My SaaS career began in 2002 as the first employee of Scenario Learning, where the founding partners and I led the startup from bootstraps to buyout. 

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After leading sales and marketing efforts through the initial stages of growth, I began focusing on partnerships to accelerate business development. Our flagship product was an online safety training and compliance management system for school districts, and our risk management content was attractive to their insurance providers. I designed and deployed partnership models that generated upfront revenue, expanded our market presence, and created upsell paths for the direct sales team. By the time Scenario Learning was acquired, we had over two dozen partners in our stable, including several state-wide deals, representing 50% of total revenue. 

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In 2017, Scenario Learning was acquired by Vector Solutions, and I was asked to lead partnership efforts for all three of their divisions: Education, Public Sector, and Commercial. With each business unit operating semi-autonomously in different verticals, I couldn't just rinse & repeat to sustain the aggressive growth goals of a private equity-backed organization.  Thankfully, I count adaptability as one of my strengths, and during my three years with Vector Solutions, I expanded their global footprint through resellers in Canada and the Middle East while achieving over 140% on average against annual revenue targets. 

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In 2020, I joined Go1, an Australian-based eLearning content aggregator, to lead their US partnerships team. Go1 had recently raised a $40M series C and needed to accelerate growth in the US through referral and co-selling partnerships with LMS, LXP, and HRIS providers. When I started, Go1 had six active partners in the US, one of which was generating 75% of all leads and opportunities. By enhancing the partner enablement process and introducing more creative partnership models, I doubled the number of contributing partners and successfully diversified the portfolio. One HR platform partner, for example, went from zero to $1M in direct ARR as a result of how I restructured the relationship. During my two and a half years with Go1, they raised two more rounds of funding, reaching a $2B valuation in May of 2022. 

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Startup, scale, acquisition, private equity, and global hypergrowth - a colorful landscape of business environments during my 20+ years in SaaS. I'm proud of my contributions to each company and grateful for what I've learned along the way. 

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