Client Stories
Proof, not promises.
Three engagements, three very different starting points — the pattern behind all of them is the same: diagnose the gap, build the system, close the revenue.
The Category Creator
Raising Berkshire Grey's Visibility Through Food Relief Innovation
How I helped transform robotic automation into a high-impact community program and a platform for broader stakeholder awareness.
Source: Berkshire Grey / The Robot Report
I helped Berkshire Grey turn its robotic picking technology into a fast-moving food relief program that delivered meal packages to 6,000 families — while expanding awareness of Berkshire Grey's innovation, leadership, and community commitment among food banks, foundations, and corporate partners.
Challenge
In 2020, COVID pulled roughly half the volunteer workforce out of America's food banks right as demand spiked 40–60%. Berkshire Grey's CEO, Tom Wagner, and COO, Steve Johnson, wanted to help by leveraging the company's robotic picking technology in their innovation center to pack critical food items quickly. Before that work could begin, Berkshire Grey needed a complete program foundation: a sponsorship structure, a target list, and a repeatable outreach motion that could translate its technology story into a compelling social-impact opportunity.
Approach
Over an 18-month engagement, Berkshire Grey gained a complete corporate partnership program built from the ground up: the business case and CSR research behind it, a three-tier sponsorship structure, and outreach to organizations including the Sodexo Stop Hunger Foundation, the Hilton Effect Foundation, and HelloFresh/Green Chef — each one introducing Berkshire Grey's technology and purpose-driven story to a broader network. The partnership build with the Greater Boston Food Bank and City Harvest went hands-on whenever it needed to, including personally sourcing additional food when supply ran short ahead of a deadline, so Berkshire Grey showed up to nonprofit partners as a genuine collaborator, not just a vendor.
Impact
In its inaugural season, the program delivered meal packages to 6,000 families through City Harvest and the Greater Boston Food Bank, including 1,000 Thanksgiving boxes to GBFB alone. Beyond the immediate food relief, the initiative gave Berkshire Grey a credible, mission-driven way to demonstrate how advanced automation could address urgent community needs, strengthening its reputation and visibility with nonprofit partners, funders, and mission-aligned organizations.
The Founder / CEO
Building Cloud Compliance's Sales Engine from Technical Credibility
How I helped turn technical credibility, implementation demand, and Salesforce channel interest into a clearer commercial offer and closed enterprise contracts.
Saurabh Gupta, CEO, Cloud Compliance
I helped Cloud Compliance move from informal implementation work to a repeatable revenue motion, defining the offer, pricing, buyer path, and channel strategy needed to convert existing market interest into closed enterprise contracts.
Challenge
Cloud Compliance had product credibility and market access, but it had not yet built a sales model. Implementation work was being delivered without a clear pricing structure, the buyer journey was undefined, and the company needed a practical way to convert interest into paid contracts without creating a heavy sales process too early.
Approach
As fractional CRO, Cloud Compliance got a productized offer, a real pricing structure, and a sales motion built around the market access it already had — just enough commercial infrastructure to create momentum without slowing the founder-led business down. Technical credibility turned into commercial proof: a clearer offer, a defined buyer path, and closed enterprise revenue from a channel that was already showing demand.
Impact
Cloud Compliance moved from informal implementation work to a more disciplined sales motion. With the offer, pricing, buyer definition, and channel focus clarified, the company converted AppExchange interest into closed contracts, including a major global payments company. Instead of forcing a sales motion that did not fit the company, I built around a channel where Cloud Compliance already had traction: the Salesforce admin community and AppExchange. That existing inbound signal became the foundation for a more intentional sales process, helping Cloud Compliance formalize opportunities and close new contracts. For founder-led companies with technical traction but no repeatable revenue motion, the engagement showed how the right commercial foundation can turn existing interest into a sellable, scalable system.
The Scaling Operator
How This Made the Enterprise Sales Team Successful
How AI-augmented selling outperformed the traditional playbook — fast.
At Enable, the challenge wasn't just hitting a number — it was proving AI-augmented selling could outperform the traditional playbook, fast.
Challenge
Enable needed a sales leader who could ramp immediately and bring structure to a newly merged team. Following the Flintfox acquisition, two sales organizations were operating under different playbooks and rules of engagement, and pipeline coverage depended entirely on headcount.
Approach
The team got territory plans, a MEDDPICC + Command of the Message playbook, and a QBR framework it could actually run on. After the Flintfox acquisition, Rules of Engagement were unified across both legacy teams, and custom AI agents and Copilot workflows were integrated into daily selling practice — automating the routine work so sellers could cover more pipeline without adding headcount.
Impact
The team delivered 130% of quota in the first full quarter — the only sales team company-wide to exceed target — and I was named Top Sales Manager of the Year within three months.
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