Aaron is an execution-oriented strategist with 15+ years’ experience and specialization in transforming and scaling software businesses with an emphasis on SaaS and AI. His core strengths lie in defining go-to-market strategies and implementing new enabling processes across functions including direct / channel sales, customer success, professional services, and quote-to-cash across diverse organizational contexts.
I help SaaS companies drive growth, by optimizing the customer life cycle. I advise clients in designing complementary go-to-market and customer success models to support account acquisition, adoption, retention, and expansion.
Working as an independent consultant allows me full flexibility to tailor my engagement model for each client’s needs. Typically, operating teams are seeking an expert that is willing to work hands-on while also providing ad-hoc strategic input on key decisions. I have worked with a broad array of technology companies facing similar business problems with unique variations. My aim is to translate this experience along with external industry best practices to be applicable to each client’s own business and organizational context.
I see two major factors. PE operating teams are finding that the right independent expert can generally ramp up and drive results more quickly than large consultancies, with a more flexible economic model. Additionally, I have found that the clients I work with typically have strong in-house strategic capabilities and realize more value from advisors with more direct operating experience.
I recently worked with an enterprise software company building out a Customer Success Management (CSM) account coverage model for a new SaaS business unit struggling with high churn rates. Drawing on industry best practices, I defined the capability and capacity requirements required for this new role. I also developed a detailed transition plan, defined the scope of the new team, and drafted customer-facing communications. With the new model in place, the company saw a 10%+ increase in customer retention and a 5% uptick in upsell rates after 1 year.
Working independently allows me to work with a broader diversity of clients and business problems than I ever could in the corporate world. I also find that I am able to make a more significant impact. While success as an independent consultant may require a higher tolerance for uncertainty, in my opinion, the pros well outweigh the cons.
I love to explore live music venues in new cities whenever I travel for work.
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