About
How I work
I take technical products and figure out how to say what they do.
That usually starts the same way. The product team knows exactly what they built. Sales needs one sentence they can say on a call. Those two are usually very far apart.
At Kameleoon it meant writing the positioning before we could launch Prompt-Based Experimentation, because no settled vocabulary existed yet for what it did. At Avenza it meant translating GIS and mapping technology into something a forestry crew, a park ranger and a National Geographic editor would each recognise as useful.
What I spend most of my time on
- Positioning and messaging for products that are hard to explain.
- Pricing and packaging, usually where the value and the price have drifted apart.
- Sales enablement built as a system that survives new reps, rather than a folder of decks.
- Getting functions with different incentives to agree on one story before it goes out.
On teams
I haven't formally managed a team. I've set the standards, operating rhythm and quality bar that a global sales organisation and multiple product pods work against, through influence rather than reporting lines. Coaching PMMs is the next step rather than a leap.
Where I am
Calgary, Canada. Fully remote since 2021.