Win Big Deals.Industrialize Presales.Augment with AI.
Independent Big Deal Manager and interim executive for IT services firms. I secure strategic transformation and outsourcing deals (€5M–€500M), build repeatable presales organizations, and deploy AI-augmented bid enablement — in 6 to 18 month missions.
Three Pillars
of Impact
A 'win + build' approach: secure near-term commercial wins while installing repeatable, AI-augmented presales practices and autonomy.
The Agentic Sales
Engineering Studio
A structured agentic system that acts as an operational copilot — securing arbitrations and absorbing complexity without burdening the organization.
Why Strategic Deals Fail
The solution is almost never the cause — failure comes from poor reading of real power.
Pricing is framed too late or without competitive discipline.
Execution degrades under pressure — storyline and client perception crumble.
Without rigorous orchestration, critical moments are left to chance.
Purposes of the Studio
Five core purposes driving every engagement: win the deal, ensure credible delivery, produce excellence deliverables, steer the deal end-to-end, and maintain continuous critical analysis.
Seven Core Capabilities
A circular model of interlocking capabilities centered around the Studio hub — from understanding and initialization through proactive engagement, assisted production, deal steering, critical evaluation, orchestration, and structured memory.
Deal Lifecycle
The operational cadence: from signal detection and opportunity initialization through versioned deliverable production, strategic and pricing analysis, to coordination of agents, tools, and human experts on daily and weekly rhythms.
Agentic Roles in Sales Engineering
Seven specialized AI agent roles — Price-to-Win Shaper, Content Provider, Deal Planner, Deal Initializer, Bid Orchestrator, Deal Challenger, and Deal Analyst — working as interlocking gears around the human team.
Resources
& Thoughts
Sharing knowledge through white papers, detailed infographics, and feedback from the field.
25 Years of Presales Leadership at Scale.
Independent Big Deal Manager and interim executive, with over twenty-five years leading presales organizations, bid teams, and technology business lines at tier-one IT services firms.
From pursuit ownership on strategic transformation and outsourcing deals to industrial-scale portfolio governance spanning hundreds of experts and billions in pipeline, the focus has always been the same: win the deals that matter, and build the organization to win them again.
Through Goyave Consulting, this operator's expertise is now available to mid-size and large IT services firms — securing critical pursuits, industrializing presales functions, and deploying AI-augmented bid enablement powered by the Agentic Sales Engineering Studio.