Microsoft 365 Copilot · Case Study 2024

Connecting product to pipeline

Domain

Microsoft 365 Copilot

Year

2024

My Role

Lead PMM

Team

Sales, PM, Eng, Field Marketing

Impact

$10M in stalled pipeline unlocked

Overview

Unlocking stalled pipeline

I worked with sales and product teams to identify the product gaps holding back enterprise adoption, prioritize the highest-impact investments, and bring those improvements to market.

Problem

Surfacing the patterns behind stalled deals

Worked directly with enterprise sellers and customer-listening teams to identify the product gaps repeatedly surfacing across stalled AI deals in strategic accounts.

Customer requests visualization showing $10.3M across top blocker categories: recap without transcript, control who can record, and artifact access.

Research

Scoring gaps by revenue impact

Built a framework and dashboard that weighted each blocker by seats affected, potential deal size, and pipeline value, giving leadership a clearer view of which fixes carried the most revenue risk.

Deal table showing blocked enterprise accounts with product gap blockers and prioritization labels across potential deal values.

Solution

Aligning leadership around the highest-impact fixes

Brought the findings to product and engineering leadership and helped secure roadmap prioritization around the fixes tied to the most enterprise revenue risk.

Product roadmap showing four priority fixes along a curve: Recap without transcript, Access controls, Who can record, and During meeting only, ending at a $10M unblocked flag.

Go-to-market

Re-engaging stalled accounts once fixes shipped

Partnered with sales and field marketing to launch targeted messaging and plays the moment the roadmap fixes shipped, giving sellers a clear reason to reopen previously stalled enterprise conversations.

Seller outreach email template announcing a newly available feature update to re-engage a stalled enterprise evaluation.

Outcome

Helped unblock $10M in stalled pipeline

The fixes reopened previously stalled enterprise conversations and helped move roughly $10M in AI SKU pipeline back into active deal cycles.