The task
Following the acquihire from Workplace AI, I took on B2B commercial strategy and account growth across roughly 60 client accounts. The task was to improve engagement value while aligning sales, client experience and coaching.
Before
Short engagements
After
- Longer team engagements
- Tighter qualification and formal pricing
- Coach-owned relationships, renewals and expansion
Average B2B contract value
$14K → $50K
Before / after · Company commercial result
New-logo contract value, per 30 days
$167K → $235K
Before / after · Company commercial result
New-business cash collection
$87K → $130K
Before / after · Company commercial result
The decisions
- Move clients from short engagements to longer team engagements.
- Tighten qualification so the right buyers enter the model.
- Formalize pricing so every proposal follows the same logic.
- Give coaches ownership of relationships, renewals and expansion.
Putting it into practice
- Coordinated sales, client experience and coaching around one account model.
- Led deal strategy on a $115K paid-in-full engagement and a $120K annual agreement covering two client businesses.
- Rebuilt the coaching curriculum and migrated the client book from Lightspeed to Disco.
What changed
Company commercial results
- Average B2B contract value: $14K → $50K.
- New-logo contract value per 30 days: $167K → $235K. New-business cash collection: $87K → $130K. Both with the existing lead flow and team.
- All 26 clients signed under the new model since May 15 were active at the September 2026 review.
- One coach-owned account grew from $4,695 to $7,497 in monthly revenue.
What I take from this work
When I designed the engagement, qualification and pricing together, the same team working the same leads brought in more revenue.