Work

What we find. What changes.

Every engagement is different. The pattern isn't. Three bottlenecks, a dollar figure on each, and an order of fixes that gets the program back to green.

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Selected work

Two stories, with the numbers

MedTech · Salesforce read · Recent

A MedTech company carrying $1.6M to $2.4M a year in drag it couldn't see

The read, run on [Business MRI](/business-mri)

Annual drag, dollarized: $1.6M to $2.4M
Paid seats nobody used: 244
Yearly license waste: $200K+

The situation

A MedTech company ran quoting, sales, and service on Salesforce. Before investing further, leadership needed to know what the platform was really costing them, and why.

What we found

We traced the drag to three places. About 60% came from quoting and pricing. About 25% came from how cases were routed. About 15% came from governance rework. We also found 244 paid seats nobody was using. The org sat in the top 20% for complexity.

What changed

Leadership got a dollar figure for each problem and a clear order of fixes. The recommended first move was intake and routing, the fix that unblocks the rest.

Telecom · Center of excellence · Led by Mike at IBM

A national telecom carrier that took its Salesforce practice from ad hoc to managed

Forward deployed architecture and build

Savings: $4.5M
Faster releases: 50%
Fewer failed deployments: 30%

The situation

A national telecom carrier ran Salesforce at enterprise scale. The practice needed to move from ad hoc delivery to a managed center of excellence.

What changed

Mike led a center of excellence that moved the practice from stage 1 to stage 4 maturity. The result was $4.5M in savings, releases 50% faster, and 30% fewer failed deployments.

Client names withheld. Findings on file. Earlier work was led by Mike Sommer while at IBM.

Where the experience comes from

Twenty years in regulated, high stakes programs

Recent reads span MedTech and higher education. Earlier programs span healthcare, life sciences, telecom, and financial services.

Healthcare and life sciences

Where the controls matter as much as the code

Programs where data, access, and audit carry real weight, and a stalled rollout reaches patients, members, or regulators.

Education

Platforms that run the student and the business

Enrollment, service, and revenue on one platform, with many teams touching it and nobody owning the whole.

Telecom and financial services

Scale, speed, and release discipline

High change volume, many teams, and a release process that has to hold under load.

Ways to work together

Start where the program is

4 to 8 weeks

The read

The three bottlenecks named and dollarized, with the Fix-First Sequence and a verdict leadership can defend.

Embedded term

Forward deployed architecture

A senior architect inside your program, making the calls and building with your team until it's green.

After the read

Build and enablement

We run the fixes with your people, set the operating rhythm, and hand it over when it holds.

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