Go-to-market for software companies. Growth for the brands that buy it. Twenty years at founder-led startups, pre- and post-IPO companies, and global enterprises.
Founder-led
MagentoEarly employee, through acquisition
Modern HuntsmanGrowth and partnerships lead
Pre- and post-IPO
VTEXNorth American market entry
Public company
RackspaceBuilt a $15M ACV channel
Global enterprise
SAP169.7% average quota
Fortune 500 customers
Xerox, Ford Motor Co., Warner MusicAccounts closed at Magento
Why the two halves of my career belong on one page.
I build go-to-market plans that hold up from the buyer’s side, and growth plans that hold up from the operator’s side.
Most of my career has been go-to-market for commerce software: Magento, Rackspace, SAP, and VTEX. I built a $15M ACV channel, launched products from zero, and took a platform into a new market.
At Modern Huntsman, I moved to the other side of the table. I run marketing, customer service, and operations for a media brand that sells to both consumers and partners. Revenue grew 42% and churn fell 45%.
Every figure here comes from a role I held. Each links to the story behind it.
Six kinds of work, three for each side. Most engagements combine two or three.
Go-to-market built by someone who has sold commerce software to brands for most of a career.
Taking a new product to market, or an existing one into a new market. Who to sell to, how to position it, which channels to use, and the plan to launch.
Done before: Magento’s zero-to-one growth. VTEX’s entry into North America.
How deals get done, built or fixed: discovery, proposals, pricing, negotiation, forecasting, and coaching the people who sell.
Done before: 169.7% average quota at SAP. Top salesperson at Magento two years running.
Referral and resale programs with agencies and systems integrators, plus the joint plans, co-marketing, and enablement that get partners selling.
Done before: A $15M ACV channel at Rackspace. Integrator partnerships at Magento.
Growth run by someone who has operated a brand from the inside, and knows the vendors from the other side.
More customers at lower cost, kept longer. Paid and owned channels, subscription offers, cancellation saves, and AI customer service that answers faster.
Done before: 45% less churn and 42% revenue growth at Modern Huntsman.
Advertising, sponsorship, and co-branded deals with brands that fit your audience, built into a revenue channel rather than one-off wins.
Done before: Yeti, Pabst Brewing Co., Revelyst, and Benchmade. 20% of Modern Huntsman’s revenue from a new partner channel.
Billing, CRM, customer service, and ticketing that run cleanly, plus the KPI dashboards and investor reporting that show what is working.
Done before: Billing migration, site rebuild, and the board dashboard at Modern Huntsman.
2 to 4 weeks
A close look at your sales, marketing, and retention numbers. You get a written plan naming the few changes that will move revenue most, in order.
1 to 3 months
One build with a clear finish line: a launch plan, a partner program, a retention flow, a sales process, or a KPI dashboard.
Monthly
I own growth, sales, or partnerships as part of your team, part time, until you are ready to hire for it.
Send your company, your stage, and what you want to grow. I will reply with whether I can help and what I would look at first.
Email chris@ositaconsulting.com