For supply-chain risk and compliance vendors
I built Prewave's global advisory function from zero to fifty-plus enterprise clients. I help selected vendors do the same — turning customer outcomes into a defensible commercial asset.
The vendor-side problem
AEs renewed on relationship for years. Today every CFO wants a board-ready ROI number before signing. Your platform delivers — proving it in the customer's language is a separate skill.
Your CS function is sized to clear tickets and run QBRs. Not staffed to drive measurable workflow change inside Enterprise procurement. That gap is where renewal risk lives.
Strong AEs sell to a head of risk. Deal closes. When renewal comes, the CPO, CFO and LkSG accountable have never met your team. Three of five original sponsors have usually left.
What I do for vendors
I have built this exact function once already — at Prewave, from zero. The work is repeatable. I bring an insider's view of what drives renewal and expansion in this category, and an outsider's read on what the field is not yet doing.
Stand up or restructure your Customer Outcomes / Advisory function as a discipline distinct from CS. Org design, role definitions, hiring profile, comp design, KPI architecture, boundaries with CS and Sales.
Co-author the playbooks your Advisory team and your customers actually use — onboarding to Value Ledger in 90 days, LkSG-readiness audit, BIRS-driven supplier scorecard, multi-tier mapping rollout.
Work with VP Sales and top three AEs on deals that matter. CPO/CFO multi-threading, value-anchored qualification, board-ready proposal architecture, renewal preparation as a sales motion not a CS handoff.
How to bundle Advisory into your premium tier without cannibalising services revenue. Where to draw lines between included CS, paid Advisory and partner-delivered work. Pricing tests with three enterprise accounts.
Why this works
Prewave's global advisory practice went from zero to fifty-plus enterprise customers under my watch. I know what the first three hires look like, what the first six playbooks need to cover, and where the org chart breaks in year two.
My customer-side practice works across Prewave, Everstream, Exiger, Sphera, Resilinc. Engaging me does not mean recommending a competitor of yours to your customers.
Net retention up. Gross renewal up. Enterprise penetration deeper. Reference accounts more confident. The only metrics that matter — and the playbooks are written against them.
Vendor engagements are unannounced by default. No case-study marketing, no logo on the website. The only people who know I work with you are the people you tell.
Most of my time is spent on the customer side — helping European supply-chain leaders realize the value of the tools they already bought. The vendor practice is selective by design: at most three vendor relationships at any time, none competing head-on. If you are in the Prewave / Everstream / Exiger / Sphera / Resilinc category and want to build a serious Advisory function, let us compare your numbers.