$6M+in documented client value delivered in a single quarter
$30K → $600Kdesign-partner agreement grown into a production expansion case and signed multi-stage SOW
4×growth in weekly active users during the merit cycle, from 3–4 to 13–16
$537Kin delivery cost cut: taxonomy build from 4 analysts and 6 months to 1 admin and 6 weeks, merit-cycle effort from 1,600 to 400 hours
The situation
Workforce analytics is a category owned by incumbents whose answer to every question is another dashboard. Arch's bet is different: an ontology of workforce data with AI as the interface, giving executives answers instead of more data to interpret. As an early-stage company, Arch needed everything at once: positioning that made the difference legible, a repeatable GTM engine, and enterprise delivery strong enough to prove the value proposition on the two accounts funding the company.
Enterprise clients
- Served as client engagement lead on both enterprise accounts: named owner of data intake, weekly executive communication, kickoff logistics, and escalation, including a 16-month continuous tenure on the anchor account, the longest of anyone at Arch.
- Grew the anchor account, a NYSE-listed restaurant technology company, from a $30K design-partner agreement into a signed multi-stage production SOW scoped to identify $5M+ a year in operating income, authoring the $600K expansion case that converted it.
- Owned delivery of a merit cycle that produced $6M+ in documented value in one quarter: 93 promotions processed alongside a concurrent restructure, roughly 97 sales-commission plans folded into total target compensation, and an equity coverage gap identified across 155 managers with cost-to-close modeled.
- Delivered the account's job architecture in a 4-week window: 4 career streams, 23 levels, 14 net-new global pay grades, and roughly 120 sub-functions benchmarked across 11 countries. The client ran its merit cycle through Arch instead of its incumbent HR platform because the data was more complete.
- Landed the second enterprise account, a multi-billion-dollar energy carve-out, on a three-phase SOW: a free 30-day audit, a $150K pilot, then a recurring annual fee set at 20–35% of quantified savings. Authored its value model, quantifying $4.5–10.5M in three-year savings with explicit confidence ratings and a deliberate haircut applied to its own largest lever.
Positioning & product marketing
- Authored the Client Acquisition Strategy Brief, the company's core positioning system: per-persona positioning for CFO, CHRO, CEO, and Chief Digital Officer, a 10-dimension offer scorecard with a launch gate, ICP routing cards, and a 3-stage sales architecture.
- Built the platform-vision narrative and company one-pager, including the durable articulation "the ontology is the asset, the AI is the interface" and an amplification-not-substitution point of view that separated Arch from headcount-reduction AI.
- Ran the company's "why now" messaging test, cost-reduction framing against output-velocity framing, tracking which language prospects echoed back in their own words.
GTM engine
- Wrote the Design Partner Strategy & Outbound Charter: a sharp ICP, a joint CFO-plus-CHRO buying motion, founding-partner pricing of $200K–$600K against a $1M list price, a capped 10-partner cohort, paired 5-touch executive sequences, and an objection-handling framework.
- Built the GTM operating model that kept the funnel math visible, 10 clients at a 10% win rate means 100 opportunities and 200–250 executive conversations, with a weekly cadence, a Friday learning loop, and a monthly discipline of keeping the top 3 winning messages and killing everything else.
- Designed vertical campaigns end to end: a Texas CFO energy campaign with a 6-touch sequence and go/revise/pause thresholds committed before launch, and a 105-institution banking target list tiered to live M&A integration budgets.
Product strategy & company building
- Turned four bespoke enterprise audits into a productized roadmap: 7 recurring use-case patterns scored on frequency, dollar impact, data availability, and build complexity against a $27M–$53M identified value envelope, governed by the principle "a use-case taxonomy, not a client list."
- Produced the competitive analysis spanning 20+ competitors across 5 tiers with battle cards and a CFO-versus-CHRO entry-point matrix, and led an acquisition analysis to a structured pass recommendation.
- Stood up the operating stack from scratch: Notion project systems, CRM migration, the company OKR process, a recurring competitor teardown series, and a 30-day onboarding program for the company's first marketing hire.
The result
Arch's two enterprise accounts carried the company through the period, and both deepened: the anchor account converted from design partner to production SOW, and the second signed a savings-based recurring structure. Behind them sat a positioning system, a GTM engine, and a productization roadmap the team still runs on. The founder's assessment of the positioning work: "a fantastic framework."