I work with technology companies and their customers to find the use cases worth solving, prove them in pilots, and build the strategy to win and expand.
For AI and complex technology, the product's capabilities reach far beyond its first use case. The commercial job is finding where they create the most value.
The best enterprise relationships don't begin with a sales pitch. They begin with understanding what the customer is trying to achieve.
Find the market and the problem.
Map the market, the economic buyers and the workflows. Find the use cases worth pursuing.
Build the solution with the customer.
With customer teams and product engineers: workflows, agents, integrations, pricing.
Turn interest into evidence.
Design partnerships and structured pilots with sponsorship, success criteria and measurable outcomes.
Navigate the institution.
Account strategy, the buying committee, legal, risk and procurement, and the case for adoption.
Make what works repeatable.
Repeatable propositions, playbooks and partnerships across customers, workflows and business units.
Your technology fits several markets. Which customers and use cases first?
Customers are interested, but the use case or the commercial value isn't clear yet.
The pilot worked. Turning it into adoption and expansion hasn't.
Product commercialisation, strategic partnerships and enterprise sales for institutional settlement.
copper.co ↗Institutional customer discovery, commercial positioning and strategic design partnerships.
syntropyx.com ↗Commercial playbook, positioning and enterprise pipeline for compliance infrastructure.
crymbo.com ↗Retail-to-B2B repositioning, product consolidation and enterprise pipeline.
coinchange.io ↗Use-case definition, positioning and go-to-market for enterprise AI interpretability.
untangle.ai ↗Stablecoin on-ramp design: provider selection, compliance flow and settlement.
albertineapp.com ↗Repositioning, curator network and capital activation for tokenised private credit.
manifest.finance ↗Institutional liquidity bootstrapping, fee and risk frameworks for a new venue.
rho.trading ↗Market-entry strategy, product architecture and commercial operating model for digital assets.
ig.com ↗Licensing, scheme partnerships and EMEA commercial build from employee one.
bluechain.com ↗Regulatory model, vendor selection and rollout plan for lending on wallet across 24 markets.
ericsson.com ↗Buy-side diligence and post-acquisition capital markets and go-to-market mandate.
netopia.ro ↗Private-equity operating partner: technology diligence and post-acquisition go-to-market.
endava.com ↗
A career in capital markets: sell side, buy side, and building the infrastructure institutions depend on. I've been the customer evaluating the product, the founder building it and the operator selling it.
Merrill Lynch, HSBC, Crédit Agricole, ING. I sat on the committees your story has to survive.
Funda, zero to acquisition. I know what it costs to own the number.
Copper, SyntropyX, Crymbo, Coinchange, IG. Institutional products taken from first close to running engines, and handed over.
Markets, customers and use cases. The positioning and strategy to enter.
Design with target customers, structure pilots, prove the value.
The commercial case, the buying committee, and a repeatable way to win and expand.
Project-based or ongoing. One or two at a time.
We work with actual buyers and users to establish where the value lies.
Solutions are shaped around customer workflows, technical feasibility and commercial economics.
Pilots have measurable outcomes, clear ownership and a commercial decision at the end.
Successful solutions become repeatable propositions and processes your team can own.
A new market, a product looking for its use case, or a pilot that needs to become a business. Tell me what you're building and where you're stuck.
ENTA