Jim Light · Enterprise Revenue Hunter · 32 Years Opening Markets Others Couldn't See
I find transformational revenue opportunities
that growth-stage technology companies
can't see or can't close.
And I go get them.
Not as an advisor. Not as a manager. As the person who does it.
EMC Corporation
Built the Tier-1 global system integrator channel from zero to $1B+ in annual revenue within five years.
Recruited by the Board of Directors to establish a channel that didn't exist. Created the GSI partnership program across Accenture, PWC, and Deloitte in the first 12 months. Exceeded revenue targets by 180% to 300% every year.
EMC · EDS Partnership
Identified and closed the EDS storage-on-demand partnership — the largest single order in EMC history.
Initial $60M purchase order. Second-year revenue exceeded $480M. EDS resale ARR surpassed $1B at nine months — a first for EMC and a first for EDS as a solution offering.
VCE
Cracked the Epic EHR partnership the company couldn't close.
That vertical generated over $1B in revenue from 2012 to 2017 and accounted for more than 10% of VCE's total revenue.
Blue Prism
Negotiated the AT&T MSA in 14 months.
Record time according to AT&T. Built the telecom vertical from greenfield across Bell Canada, Rogers, Telus, Cox, and Comcast.
The pattern across 32 years is the same.
A CEO or senior executive hands me a high-stakes,
time-bound revenue problem.
I take it on. I operate with full autonomy.
And I close it.
Then I look for the next one.
Work with Jim
If you're sitting on a transformational revenue opportunity your current team can't get to — I'd like to hear about it.
→ jdlight@optimalstrategiesinc.company