LAER
What if the game told you what it saw? LAER puts the broadcast inside the player’s eyes. The brand doesn’t exist. You believed it anyway. Read the name backwards.
- Concept and naming
- Art direction
- Motion
01
Key Figures
142%Of a $480K quota at IPVM.
$2M+Largest single deal. Zepto, 10% of Karbon’s net revenue.
135%Of target at Karbon. New customers approved, on credit and spending.
128%Of quota at Getty Images. 138% in my best year.
02
Four Industries
Four industries. Same job: hit the number.
- 01Dell Technologies
Tech hardware
Dell hardware, all inbound. First to North American consumers, then to North American small businesses.
- Attainment
- 114%
$5M+ closed. President’s Club.
- 02Karbon
Lending and fintech, with SaaS
Corporate credit, plus Karbon’s spend management platform: a dashboard to issue cards, set limits per card, track spend by employee and team, and pay vendors.
Goal. Onboard new customers, get them approved for a line of credit, then get them spending all of it and more, on credit and on prepaid cards they fund themselves.
- Attainment
- 135%
- Avg ACV
- $110K
$2M+ deal with Zepto, 10% of the company’s net revenue. Opened the quick-commerce vertical for Karbon.
- 03Getty Images
Creative licensing, with generative AI SaaS
Image licensing, and Getty’s generative AI tool. Trained only on licensed images, so enterprises got legal indemnification on everything they generated. DALL-E and Midjourney don’t offer that. Sold on live demos.
- Quota
- $180K
- Attainment
- 128%
- Avg ACV
- $18K
India’s first generative AI deal for Getty Images, with Infosys. Managed WPP, Omnicom and Dentsu, and grew an assigned book of accounts against a 15% year-on-year target.
- 04IPVM
Security research, with AI SaaS
Subscriptions to IPVM’s security research, and its AI agents: a retrieval system that answers only from IPVM’s own research, so every answer is verifiable and citable.
The security industry’s biggest names, including Axis Communications, Genetec, Milestone, Verkada, Samsara, Motorola Solutions (Avigilon, Pelco), Panasonic, Bosch and HID.
- Quota
- $480K
- Attainment
- 142%
- Avg ACV
- ~$80K$40K to $120K
03
Two Firsts
Nobody there had sold one before. So I did.
- 01Karbon
Zepto
Karbon’s first $2M+ credit facility. Founders, finance teams, one signature. Zepto.
- 02Getty Images
Infosys
Getty Images’ first Generative AI deal in India. Legal, procurement and marketing all had to say yes. Infosys did.
04
Pipeline Engine
Nobody hands me a pipeline. I build it.
- 2,200+touches a month
- 8%meeting conversion
- 50+executive meetings in a quarter
- 3xcoverage
Tools
- Salesforce
- HubSpot
- Gong
- Outreach
- SalesLoft
- Apollo
- Clay
- LinkedIn Sales Navigator
05
How I Sell
Every deal has an ending. I find it before we start.
- 01Prospect Build my own pipeline.
- 02DiscoverSPINFind the pain before pitching anything.
- 03Demo Show the product solving their problem, not a feature tour.
- 04QualifyMEDDPICCKnow the buyer, the process and the paper before the close.
- 05CloseChallenger, value-basedSell the outcome, not the product.
- 06Expand Renewals and upsells in the accounts I already own.
06
Stack
- Salesforce
- HubSpot
- Gong
- Outreach
- SalesLoft
- Apollo
- Clay
- SQL
- Looker