For logistics and commerce companies planning their next stage.
I work in logistics, omnichannel commerce, and commerce technology. These are the industries where I have held operating and advisory roles.
When working together makes sense.
I usually work with established companies facing a commercial decision that involves several teams.
-
An Established Business
You have revenue and product-market fit, and need to decide how to grow from here.
-
Commercial Complexity
Your challenge spans sales, marketing, partnerships, or customer success. The teams need a coordinated plan.
-
A Decision Maker Involved
A founder, CEO, CRO, COO, or head of strategy can make decisions and put the plan into practice.
-
A Familiar Industry
You operate in logistics, 3PL, omnichannel commerce, or ecommerce SaaS, where I have worked.
Find your growth challenge.
The four segments below show common challenges and the work I can help with.
| Company segment | Common growth challenge | Strategic focus |
|---|---|---|
| Third-Party Logistics (3PL) | DTC and omnichannel brands cannot see why they should choose you. | Positioning and sales planning for ecommerce and omnichannel customers. |
| Omnichannel Commerce | Growth across channels is creating operational and sales problems. | Channel strategy and a commercial plan for growth. |
| Logistics Providers | Customers see little difference between you and your competitors. | Positioning and a clearer value proposition. |
| Ecommerce SaaS & Commerce Technology | The sales approach is not suited to larger customers. | Go-to-market planning for larger and enterprise accounts. |
-
Third-Party Logistics (3PL) Providers
Serving ecommerce and omnichannel brands requires changes to a 3PL's technology, partnerships, and sales approach. I help providers plan that transition and choose the customers they can serve well.
At Port Logistics Group, I helped shift the business toward omnichannel and DTC services. Ecommerce grew to over 50% of revenue before the near-$500M exit to Ryder.
Common Growth Challenges
- Limited ecommerce revenue beyond retail and wholesale accounts
- DTC and omnichannel brands cannot see why they should choose you
- Platform and technology partnerships produce little revenue
- Sales rely on features and price without explaining customer benefits
- Missing integrations that prospective customers need
How I Help
- Positioning and sales planning for ecommerce and omnichannel customers
- Customer profiles for DTC, omnichannel, and enterprise retail brands
- Partnership and integration planning
- Go-to-market plan and sales process for new customer segments
- Strategic advisory for owners considering a sale or investment
-
Common Growth Challenges
- Growth across channels is creating operational and sales problems
- Positioning is unclear across DTC, wholesale, retail, and marketplaces
- Disconnected systems make it difficult to serve customers across channels
- Channel expansion has outpaced the team's capacity and systems
How I Help
- Channel strategy and a commercial plan for growth
- Technology and vendor planning for omnichannel operations
- Partnerships across platforms, marketplaces, and logistics providers
- Go-to-market planning for enterprise retail and DTC expansion
Omnichannel Commerce Companies
Growth across DTC, wholesale, retail, and marketplaces brings competing priorities. The commercial plan needs to account for how each channel sells, operates, and serves customers.
My work at Port Logistics Group, Ryder, and commerce technology companies informs how I help with channel choices, partnerships, and expansion.
-
Logistics Providers
Carriers, freight, last-mile, and supply chain companies often need to reach new customers while protecting margins. I help them explain what sets their service apart, enter new segments, and develop partnerships.
I have worked in commercial and partnership roles at large logistics companies and startups, with supply chain operating experience to inform those decisions.
Common Growth Challenges
- Customers see little difference between you and your competitors
- Sales depend on price and available capacity
- No partner plan for cross-selling and referrals
- Difficulty expanding from freight into ecommerce, retail, or DTC
How I Help
- Positioning and a clearer value proposition
- Expansion planning for ecommerce and retail customers
- Partner program design with revenue goals
- M&A advice and commercial diligence
-
Common Growth Challenges
- Broad positioning makes it hard to reach the right buyers
- Small contracts and high churn among current customers
- Partner agreements produce few sales opportunities
- The sales approach is not suited to larger customers
- Limited relationships with logistics and commerce buyers
How I Help
- Customer profile and positioning for enterprise buyers
- Go-to-market planning for larger and enterprise accounts
- Partner programs with 3PLs and commerce platforms
- Relevant introductions in logistics and commerce
- Board advisory for commerce technology companies
Ecommerce SaaS & Commerce Technology
For order management, integrations, warehouse management, post-purchase, returns, and last-mile software, the question is often which buyers to focus on and how to reach them. I help with positioning, sales planning, and partnerships.
My experience includes serving as CRO at Pipe17 and as a board advisor to Malomo, Loop Returns, Pipe17, and Two Boxes.
When I am probably not the right fit.
These needs fall outside the work I focus on.
-
Early-Stage Startups
Pre-revenue and very early-stage companies usually need support with initial product-market fit and seed-stage growth.
-
Non-Commerce Industries
My experience is in logistics, supply chain, ecommerce, and commerce technology. For healthcare, fintech, or other industries, I would recommend an advisor with relevant experience.
-
Tactical Execution Only
For campaign management, content writing, or other task-based work, a specialist or agency is likely a better fit.
Let's discuss your company's next step.
Tell me what you are working on and where you need help. We can discuss whether there is a fit.