JSON Export
Public JSON export.
Career Compass exposes the public subset of the record as a versioned, cacheable JSON snapshot for downstream tooling and archival use.
Endpoint
https://career-compass.ianrendall.com/data/career-library.json
- Source app
- career-compass
- Content version
- 0.4.0
- Schema version
- 1.1.0
- Generated
- 2026-09-19
Record counts
10
roles
23
achievements
15
projects
45
capabilities
8
leadership
23
technologies
27
timeline
5
metrics
9
industries
5
innovation
5
starStories
0
speaking
0
resumeVariants
0
evidence
6
businessOutcomes
4
programmes
Validation
No broken relationship IDs detected. The export is safe to regenerate.
Sample usage
const res = await fetch("https://career-compass.ianrendall.com/data/career-library.json", {
headers: { accept: "application/json" },
});
const library = await res.json();
console.log(library.meta.schemaVersion); // "1.1.0"
console.log(library.achievements.length);Regenerate the snapshot after content changes with bun run scripts/export-library.ts. Only records marked visibility: "public" and status: "published" are exported. Confidential and restricted evidence records are stripped entirely; other evidence is exported as sanitised metadata only (no source URLs, no notes, no local paths).
Snapshot preview
{
"meta": {
"owner": "Ian Rendall",
"version": "0.4.0",
"schemaVersion": "1.1.0",
"source": "career-compass",
"generatedAt": "2026-09-19T07:16:07.899Z",
"notes": "Career Compass authoritative executive portfolio and professional record. Unknown dates or metrics remain draft or explicitly labelled.",
"counts": {
"roles": 10,
"achievements": 23,
"projects": 15,
"capabilities": 45,
"leadership": 8,
"technologies": 23,
"timeline": 27,
"metrics": 5,
"industries": 9,
"innovation": 5,
"starStories": 5,
"speaking": 0,
"resumeVariants": 0,
"evidence": 0,
"businessOutcomes": 6,
"programmes": 4
}
},
"about": {
"name": "Ian Rendall",
"headline": "Global Technology Executive | Consultancy, Solution Engineering and Go-to-Market Transformation",
"location": "",
"summary": "Senior global leader across enterprise SaaS, data management and customer-facing technical organisations. Focused on building high-performing consulting and solution engineering teams, designing scalable operating models, improving executive customer engagement and translating complex technology into clear business outcomes. Combines operational discipline, strong customer understanding, commercial storytelling and technical credibility.",
"focusAreas": [
"Global Leadership",
"Solution Engineering",
"Consultancy",
"Go-to-Market Strategy",
"PIM and MDM",
"Customer Value",
"Organisational Transformation",
"Enterprise SaaS"
],
"contact": []
},
"roles": [
{
"id": "role-syndigo-svp",
"visibility": "public",
"status": "published",
"title": "Global SVP, Consultancy and Solution Engineering",
"company": "Syndigo",
"location": "Global",
"startDate": "unknown",
"endDate": "present",
"summary": "Global leadership of consultancy and solution engineering across Syndigo's enterprise software and data-management portfolio. Accountable for the operating model, leadership of regional managers and specialist teams, executive customer engagement, strategic deal support, demonstrations, proofs of concept, RFP and RFI response quality, enablement, value articulation, sales-to-delivery alignment and operational reporting.",
"responsibilities": [
"Design and evolve the global operating model for consultancy and solution engineering",
"Lead regional managers and specialist teams across geographies",
"Own executive customer engagement, discovery and strategic deal support",
"Set standards for demonstrations, proofs of concept and business-value articulation",
"Govern RFP and RFI response quality through the Pursuit Desk model",
"Drive enablement, coaching and professional development at scale",
"Ensure clean sales-to-delivery handover and post-sale continuity",
"Maintain operational reporting, utilisation visibility and workload transparency"
],
"capabilityIds": [
"cap-global-team-leadership",
"cap-organisational-transformation",
"cap-executive-stakeholder-engagement",
"cap-coaching-enablement",
"cap-cross-functional-leadership",
"cap-change-leadership",
"cap-go-to-market-strategy",
"cap-presales-strategy",
"cap-customer-value-strategy",
"cap-operating-model-design",
"cap-business-value-articulation",
"cap-solution-engineering-operations",
"cap-rfp-rfi-governance",
"cap-poc-governance",
"cap-demonstration-governance",
"cap-resource-capacity-planning",
"cap-sales-to-delivery-handover",
"cap-performance-reporting",
"cap-solution-architecture",
"cap-discovery",
"cap-enterprise-demonstrations",
"cap-demo-automation",
"cap-competitive-intelligence",
"cap-partner-enablement",
"cap-cloud-demo-operations",
"cap-talent-development",
"cap-pim",
"cap-mdm",
"cap-pxm",
"cap-digital-shelf",
"cap-syndication",
"cap-data-governance",
"cap-dam",
"cap-enterprise-saas"
],
"technologyIds": [
"tech-syndigo",
"tech-salesforce",
"tech-azure",
"tech-power-bi",
"tech-elastic",
"tech-loopio",
"tech-consensus",
"tech-klue",
"tech-smartlinks",
"tech-snaplogic",
"tech-sharepoint",
"tech-power-automate",
"tech-excel",
"tech-pim",
"tech-mdm",
"tech-dam",
"tech-gdsn",
"tech-1worldsync",
"tech-etim",
"tech-bmecat"
],
"achievementIds": [
"ach-winrate-transformation",
"ach-se-transformation",
"ach-presales-excellence-council",
"ach-presales-playbook",
"ach-pursuit-desk",
"ach-rfp-turnaround",
"ach-consensus-rollout",
"ach-competitive-intelligence",
"ach-cloud-support",
"ach-internship-programme",
"ach-partner-integrations",
"ach-solution-consultancy",
"ach-operational-discipline",
"ach-storytelling-challenger",
"ach-showcase-environments",
"ach-one-team-handover",
"ach-demo-automation"
],
"projectIds": [
"proj-global-se-transformation",
"proj-presales-excellence-council",
"proj-presales-playbook",
"proj-pursuit-desk",
"proj-consensus-rollout",
"proj-klue-competitive-intelligence",
"proj-cloud-support-function",
"proj-internship-programme",
"proj-technology-partner-integrations",
"proj-solution-consultancy",
"proj-storytelling-challenger",
"proj-showcase-demo-programme",
"proj-demo-automation",
"proj-sales-to-delivery-handover",
"proj-utilisation-reporting"
],
"industryIds": [
"ind-retail",
"ind-cpg",
"ind-manufacturing",
"ind-distribution",
"ind-automotive",
"ind-diy",
"ind-healthcare",
"ind-food-beverage",
"ind-energy-utilities"
],
"tags": [
"Global Leadership",
"Solution Engineering",
"Consultancy",
"Enterprise SaaS",
"PIM",
"MDM"
]
},
{
"id": "role-syndigo-solution-consultant",
"visibility": "public",
"status": "published",
"title": "Solution Consultant",
"company": "Syndigo",
"location": "unknown",
"startDate": "unknown",
"endDate": "unknown",
"summary": "First twelve months at Syndigo as a Solution Consultant before taking on global responsibility for pre-sales. Focused on customer discovery, solution design, enterprise demonstrations, PIM, MDM and product-content expertise, commercial sales support and business-value articulation across enterprise pursuits.",
"responsibilities": [
"Lead customer discovery for enterprise product-content and master-data opportunities",
"Design solutions across PIM, MDM and product-content use cases",
"Deliver enterprise demonstrations grounded in the customer's business",
"Support commercial teams through pursuit and executive conversations",
"Frame technology decisions in terms of measurable business value"
],
"capabilityIds": [
"cap-discovery",
"cap-enterprise-demonstrations",
"cap-solution-architecture",
"cap-business-value-articulation",
"cap-pim",
"cap-mdm",
"cap-enterprise-saas"
],
"technologyIds": [
"tech-syndigo",
"tech-pim",
"tech-mdm",
"tech-gdsn"
],
"achievementIds": [],
"projectIds": [],
"industryIds": [
"ind-retail",
"ind-cpg",
"ind-manufacturing"
],
"tags": [
"Solution Consultant",
"Pre-sales",
"Twelve months"
]
},
{
"id": "role-stibo-cio",
"visibility": "public",
"status": "published",
"title": "Chief Innovation Officer (joint role)",
"company": "Stibo Systems",
"location": "Global · Remote",
"startDate": "2020-08",
"endDate": "2022-03",
"summary": "Executive responsibility for the innovation agenda alongside the Director of User Experience role. Set the direction for how research, product, design and engineering explored new capability, incubated emerging technology and translated it into practical value for enterprise master-data customers. Sponsored a clean-sheet redesign for complex data-management users and directed strategic product innovation across the portfolio.",
"responsibilities": [
"Set the innovation strategy across product, design and engineering",
"Sponsor incubation of emerging capability, including a cloud-hosted algorithm execution environment for PIM and MDM",
"Direct strategic product innovation across master-data management",
"Sponsor clean-sheet redesign initiatives for complex user journeys",
"Align design, research and product engineering behind a shared innovation agenda",
"Represent the innovation agenda in senior customer, partner and industry conversations"
],
"capabilityIds": [
"cap-product-innovation",
"cap-organisational-transformation",
"cap-cross-functional-leadership",
"cap-solution-architecture",
"cap-cloud-platforms",
"cap-executive-stakeholder-engagement"
],
"technologyIds": [
"tech-react"
],
"achievementIds": [
"ach-stibo-clean-sheet-redesign",
"ach-stibo-frontend-modernisation",
"ach-stibo-algorithm-platform"
],
"projectIds": [],
"industryIds": [
"ind-manufacturing",
"ind-distribution",
"ind-retail"
],
"tags": [
"Innovation",
"MDM",
"Executive"
]
},
{
"id": "role-stibo-dir-ux",
"visibility": "public",
"status": "published",
"title": "Director of User Experience",
"company": "Stibo Systems",
"location": "Global · Remote",
"startDate": "2018-02",
"endDate": "2022-03",
"summary": "Established user experience as a strategic function inside Stibo Systems. Founded and scaled the UX organisation from a single designer to a 16-person embedded team spanning research, design and design-system disciplines. Set up the first dedicated UX research capability, embedded design thinking and evidence-led decision making into product development, created and governed an enterprise design system, led a clean-sheet redesign for complex master-data users and directed the front-end modernisation from Google Web Toolkit and Angular towards React and a shared design system.",
"responsibilities": [
"Establish UX as a strategic function inside product engineering",
"Build and lead the UX organisation across research, design and design-system disciplines",
"Embed user research and design thinking into product decision making",
"Create and govern an enterprise design system across the product portfolio",
"Lead the clean-sheet redesign for complex master-data users",
"Direct front-end modernisation across the product portfolio",
"Shape customer-centred product development and product strategy in partnership with product management and engineering",
"Lead cross-functional collaboration across product, engineering, research and design"
],
"capabilityIds": [
"cap-ux-org-design",
"cap-ux-research",
"cap-design-system",
"cap-product-innovation",
"cap-front-end-modernisation",
"cap-cross-functional-leadership",
"cap-organisational-transformation"
],
"technologyIds": [
"tech-react",
"tech-angular",
"tech-gwt"
],
"achievementIds": [
"ach-stibo-ux-scale",
"ach-stibo-ux-research",
"ach-stibo-design-system",
"ach-stibo-clean-sheet-redesign",
"ach-stibo-frontend-modernisation"
],
"projectIds": [],
"industryIds": [
"ind-manufacturing",
"ind-distribution",
"ind-retail"
],
"tags": [
"UX",
"Design System",
"Research",
"Product"
]
},
{
"id": "role-stibo-head-eu-presales",
"visibility": "public",
"status": "published",
"title": "Head of European Pre-Sales",
"company": "Stibo Systems",
"location": "Europe · Remote",
"startDate": "2013-03",
"endDate": "2018-01",
"summary": "Built and led the European pre-sales and sales engineering organisation for Stibo Systems' enterprise master-data and product-content platform. Owned the operating standards for discovery, demonstration, executive engagement and strategic pursuits across the region, coached and mentored practitioners into more senior roles, worked closely with the partner ecosystem and represented the platform in board-level customer conversations across enterprise PIM and MDM programmes.",
"responsibilities": [
"Build, lead and grow the European pre-sales and sales engineering organisation",
"Own executive customer engagement across the region",
"Support and win strategic enterprise pursuits",
"Coach and mentor pre-sales practitioners and develop future leaders",
"Work with the partner ecosystem to extend reach and delivery capacity",
"Apply and evolve the sales methodology across enterprise pursuits",
"Advise on enterprise PIM and MDM programmes at board and business level",
"Set operating standards for discovery, demonstration and business-value articulation"
],
"capabilityIds": [
"cap-presales-strategy",
"cap-coaching-enablement",
"cap-enterprise-demonstrations",
"cap-discovery",
"cap-business-value-articulation",
"cap-executive-stakeholder-engagement",
"cap-cross-functional-leadership",
"cap-partner-enablement",
"cap-mdm-consulting",
"cap-mdm",
"cap-pim"
],
"technologyIds": [
"tech-mdm",
"tech-pim"
],
"achievementIds": [],
"projectIds": [],
"industryIds": [
"ind-manufacturing",
"ind-distribution",
"ind-retail"
],
"tags": [
"Pre-sales",
"Europe",
"Leadership",
"PIM",
"MDM"
]
},
{
"id": "role-stibo-mdm-specialist",
"visibility": "public",
"status": "published",
"title": "Master Data Management Specialist / Pre-Sales",
"company": "Stibo Systems",
"location": "UK · International customer engagement",
"startDate": "2006",
"endDate": "2013",
"summary": "Board-level and business-user engagements across the UK, Europe and North America. Covered data governance, stewardship, workflow, data modelling, e-commerce and ERP integration, classification management and supplier onboarding.",
"responsibilities": [
"Advise executive and business-user audiences on master-data programmes",
"Cover data governance, stewardship, workflow and modelling in enterprise engagements",
"Support e-commerce and ERP integration conversations",
"Advise on classification management and supplier onboarding"
],
"capabilityIds": [
"cap-mdm",
"cap-mdm-consulting",
"cap-data-governance",
"cap-pim",
"cap-executive-stakeholder-engagement",
"cap-discovery"
],
"technologyIds": [
"tech-mdm",
"tech-pim",
"tech-etim",
"tech-bmecat"
],
"achievementIds": [],
"projectIds": [],
"industryIds": [
"ind-manufacturing",
"ind-distribution",
"ind-retail"
],
"tags": [
"MDM",
"Pre-sales",
"Consulting"
]
},
{
"id": "role-stibo-project-manager",
"visibility": "public",
"status": "published",
"title": "Project Manager",
"company": "Stibo Systems",
"location": "UK · International delivery",
"startDate": "2003",
"endDate": "2006",
"summary": "Managed international enterprise MDM implementations covering project lifecycle, solution design, process analysis, multidisciplinary teams, risks, financials, integrations, software-development cycles, proposals and RFI responses.",
"responsibilities": [
"Manage international enterprise MDM implementations end to end",
"Lead solution design and process analysis",
"Direct multidisciplinary delivery teams and financials",
"Handle integrations and software-development cycles",
"Own proposals and RFI responses for pursuit support"
],
"capabilityIds": [
"cap-project-delivery",
"cap-mdm",
"cap-cross-functional-leadership",
"cap-solution-architecture"
],
"technologyIds": [
"tech-mdm"
],
"achievementIds": [],
"projectIds": [],
"industryIds": [
"ind-manufacturing",
"ind-distribution",
"ind-retail"
],
"tags": [
"Project Management",
"MDM",
"Delivery"
]
},
{
"id": "role-stibo-application-consultant",
"visibility": "public",
"status": "published",
"title": "Application Consultant",
"company": "Stibo Systems",
"location": "UK",
"startDate": "1999",
"endDate": "2003",
"summary": "Application consultancy on master-data and product-content solutions, supporting customers through implementation and configuration.",
"responsibilities": [
"Support customer implementation and configuration",
"Advise on application use and adoption"
],
"capabilityIds": [
"cap-mdm",
"cap-pim"
],
"technologyIds": [
"tech-mdm"
],
"achievementIds": [],
"projectIds": [],
"tags": [
"Application Consultant"
]
},
{
"id": "role-stibo-media-specialist",
"visibility": "public",
"status": "published",
"title": "Media Specialist",
"company": "Stibo Systems",
"location": "UK",
"startDate": "1997",
"endDate": "1999",
"summary": "Media-specialist role covering the production and technical handling of media assets ahead of the move into application consultancy.",
"responsibilities": [
"Production and technical handling of media assets"
],
"capabilityIds": [],
"technologyIds": [],
"achievementIds": [],
"projectIds": [],
"tags": [
"Media"
]
},
{
"id": "role-stibo-server-operator",
"visibility": "public",
"status": "published",
"title": "Server Operator",
"company": "Stibo Systems",
"location": "UK",
"startDate": "1994",
"endDate": "1997",
"summary": "First role in technical operations, running server infrastructure and providing the foundation for a career that moved through consulting and into executive leadership.",
"responsibilities": [
"Operate server infrastructure"
],
"capabilityIds": [],
"technologyIds": [],
"achievementIds": [],
"projectIds": [],
"tags": [
"Operations"
]
}
],
"achievements": [
{
"id": "ach-winrate-transformation",
"visibility": "public",
"status": "published",
"title": "Increased global pre-sales win rate from 38% to 61% over 18 months",
"narrative": "Led a commercial transformation of the global pre-sales function that lifted the win rate from 38% to 61% over eighteen months. Combined organisational redesign, stronger governance, improved discovery, structured storytelling, repeatable operating practices and scalable sales assets so that pursuits were run to a consistent standard rather than depending on individual heroics.",
"metric": "38% → 61% win rate · 23 percentage-point improvement over 18 months",
"metricValidated": true,
"roleId": "role-syndigo-svp",
"projectId": "proj-global-se-transformation",
"capabilityIds": [
"cap-organisational-transformation",
"cap-operating-model-design",
"cap-go-to-market-strategy",
"cap-presales-strategy",
"cap-business-value-articulation",
"cap-rfp-rfi-governance",
"cap-solution-engineering-operations"
],
"tags": [
"Win Rate",
"Commercial Transformation",
"Pre-sales"
]
},
{
"id": "ach-se-transformation",
"visibility": "public",
"status": "published",
"title": "Unified the global solution engineering operating model",
"narrative": "Led a transition away from fragmented, product-aligned practices towards a coordinated global operating model. Introduced a shared definition of the role, common expectations for discovery and demonstration, and consistent quality standards across regions, so customer engagements no longer depended on which team the customer happened to meet.",
"metricValidated": false,
"roleId": "role-syndigo-svp",
"projectId": "proj-global-se-transformation",
"capabilityIds": [
"cap-organisational-transformation",
"cap-operating-model-design",
"cap-solution-engineering-operations",
"cap-global-team-leadership"
],
"tags": [
"Transformation",
"Operating Model"
]
},
{
"id": "ach-presales-excellence-council",
"visibility": "public",
"status": "published",
"title": "Established the PreSales Excellence Council",
"narrative": "Created a cross-regional council to raise the professional standard of solution engineering. Introduced peer review of demonstrations, shared critique of business storytelling and a running programme of craft development, giving practitioners a forum to hold each other to a higher bar.",
"metricValidated": false,
"roleId": "role-syndigo-svp",
"projectId": "proj-presales-excellence-council",
"capabilityIds": [
"cap-demonstration-governance",
"cap-coaching-enablement",
"cap-cross-functional-leadership"
],
"tags": [
"Governance",
"Enablement"
]
},
{
"id": "ach-presales-playbook",
"visibility": "public",
"status": "published",
"title": "Authored a structured PreSales Playbook",
"narrative": "Codified a repeatable pre-sales method covering discovery, rehearsal, storytelling, reverse demonstrations, proof-of-concept planning and handover to delivery. The playbook gave newer engineers a clear route to competence and gave senior practitioners a shared language for coaching.",
"metricValidated": false,
"roleId": "role-syndigo-svp",
"projectId": "proj-presales-playbook",
"capabilityIds": [
"cap-discovery",
"cap-enterprise-demonstrations",
"cap-poc-governance",
"cap-sales-to-delivery-handover",
"cap-presales-strategy"
],
"tags": [
"Playbook",
"Method"
]
},
{
"id": "ach-pursuit-desk",
"visibility": "public",
"status": "published",
"title": "Introduced the Pursuit Desk model for RFP and RFI response",
"narrative": "Built a Pursuit Desk to bring ownership, consistency and quality to formal responses. Combined a reusable content library, clearer governance and a defined intake and review process so that pursuits no longer relied on ad hoc effort from the most senior contributors.",
"metricValidated": false,
"roleId": "role-syndigo-svp",
"projectId": "proj-pursuit-desk",
"capabilityIds": [
"cap-rfp-rfi-governance",
"cap-operating-model-design",
"cap-cross-functional-leadership"
],
"tags": [
"RFP",
"Governance"
]
},
{
"id": "ach-solution-consultancy",
"visibility": "public",
"status": "published",
"title": "Created a Solution Consultancy capability focused on business value",
"narrative": "Established a discipline dedicated to executive alignment, business case development and outcome-led customer conversations. Reframed engagements around measurable value and decision support rather than product tour, sharpening the commercial narrative used at senior levels.",
"metricValidated": false,
"roleId": "role-syndigo-svp",
"projectId": "proj-solution-consultancy",
"capabilityIds": [
"cap-customer-value-strategy",
"cap-business-value-articulation",
"cap-executive-stakeholder-engagement"
],
"tags": [
"Value Engineering",
"Executive Engagement"
]
},
{
"id": "ach-operational-discipline",
"visibility": "public",
"status": "published",
"title": "Introduced stronger operational discipline across the function",
"narrative": "Defined activity taxonomy, workload visibility and utilisation reporting so leaders could see how the team's time was invested. Improved maintenance of planning data and gave managers the information they needed to balance capacity, coverage and coaching.",
"metricValidated": false,
"roleId": "role-syndigo-svp",
"projectId": "proj-utilisation-reporting",
"capabilityIds": [
"cap-performance-reporting",
"cap-resource-capacity-planning",
"cap-solution-engineering-operations"
],
"tags": [
"Operations",
"Reporting"
]
},
{
"id": "ach-storytelling-challenger",
"visibility": "public",
"status": "published",
"title": "Advanced storytelling and Challenger-style customer conversations",
"narrative": "Shifted the default approach from feature demonstration towards narrative-led conversation grounded in the customer's business. Introduced rehearsal, structured storytelling and Challenger-style methods to sharpen relevance and provoke better executive decisions.",
"metricValidated": false,
"roleId": "role-syndigo-svp",
"projectId": "proj-storytelling-challenger",
"capabilityIds": [
"cap-business-value-articulation",
"cap-coaching-enablement",
"cap-enterprise-demonstrations"
],
"tags": [
"Storytelling",
"Challenger"
]
},
{
"id": "ach-showcase-environments",
"visibility": "public",
"status": "published",
"title": "Built showcase demonstration environments and reusable assets",
"narrative": "Designed persona-led showcase environments and reusable demonstration assets so teams stopped rebuilding from scratch. Improved preparation efficiency, released senior time for coaching and lifted the visible quality of customer-facing sessions.",
"metricValidated": false,
"roleId": "role-syndigo-svp",
"projectId": "proj-showcase-demo-programme",
"capabilityIds": [
"cap-enterprise-demonstrations",
"cap-solution-architecture",
"cap-demo-automation"
],
"tags": [
"Showcase",
"Assets"
]
},
{
"id": "ach-one-team-handover",
"visibility": "public",
"status": "published",
"title": "Strengthened sales-to-delivery handover with a One Team mindset",
"narrative": "Introduced clearer handover standards between sales, solution engineering, consultancy, product and delivery so that customer commitments made pre-sale were honoured post-sale. Reduced surprises for delivery and improved continuity of the customer relationship.",
"metricValidated": false,
"roleId": "role-syndigo-svp",
"projectId": "proj-sales-to-delivery-handover",
"capabilityIds": [
"cap-sales-to-delivery-handover",
"cap-cross-functional-leadership",
"cap-operating-model-design"
],
"tags": [
"One Team",
"Handover"
]
},
{
"id": "ach-demo-automation",
"visibility": "public",
"status": "published",
"title": "Expanded demo automation and interactive experiences",
"narrative": "Championed the adoption of demo automation and interactive product experiences to scale customer engagement beyond live sessions. Made high-quality product narrative available to buyers earlier in their journey and to teams without deep product depth.",
"metricValidated": false,
"roleId": "role-syndigo-svp",
"projectId": "proj-demo-automation",
"capabilityIds": [
"cap-demo-automation",
"cap-enterprise-demonstrations",
"cap-go-to-market-strategy"
],
"tags": [
"Automation",
"Scale"
]
},
{
"id": "ach-rfp-turnaround",
"visibility": "public",
"status": "published",
"title": "Reduced RFP turnaround from approximately five weeks to two weeks",
"narrative": "Reduced RFP response turnaround from approximately five weeks to two weeks while sustaining approximately 30 RFPs per month. Achieved through clearer ownership, governance and reusable content in a Loopio-supported Pursuit Desk model.",
"metric": "~5 weeks → 2 weeks · ~30 RFPs per month",
"metricValidated": true,
"roleId": "role-syndigo-svp",
"projectId": "proj-pursuit-desk",
"capabilityIds": [
"cap-rfp-rfi-governance",
"cap-operating-model-design",
"cap-cross-functional-leadership"
],
"tags": [
"RFP",
"Turnaround",
"Loopio"
]
},
{
"id": "ach-consensus-rollout",
"visibility": "public",
"status": "published",
"title": "Scaled Consensus adoption to more than 250 users",
"narrative": "Rolled Consensus out to more than 250 users across account management, sales and pre-sales, with governance for video-content generation, AI-assisted improvements to narration and production quality, and pursuit-specific demo boards.",
"metric": "250+ users",
"metricValidated": true,
"roleId": "role-syndigo-svp",
"projectId": "proj-consensus-rollout",
"capabilityIds": [
"cap-demo-automation",
"cap-enterprise-demonstrations",
"cap-go-to-market-strategy"
],
"tags": [
"Consensus",
"Demo Automation"
]
},
{
"id": "ach-competitive-intelligence",
"visibility": "public",
"status": "published",
"title": "Standardised competitive intelligence through the acquisition of Klue",
"narrative": "Brought structure to competitive intelligence approaches and processes through the acquisition and implementation of Klue as the single competitive-intelligence platform. Established one place, one process and clear ownership for capturing and disseminating intelligence, with curated battlecards and pursuit-specific tailoring linked to individual opportunities and demo boards.",
"metricValidated": false,
"roleId": "role-syndigo-svp",
"projectId": "proj-klue-competitive-intelligence",
"capabilityIds": [
"cap-competitive-intelligence",
"cap-competitive-strategy"
],
"tags": [
"Competitive Intelligence",
"Klue"
]
},
{
"id": "ach-cloud-support",
"visibility": "public",
"status": "published",
"title": "Built a specialist cloud-environment support function",
"narrative": "Established a strong back-end support function for the complex configuration and management of cloud demonstration environments, giving customer-facing teams reliable, well-configured environments on which to run showcase engagements.",
"metricValidated": false,
"roleId": "role-syndigo-svp",
"projectId": "proj-cloud-support-function",
"capabilityIds": [
"cap-cloud-demo-operations",
"cap-solution-architecture"
],
"tags": [
"Cloud",
"Environments"
]
},
{
"id": "ach-internship-programme",
"visibility": "public",
"status": "published",
"title": "Established an internship programme with subsequent employment",
"narrative": "Created an internship programme that led to successful subsequent employment of interns, opening a durable pathway from early career into permanent roles in pre-sales and consultancy.",
"metricValidated": false,
"roleId": "role-syndigo-svp",
"projectId": "proj-internship-programme",
"capabilityIds": [
"cap-talent-development",
"cap-coaching-enablement"
],
"tags": [
"Internship",
"Talent"
]
},
{
"id": "ach-partner-integrations",
"visibility": "public",
"status": "published",
"title": "Enabled third-party technology-partner integrations",
"narrative": "Supported third-party technology integrations and partner-led solution development, including SmartLinks digital product passport initiatives with SnapLogic, extending the reach of the platform through partner-delivered outcomes.",
"metricValidated": false,
"roleId": "role-syndigo-svp",
"projectId": "proj-technology-partner-integrations",
"capabilityIds": [
"cap-partner-enablement",
"cap-solution-architecture"
],
"tags": [
"Partners",
"Integrations",
"SmartLinks",
"SnapLogic"
]
},
{
"id": "ach-stibo-ux-scale",
"visibility": "public",
"status": "published",
"title": "Scaled the Stibo Systems UX organisation from one designer to 16",
"narrative": "Founded and grew the UX organisation from a single designer to a 16-person embedded team spanning research, design and design-system disciplines, giving product engineering a durable design partner at scale.",
"metric": "1 → 16 people",
"metricValidated": true,
"roleId": "role-stibo-dir-ux",
"capabilityIds": [
"cap-ux-org-design",
"cap-organisational-transformation"
],
"tags": [
"UX",
"Organisation Design"
]
},
{
"id": "ach-stibo-ux-research",
"visibility": "public",
"status": "published",
"title": "Established Stibo Systems' first dedicated UX research capability",
"narrative": "Set up Stibo Systems' first dedicated UX research capability, embedding user evidence into product decision making across master-data management.",
"metricValidated": false,
"roleId": "role-stibo-dir-ux",
"capabilityIds": [
"cap-ux-research"
],
"tags": [
"UX",
"Research"
]
},
{
"id": "ach-stibo-design-system",
"visibility": "public",
"status": "published",
"title": "Created and embedded an enterprise design system",
"narrative": "Created an enterprise design system and embedded it into product development, giving engineering and design a shared vocabulary and reusable components across the portfolio.",
"metricValidated": false,
"roleId": "role-stibo-dir-ux",
"capabilityIds": [
"cap-design-system",
"cap-front-end-modernisation"
],
"tags": [
"Design System"
]
},
{
"id": "ach-stibo-clean-sheet-redesign",
"visibility": "public",
"status": "published",
"title": "Led a clean-sheet redesign for complex data-management users",
"narrative": "Directed a clean-sheet redesign for complex master-data management users, unlocking a more coherent experience across the platform.",
"metricValidated": false,
"roleId": "role-stibo-dir-ux",
"capabilityIds": [
"cap-product-innovation",
"cap-ux-research"
],
"tags": [
"Redesign",
"Product"
]
},
{
"id": "ach-stibo-frontend-modernisation",
"visibility": "public",
"status": "published",
"title": "Directed front-end modernisation towards React and a shared design system",
"narrative": "Led the front-end modernisation away from Google Web Toolkit and Angular towards React and a shared design system, aligning the visual and interaction language of the platform.",
"metricValidated": false,
"roleId": "role-stibo-dir-ux",
"capabilityIds": [
"cap-front-end-modernisation",
"cap-design-system"
],
"tags": [
"Front-End",
"Modernisation"
]
},
{
"id": "ach-stibo-algorithm-platform",
"visibility": "public",
"status": "published",
"title": "Created a cloud-hosted algorithm execution capability for PIM and MDM",
"narrative": "Created a cloud-hosted execution environment that allowed developers to host their own algorithms and run them against the PIM and MDM database. Established an extensibility model for customer-specific intelligence and analytical logic, and demonstrated early strategic foresight around intelligent data platforms before AI became a mainstream enterprise topic.",
"metricValidated": false,
"roleId": "role-stibo-cio",
"capabilityIds": [
"cap-product-innovation",
"cap-solution-architecture",
"cap-cloud-platforms"
],
"tags": [
"Innovation",
"Algorithms",
"PIM",
"MDM",
"Extensibility"
]
}
],
"projects": [
{
"id": "proj-global-se-transformation",
"visibility": "public",
"status": "published",
"name": "Global Solution Engineering Transformation",
"summary": "Reshape a globally distributed solution engineering function into a unified, customer-centred operating model.",
"problem": "Historically product-aligned pockets produced inconsistent customer experiences, uneven quality and duplicated effort across regions.",
"approach": "Defined a shared operating model, common standards for discovery and demonstration, aligned regional leadership and introduced a governance rhythm across territories.",
"outcome": "A more consistent customer engagement model with clearer roles, common expectations and a single professional standard across the global team. Over eighteen months the global pre-sales win rate rose from 38% to 61%, a 23 percentage-point improvement.",
"roleId": "role-syndigo-svp",
"capabilityIds": [
"cap-organisational-transformation",
"cap-operating-model-design",
"cap-global-team-leadership",
"cap-solution-engineering-operations",
"cap-go-to-market-strategy"
],
"technologyIds": [
"tech-syndigo",
"tech-salesforce"
],
"achievementIds": [
"ach-se-transformation",
"ach-winrate-transformation"
],
"tags": [
"Transformation",
"Operating Model",
"Win Rate"
]
},
{
"id": "proj-presales-excellence-council",
"visibility": "public",
"status": "published",
"name": "PreSales Excellence Council",
"summary": "Cross-regional council to raise professional standards through peer review and shared craft development.",
"problem": "Quality of demonstrations and business storytelling varied and there was no forum for practitioners to hold each other to a higher bar.",
"approach": "Established the council, introduced structured peer review of live and recorded engagements and set a running programme of craft topics and coaching.",
"outcome": "A shared vocabulary for what good looks like, visible improvement in demonstration craft and a stronger sense of profession across the team.",
"roleId": "role-syndigo-svp",
"capabilityIds": [
"cap-demonstration-governance",
"cap-coaching-enablement",
"cap-cross-functional-leadership"
],
"technologyIds": [],
"achievementIds": [
"ach-presales-excellence-council"
],
"tags": [
"Council",
"Standards"
]
},
{
"id": "proj-presales-playbook",
"visibility": "public",
"status": "published",
"name": "PreSales Playbook and Standards",
"summary": "A written method for discovery, rehearsal, storytelling, reverse demonstrations, POC planning and delivery handover.",
"problem": "Practitioners were relying on personal habits rather than a shared method, making coaching, onboarding and consistent quality harder.",
"approach": "Documented the end-to-end pre-sales cycle as a playbook, embedded rehearsal and reverse demonstrations as expected practice and aligned it to the operating model.",
"outcome": "A repeatable method that newer engineers can learn quickly and senior practitioners can coach against, with consistent standards across regions.",
"roleId": "role-syndigo-svp",
"capabilityIds": [
"cap-presales-strategy",
"cap-discovery",
"cap-enterprise-demonstrations",
"cap-poc-governance",
"cap-sales-to-delivery-handover"
],
"technologyIds": [
"tech-sharepoint"
],
"achievementIds": [
"ach-presales-playbook"
],
"tags": [
"Playbook",
"Method"
]
},
{
"id": "proj-pursuit-desk",
"visibility": "public",
"status": "published",
"name": "Loopio and RFP Response Transformation (Pursuit Desk)",
"summary": "Canonical Pursuit Desk model with Loopio-backed reusable content, clear ownership and defined intake and review across approximately 30 RFPs per month.",
"problem": "RFP and RFI response quality depended on ad hoc effort from senior contributors and reusable content was scattered, producing long turnaround times, high noise and inconsistent output at approximately 30 RFPs per month.",
"approach": "Created a Pursuit Desk with a Loopio-backed knowledge base, defined response owners, structured review checkpoints and reusable content curation, and made response operations a first-class function inside the pre-sales organisation.",
"outcome": "Turnaround reduced from approximately five weeks to two weeks while sustaining approximately 30 RFPs per month, with clearer ownership and materially less noise around each response.",
"leadershipInsight": "Response quality is an operations problem before it is a writing problem. Ownership, reuse and cadence do the heavy lifting.",
"roleId": "role-syndigo-svp",
"capabilityIds": [
"cap-rfp-rfi-governance",
"cap-operating-model-design",
"cap-cross-functional-leadership"
],
"technologyIds": [
"tech-loopio",
"tech-sharepoint"
],
"achievementIds": [
"ach-pursuit-desk",
"ach-rfp-turnaround"
],
"businessOutcomeIds": [
"outcome-rfp-turnaround"
],
"programmeIds": [
"programme-commercial-excellence"
],
"tags": [
"RFP",
"Pursuit",
"Loopio"
]
},
{
"id": "proj-solution-consultancy",
"visibility": "public",
"status": "published",
"name": "Solution Consultancy and Value Engineering",
"summary": "A discipline focused on business value, ROI framing, executive alignment and outcome-led customer conversations.",
"problem": "Engagements skewed towards product exposition rather than the customer's business case and decision criteria.",
"approach": "Set up a dedicated consultancy capability, developed value engineering tools and coached the team on outcome-led conversation design for executive audiences.",
"outcome": "Sharper commercial narrative in senior conversations, better alignment on outcomes and improved credibility with executive buyers.",
"roleId": "role-syndigo-svp",
"capabilityIds": [
"cap-customer-value-strategy",
"cap-business-value-articulation",
"cap-executive-stakeholder-engagement"
],
"technologyIds": [],
"achievementIds": [
"ach-solution-consultancy"
],
"tags": [
"Value",
"Executive"
]
},
{
"id": "proj-storytelling-challenger",
"visibility": "public",
"status": "published",
"name": "Storytelling and Challenger Enablement",
"summary": "Systematic enablement to shift customer conversations from features to business relevance.",
"problem": "Default patterns favoured feature-led demonstrations, which limited executive relevance and decision impact.",
"approach": "Rolled out storytelling and Challenger-style techniques, made rehearsal a routine expectation and reinforced habits through peer review.",
"outcome": "Conversations that provoke better executive decisions and land the business relevance of the platform more clearly.",
"roleId": "role-syndigo-svp",
"capabilityIds": [
"cap-business-value-articulation",
"cap-coaching-enablement",
"cap-enterprise-demonstrations"
],
"technologyIds": [],
"achievementIds": [
"ach-storytelling-challenger"
],
"tags": [
"Storytelling",
"Challenger"
]
},
{
"id": "proj-showcase-demo-programme",
"visibility": "public",
"status": "published",
"name": "Showcase Demo Environment Programme",
"summary": "Persona-led showcase environments and a reusable asset library to support high-quality demonstrations at scale.",
"problem": "Teams rebuilt demonstrations repeatedly, wasting time and producing uneven quality.",
"approach": "Designed persona-led environments, curated an asset library and set expectations for reuse before bespoke build.",
"outcome": "Faster preparation, more consistent quality and more senior time released back to coaching and strategic pursuits.",
"roleId": "role-syndigo-svp",
"capabilityIds": [
"cap-enterprise-demonstrations",
"cap-solution-architecture",
"cap-demo-automation"
],
"technologyIds": [
"tech-syndigo",
"tech-azure"
],
"achievementIds": [
"ach-showcase-environments"
],
"tags": [
"Showcase",
"Reuse"
]
},
{
"id": "proj-demo-automation",
"visibility": "public",
"status": "published",
"name": "Demo Automation Adoption",
"summary": "Adopt demo automation and interactive product experiences to extend engagement beyond live sessions.",
"problem": "Buyer journeys begin long before a live meeting and rely on scalable, on-demand exposure to the platform.",
"approach": "Introduced Consensus for interactive video demos, defined authoring standards and built shared content aligned to buyer personas.",
"outcome": "Consistent, high-quality product narrative available to buyers on demand, extending the reach of the solution engineering function.",
"roleId": "role-syndigo-svp",
"capabilityIds": [
"cap-demo-automation",
"cap-enterprise-demonstrations",
"cap-go-to-market-strategy"
],
"technologyIds": [
"tech-consensus"
],
"achievementIds": [
"ach-demo-automation"
],
"tags": [
"Automation",
"Scale"
]
},
{
"id": "proj-sales-to-delivery-handover",
"visibility": "public",
"status": "published",
"name": "Sales-to-Delivery Handover Improvement",
"summary": "Clearer handover standards to protect customer commitments from pre-sale into delivery.",
"problem": "Commitments and context risked being lost between sales, solution engineering, consultancy and delivery, creating surprises for delivery teams.",
"approach": "Defined a shared handover artefact, aligned expectations across functions and embedded the handover step into the operating cadence.",
"outcome": "Smoother transitions, better retention of customer context and a more coherent customer experience across the lifecycle.",
"roleId": "role-syndigo-svp",
"capabilityIds": [
"cap-sales-to-delivery-handover",
"cap-cross-functional-leadership",
"cap-operating-model-design"
],
"technologyIds": [
"tech-salesforce",
"tech-sharepoint"
],
"achievementIds": [
"ach-one-team-handover"
],
"tags": [
"Handover",
"Lifecycle"
]
},
{
"id": "proj-utilisation-reporting",
"visibility": "public",
"status": "published",
"name": "Operational Visibility and Utilisation Reporting",
"summary": "Activity taxonomy, workload visibility and utilisation reporting to inform capacity and coaching decisions.",
"problem": "Leaders lacked a consistent view of how the team's time was being spent and where capacity was under pressure.",
"approach": "Defined common activity categories, improved planning data hygiene and built management dashboards for utilisation and coverage.",
"outcome": "Clearer capacity decisions, faster identification of overload and better balance between customer engagements, coaching and enablement.",
"roleId": "role-syndigo-svp",
"capabilityIds": [
"cap-performance-reporting",
"cap-resource-capacity-planning",
"cap-solution-engineering-operations"
],
"technologyIds": [
"tech-power-bi",
"tech-salesforce",
"tech-excel"
],
"achievementIds": [
"ach-operational-discipline"
],
"tags": [
"Reporting",
"Operations"
]
},
{
"id": "proj-klue-competitive-intelligence",
"visibility": "public",
"status": "published",
"name": "Competitive Intelligence and Klue Programme",
"summary": "Acquired and implemented Klue as the single competitive-intelligence platform, with one process, defined ownership and pursuit-specific application.",
"problem": "Competitive intelligence was fragmented, inconsistently owned and rarely reused. Battlecards and positioning were produced from scratch for each opportunity, limiting quality and confidence in senior conversations.",
"approach": "Acquired and implemented Klue as the central platform. Established one capture process and defined ownership, curated battlecards to a professional standard, and tailored competitive intelligence to individual pursuits alongside pursuit-specific Consensus demo boards.",
"outcome": "Consistent, accessible competitive positioning across the business with a reported improvement in conversion. Positioning became a repeatable practice rather than an individual effort.",
"leadershipInsight": "Competitive intelligence becomes useful when ownership and application are designed alongside the tool, not after it.",
"roleId": "role-syndigo-svp",
"capabilityIds": [
"cap-competitive-intelligence",
"cap-competitive-strategy",
"cap-operating-model-design"
],
"technologyIds": [
"tech-klue",
"tech-consensus"
],
"achievementIds": [
"ach-competitive-intelligence"
],
"businessOutcomeIds": [
"outcome-competitive-intelligence"
],
"programmeIds": [
"programme-commercial-excellence"
],
"tags": [
"Competitive Intelligence",
"Klue"
]
},
{
"id": "proj-consensus-rollout",
"visibility": "public",
"status": "published",
"name": "Consensus Rollout and Demo Content Governance",
"summary": "Scaled Consensus across account management, sales and pre-sales, with governance for video content, AI-assisted narration and pursuit-specific demo boards.",
"problem": "Demo content was produced inconsistently, was hard to reuse and rarely tailored to individual pursuits at scale.",
"approach": "Rolled Consensus out to more than 250 users across account management, sales and pre-sales. Introduced governance for video-content generation, leveraged AI tools to improve video and narration quality, and built pursuit-specific demo boards.",
"outcome": "Scaled, governed demo content with tailored boards for individual pursuits. Video and narration quality improved through AI-assisted production practices.",
"leadershipInsight": "Adoption at scale needs both governance and a lower-friction way to produce and reuse content.",
"roleId": "role-syndigo-svp",
"capabilityIds": [
"cap-demo-automation",
"cap-enterprise-demonstrations",
"cap-go-to-market-strategy"
],
"technologyIds": [
"tech-consensus"
],
"achievementIds": [
"ach-consensus-rollout"
],
"businessOutcomeIds": [
"outcome-consensus-adoption"
],
"programmeIds": [
"programme-commercial-excellence"
],
"tags": [
"Consensus",
"Demo Automation",
"AI"
]
},
{
"id": "proj-cloud-support-function",
"visibility": "public",
"status": "published",
"name": "Cloud Environment Support Function",
"summary": "Specialist back-end capability supporting the complex configuration and management of cloud demonstration environments.",
"problem": "Complex cloud demonstration environments required specialist configuration and management, and reactive support was pulling senior time away from customer engagements.",
"approach": "Built a dedicated back-end support function with the skills to configure and manage cloud demonstration environments to a repeatable standard.",
"outcome": "Reliable, well-configured demonstration environments available to customer-facing teams without depending on ad hoc effort from senior contributors.",
"leadershipInsight": "A quiet, specialist function behind the front line often creates more executive leverage than another headcount at the front.",
"roleId": "role-syndigo-svp",
"capabilityIds": [
"cap-cloud-demo-operations",
"cap-solution-architecture"
],
"technologyIds": [
"tech-azure"
],
"achievementIds": [
"ach-cloud-support"
],
"businessOutcomeIds": [
"outcome-cloud-support"
],
"programmeIds": [
"programme-operational-excellence"
],
"tags": [
"Cloud",
"Environments",
"Support"
]
},
{
"id": "proj-internship-programme",
"visibility": "public",
"status": "published",
"name": "Internship and Early-Career Programme",
"summary": "Structured internship programme with a successful pathway into permanent employment.",
"problem": "The organisation lacked a structured entry point for early-career talent into pre-sales and consultancy disciplines.",
"approach": "Created an internship programme with clear expectations, mentoring and pathways into permanent roles, and connected it to the coaching and enablement practices already in place.",
"outcome": "Successful subsequent employment of interns into permanent roles, opening a durable pathway for early-career talent into the function.",
"leadershipInsight": "Renewing talent is a leadership responsibility. Creating a way in matters as much as raising the standard.",
"roleId": "role-syndigo-svp",
"capabilityIds": [
"cap-talent-development",
"cap-coaching-enablement"
],
"technologyIds": [],
"achievementIds": [
"ach-internship-programme"
],
"businessOutcomeIds": [
"outcome-internship"
],
"programmeIds": [
"programme-leadership-organisation"
],
"tags": [
"Internship",
"Talent"
]
},
{
"id": "proj-technology-partner-integrations",
"visibility": "public",
"status": "published",
"name": "Technology Partner Integration Programme",
"summary": "Support for third-party technology integrations, including SmartLinks digital product passport initiatives with SnapLogic.",
"problem": "Partner-led solution development required consistent technical support and joint enablement to reach customers effectively.",
"approach": "Supported third-party technology integrations with tech partners, including SmartLinks digital product passport initiatives with SnapLogic, providing solution guidance, technical alignment and joint pursuit support.",
"outcome": "Extended the reach of the platform through partner-delivered outcomes and made partner-led solution development a workable motion.",
"leadershipInsight": "Partner reach compounds when the platform team makes it easy for partners to succeed on real customer opportunities.",
"roleId": "role-syndigo-svp",
"capabilityIds": [
"cap-partner-enablement",
"cap-solution-architecture"
],
"technologyIds": [
"tech-smartlinks",
"tech-snaplogic"
],
"achievementIds": [
"ach-partner-integrations"
],
"programmeIds": [
"programme-commercial-excellence"
],
"tags": [
"Partners",
"Integrations",
"SmartLinks",
"SnapLogic"
]
}
],
"capabilities": [
{
"id": "cap-global-team-leadership",
"visibility": "public",
"status": "published",
"name": "Global Team Leadership",
"category": "leadership",
"description": "Leading distributed managers and specialist teams across regions with consistent standards and shared purpose.",
"proficiency": "expert",
"evidenceAchievementIds": [
"ach-se-transformation"
],
"evidenceProjectIds": [
"proj-global-se-transformation"
]
},
{
"id": "cap-organisational-transformation",
"visibility": "public",
"status": "published",
"name": "Organisational Transformation",
"category": "leadership",
"description": "Reshaping functions around a clearer operating model, purpose and accountability without losing momentum.",
"proficiency": "expert",
"evidenceAchievementIds": [
"ach-se-transformation"
],
"evidenceProjectIds": [
"proj-global-se-transformation"
]
},
{
"id": "cap-executive-stakeholder-engagement",
"visibility": "public",
"status": "published",
"name": "Executive Stakeholder Engagement",
"category": "leadership",
"description": "Working with executive customers and internal leaders to align on outcomes, priorities and commitments.",
"proficiency": "expert",
"evidenceAchievementIds": [
"ach-solution-consultancy"
],
"evidenceProjectIds": [
"proj-solution-consultancy"
]
},
{
"id": "cap-coaching-enablement",
"visibility": "public",
"status": "published",
"name": "Coaching and Enablement",
"category": "leadership",
"description": "Building the craft of solution engineers and consultants through structured coaching, rehearsal and peer review.",
"proficiency": "advanced",
"evidenceAchievementIds": [
"ach-presales-excellence-council",
"ach-storytelling-challenger"
],
"evidenceProjectIds": [
"proj-presales-excellence-council",
"proj-storytelling-challenger"
]
},
{
"id": "cap-cross-functional-leadership",
"visibility": "public",
"status": "published",
"name": "Cross-functional Leadership",
"category": "leadership",
"description": "Aligning sales, solution engineering, consultancy, product and delivery around a shared customer outcome.",
"proficiency": "expert",
"evidenceAchievementIds": [
"ach-one-team-handover"
],
"evidenceProjectIds": [
"proj-sales-to-delivery-handover"
]
},
{
"id": "cap-change-leadership",
"visibility": "public",
"status": "published",
"name": "Change Leadership",
"category": "leadership",
"description": "Guiding people through operating-model and standards change with clear rationale and visible early wins.",
"proficiency": "advanced",
"evidenceAchievementIds": [
"ach-se-transformation"
],
"evidenceProjectIds": [
"proj-global-se-transformation"
]
},
{
"id": "cap-go-to-market-strategy",
"visibility": "public",
"status": "published",
"name": "Go-to-Market Strategy",
"category": "strategy",
"description": "Shaping how enterprise software is positioned, sold and scaled across segments and regions.",
"proficiency": "advanced",
"evidenceAchievementIds": [
"ach-demo-automation"
],
"evidenceProjectIds": [
"proj-demo-automation"
]
},
{
"id": "cap-presales-strategy",
"visibility": "public",
"status": "published",
"name": "Pre-sales Strategy",
"category": "strategy",
"description": "Defining how pre-sales adds value across discovery, demonstration, POC and executive engagement.",
"proficiency": "expert",
"evidenceAchievementIds": [
"ach-presales-playbook"
],
"evidenceProjectIds": [
"proj-presales-playbook"
]
},
{
"id": "cap-customer-value-strategy",
"visibility": "public",
"status": "published",
"name": "Customer Value Strategy",
"category": "strategy",
"description": "Framing engagements around measurable customer outcomes rather than product features.",
"proficiency": "advanced",
"evidenceAchievementIds": [
"ach-solution-consultancy"
],
"evidenceProjectIds": [
"proj-solution-consultancy"
]
},
{
"id": "cap-operating-model-design",
"visibility": "public",
"status": "published",
"name": "Operating Model Design",
"category": "strategy",
"description": "Designing roles, standards, cadences and metrics that let a function scale without losing quality.",
"proficiency": "expert",
"evidenceAchievementIds": [
"ach-se-transformation",
"ach-pursuit-desk"
],
"evidenceProjectIds": [
"proj-global-se-transformation",
"proj-pursuit-desk"
]
},
{
"id": "cap-competitive-strategy",
"visibility": "public",
"status": "published",
"name": "Competitive Strategy",
"category": "strategy",
"description": "Positioning the offer clearly against alternatives, informed by field experience and buyer priorities.",
"proficiency": "advanced",
"evidenceAchievementIds": [],
"evidenceProjectIds": []
},
{
"id": "cap-business-value-articulation",
"visibility": "public",
"status": "published",
"name": "Business Value Articulation",
"category": "strategy",
"description": "Translating technical capability into commercial outcomes and executive-relevant narrative.",
"proficiency": "expert",
"evidenceAchievementIds": [
"ach-solution-consultancy",
"ach-storytelling-challenger"
],
"evidenceProjectIds": [
"proj-solution-consultancy",
"proj-storytelling-challenger"
]
},
{
"id": "cap-solution-engineering-operations",
"visibility": "public",
"status": "published",
"name": "Solution Engineering Operations",
"category": "operational",
"description": "Running the day-to-day mechanics of a solution engineering function at scale.",
"proficiency": "expert",
"evidenceAchievementIds": [
"ach-operational-discipline"
],
"evidenceProjectIds": [
"proj-utilisation-reporting"
]
},
{
"id": "cap-rfp-rfi-governance",
"visibility": "public",
"status": "published",
"name": "RFP and RFI Governance",
"category": "operational",
"description": "Ownership, standards and review cadence to keep formal response quality consistent.",
"proficiency": "advanced",
"evidenceAchievementIds": [
"ach-pursuit-desk"
],
"evidenceProjectIds": [
"proj-pursuit-desk"
]
},
{
"id": "cap-poc-governance",
"visibility": "public",
"status": "published",
"name": "Proof-of-Concept Governance",
"category": "operational",
"description": "Scoping, gating and reviewing proofs of concept so effort maps to buying decisions.",
"proficiency": "advanced",
"evidenceAchievementIds": [
"ach-presales-playbook"
],
"evidenceProjectIds": [
"proj-presales-playbook"
]
},
{
"id": "cap-demonstration-governance",
"visibility": "public",
"status": "published",
"name": "Demonstration Governance",
"category": "operational",
"description": "Standards, peer review and rehearsal expectations for customer-facing demonstrations.",
"proficiency": "expert",
"evidenceAchievementIds": [
"ach-presales-excellence-council"
],
"evidenceProjectIds": [
"proj-presales-excellence-council"
]
},
{
"id": "cap-resource-capacity-planning",
"visibility": "public",
"status": "published",
"name": "Resource and Capacity Planning",
"category": "operational",
"description": "Balancing coverage, coaching and pursuit demand across a distributed team.",
"proficiency": "advanced",
"evidenceAchievementIds": [
"ach-operational-discipline"
],
"evidenceProjectIds": [
"proj-utilisation-reporting"
]
},
{
"id": "cap-sales-to-delivery-handover",
"visibility": "public",
"status": "published",
"name": "Sales-to-Delivery Handover",
"category": "operational",
"description": "Protecting commitments and context as customers move from purchase into delivery.",
"proficiency": "advanced",
"evidenceAchievementIds": [
"ach-one-team-handover"
],
"evidenceProjectIds": [
"proj-sales-to-delivery-handover"
]
},
{
"id": "cap-performance-reporting",
"visibility": "public",
"status": "published",
"name": "Performance Reporting",
"category": "operational",
"description": "Management reporting that surfaces workload, quality and outcomes clearly enough to act on.",
"proficiency": "advanced",
"evidenceAchievementIds": [
"ach-operational-discipline"
],
"evidenceProjectIds": [
"proj-utilisation-reporting"
]
},
{
"id": "cap-pim",
"visibility": "public",
"status": "published",
"name": "Product Information Management",
"category": "domain",
"description": "Designing and advising on PIM programmes that manage product data at enterprise scale.",
"proficiency": "expert",
"evidenceAchievementIds": [],
"evidenceProjectIds": []
},
{
"id": "cap-mdm",
"visibility": "public",
"status": "published",
"name": "Master Data Management",
"category": "domain",
"description": "Governance and management of master data across enterprise systems and processes.",
"proficiency": "advanced",
"evidenceAchievementIds": [],
"evidenceProjectIds": []
},
{
"id": "cap-pxm",
"visibility": "public",
"status": "published",
"name": "Product Experience Management",
"category": "domain",
"description": "Extending product content into rich, channel-ready experiences for buyers and consumers.",
"proficiency": "advanced",
"evidenceAchievementIds": [],
"evidenceProjectIds": []
},
{
"id": "cap-digital-shelf",
"visibility": "public",
"status": "published",
"name": "Digital Shelf",
"category": "domain",
"description": "Understanding how product content performs across digital retail and channel environments.",
"proficiency": "advanced",
"evidenceAchievementIds": [],
"evidenceProjectIds": []
},
{
"id": "cap-syndication",
"visibility": "public",
"status": "published",
"name": "Product Content Syndication",
"category": "domain",
"description": "Distributing product content to retailers, marketplaces and data pools with quality controls.",
"proficiency": "advanced",
"evidenceAchievementIds": [],
"evidenceProjectIds": []
},
{
"id": "cap-data-governance",
"visibility": "public",
"status": "published",
"name": "Data Governance",
"category": "domain",
"description": "Standards, ownership and quality regimes for product and master data across the business.",
"proficiency": "advanced",
"evidenceAchievementIds": [],
"evidenceProjectIds": []
},
{
"id": "cap-dam",
"visibility": "public",
"status": "published",
"name": "Digital Asset Management",
"category": "domain",
"description": "Managing digital assets alongside product content so brands publish consistently at scale.",
"proficiency": "practicing",
"evidenceAchievementIds": [],
"evidenceProjectIds": []
},
{
"id": "cap-enterprise-saas",
"visibility": "public",
"status": "published",
"name": "Enterprise SaaS",
"category": "domain",
"description": "Selling, positioning and operating enterprise SaaS across regulated and complex customers.",
"proficiency": "expert",
"evidenceAchievementIds": [],
"evidenceProjectIds": []
},
{
"id": "cap-solution-architecture",
"visibility": "public",
"status": "published",
"name": "Solution Architecture",
"category": "technical",
"description": "Shaping platform solutions that fit customer landscape, integration reality and target outcomes.",
"proficiency": "advanced",
"evidenceAchievementIds": [
"ach-showcase-environments"
],
"evidenceProjectIds": [
"proj-showcase-demo-programme"
]
},
{
"id": "cap-discovery",
"visibility": "public",
"status": "published",
"name": "Discovery",
"category": "technical",
"description": "Structured, curiosity-led discovery that uncovers the real problem before proposing a solution.",
"proficiency": "expert",
"evidenceAchievementIds": [
"ach-presales-playbook"
],
"evidenceProjectIds": [
"proj-presales-playbook"
]
},
{
"id": "cap-enterprise-demonstrations",
"visibility": "public",
"status": "published",
"name": "Enterprise Demonstrations",
"category": "technical",
"description": "Building and delivering executive-grade demonstrations grounded in the customer's business.",
"proficiency": "expert",
"evidenceAchievementIds": [
"ach-presales-excellence-council",
"ach-showcase-environments"
],
"evidenceProjectIds": [
"proj-presales-excellence-council",
"proj-showcase-demo-programme"
]
},
{
"id": "cap-demo-automation",
"visibility": "public",
"status": "published",
"name": "Demo Automation",
"category": "technical",
"description": "Adopting interactive and automated demo experiences to extend reach and consistency.",
"proficiency": "advanced",
"evidenceAchievementIds": [
"ach-demo-automation"
],
"evidenceProjectIds": [
"proj-demo-automation"
]
},
{
"id": "cap-data-integration",
"visibility": "public",
"status": "published",
"name": "Data Integration",
"category": "technical",
"description": "Working practical knowledge of how product and master data flow between enterprise systems.",
"proficiency": "practicing",
"evidenceAchievementIds": [],
"evidenceProjectIds": []
},
{
"id": "cap-cloud-platforms",
"visibility": "public",
"status": "published",
"name": "Cloud Platforms",
"category": "technical",
"description": "Working knowledge of enterprise cloud platforms for hosting, integration and analytics.",
"proficiency": "practicing",
"evidenceAchievementIds": [],
"evidenceProjectIds": []
},
{
"id": "cap-analytics-reporting",
"visibility": "public",
"status": "published",
"name": "Analytics and Reporting",
"category": "technical",
"description": "Building analytics and reporting that leaders will actually act on.",
"proficiency": "advanced",
"evidenceAchievementIds": [
"ach-operational-discipline"
],
"evidenceProjectIds": [
"proj-utilisation-reporting"
]
},
{
"id": "cap-competitive-intelligence",
"visibility": "public",
"status": "published",
"name": "Competitive Intelligence",
"category": "strategy",
"description": "Capturing, curating and disseminating competitive intelligence with clear ownership and pursuit-level application.",
"proficiency": "advanced",
"evidenceAchievementIds": [
"ach-competitive-intelligence"
],
"evidenceProjectIds": [
"proj-klue-competitive-intelligence"
]
},
{
"id": "cap-ux-org-design",
"visibility": "public",
"status": "published",
"name": "UX Organisation Design",
"category": "leadership",
"description": "Founding and scaling design organisations from a single practitioner to an embedded multidisciplinary team.",
"proficiency": "advanced",
"evidenceAchievementIds": [
"ach-stibo-ux-scale"
],
"evidenceProjectIds": []
},
{
"id": "cap-ux-research",
"visibility": "public",
"status": "published",
"name": "UX Research Leadership",
"category": "leadership",
"description": "Establishing dedicated research capability inside a product organisation and embedding evidence into decision making.",
"proficiency": "advanced",
"evidenceAchievementIds": [
"ach-stibo-ux-research"
],
"evidenceProjectIds": []
},
{
"id": "cap-design-system",
"visibility": "public",
"status": "published",
"name": "Design-System Leadership",
"category": "technical",
"description": "Creating and embedding enterprise design systems into product development at scale.",
"proficiency": "advanced",
"evidenceAchievementIds": [
"ach-stibo-design-system"
],
"evidenceProjectIds": []
},
{
"id": "cap-product-innovation",
"visibility": "public",
"status": "published",
"name": "Product Innovation",
"category": "strategy",
"description": "Setting and executing a clean-sheet product-innovation agenda across complex data-management users.",
"proficiency": "advanced",
"evidenceAchievementIds": [
"ach-stibo-clean-sheet-redesign"
],
"evidenceProjectIds": []
},
{
"id": "cap-partner-enablement",
"visibility": "public",
"status": "published",
"name": "Technology Partner Enablement",
"category": "strategy",
"description": "Enabling third-party technology partners to build, integrate and go to market alongside the platform.",
"proficiency": "advanced",
"evidenceAchievementIds": [
"ach-partner-integrations"
],
"evidenceProjectIds": [
"proj-technology-partner-integrations"
]
},
{
"id": "cap-cloud-demo-operations",
"visibility": "public",
"status": "published",
"name": "Cloud Demo-Environment Operations",
"category": "operational",
"description": "Complex configuration and management of cloud demonstration environments as a specialist back-end capability.",
"proficiency": "advanced",
"evidenceAchievementIds": [
"ach-cloud-support"
],
"evidenceProjectIds": [
"proj-cloud-support-function"
]
},
{
"id": "cap-talent-development",
"visibility": "public",
"status": "published",
"name": "Early-Career Talent Development",
"category": "leadership",
"description": "Creating structured entry points, internships and pathways from early career into permanent, valued roles.",
"proficiency": "advanced",
"evidenceAchievementIds": [
"ach-internship-programme"
],
"evidenceProjectIds": [
"proj-internship-programme"
]
},
{
"id": "cap-front-end-modernisation",
"visibility": "public",
"status": "published",
"name": "Front-End Modernisation",
"category": "technical",
"description": "Leading the modernisation of front-end technology from legacy toolkits towards contemporary component frameworks and shared design systems.",
"proficiency": "advanced",
"evidenceAchievementIds": [
"ach-stibo-frontend-modernisation"
],
"evidenceProjectIds": []
},
{
"id": "cap-mdm-consulting",
"visibility": "public",
"status": "published",
"name": "MDM Consulting and Advisory",
"category": "domain",
"description": "Board-level and business-user engagement across data governance, stewardship, workflow, modelling, integration and supplier onboarding.",
"proficiency": "expert",
"evidenceAchievementIds": [],
"evidenceProjectIds": []
},
{
"id": "cap-project-delivery",
"visibility": "public",
"status": "published",
"name": "Enterprise Project Delivery",
"category": "operational",
"description": "Leading international enterprise MDM implementations across lifecycle, solution design, teams, risks, financials, integrations and commercial responses.",
"proficiency": "advanced",
"evidenceAchievementIds": [],
"evidenceProjectIds": []
}
],
"leadership": [
{
"id": "lp-business-before-technology",
"visibility": "public",
"status": "published",
"title": "Business before technology",
"statement": "Every conversation starts with the customer's business, and technology is invited in only where it earns its place.",
"rationale": "Enterprise buyers commit to outcomes, not features. Anchoring on the business keeps engagements commercially honest and produces decisions people can defend.",
"practiceNotes": "Discovery leads. Demonstrations answer specific business questions. Business value framing is expected in executive conversations.",
"relatedCapabilityIds": [
"cap-business-value-articulation",
"cap-customer-value-strategy",
"cap-executive-stakeholder-engagement"
]
},
{
"id": "lp-customer-understanding-first",
"visibility": "public",
"status": "published",
"title": "Customer understanding comes first",
"statement": "Understanding the customer's world is a precondition for adding value, not a nicety once the pitch is ready.",
"rationale": "Credibility and relevance follow from evidence that we have listened. Solutions land when they are visibly built on what the customer actually said.",
"practiceNotes": "Structured discovery is standard. Executive interviews are prepared and rehearsed. Insight is fed forward into demonstrations, POCs and proposals.",
"relatedCapabilityIds": [
"cap-discovery",
"cap-executive-stakeholder-engagement"
]
},
{
"id": "lp-standards-that-enable",
"visibility": "public",
"status": "published",
"title": "Build standards that enable, not constrain",
"statement": "Standards exist to raise the floor and free up judgement, not to make talented people follow instructions.",
"rationale": "Playbooks, governance and templates let strong practitioners spend their energy on the parts that only they can do.",
"practiceNotes": "Standards are written, reviewed and revised in the open. Compliance is measured; punishment is not the model.",
"relatedCapabilityIds": [
"cap-operating-model-design",
"cap-solution-engineering-operations",
"cap-demonstration-governance"
]
},
{
"id": "lp-teams-coached-trusted-accountable",
"visibility": "public",
"status": "published",
"title": "Great teams are coached, trusted and held accountable",
"statement": "High-performing teams are built by coaching the craft, trusting the judgement and being clear about the outcome.",
"rationale": "Coaching without trust is smothering. Trust without accountability drifts. All three together produce professionals, not order-takers.",
"practiceNotes": "Regular one-to-one coaching. Clear ownership. Direct, respectful feedback on both effort and outcome.",
"relatedCapabilityIds": [
"cap-coaching-enablement",
"cap-global-team-leadership",
"cap-cross-functional-leadership"
]
},
{
"id": "lp-simplicity-improves-execution",
"visibility": "public",
"status": "published",
"title": "Simplicity improves execution",
"statement": "Simple rules, few metrics and clear language beat elaborate frameworks that only their authors can operate.",
"rationale": "Complexity in the operating model surfaces as friction in customer conversations. Reduce it deliberately.",
"practiceNotes": "Fewer, better standards. Plain-language artefacts. Continuous editing of process rather than continuous addition.",
"relatedCapabilityIds": [
"cap-operating-model-design",
"cap-solution-engineering-operations"
]
},
{
"id": "lp-rehearsal-creates-confidence",
"visibility": "public",
"status": "published",
"title": "Rehearsal creates confidence",
"statement": "Great customer moments are prepared. Rehearsal is not a sign of inexperience, it is a sign of respect for the audience.",
"rationale": "Executive audiences reward preparation. Reverse demonstrations, dry runs and peer review are cheap insurance against expensive misses.",
"practiceNotes": "Rehearsal is expected before senior meetings. Peer review is a normal part of the week, not a one-off event.",
"relatedCapabilityIds": [
"cap-enterprise-demonstrations",
"cap-demonstration-governance",
"cap-coaching-enablement"
]
},
{
"id": "lp-measure-what-matters",
"visibility": "public",
"status": "published",
"title": "Measure what matters",
"statement": "Measure a small number of things that actually change behaviour, and be honest when a metric stops serving its purpose.",
"rationale": "Reporting exists to inform decisions. Metrics that no one acts on are noise that competes with the signal.",
"practiceNotes": "Regular review of the metric set. Clear ownership of each metric. Explicit retirement of metrics that no longer earn their place.",
"relatedCapabilityIds": [
"cap-performance-reporting",
"cap-analytics-reporting"
]
},
{
"id": "lp-one-team-lifecycle",
"visibility": "public",
"status": "published",
"title": "One team across the customer lifecycle",
"statement": "The customer sees one company. Sales, solution engineering, consultancy, product and delivery act as one team from first meeting to renewal.",
"rationale": "Broken handovers cost more than any single deal. Continuity of context and commitment is a competitive advantage.",
"practiceNotes": "Explicit handover artefacts. Shared standards across functions. Joint retrospectives on the customer experience, not just individual outcomes.",
"relatedCapabilityIds": [
"cap-sales-to-delivery-handover",
"cap-cross-functional-leadership"
]
}
],
"technologies": [
{
"id": "tech-syndigo",
"visibility": "public",
"status": "published",
"name": "Syndigo",
"category": "platform",
"proficiency": "expert"
},
{
"id": "tech-salesforce",
"visibility": "public",
"status": "published",
"name": "Salesforce",
"category": "platform",
"proficiency": "advanced"
},
{
"id": "tech-azure",
"visibility": "public",
"status": "published",
"name": "Microsoft Azure",
"category": "cloud",
"proficiency": "working"
},
{
"id": "tech-power-bi",
"visibility": "public",
"status": "published",
"name": "Power BI",
"category": "tool",
"proficiency": "advanced"
},
{
"id": "tech-elastic",
"visibility": "public",
"status": "published",
"name": "Elastic / Kibana",
"category": "data",
"proficiency": "working"
},
{
"id": "tech-loopio",
"visibility": "public",
"status": "published",
"name": "Loopio",
"category": "tool",
"proficiency": "advanced"
},
{
"id": "tech-consensus",
"visibility": "public",
"status": "published",
"name": "Consensus",
"category": "tool",
"proficiency": "advanced"
},
{
"id": "tech-sharepoint",
"visibility": "public",
"status": "published",
"name": "SharePoint",
"category": "tool",
"proficiency": "advanced"
},
{
"id": "tech-power-automate",
"visibility": "public",
"status": "published",
"name": "Power Automate",
"category": "tool",
"proficiency": "working"
},
{
"id": "tech-excel",
"visibility": "public",
"status": "published",
"name": "Excel",
"category": "tool",
"proficiency": "advanced"
},
{
"id": "tech-pim",
"visibility": "public",
"status": "published",
"name": "PIM",
"category": "data",
"proficiency": "expert"
},
{
"id": "tech-mdm",
"visibility": "public",
"status": "published",
"name": "MDM",
"category": "data",
"proficiency": "advanced"
},
{
"id": "tech-dam",
"visibility": "public",
"status": "published",
"name": "DAM",
"category": "data",
"proficiency": "working"
},
{
"id": "tech-gdsn",
"visibility": "public",
"status": "published",
"name": "GDSN",
"category": "data",
"proficiency": "advanced"
},
{
"id": "tech-1worldsync",
"visibility": "public",
"status": "published",
"name": "1WorldSync",
"category": "data",
"proficiency": "working"
},
{
"id": "tech-etim",
"visibility": "public",
"status": "published",
"name": "ETIM",
"category": "data",
"proficiency": "familiar"
},
{
"id": "tech-bmecat",
"visibility": "public",
"status": "published",
"name": "BMEcat",
"category": "data",
"proficiency": "familiar"
},
{
"id": "tech-klue",
"visibility": "public",
"status": "published",
"name": "Klue",
"category": "platform",
"proficiency": "advanced"
},
{
"id": "tech-smartlinks",
"visibility": "public",
"status": "published",
"name": "SmartLinks",
"category": "platform",
"proficiency": "working"
},
{
"id": "tech-snaplogic",
"visibility": "public",
"status": "published",
"name": "SnapLogic",
"category": "platform",
"proficiency": "working"
},
{
"id": "tech-react",
"visibility": "public",
"status": "published",
"name": "React",
"category": "framework",
"proficiency": "working"
},
{
"id": "tech-angular",
"visibility": "public",
"status": "published",
"name": "Angular",
"category": "framework",
"proficiency": "familiar"
},
{
"id": "tech-gwt",
"visibility": "public",
"status": "published",
"name": "Google Web Toolkit",
"category": "framework",
"proficiency": "familiar"
}
],
"timeline": [
{
"id": "tl-syndigo-svp",
"visibility": "public",
"status": "published",
"date": "unknown",
"title": "Global SVP, Consultancy and Solution Engineering, Syndigo",
"description": "Global leadership of consultancy and solution engineering across Syndigo's enterprise software and data-management portfolio.",
"kind": "role",
"roleId": "role-syndigo-svp"
},
{
"id": "tl-winrate",
"visibility": "public",
"status": "published",
"date": "unknown",
"title": "Global pre-sales win rate lifted from 38% to 61%",
"description": "Commercial transformation of the global pre-sales function delivered a 23 percentage-point improvement in win rate over 18 months.",
"kind": "milestone",
"roleId": "role-syndigo-svp",
"projectId": "proj-global-se-transformation",
"achievementId": "ach-winrate-transformation"
},
{
"id": "tl-se-transformation",
"visibility": "public",
"status": "published",
"date": "unknown",
"title": "Global Solution Engineering Transformation",
"description": "Move from fragmented, product-aligned practices to a unified global operating model.",
"kind": "milestone",
"roleId": "role-syndigo-svp",
"projectId": "proj-global-se-transformation",
"achievementId": "ach-se-transformation"
},
{
"id": "tl-presales-council",
"visibility": "public",
"status": "published",
"date": "unknown",
"title": "PreSales Excellence Council established",
"kind": "milestone",
"roleId": "role-syndigo-svp",
"projectId": "proj-presales-excellence-council",
"achievementId": "ach-presales-excellence-council"
},
{
"id": "tl-presales-playbook",
"visibility": "public",
"status": "published",
"date": "unknown",
"title": "PreSales Playbook and Standards published",
"kind": "milestone",
"roleId": "role-syndigo-svp",
"projectId": "proj-presales-playbook",
"achievementId": "ach-presales-playbook"
},
{
"id": "tl-pursuit-desk",
"visibility": "public",
"status": "published",
"date": "unknown",
"title": "Pursuit Desk introduced for RFP and RFI response",
"kind": "milestone",
"roleId": "role-syndigo-svp",
"projectId": "proj-pursuit-desk",
"achievementId": "ach-pursuit-desk"
},
{
"id": "tl-solution-consultancy",
"visibility": "public",
"status": "published",
"date": "unknown",
"title": "Solution Consultancy capability stood up",
"kind": "milestone",
"roleId": "role-syndigo-svp",
"projectId": "proj-solution-consultancy",
"achievementId": "ach-solution-consultancy"
},
{
"id": "tl-storytelling",
"visibility": "public",
"status": "published",
"date": "unknown",
"title": "Storytelling and Challenger enablement rolled out",
"kind": "milestone",
"roleId": "role-syndigo-svp",
"projectId": "proj-storytelling-challenger",
"achievementId": "ach-storytelling-challenger"
},
{
"id": "tl-showcase-programme",
"visibility": "public",
"status": "published",
"date": "unknown",
"title": "Showcase Demo Environment Programme launched",
"kind": "milestone",
"roleId": "role-syndigo-svp",
"projectId": "proj-showcase-demo-programme",
"achievementId": "ach-showcase-environments"
},
{
"id": "tl-demo-automation",
"visibility": "public",
"status": "published",
"date": "unknown",
"title": "Demo automation adopted at scale",
"kind": "milestone",
"roleId": "role-syndigo-svp",
"projectId": "proj-demo-automation",
"achievementId": "ach-demo-automation"
},
{
"id": "tl-handover",
"visibility": "public",
"status": "published",
"date": "unknown",
"title": "Sales-to-delivery handover model improved",
"kind": "milestone",
"roleId": "role-syndigo-svp",
"projectId": "proj-sales-to-delivery-handover",
"achievementId": "ach-one-team-handover"
},
{
"id": "tl-utilisation",
"visibility": "public",
"status": "published",
"date": "unknown",
"title": "Operational visibility and utilisation reporting introduced",
"kind": "milestone",
"roleId": "role-syndigo-svp",
"projectId": "proj-utilisation-reporting",
"achievementId": "ach-operational-discipline"
},
{
"id": "tl-rfp-turnaround",
"visibility": "public",
"status": "published",
"date": "unknown",
"title": "RFP turnaround reduced from approximately five weeks to two weeks",
"kind": "milestone",
"roleId": "role-syndigo-svp",
"projectId": "proj-pursuit-desk",
"achievementId": "ach-rfp-turnaround"
},
{
"id": "tl-consensus-rollout",
"visibility": "public",
"status": "published",
"date": "unknown",
"title": "Consensus rolled out to more than 250 users",
"kind": "milestone",
"roleId": "role-syndigo-svp",
"projectId": "proj-consensus-rollout",
"achievementId": "ach-consensus-rollout"
},
{
"id": "tl-klue",
"visibility": "public",
"status": "published",
"date": "unknown",
"title": "Klue acquired as the single competitive-intelligence platform",
"kind": "milestone",
"roleId": "role-syndigo-svp",
"projectId": "proj-klue-competitive-intelligence",
"achievementId": "ach-competitive-intelligence"
},
{
"id": "tl-cloud-support",
"visibility": "public",
"status": "published",
"date": "unknown",
"title": "Cloud environment support function established",
"kind": "milestone",
"roleId": "role-syndigo-svp",
"projectId": "proj-cloud-support-function",
"achievementId": "ach-cloud-support"
},
{
"id": "tl-internship",
"visibility": "public",
"status": "published",
"date": "unknown",
"title": "Internship programme established with permanent hires",
"kind": "milestone",
"roleId": "role-syndigo-svp",
"projectId": "proj-internship-programme",
"achievementId": "ach-internship-programme"
},
{
"id": "tl-partner-integrations",
"visibility": "public",
"status": "published",
"date": "unknown",
"title": "Technology partner integration programme, including SmartLinks with SnapLogic",
"kind": "milestone",
"roleId": "role-syndigo-svp",
"projectId": "proj-technology-partner-integrations",
"achievementId": "ach-partner-integrations"
},
{
"id": "tl-syndigo-sc",
"visibility": "public",
"status": "published",
"date": "unknown",
"title": "Joined Syndigo as Solution Consultant",
"description": "Twelve months as Solution Consultant before taking global responsibility for pre-sales.",
"kind": "role",
"roleId": "role-syndigo-solution-consultant"
},
{
"id": "tl-stibo-cio",
"visibility": "public",
"status": "published",
"date": "2020-08",
"title": "Chief Innovation Officer (joint role), Stibo Systems",
"kind": "role",
"roleId": "role-stibo-cio"
},
{
"id": "tl-stibo-ux",
"visibility": "public",
"status": "published",
"date": "2018-02",
"title": "Director of User Experience, Stibo Systems",
"description": "Founded and scaled the UX organisation from one designer to a 16-person embedded team.",
"kind": "role",
"roleId": "role-stibo-dir-ux",
"achievementId": "ach-stibo-ux-scale"
},
{
"id": "tl-stibo-eu-presales",
"visibility": "public",
"status": "published",
"date": "2013-03",
"title": "Head of European Pre-Sales, Stibo Systems",
"kind": "role",
"roleId": "role-stibo-head-eu-presales"
},
{
"id": "tl-stibo-mdm",
"visibility": "public",
"status": "published",
"date": "2006",
"title": "Master Data Management Specialist / Pre-Sales, Stibo Systems",
"kind": "role",
"roleId": "role-stibo-mdm-specialist"
},
{
"id": "tl-stibo-pm",
"visibility": "public",
"status": "published",
"date": "2003",
"title": "Project Manager, Stibo Systems",
"kind": "role",
"roleId": "role-stibo-project-manager"
},
{
"id": "tl-stibo-app",
"visibility": "public",
"status": "published",
"date": "1999",
"title": "Application Consultant, Stibo Systems",
"kind": "role",
"roleId": "role-stibo-application-consultant"
},
{
"id": "tl-stibo-media",
"visibility": "public",
"status": "published",
"date": "1997",
"title": "Media Specialist, Stibo Systems",
"kind": "role",
"roleId": "role-stibo-media-specialist"
},
{
"id": "tl-stibo-server",
"visibility": "public",
"status": "published",
"date": "1994",
"title": "Server Operator, Stibo Systems",
"kind": "role",
"roleId": "role-stibo-server-operator"
}
],
"metrics": [
{
"id": "metric-winrate",
"visibility": "public",
"status": "published",
"label": "Global pre-sales win rate",
"value": "38% → 61%",
"context": "23 percentage-point improvement over 18 months at Syndigo",
"validated": true,
"sourceAchievementId": "ach-winrate-transformation",
"roleId": "role-syndigo-svp",
"projectId": "proj-global-se-transformation",
"programmeId": "programme-customer-growth",
"businessOutcomeId": "outcome-winrate",
"tags": [
"Win Rate",
"Commercial Transformation"
]
},
{
"id": "metric-consensus-users",
"visibility": "public",
"status": "published",
"label": "Consensus adoption",
"value": "250+ users",
"context": "Rolled out across account management, sales and pre-sales at Syndigo",
"validated": true,
"sourceAchievementId": "ach-consensus-rollout",
"roleId": "role-syndigo-svp",
"projectId": "proj-consensus-rollout",
"programmeId": "programme-commercial-excellence",
"businessOutcomeId": "outcome-consensus-adoption",
"tags": [
"Consensus",
"Demo Automation"
]
},
{
"id": "metric-rfp-volume",
"visibility": "public",
"status": "published",
"label": "RFP throughput",
"value": "~30 per month",
"context": "Sustained monthly throughput through the Loopio-supported Pursuit Desk",
"validated": true,
"sourceAchievementId": "ach-rfp-turnaround",
"roleId": "role-syndigo-svp",
"projectId": "proj-pursuit-desk",
"programmeId": "programme-commercial-excellence",
"businessOutcomeId": "outcome-rfp-turnaround",
"tags": [
"RFP",
"Loopio"
]
},
{
"id": "metric-rfp-turnaround",
"visibility": "public",
"status": "published",
"label": "RFP turnaround",
"value": "~5 weeks → 2 weeks",
"context": "Shortened response turnaround with clearer ownership and reusable content",
"validated": true,
"sourceAchievementId": "ach-rfp-turnaround",
"roleId": "role-syndigo-svp",
"projectId": "proj-pursuit-desk",
"programmeId": "programme-commercial-excellence",
"businessOutcomeId": "outcome-rfp-turnaround",
"tags": [
"RFP",
"Turnaround"
]
},
{
"id": "metric-stibo-ux-scale",
"visibility": "public",
"status": "published",
"label": "Stibo Systems UX organisation",
"value": "1 → 16",
"context": "Scaled the design organisation from a single designer to a 16-person embedded team",
"validated": true,
"sourceAchievementId": "ach-stibo-ux-scale",
"roleId": "role-stibo-dir-ux",
"tags": [
"UX",
"Organisation Design"
]
}
],
"industries": [
{
"id": "ind-retail",
"visibility": "public",
"status": "published",
"name": "Retail",
"description": "Enterprise retailers managing product content at scale across owned channels and digital shelves.",
"representativeRoleIds": [
"role-syndigo-svp"
]
},
{
"id": "ind-cpg",
"visibility": "public",
"status": "published",
"name": "Consumer Packaged Goods",
"description": "Brand manufacturers syndicating trusted product content to retail partners and data pools.",
"representativeRoleIds": [
"role-syndigo-svp"
]
},
{
"id": "ind-manufacturing",
"visibility": "public",
"status": "published",
"name": "Manufacturing",
"description": "Industrial and B2B manufacturers rationalising product data across ERP, PIM and channel systems.",
"representativeRoleIds": [
"role-syndigo-svp"
]
},
{
"id": "ind-distribution",
"visibility": "public",
"status": "published",
"name": "Distribution",
"description": "Wholesalers and distributors publishing large, complex catalogues across trading partners.",
"representativeRoleIds": [
"role-syndigo-svp"
]
},
{
"id": "ind-automotive",
"visibility": "public",
"status": "published",
"name": "Automotive",
"description": "Automotive parts and aftermarket organisations working with structured technical content and classifications.",
"representativeRoleIds": [
"role-syndigo-svp"
]
},
{
"id": "ind-diy",
"visibility": "public",
"status": "published",
"name": "DIY and Home Improvement",
"description": "DIY and home-improvement players managing broad assortments and complex supplier ecosystems.",
"representativeRoleIds": [
"role-syndigo-svp"
]
},
{
"id": "ind-healthcare",
"visibility": "public",
"status": "published",
"name": "Healthcare",
"description": "Healthcare organisations working with regulated product content and strict data quality expectations.",
"representativeRoleIds": [
"role-syndigo-svp"
]
},
{
"id": "ind-food-beverage",
"visibility": "public",
"status": "published",
"name": "Food and Beverage",
"description": "Food and beverage brands managing regulated attributes, allergens and content for retail channels.",
"representativeRoleIds": [
"role-syndigo-svp"
]
},
{
"id": "ind-energy-utilities",
"visibility": "public",
"status": "published",
"name": "Energy and Utilities",
"description": "Energy and utilities organisations rationalising material master data and supply-chain content.",
"representativeRoleIds": [
"role-syndigo-svp"
]
}
],
"innovation": [
{
"id": "inn-demo-automation",
"visibility": "public",
"status": "published",
"title": "Demo automation and interactive product experiences",
"summary": "Extending high-quality product narrative beyond live meetings through interactive, on-demand experiences.",
"category": "automation",
"narrative": "Introduced interactive video and demo automation into the standard toolset so buyers can explore the platform in their own time and internal teams can share a consistent story at scale.",
"outcome": "Broader reach for the solution engineering function and more consistent product narrative across the buyer journey.",
"relatedProjectIds": [
"proj-demo-automation"
],
"relatedCapabilityIds": [
"cap-demo-automation",
"cap-enterprise-demonstrations"
]
},
{
"id": "inn-executive-value",
"visibility": "public",
"status": "published",
"title": "Executive ROI and value articulation methods",
"summary": "A repeatable approach to framing outcomes, ROI and business case for senior customer audiences.",
"category": "process",
"narrative": "Built a value articulation approach so consultancy and solution engineering conversations lead with outcomes and decision support rather than product tour.",
"outcome": "Sharper commercial narrative in executive rooms and better alignment on what success looks like.",
"relatedProjectIds": [
"proj-solution-consultancy"
],
"relatedCapabilityIds": [
"cap-business-value-articulation",
"cap-customer-value-strategy"
]
},
{
"id": "inn-showcase-environments",
"visibility": "public",
"status": "published",
"title": "Structured showcase demo environments",
"summary": "Persona-led showcase environments and reusable assets that raise the floor and reduce preparation effort.",
"category": "product",
"narrative": "Designed a coherent set of showcase environments backed by an asset library so teams reuse a strong baseline before customising for the customer.",
"outcome": "Faster preparation, more consistent quality and more senior time released to coaching and strategic pursuits.",
"relatedProjectIds": [
"proj-showcase-demo-programme"
],
"relatedCapabilityIds": [
"cap-enterprise-demonstrations",
"cap-solution-architecture"
]
},
{
"id": "inn-operational-visibility",
"visibility": "public",
"status": "published",
"title": "Operational reporting and utilisation visibility",
"summary": "Management reporting that surfaces workload, coverage and utilisation clearly enough to act on.",
"category": "process",
"narrative": "Introduced a shared activity taxonomy and reporting layer so leaders can see how the team's time is invested and where capacity is under pressure.",
"outcome": "Better capacity decisions, earlier identification of overload and a more balanced portfolio of customer, coaching and enablement work.",
"relatedProjectIds": [
"proj-utilisation-reporting"
],
"relatedCapabilityIds": [
"cap-performance-reporting",
"cap-resource-capacity-planning",
"cap-analytics-reporting"
]
},
{
"id": "inn-stibo-algorithm-platform",
"visibility": "public",
"status": "published",
"title": "Cloud-hosted algorithm execution platform for PIM and MDM",
"summary": "An early extensibility capability that let developers host algorithms in the cloud and execute them against enterprise PIM and MDM data.",
"category": "ai",
"narrative": "Created at Stibo Systems before, or during the infancy of, AI as a mainstream enterprise topic. The capability provided a cloud-hosted execution environment for developer-created algorithms, allowed those algorithms to run against enterprise PIM and MDM data, and established an extensibility model for customer-specific intelligence and analytical logic. It is not a generative AI story; it is an example of technology foresight and innovation leadership towards intelligent data platforms.",
"outcome": "Demonstrated early strategic foresight around intelligent, extensible data platforms and opened a route for customer-specific analytical logic to run alongside core master-data capabilities.",
"relatedProjectIds": [],
"relatedCapabilityIds": [
"cap-product-innovation",
"cap-solution-architecture",
"cap-cloud-platforms"
]
}
],
"starStories": [
{
"id": "star-unifying-global-se",
"visibility": "public",
"status": "published",
"title": "Unifying a fragmented global solution engineering organisation",
"situation": "A global solution engineering function had grown up around individual products and regions, producing inconsistent customer experiences and duplicated effort.",
"task": "Design and lead a coordinated global operating model that raised the professional standard without stalling active customer engagements.",
"action": "Set a shared definition of the role and expected standards, aligned regional leadership on a common cadence, introduced governance rhythms and coached leaders on running the model in practice.",
"result": "A more coherent global function with a shared standard for discovery, demonstration and executive engagement, and clearer routes for progression and coaching.",
"capabilityIds": [
"cap-organisational-transformation",
"cap-operating-model-design",
"cap-global-team-leadership"
],
"roleId": "role-syndigo-svp",
"projectId": "proj-global-se-transformation",
"interviewThemes": [
"Transformation",
"Global leadership"
]
},
{
"id": "star-demo-quality-council",
"visibility": "public",
"status": "published",
"title": "Raising demonstration quality through governance and peer review",
"situation": "Demonstration quality varied significantly and there was no forum to hold practitioners to a shared standard.",
"task": "Introduce a mechanism that would raise the professional standard of demonstrations without becoming bureaucratic.",
"action": "Established the PreSales Excellence Council, defined what good looked like, introduced structured peer review of live and recorded engagements and ran a rolling programme of craft topics.",
"result": "A visible lift in demonstration quality, a shared vocabulary for critique and a stronger sense of profession across the team.",
"capabilityIds": [
"cap-demonstration-governance",
"cap-coaching-enablement",
"cap-cross-functional-leadership"
],
"roleId": "role-syndigo-svp",
"projectId": "proj-presales-excellence-council",
"interviewThemes": [
"Standards",
"Coaching"
]
},
{
"id": "star-pursuit-desk-rfp",
"visibility": "public",
"status": "published",
"title": "Improving RFP response quality through a Pursuit Desk",
"situation": "RFP and RFI response quality depended on ad hoc effort from senior contributors, with reusable content scattered across shared drives.",
"task": "Build a repeatable way to respond consistently, at speed, without permanently burning out the most experienced people.",
"action": "Established a Pursuit Desk with a reusable content library in Loopio, named response owners, defined review checkpoints and aligned intake with sales.",
"result": "More consistent, higher-quality responses with clearer ownership and less reliance on individual heroics.",
"capabilityIds": [
"cap-rfp-rfi-governance",
"cap-operating-model-design",
"cap-cross-functional-leadership"
],
"roleId": "role-syndigo-svp",
"projectId": "proj-pursuit-desk",
"interviewThemes": [
"Governance",
"Operations"
]
},
{
"id": "star-features-to-value",
"visibility": "public",
"status": "published",
"title": "Moving customer conversations from features to business value",
"situation": "Default engagement patterns favoured feature-led demonstrations, which limited executive relevance and decision impact.",
"task": "Shift the default conversation towards business value and outcomes without diluting the technical credibility of the team.",
"action": "Built a Solution Consultancy capability, introduced storytelling and Challenger-style methods, made rehearsal a routine expectation and reinforced habits through peer review.",
"result": "Sharper commercial narrative in senior conversations, clearer alignment on outcomes and improved credibility with executive buyers.",
"capabilityIds": [
"cap-customer-value-strategy",
"cap-business-value-articulation",
"cap-executive-stakeholder-engagement"
],
"roleId": "role-syndigo-svp",
"projectId": "proj-solution-consultancy",
"interviewThemes": [
"Value engineering",
"Executive engagement"
]
},
{
"id": "star-repeatable-operating-model",
"visibility": "public",
"status": "published",
"title": "Creating a repeatable operating model for discovery, rehearsal and handover",
"situation": "Practitioners relied on personal habits rather than a shared method, making coaching, onboarding and consistent quality harder.",
"task": "Codify a repeatable method that could be taught, coached against and evolved.",
"action": "Authored a PreSales Playbook covering discovery, rehearsal, storytelling, reverse demonstrations, proof-of-concept planning and sales-to-delivery handover, and embedded it into the operating cadence.",
"result": "A method newer engineers can learn quickly and senior practitioners can coach against, with consistent standards across regions.",
"capabilityIds": [
"cap-presales-strategy",
"cap-discovery",
"cap-sales-to-delivery-handover"
],
"roleId": "role-syndigo-svp",
"projectId": "proj-presales-playbook",
"interviewThemes": [
"Method",
"Enablement"
]
}
],
"speaking": [],
"resumeVariants": [],
"evidence": [],
"businessOutcomes": [
{
"id": "outcome-winrate",
"visibility": "public",
"status": "published",
"title": "Increased global pre-sales win rate from 38% to 61%",
"narrative": "Delivered a 23 percentage-point improvement in the global pre-sales win rate over 18 months at Syndigo. The uplift came from a unified operating model, stronger governance, improved discovery, structured storytelling, repeatable operating practices and scalable sales assets.",
"metric": "38% → 61%",
"context": "23 percentage-point improvement over 18 months",
"validated": true,
"roleIds": [
"role-syndigo-svp"
],
"projectIds": [
"proj-global-se-transformation"
],
"programmeIds": [
"programme-customer-growth"
],
"achievementIds": [
"ach-winrate-transformation"
],
"capabilityIds": [
"cap-organisational-transformation",
"cap-operating-model-design",
"cap-go-to-market-strategy",
"cap-presales-strategy",
"cap-business-value-articulation"
],
"technologyIds": [
"tech-syndigo",
"tech-salesforce"
],
"tags": [
"Win Rate",
"Commercial Transformation"
]
},
{
"id": "outcome-rfp-turnaround",
"visibility": "public",
"status": "published",
"title": "Reduced RFP turnaround from approximately five weeks to two weeks",
"narrative": "Established clearer ownership, governance and reusable content through a Loopio-supported Pursuit Desk model. Sustained approximately 30 RFPs per month while shortening turnaround from approximately five weeks to two weeks and removing much of the noise around each response.",
"metric": "~5 weeks → 2 weeks",
"context": "Approximately 30 RFPs per month, sustained",
"validated": true,
"roleIds": [
"role-syndigo-svp"
],
"projectIds": [
"proj-pursuit-desk"
],
"programmeIds": [
"programme-commercial-excellence"
],
"achievementIds": [
"ach-pursuit-desk",
"ach-rfp-turnaround"
],
"capabilityIds": [
"cap-rfp-rfi-governance",
"cap-operating-model-design",
"cap-cross-functional-leadership"
],
"technologyIds": [
"tech-loopio",
"tech-sharepoint"
],
"tags": [
"RFP",
"Loopio",
"Pursuit Desk"
]
},
{
"id": "outcome-consensus-adoption",
"visibility": "public",
"status": "published",
"title": "Scaled Consensus to more than 250 users",
"narrative": "Rolled Consensus out across account management, sales and pre-sales, supported by governance for video-content generation, AI-assisted improvements to narration and production quality, and pursuit-specific demo boards tailored to individual opportunities.",
"metric": "250+ users",
"context": "Account management, sales and pre-sales combined",
"validated": true,
"roleIds": [
"role-syndigo-svp"
],
"projectIds": [
"proj-consensus-rollout"
],
"programmeIds": [
"programme-commercial-excellence"
],
"achievementIds": [
"ach-consensus-rollout"
],
"capabilityIds": [
"cap-demo-automation",
"cap-enterprise-demonstrations",
"cap-go-to-market-strategy"
],
"technologyIds": [
"tech-consensus"
],
"tags": [
"Consensus",
"Demo Automation"
]
},
{
"id": "outcome-competitive-intelligence",
"visibility": "public",
"status": "published",
"title": "Standardised competitive intelligence across the business",
"narrative": "Created one place, one process and clear ownership for capturing and disseminating competitive intelligence, supported by curated battlecards and pursuit-specific tailoring. Reported qualitative improvement in conversion followed from the tighter link between intelligence and individual pursuits.",
"validated": false,
"roleIds": [
"role-syndigo-svp"
],
"projectIds": [
"proj-klue-competitive-intelligence"
],
"programmeIds": [
"programme-commercial-excellence"
],
"achievementIds": [
"ach-competitive-intelligence"
],
"capabilityIds": [
"cap-competitive-intelligence",
"cap-competitive-strategy"
],
"technologyIds": [
"tech-klue"
],
"tags": [
"Competitive Intelligence",
"Klue"
]
},
{
"id": "outcome-cloud-support",
"visibility": "public",
"status": "published",
"title": "Established a specialist cloud-environment support capability",
"narrative": "Built a strong back-end support function for the complex configuration and management of cloud demonstration environments, giving pre-sales, consultancy and customer-facing teams reliable, well-configured environments on which to run showcase engagements.",
"validated": false,
"roleIds": [
"role-syndigo-svp"
],
"projectIds": [
"proj-cloud-support-function"
],
"programmeIds": [
"programme-operational-excellence"
],
"achievementIds": [
"ach-cloud-support"
],
"capabilityIds": [
"cap-cloud-demo-operations",
"cap-solution-architecture"
],
"technologyIds": [
"tech-azure"
],
"tags": [
"Cloud",
"Demo Environments"
]
},
{
"id": "outcome-internship",
"visibility": "public",
"status": "published",
"title": "Established an internship pathway into permanent employment",
"narrative": "Created an internship programme that led to successful subsequent employment of interns, building a pipeline of early-career talent into the pre-sales and consultancy organisation.",
"validated": false,
"roleIds": [
"role-syndigo-svp"
],
"projectIds": [
"proj-internship-programme"
],
"programmeIds": [
"programme-leadership-organisation"
],
"achievementIds": [
"ach-internship-programme"
],
"capabilityIds": [
"cap-talent-development",
"cap-coaching-enablement"
],
"technologyIds": [],
"tags": [
"Talent",
"Internship"
]
}
],
"programmes": [
{
"id": "programme-commercial-excellence",
"visibility": "public",
"status": "published",
"name": "Commercial Excellence",
"summary": "Bring rigour and reuse to the commercial motion: response quality, demo automation, competitive intelligence and pursuit-specific tailoring.",
"challenge": "Response quality, demo content and competitive positioning were uneven and often produced from scratch, with limited ownership and reuse.",
"strategy": "Establish clear ownership, one place per discipline and repeatable operating practices across proposals, demonstrations, competitive intelligence and pursuit-level tailoring.",
"execution": "Stood up the Pursuit Desk with Loopio, rolled Consensus out at scale with governance for video content, acquired and implemented Klue as the single competitive-intelligence platform, and tied battlecards and demo boards to specific pursuits.",
"outcome": "Faster, more consistent responses, scalable demo content and standardised competitive positioning available across account management, sales and pre-sales.",
"leadershipInsight": "Commercial tools deliver value when ownership, process and reuse are designed alongside them.",
"roleIds": [
"role-syndigo-svp"
],
"projectIds": [
"proj-pursuit-desk",
"proj-consensus-rollout",
"proj-klue-competitive-intelligence"
],
"achievementIds": [
"ach-pursuit-desk",
"ach-rfp-turnaround",
"ach-consensus-rollout",
"ach-competitive-intelligence"
],
"businessOutcomeIds": [
"outcome-rfp-turnaround",
"outcome-consensus-adoption",
"outcome-competitive-intelligence"
],
"capabilityIds": [
"cap-rfp-rfi-governance",
"cap-demo-automation",
"cap-competitive-intelligence",
"cap-operating-model-design"
],
"technologyIds": [
"tech-loopio",
"tech-consensus",
"tech-klue",
"tech-sharepoint"
],
"tags": [
"Commercial Excellence",
"Pursuit Desk",
"Loopio",
"Consensus",
"Klue"
]
},
{
"id": "programme-operational-excellence",
"visibility": "public",
"status": "published",
"name": "Operational Excellence",
"summary": "Build the operating backbone under pre-sales and consultancy: environments, showcase content, reporting and reusable practice.",
"challenge": "Demonstration environments, reusable assets and operational visibility were fragile and reactive, absorbing senior time that belonged to customers and coaching.",
"strategy": "Create a specialist back-end capability, standardise showcase content and introduce management reporting that leaders will act on.",
"execution": "Established the cloud-environment support function, built the Showcase Demo Environment Programme, introduced activity taxonomy and utilisation reporting, and codified the operating practices that underpin them.",
"outcome": "Reliable environments and reusable assets, clearer capacity decisions and a function that runs to a repeatable standard rather than depending on heroics.",
"leadershipInsight": "Operational discipline is the enabler of executive credibility; without it, everything else is fragile.",
"roleIds": [
"role-syndigo-svp"
],
"projectIds": [
"proj-cloud-support-function",
"proj-showcase-demo-programme",
"proj-utilisation-reporting",
"proj-sales-to-delivery-handover"
],
"achievementIds": [
"ach-cloud-support",
"ach-showcase-environments",
"ach-operational-discipline",
"ach-one-team-handover"
],
"businessOutcomeIds": [
"outcome-cloud-support"
],
"capabilityIds": [
"cap-cloud-demo-operations",
"cap-solution-engineering-operations",
"cap-resource-capacity-planning",
"cap-performance-reporting"
],
"technologyIds": [
"tech-azure",
"tech-power-bi",
"tech-salesforce"
],
"tags": [
"Operations",
"Environments",
"Reporting"
]
},
{
"id": "programme-leadership-organisation",
"visibility": "public",
"status": "published",
"name": "Leadership and Organisation",
"summary": "Design the operating model, raise professional standards and open a durable pathway for early-career talent.",
"challenge": "The global function needed a shared operating model, a stronger professional standard for practitioners and a way to renew talent over time.",
"strategy": "Define the global operating model, invest in coaching and peer standards through the PreSales Excellence Council, and create a structured entry point for new talent through the internship programme.",
"execution": "Set up the operating model across regions, launched and ran the PreSales Excellence Council, embedded coaching and rehearsal into normal practice and established the internship pathway with subsequent permanent hires.",
"outcome": "A coherent, coached and renewable organisation with a shared definition of what good looks like and a route in for the next generation.",
"leadershipInsight": "Standards, coaching and a way in for new talent compound over time and outlast any individual initiative.",
"roleIds": [
"role-syndigo-svp"
],
"projectIds": [
"proj-global-se-transformation",
"proj-presales-excellence-council",
"proj-presales-playbook",
"proj-internship-programme"
],
"achievementIds": [
"ach-se-transformation",
"ach-presales-excellence-council",
"ach-presales-playbook",
"ach-internship-programme"
],
"businessOutcomeIds": [
"outcome-internship"
],
"capabilityIds": [
"cap-global-team-leadership",
"cap-organisational-transformation",
"cap-coaching-enablement",
"cap-talent-development",
"cap-operating-model-design"
],
"technologyIds": [],
"tags": [
"Leadership",
"Operating Model",
"Coaching",
"Internship"
]
},
{
"id": "programme-customer-growth",
"visibility": "public",
"status": "published",
"name": "Customer Success and Growth",
"summary": "Reframe engagements around business value and executive outcomes to lift conversion and credibility with senior buyers.",
"challenge": "Engagements often skewed to feature exposition rather than the customer's business case and decision criteria, capping the win rate.",
"strategy": "Establish a Solution Consultancy discipline, sharpen discovery, storytelling and ROI framing and centre executive engagements on measurable outcomes.",
"execution": "Built Solution Consultancy, embedded storytelling and Challenger-style methods, standardised value engineering practices and coached leaders across regions on outcome-led conversation design.",
"outcome": "A material lift in the global pre-sales win rate from 38% to 61% over 18 months and a sharper commercial narrative in senior conversations.",
"leadershipInsight": "Winning at executive level is a discipline. It responds to structure, rehearsal and shared standards, not to individual heroics.",
"roleIds": [
"role-syndigo-svp"
],
"projectIds": [
"proj-global-se-transformation",
"proj-solution-consultancy",
"proj-storytelling-challenger"
],
"achievementIds": [
"ach-winrate-transformation",
"ach-solution-consultancy",
"ach-storytelling-challenger"
],
"businessOutcomeIds": [
"outcome-winrate"
],
"capabilityIds": [
"cap-customer-value-strategy",
"cap-business-value-articulation",
"cap-executive-stakeholder-engagement",
"cap-discovery",
"cap-presales-strategy"
],
"technologyIds": [
"tech-syndigo",
"tech-salesforce"
],
"tags": [
"Customer Growth",
"Value",
"Win Rate"
]
}
]
}