A High-Stakes Divestiture
Omnissa was separating from Broadcom, but the legacy systems weren't part of the deal. We had 5 months to stand up a Lead-to-Quote platform that would both protect millions in existing revenue and unlock new pipeline from day one.
Stakeholders Aligned
Sales Reps, Sales Leaders, Partner Operations, Sales Operations, Customer Success, Marketing, System Engineers
Core Objective
Deliver a revenue-generating platform within 5 months or face significant financial impact on day one
What I Drove the Team Toward
Design for Simplicity
I pushed back on replicating legacy complexity and championed a streamlined system free of tech debt.
Ruthless MVP Scoping
I made hard prioritization calls, cutting non-essential features to enable transactions on day one.
Data Migration Excellence
I established rigorous validation processes to ensure only clean, usable data migrated, protecting downstream operations.
The Work
Redesigned Sales Workflows from Scratch
I led discovery workshops to map pain points, created process flows and requirements docs, then partnered with engineering to redesign workflows from scratch.
Made Hard Trade-offs for MVP
I led prioritization using MoSCoW framework, built a phased roadmap, and presented data-driven trade-offs to secure executive buy-in on MVP scope.
Built Transparency Into Data Migration
I defined acceptance criteria for data migration, built validation dashboards for UAT, and ran stakeholder sign-off sessions to catch issues before launch.
Results Delivered
Key Learnings
Use Deadlines as Leverage
Early on, I tried to negotiate scope without urgency. Once I anchored discussions to the immovable deadline, executive decisions happened in days, not months.
Surface Risks Early
I used to wait until I had solutions before raising risks. On this project, I learned to share them earlier. Stakeholders had time to help remove blockers instead of reacting to surprises.
Over-Communicate Early
I underestimated how often stakeholders needed visibility into data migration progress. Building dashboards earlier would have reduced escalations and earned trust faster.