Case studies / 2016–2026
The work
Eight projects from 2016 to today. Each one covers the problem, what I did and the results. Filter by what you're hiring for.
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- CS01Making a new certification credibleI led the committee that created the Skills Guarantee and prepared the applications that put TestOut certifications on state credential lists.
- CS02Building a sales development engineI hired and trained TestOut's SDR team, defined the pipeline stages, and turned outbound prospecting into a repeatable system.
- CS03The digital lead engineI directed a website relaunch and designed the lead lifecycle, routing and attribution behind it, which drove +32% MQLs. I then led the design of CompTIA's academic CRM structure for 100k+ records.
- CS04Leading a marketing turnaroundI succeeded a 30-year marketing executive, rebuilt the team and how it worked, and led marketing for a $30M company through its acquisition by CompTIA.
- CS05K-12 growth through grants and dimensional mailI directed K-12 campaigns built on grant offers and dimensional LEGO mailers with SDR follow-up. K-12 revenue grew from about $3M to about $12M during my marketing leadership.
- CS06Cybersecurity Awareness MonthI led TestOut's Cybersecurity Awareness Month campaign for four years: contests, a lab challenge, certificates, posters, webinars and an original 'Scary Stories' series, improved year over year.
- CS07Academic demand gen at CompTIA scaleAs Senior Director of Marketing, I led full-funnel academic marketing for a $53M+ business that grew 10% in 2023 and 15% in 2024, with MQLs up 54%.
- CS08Running a company with AI agentsAs founder of AbilityArc, I designed and directed an AI-agent operating model built with Claude Code: 37 agent roles and ~50 scheduled routines, with human approval before anything goes out or goes live.