Greater Toronto Area, Canada
Business Value Consulting... Value Engineering... whatever you want to call us... We connect the dots between business needs, technology and value. We strive to understand business and technical challenges, how technology solves problems, and tell the value story (in quantified and qualitative terms) to help leaders make the best decision for their business. It is the *customer* success that drives our success. At MongoDB, BVCs help organizations analyze and solve problems with technology and data. ************* About Me Personally, I consider myself a partner with customers, and take pride in a realistic and honest consideration to people, process and organization constraints. I thrive in teams with entrepreneurial/startup mindsets, driving real change and innovation, helping organizations improve, adapt and scale. • Business Specialties: Business Cases/ROI/Value Realization, IT Business Management (ITBM), Strategy & Transformation, Process, Governance, Architecture, High Performance Culture, Performance Management, Leadership, Program/Project Management. • Industry Specialties: Financials (Banking, Investment, Insurance), Telecom, Managed Service Providers/Outsourcing, Government. If you are an IT or business change-maker/innovator, please feel free to connect, BUT... please send a note and tell me about yourself and interests - let's focus on quality of connections, not quantity.
• Scaling the worldwide BVC practice and COE as experts in business value. • Innovating GTM approaches to modern SaaS/consumption value selling best practices. • Supporting all phases of the customer journey. • GTM Strategy Advisor (Solutions Consulting Leadership, BizOps (pricing/value strategy)). • Hit our $2B target in 2024. Next target: $5B ARR!
• Americas East, Geo Lead & mentor during AMER growth from 2 to 6 BVCs in 2 years (FY22-FY23). • BVC practice leader during WW Sales growth from $640M to $1.3B ARR (FY20-FY23). • Successfully launched WW Business Value Realization (BVR) practice and COE (FY23) ($53M ARR). • Proposed GTM opportunity to CPO (Sahir Azam) & CTO (Mark Porter). Partners team successfully launched in 2023. https://cloud.mongodb.com/ecosystem/ • Assist in BVC recruitment, interviews and candidate selection. • FY22Q3 Sales All-Hands Recognition - Pre-Sales Contribution (Nov. 2021). • FY22Q4 Sales All-Hands Recognition - Pre-Sales Contribution (Mar. 2022). • FY22 Top Worldwide Business Value Consultant (Excellence Club) (Mar. 2022).
As an executive and management advisor, I help customers solve data challenges, understand the value of MongoDB's solutions and advise on competitive differentiators and economic levers. • Company-wide F22Q2 Award (Jul. 2021) (Own What You Do) • Consistent quarterly Sales VP & Solution Consulting recognition for contributions. • Started as 4th BVC worldwide (NA North/East/South) to help growth and evolution of BVC practice.
• Leadership and direction to modernize IT Operations Management practices, technologies. • Strategy, business cases, performance management, value realization, innovation. • Led initiative to build and launch Service Management Insights & Analytics service. • Process improvement: Change Mgmt, Employee Onboarding (HR+IT), Cloud Automation.
• Worked with executives, management, SMEs to assess challenges and opportunities. • Developed realistic and compelling ROI business case proposals to client leadership. • Quantified business impact, ROI, KPIs to help customers achieve value (pre/post-sales). • Helped customers track benefit realization and maximize value from investments (post-sales). • Worked with diverse internal teams to improve and innovate BMC solutions. • Developed value-based messaging guides for Sales and Solution Consultants. • Developed and delivered Sales training materials for value-based selling approaches. • Promoted to Principal in Oct. 2015 • Served Canada, Central and Eastern U.S. regions, contributing to multiple critical $30M-$50M deals. • Joined in early stages of BVC team growth (~15 BVCs WW). Left BMC after team grew to ~80 WW. ______________________________________________________________________________________ In my time at BMC, I advised on a diverse set of solutions and capabilities encompassing IT Service Management (ITSM), data centre automation (cloud, security (InfoSec/SecOps), compliance, DevOps), performance and analytics and workload/batch automation.
NOTE: BMO is among the top 10 largest Banks in North America by assets (fun fact: 4 of the top 10 are Canadian)! • Led teams as part of research, analysis, proposal development and presentations for business and technology trends. • Technology Outlook for Emerging Technologies. • Infrastructure Technology Strategies. • Business performance benchmarking, productivity and outsourcing analysis. • Audience included technology architects/specialists, management and executives.
• Program managed and provided leadership expertise for High Performance Culture transformation initiative to improve employee engagement and productivity. • Led re-design of "Acorn" Continuous Improvement initiative (divisional impact 1,400 employees) - in first year of execution (F2009), resulted in $1.5 million cost savings (750% increase over previous 3 years *combined*) and 16 WorkMonths productivity savings (200% increase over average annual savings), led to the expansion across T&O (3,500+ employees). • Led program to implement mainframe infrastructure simplification projects (4 projects: one led by me, 3 others managed with mentorship of junior Project Manager and new employee).
• Led the formalization of enterprise-wide standards for Networks, Information Security and Systems Management products and technology with key stakeholders (including management and executives). • Developed Opportunity Assessments for standardization and technology innovation. • Led and contributed to strategic research for management - Linux Statement of Direction, Operations Centre Best Practices Assessment, Legacy Solution Currency. • Facilitated organization culture Action Plan Team and contributed research and best practices recommendations for management to improve employee independence and empowerment.