Finding and unblocking $10M in stalled pipeline
Domain
Microsoft 365 Copilot
Year
2024
My Role
Sr. PMM, Teams
Team
Sales, PM, Eng, Field Marketing
Overview
The M365 Copilot AI SKU had strong demand, but large enterprise deals kept stalling around the same set of product gaps.
Working closely with sales teams and customer feedback channels, I mapped the blockers showing up repeatedly across strategic accounts, then turned them into a revenue-backed view of where the roadmap needed to focus first.
From there, I partnered with product and engineering leadership to secure prioritization on the highest-impact fixes, then led the GTM motion once they shipped, helping reopen stalled conversations and unlock $10M in pipeline.
Turning insight into $10M of unlocked pipeline
Discovery
Surfaced 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.
Prioritization
Scored gaps by revenue impact
Built a framework 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.
Influence
Aligned product and engineering leadership around the highest-impact fixes
Brought the findings to leadership and helped secure roadmap prioritization around the fixes tied to the most enterprise revenue risk.
GTM
Re-engaged 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.
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.