I help clients become the industrial solution Microsoft sellers want to bring into the room.
I managed Microsoft’s industrial and manufacturing partnerships at the largest end of the portfolio.
Now I help ISVs and OEMs get transactable, get attributed, and get the Microsoft field to lean in.
11+ years
across the industrial technology stack, OEM and Microsoft side of the business
100+ Partner Solutions
evaluated through the Microsoft seller’s lens
4 regions of coverage
from process and discrete manufacturing to energy & mobility
in the industrial and enterprise space managed directly at Microsoft
across North America, South America, EMEA & APAC
4 industrial verticals
24 partners
FIND YOUR PATH
Most partners are on more than one path at once: one solution scaling while another is still finding its market. Wherever you are, there is a way to work together.
01
Get Field-Ready
Listed on Marketplace, but nothing transacts.
Onboard into Partner Center, get co-sell ready, list on Marketplace, and build the GTM foundation so Microsoft can transact with you.
Pick the one that sounds like your experience. That is where we start.
Assess · Enroll
02
Drive Pipeline
Field-ready on paper, but sellers never pitch you.
Make sellers want to pitch your solution, reach the right people inside Microsoft, sharpen the solution, and position each deal so the customer, you, and Microsoft all help close it.
Attribute · Activate
03
Scale and Expand
Winning in one motion, flat everywhere else.
Expand into new regions and adjacent verticals, develop complementary solutions, and earn the executive attention that compounds it all.
Scale
One methodology underneath all three: Assess, Enroll, Attribute, Activate, Scale.
WHERE I FIT WITH MICROSOFT
I make your business easier for them to say yes to.
Microsoft's attention follows Azure consumption. That's not a criticism, it's what the partner organization is measured on. It's also the single fact that shapes your Microsoft strategy, and it works the same way whether or not you have a partner development manager (PDM) assigned to you.
Most partners don't. Microsoft assigns PDMs to a fraction of the ecosystem, and outside it you're navigating co-sell without a guide. If you do have one, they can do real work for you. A PDM with a Partner Technology Strategist alongside them will help you get a solution architected, listed, and to market, and they'll build the case for porting to Azure when the Azure story is strong enough to carry it. I know, because I did it. But that help goes to the solutions that clear the bar, and a strategic exception compelling enough to override that is rare.
Which means the outcome is the same from either side. If you have ten solutions and two have a real Azure story, two will get attention. The other eight still carry revenue targets, and those targets are yours. Nobody at Microsoft is assigned to figure out what to do about them, because it isn't Microsoft's question. It's yours.
That's the work I do. Prioritizing your full portfolio against your economics rather than Microsoft's, deciding which solutions are worth the engineering time to make transactable, and building the internal case for the ones that are. If you have a PDM, you walk into that conversation with a shortlist and a business case instead of a list of questions. If you don't have a PDM, you walk in knowing which solutions are worth asking about, and who to ask.
ONE PARTNER, FIVE MONTHS
Brought in to build a Microsoft co-sell and GTM motion from the ISV side. Three simultaneous tracks across the US, EMEA and APAC
6x
growth in Partner Center pipeline, 14 to 82
Pipeline Created
Pipeline Value
3x
growth in the revenue those opportunities represented
Co-Sell Qualified
5x
growth in Microsoft seller engaged opportunities
FIRST
Azure Marketplace billed sales, revenue and consumption commitments
*Figures from my role as Senior Partner Manager at a rebate management ISV serving manufacturers and distributors. Named reference available on request.
Marketplace Billed Sales
FY27: STAY CURRENT WITH WHERE MICROSOFT IS HEADED AND HOW I CAN HELP
Current as of October 2026
Marketplace-first co-sell
In FY27, partner-reported Azure consumption no longer words as a broad co-sell mechanism. Marketplace is now Microsoft’s primary path for co-sell at scale. If your solution isn’t transactable, sellers have a much harder time justifying the effort to sell it, no matter how good it is.
Custom contract lengths and multiparty private offers
Private offer terms now run up to ten years, including non-standard lengths. Multiparty private offers let you and your channel transact one deal together. Industrial deal shapes finally fit.
Frontier Accelerate for Marketplace
Live as of September 28, 2026. It folds ISV Success, Marketplace Rewards, Azure IP co-sell, and certified software designations into one journey with three stages: Build & Publish, Grow, and Differentiate. Benefits unlock as you hit milestones, and Premium adds deeper Microsoft engagement for a fee. Knowing which stage you are actually in decides what you can claim this year, and whether Premium is worth the money.
FY27 Frontier Transformation
Microsoft's FY27 message to partners is to move customers from AI pilots to governed production at scale, and its incentives reward partners who deliver measurable outcomes. A solution that shows governance, security, and a measurable result fits what the field is being asked to sell this year. A pilot that never leaves the lab doesn't.
Meet the Founder
In my career I’ve sold industrial technology, quoting substations, switchgear, and transformers through distributor and contractor channels. During my time at Microsoft, I managed partnerships with Honeywell, Bosch, Schneider Electric, Johnson Controls, PTC, Nokia, Seeq and more.
MBA from Indiana University, Kelley School of Business
BS in Applied Engineering Sciences with a supply chain concentration from Michigan State University
I’ll understand your product, I understand your industry and I understand the program.
Not sure whether this makes sense for your business?
Start with a free 30-minute call. If your Microsoft relationship is already working, I will tell you.
