Win the right business
I built a new-market sales approach and connected customer and buyer needs to the product.
PerfectServe
Enterprise scaling and adoption.
Ian Harman · Implementation, Product & Product Marketing Leadership · May 2011–April 2016
An enterprise sale is the start of a relationship the company has to sustain. Your customer needs to get started, bring people into the product, and keep using it. At PerfectServe, I worked across implementation, product management, and product marketing as the company grew from $2M to $40M ARR, connecting those needs with enterprise rollout, adoption, and new-market sales.
$2M → $40MCompany ARR growth during my product work
$3M+Revenue from a new-market sales approach
10Health-system implementations led or co-led
Under 1 hourProvider onboarding, reduced from five to seven days
Supporting enterprise growth
Make enterprise growth easier to support.
Deliver the rollout
I led or co-led 10 health-system implementations tied to more than 10% ARR growth.
Shorten the path to first use
I helped build product and admin systems and cut provider onboarding from five to seven days to under one hour.
What I carry forward
Growth depends on what happens after the sale.
Reducing provider onboarding from five to seven days to under one hour changed how quickly people could begin using the product. That is the kind of detail I want a founder to see alongside the sales numbers: what does each new customer need from the company before they can benefit from what they bought?
Understanding that can change where we invest. It may point to the product, the way we introduce it, or the support it requires. I bring that understanding of enterprise adoption to my engagements through Atom & Bits.
About these results
These are my reported career results. $2M to $40M is company ARR growth to which I contributed; new-market revenue and implementation figures describe separate work.
Work with me
What does a new customer need before your product pays off?
I help founders connect enterprise sales, rollout, and adoption so each new customer can start using what they bought. Next case: optimizing self service at BCBST.