A decade closing complex enterprise deals at Fortune 500 companies. $20M+ in net-new revenue and 8× President's Club. Over the last few years, a growing share of that work has been building the AI tools that change how enterprise sales actually gets done.
Over a decade in enterprise technology has taught me one thing: revenue comes from clarity. Clarity on what the buyer actually needs, where the real risk is, and how to build the internal case that gets a deal across the line. At MicroStrategy, I applied that across 8+ years of AI and BI sales to Fortune 500 accounts, generating $20M+ in net-new revenue and earning President's Club six times. At Delinea · Fastpath, I bring that same discipline to SOX-driven enterprise accounts navigating identity governance and compliance.
That experience also taught me something most enterprise buyers never realize until it is too late: OEM licensing negotiations are deeply asymmetric. Vendors run these deals constantly. Buyers do them once every few years, often without dedicated expertise, and they pay for that gap at every renewal. I founded OEM Negotiator to fix that imbalance. It is a buyer-side advisory built entirely from years of watching how enterprise software deals are actually structured, negotiated, and won.
I also build AI tools that remove the parts of the sales cycle that eat time without generating revenue. The same instinct that built OEM Negotiator drives everything in that portfolio: see the inefficiency, build the solution.
Ten years of closing meaningful enterprise deals across cybersecurity, AI, business intelligence, and compliance. Consistent top performance at every stop.
Selling GRC SaaS to SOX-driven enterprise accounts across the Northeast. Engaging directly with security, compliance, and finance leaders on identity governance, access control, audit automation, and segregation of duties. The mandate: reduce audit overhead, close control gaps, and protect the business from regulatory exposure.
Generated $20M+ in net-new revenue selling AI and BI transformation to Fortune 500 companies across financial services, healthcare, retail, and manufacturing. Managed complex, multi-stakeholder sales cycles at the executive level. Hit 113% of quota in FY2023 and 125%+ by Q3 FY2024. Named to President's Club six times and ranked among the top performers in the country throughout the tenure.
Sold the JReport embedded analytics suite to finance and healthcare organizations through OEM licensing agreements. Hit 152% of quota in year one and 109% in year two. This is where deep expertise in software licensing structures, embedded integrations, and partner-led deal cycles began.
Built and scaled a performance marketing business from scratch. Managed CPA campaigns, mastered conversion optimization, and developed a systems mindset for scalable revenue generation. The foundational chapter: build something that works without you watching it every second.
Most salespeople talk about AI. These are tools that are live, in active development, or on the near-term roadmap. Every one of them is built around a real problem in the enterprise sales motion.
Ten quick questions about your existing OEM contract. You'll get a scored risk profile, the three clauses most worth renegotiating, and what to push for. Runs entirely in your browser. No signup, no data leaves the page.
That's the diagnosis. If those flagged areas look familiar, the next renewal is the window to act. Leverage is highest in the 90 days before it triggers. OEM Negotiator handles the rest, from positioning the buyer's case to running the renegotiation itself.
How OEM Negotiator helps ↗A custom GPT built around the enterprise sales motion. Aligned to MEDDPICC and SPICE qualification frameworks. Surfaces account-level insights, generates targeted discovery questions, and prepares call briefs in seconds instead of hours.
A suite of AI-powered tools that eliminate repetitive sales tasks: account research, outbound email drafting, call preparation, and CRM note generation. The goal is simple. More time in front of buyers, less time on admin.
A connected AI layer across Salesforce, Chorus, Outlook, and LinkedIn. Buyer signals surface automatically, no manual entry required, and nothing falls through the gap.
Five tools currently in development: an Account Intelligence Brief that replaces 45 minutes of pre-call research with a single input, a Champion Enablement Kit that generates the internal business case your champion needs to sell upward, a Deal Risk Scorecard aligned to MEDDPICC that flags fatal gaps before your next stage review, an Executive Email Ghostwriter calibrated to how C-suite buyers actually read, and an Objection Response Engine trained on enterprise cybersecurity and GRC objections.
A market gap I noticed up close, and the buyer-side advisory I built around it. Less a side hustle, more a systems response to an asymmetry I kept watching enterprise buyers walk into.
Software vendors negotiate OEM agreements every day. Most buyers do it once every few years, often without dedicated expertise, and they pay for that gap at every renewal. The problem is not bad faith; it is a structural knowledge asymmetry.
OEM Negotiator is a buyer-side advisory with no vendor relationships and no conflicts. The site itself runs an AI-powered diagnostic that scores existing agreements and surfaces the clauses worth renegotiating before the next renewal window opens. Built end to end with Claude.
Visit OEM Negotiator →A few of the questions buyers ask most often. Longer treatments on each topic over on OEM Negotiator.
An OEM license lets one software vendor embed or resell another vendor's product. The agreement sets royalty structure, support obligations, and IP boundaries. The traps usually live in pricing escalators and exit rights. How OEM software licensing actually works walks through the full structure.
Most OEM agreements auto-renew if neither party gives notice in a defined window. Buyers who miss that window get locked into another term at vendor-favorable pricing. The 90 days before renewal is when buyer leverage is highest. The renewal clauses worth negotiating before that window opens covers the specific terms to fight for, and the OEM vendor renewal playbook covers the timing.
Vendor pricing combines fixed minimums, per-unit fees, volume tiers, and renewal escalators. The model is built around what they believe you can pay, not what the software costs to produce. How vendors actually build OEM pricing breaks down each component, and the OEM price escalator playbook covers the renewal trap specifically.
Audit clauses let vendors verify that buyers are operating within license terms. The risk is asymmetric. Most agreements give the vendor audit rights with no equivalent protections for the buyer, which means a routine audit can become a surprise true-up at the worst possible moment. What to know about OEM software audit rights covers the protections worth negotiating in.
Enterprise licenses let a company use software internally. OEM licenses let a company embed, resell, or redistribute software inside their own product. The pricing models, audit provisions, and renewal terms differ significantly between the two. OEM vs. enterprise license: when each makes sense walks through the distinction.
One-sided termination rights are leverage. If only the vendor can walk, you are paying a premium for the privilege of being captive. Symmetric exit terms with reasonable notice are standard in healthy commercial agreements. OEM termination rights worth fighting for covers what to push for at signing.
The window matters more than the terms. The 90 days before auto-renewal triggers is when buyers hold the most leverage. After renewal, leverage shifts back to the vendor for another full term. The OEM negotiation tactics that actually move terms covers the timing and the moves that work.
Most OEM agreements run 30 to 60 pages and bury the consequential terms in the schedules, not the body. The four sections to read first are royalty structure, audit rights, termination, and renewal. How to read an OEM license agreement walks through the order of operations.
Enterprise sales, AI tooling, the work I'm building, or just to compare notes. Reach out.