Use cases surfaced
8 Functional teams

Outcome: Defensible, sequenced AI roadmap delivered to ELT — aligned to the December FID. Claude Cowork (Anthropic) and ChatGPT Enterprise stood up for immediate productivity gains across the ELT, with the larger roadmap moving to phased delivery.

Download as PDF
SPRINT 02
Largest home-based healthcare org in NYC
HEALTHCARE · NON-PROFIT · SALESFORCE
Sprint · CRM Strategy & Roadmap

Sequencing and ROI for a multi-year CRM and tech-investment roadmap.

Independent advisor sequencing a heavy CRM and data slate — Salesforce CCSS, MDM, Snowflake. Eight weeks to the strategic spine and ROI case for executive investment.

// Problem

Heavy CRM and data slate needing ROI sequencing.

// Approach

8 weeks to the strategic spine and investment case.

// Outcome

Platform launched on schedule; Charter became exec reference.

Duration 8 weeks Phase-2 sprint
Fee $25–$50k Starting at · fixed scope
Format Sprint Independent advisor
Tied to Go-Live Salesforce platform · Aug 2022
Approach
  1. 01

    Run a People–Process–Tech Maturity Assessment

    Directional maturity scoring across knowledge transfer, governance, and roadmap-readiness — surfaced gaps in IT↔Business alignment and adoption leadership.

  2. 02

    Frame the "north star" and risk surface

    Articulated a Program Charter to align stakeholders on vision, value, and governance. Maintained a running risk log scoped to Phase 1, 2, and 3.

  3. 03

    Sequence the roadmap around technical dependencies

    Ordered MDM, Snowflake, and Salesforce work-streams against critical-path interfaces. Translated dependencies into a Roadmap Placemat for executive planning.

Deliverables
  • Charter CRM Program Charter"North star" vision deck for stakeholder, governance & exec alignment PowerPoint
  • Workbook Knowledge Transfer WorkbookInternal Salesforce capability building & IT/Business alignment Workbook
  • Roadmap Future Roadmap PlacematSequenced view of MDM, Snowflake, and Salesforce dependencies 1-pager
3 Phase-keyed risk lanes
5 Core deliverables
10 Use cases in scope
3+ Tech work-streams sequenced

Outcome: Platform launched on schedule, stable and MVP-focused. The Program Charter and Roadmap Placemat became the executive reference for subsequent multi-year investment cycles.

Download as PDF
SPRINT 03
A regional petroleum & energy distributor
ENERGY · WHOLESALE FUEL · RETAIL
Sprint · Salesforce Strategy

Salesforce strategy, MVP scope, and 5-year cost roadmap ahead of contract.

Four-week sprint to prioritize Salesforce initiatives and frame the ROI case ahead of contract — MVP scope, 5-year roadmap, ROM pricing across consulting and licensing.

// Problem

Salesforce contract pending without scope or ROI clarity.

// Approach

4 weeks — MVP scope, 5-year roadmap, ROM pricing.

// Outcome

Defensible roadmap anchored the Q4 contract decision.

Duration 4 weeks Strategy foundation
Fee $25–$50k Starting at · fixed scope
Format Sprint Strategy · MVP · Roadmap
Tied to Contract Q4 investment decision
Approach
  1. 01

    Anchor on the C-Level Ask

    Established four explicit deliverables for sales leadership: strategy foundation, MVP scope, ROM cost guidance, and a realistic 5-year roadmap based on energy-vertical best practices.

  2. 02

    Sequence the Five-Year Roadmap

    Mapped the five-year journey: Strategy → MVP+ → Scale → Extend (Field Service & Partners) → Run. Each year sized for users, editions, and priority.

  3. 03

    Frame Total Cost of Ownership

    Separated consulting (one-time) from licensing (annual recurring) so the sponsor saw a full investment picture before signing — including discount expectations and edition guidance.

Deliverables
  • Strategy Salesforce Strategy Foundation4-month follow-on engagement scope and MVP build plan Scope
  • Roadmap 5-Year Cost RoadmapServices + licensing combined view: ROM costs, user counts, edition mix Y1 → Y5
  • ROI ROI Decision Pack3.5 hrs/user/day saved across 150 sales users → 4.4× projected return Scenario
5 Year roadmap horizon
4.4× Projected ROI illustration
$1.6M Y1–Y2 services ROM
3 MVP capability streams

Outcome: Sales leadership got a defensible Salesforce roadmap — clean cost separation, realistic MVP scope, and an ROI case strong enough to anchor the Q4 contract decision.

Download as PDF
// FORMAT 02 · ENGAGEMENT

Engagements, anchored.

Multi-month engagements embedded in the operating cadence — typically 3–6 months, milestone-based, oriented around a transformation, integration, or major technology bet.

ENGAGEMENT 01
A national telecom infrastructure operator
TELECOM · FIBER · PRE-M&A

A 90-day onboarding placemat — hire to revenue, ahead of M&A.

Mid-acquisition: a redesigned new-seller onboarding program ramping reps to revenue in 90 days, harmonized with corporate onboarding ahead of close. Curriculum architected, modules built with SMEs, v1.0 → v2.0 shipped.

// Problem

New-seller onboarding fragmented ahead of M&A close.

// Approach

Redesigned 90-day curriculum harmonized with corporate.

// Outcome

April cohort “Lit for Production”; extended via SOW.

Duration 4 months Pilot · Wave 1 · April cohort
Fee Fixed / T&M Scoped & tied to outcomes
Format Engagement Embedded program leadership
Tied to Pre-M&A Bridge into transaction
Approach
  1. 01

    Architect the 90-Day Placemat

    Built a week-by-week curriculum view across the five sales-cycle stages — Foundation, Prospect, Lead Mgmt, Discovery, Proposal & Contract — culminating in a Capstone "Lit for Production" module.

  2. 02

    Build Modular, SME-Led Curriculum

    Stood up instructor-led + self-service modules — right SMEs delivering right content at the right time across Sales, SE, Marketing, Pricing, Legal, CS.

  3. 03

    Iterate v1.0 → v2.0 with Manager Enablement

    Ran two pilot waves, then refined into v2.0: knowledge-check surveys at Weeks 4/8/12, manager 1:1 job aids, monthly enablement calls, AI transcriptions for missed sessions.

Deliverables
  • Placemat 90-Day Onboarding PlacematWeek-by-week curriculum view across the 5 sales-cycle stages 12 weeks
  • Curriculum Modular Course CatalogFoundations, Prospecting, Lead Mgmt, Discovery, Proposals, Post-Sale, Capstone 7 stages
  • Manager Sales Manager Enablement Pack1:1 job aids, monthly enablement calls, knowledge-check surveys at Weeks 4/8/12 Pack
  • Capstone "Lit for Production" Capstone ModuleWeek-12 graduation tying the journey together Week 12
2 Pilot waves & April cohort
50+ New sellers ramped
5 Sales-cycle stages
12 Week ramp horizon

Outcome: April cohort graduated on schedule, "Lit for Production." The v2.0 program harmonized with corporate onboarding standards ahead of the M&A close — extended through May 2026 via SOW addendum.

Download as PDF
ENGAGEMENT 02
A PE-backed cyber-security software firm
CYBER · NETWORK SECURITY · POST-ASSET TRANSITION

Day-1 to first-90 GTM playbook for an acquired cyber-product portfolio.

Post-asset transition: a disciplined GTM to convert an inherited cyber customer base. 193 accounts cohorted by ARR, tailored offers by contract, weekly board-level funnel.

// Problem

Inherited 193 cyber accounts post-asset transition.

// Approach

Cohorted by ARR; tailored offers; weekly board funnel.

// Outcome

$533k closed · $16.4M Y1 quoted · $5.8M channel.

Duration 4 months Day-1 → first-90 days
Fee Fixed / T&M Scoped & measured against outcomes
Format Engagement GTM · commercial · BOD
Tied to Day 1 Post-asset transition
Approach
  1. 01

    Cohort the Inherited Customer Base

    Segmented 193 accounts into four ARR cohorts ($200k+, $75–200k, $25–75k, <$25k). Stratified outreach by cohort, region, and prior engagement.

  2. 02

    Architect Tailored Commercial Offers

    Commercial playbook keyed on size, payment terms, and renewal date. Reps equipped with power positions, objection handling, and competitive kits.

  3. 03

    Track the Funnel Weekly to Board & ELT

    Stood up a weekly activity-funnel cadence — engagement → discos → demos → proposals → won — with BOD appendix support and global channel-partner agreements (BT, HCL, Wipro).

Deliverables
  • Funnel Weekly Activity FunnelEngagement → Disco → Demo → Proposal → Won, segmented by cohort Weekly
  • Playbook Commercial Offer MatrixCohort × payment terms × renewal date with discount guardrails & objection-handling kit Matrix
  • Channel Global Partnership ArchitecturePartner agreements with three top global SIs/MSSPs ~$5.8M ARR
  • BOD Pack Board Quarterly + Appendix SupportCohort accounts, addressable Y1 ARR, pipeline view, key assumptions Quarterly
193 Inherited accounts
~$20M Target Y1 ARR
134 Discos completed
76% Of target ARR engaged

Outcome: 100% engagement on the $200k+ cohort. $533k ARR closed-won by mid-Q2; 119 quotes representing $16.4M in Y1 ARR. Three new global partner agreements unlocked ~$5.8M of channel pipeline heading into Q3.

Download as PDF
// FORMAT 03 · FRACTIONAL

Fractional, anchored.

Fractional CXO leadership — strategic operator between vision and execution for growth- and transformation-stage businesses. Typically 6+ months on a defined cadence; confidential by design.

FRACTIONAL 01
A large U.S. power utility
ENERGY · UTILITIES · TRANSFORMATION
Fractional · CXO Leadership

Fractional CXO embedded in a multi-year strategic transformation.

Ongoing fractional CXO role inside a regulated U.S. power utility — the senior strategic voice in leadership cadence, bridging vision to delivery while coaching the next-generation bench.

// Problem

Senior strategic voice needed without a full-time hire.

// Approach

Fractional CXO embedded in leadership cadence.

// Outcome

Strategic continuity · stronger internal bench.

Duration 6+ months Ongoing · defined cadence
Fee T&E Tied to outcomes or ad-hoc advisory
Format Fractional Embedded executive overlay
Tied to Transformation Multi-year strategic mandate
Approach
  1. 01

    Embed in the Operating Cadence

    Present in the leadership rhythm — strategy reviews, program forums, executive check-ins. Translate ELT direction into program-level outcomes.

  2. 02

    Bridge Vision to Execution

    Sit between strategic intent and tactical delivery — carrying the through-line, surfacing trade-offs early, keeping the program honest about pace and risk.

  3. 03

    Coach the Bench

    Leave a stronger team behind. Deliberate capability-building so the next phase of the transformation can be delivered without the fractional overlay.

Deliverables
  • Cadence Embedded Operating CadenceWeekly executive presence; decision support inside the leadership rhythm Weekly
  • Governance Strategic Program GovernanceMilestone surfacing, risk mitigation, vendor and partner orchestration Ongoing
  • Briefs Executive Decision BriefsConcise, candid reads for the ELT and Board on strategic moments As needed
  • Coaching Capability-Building CoachingBench development for sustained delivery beyond the engagement Continuous
6+ Months ongoing
2+ Weekly leadership cadences
1 Embedded senior voice
NDA Confidential by design

Outcome: Strategic continuity across the transformation, with a stronger internal bench positioned to lead the next phase — and a senior strategic voice in the room without a full-time hire.

Download as PDF
FRACTIONAL 02
A strategic PE / M&A advisory firm
PRIVATE EQUITY · M&A ADVISORY · OVERLAY
Fractional · Strategic-Account Overlay

Senior-advisor overlay across the firm's strategic-account portfolio.

Ongoing fractional overlay inside a PE/M&A-focused advisory firm — senior CRM, customer, and digital-transformation expertise across the strategic-account portfolio, partner-led pitches, and post-close diligence.

// Problem

Senior CRM/digital expertise gap on strategic accounts.

// Approach

Fractional overlay across partner-led portfolio.

// Outcome

Repeatable CRM practice · sharper post-close POVs.

Duration 6+ months Ongoing · defined cadence
Fee T&E Tied to outcomes or ad-hoc advisory
Format Fractional Senior overlay across portfolio
Tied to Portfolio Strategic accounts & partner-led pitches
Approach
  1. 01

    Overlay the Strategic-Account Portfolio

    Sit alongside Partners and Principals on the firm's largest accounts — bringing senior CRM, customer-success, and digital-operations expertise into client-facing rooms.

  2. 02

    Connect Diligence to Operating Reality

    Translate sponsor thesis and partner positioning into operational reality — what's actually achievable in the first 90, 180, 365 days post-close.

  3. 03

    Build the Firm's Customer Practice

    Develop the firm's repeatable Salesforce and customer-strategy playbook so the practice scales beyond any single engagement.

Deliverables
  • Cadence Strategic-Account Overlay CadenceEmbedded senior expertise across the firm's portfolio reviews Portfolio
  • Bridge Diligence-to-Operating BridgeTranslate sponsor thesis into 90/180/365-day operational reality Per deal
  • Practice CRM & Customer Practice BuildRepeatable Salesforce and customer-strategy playbook for the firm Playbook
  • Senior Senior Reference CallsCredibility on partner-led pitches and post-close operating conversations As needed
6+ Months ongoing
1 Senior overlay voice
Portfolio Of strategic accounts
NDA Confidential by design

Outcome: A stronger, more repeatable customer/CRM practice — sharper post-close operating points of view, and a senior voice present on the firm's largest accounts without taking a full-time partner slot.

Download as PDF
Discuss your engagement

If a Sprint feels close to what you need, the next step is a conversation.

Initial conversations are confidential, complimentary, and short. I'll tell you within thirty minutes whether a Sprint, Engagement, or Fractional format is the right fit — and refer you elsewhere if I'm not.