Keenan .

Vice President/Regional Sales Leader Emerging Service Providers

CEO | Author of Gap Selling | Creator of the Problem-Centric OS™ | Driving Predictable, Reliable, Revenue Growth -- Every Time

I’m the CEO of A Sales Growth Company (ASG) and the author of Gap Selling. Over the past decade, I’ve built a body of work that includes the Problem-Centric Operating System™ (PCOS), the Buyer Confidence Model, and the Problem Identification Chart (PIC) — frameworks that rewire how revenue organizations operate, forecast, and grow.

At ASG, we don’t just train salespeople. We help entire organizations transform the way they sell by aligning every GTM function to the problems buyers actually have. That’s why our work has been featured in Harvard Business Review and MIT Sloan Management Review, and why global enterprises and high-growth companies turn to us when they need to fix broken revenue systems.

I’m also a lifelong freestyle and mogul skier. In skiing, success requires precision, rhythm, and adaptability — one mistake throws off the entire run. Revenue is the same. If one part of the GTM system is out of sync, the whole organization feels it: forecasts drift, deals stall, and growth slows. That’s what the Problem-Centric OS solves — it brings clarity, control, and flow back into the system so growth becomes predictable.

ASG exists to help organizations achieve that level of performance. Our clients see higher win rates, more accurate forecasts, shorter sales cycles, and stronger alignment across sales, marketing, and customer success.

Because today’s revenue challenges aren’t about effort or talent — they’re about systems that weren’t built for how modern buyers buy. And fixing those systems is what we do.

CEO/President

A Sales Growth Company helps organizations solve the ever-changing challenges of revenue growth, long sales cycles, low winning percentages, and unacceptable growth numbers.  Through it's highly sought after Gap Selling methodology, ASG is quickly becoming the leader in revenue generation solutions for B2B companies around the world . . .

and we're just a killer place to work!

TaxCloud

Good overview https://taxcloud.com/blog/taxcloud-raises-20m-in-growth-equity-round/

Chief Executive Officer

GTMfund

Up To The Right, LLC

I actively invest and advise start-ups and founders to help them go "Up To The Right".  I coach at the intersection of marketing, sales, growth hacking, and leadership.  You can see my seed investment portfolio on Angellist. (TaxJar exit to Stripe, PerfectCoffee exit to BlueBottle, DSCO.io exit to CommerceHub,  Fresh exit to Electrolux, A.Ki exit, Wonderschool, BackOffice, EatApp, Braid, ...).  I'm also an active LP in some rolling funds including GTMFund.com

Investor, Growth Advisor & Startup CEO Coach

PandaDoc

Sales, Marketing, Business Development, Customer Success, and Customer Support reported to me PandaDoc. 

More than 50,000 customers use PandaDoc.  PandaDoc is backed by leading venture firms and corporate investors, including OMERS Growth Equity, G-Squared, Altos Ventures, Rembrandt Venture Partners, One Peak Partners, M12 (Microsoft), and HubSpot.

Chief Revenue Officer (CRO) & Chief Marketing Officer (CMO)

500 Startups

500 Distro is 500 Startups’ in-house team of growth experts that conduct Seed and Series A Growth Accelerators.  I ran or participated in programs in Qatar, Miami, UK, Japan, Uruguay, Chile*, Argentina*, and Kuwait.  During this time, I was hands-on with over 100 companies, usually in a batch of 10-12 for a 4-6 week program.

After Ingram/Shipwire I sold most everything and my family and I traveled around the world for a year and a half.  During that time I contracted on alternating months with 500 Startups Growth Hacking team.

* Incubator, not 500 Startups.

Growth Hacker & EIR - 500 Startups Distro & Series A Team

Ingram Micro Commerce & Fulfillment

Post-Shipwire acquisition, I was entrusted with the Ingram Supply Chain brand, its M&A strategy, and to build a global marketing team from the ground up.

•	Rebranded as IngramMicroCommerce.com.
•	Repositioned Shipwire.com as a technology & service delivery platform.
•	Purchased DocData.com for $175M to get bigger in Europe. 

The strategy worked, as evinced by Gartner naming Ingram Commerce a "Visionary" in the N.A. Supply Chain Providers Magic Quadrant for 2017. 

About IMCFS: Brands and retailers partner with Ingram Micro for commerce and fulfillment solutions that grow global sales and deliver an amazing buyer experience. Ingram Micro practically invented IT distribution in 1979 and, since then, has grown into a Fortune 100 global powerhouse with over 27,000 employees, serving more than 200,000 resellers and business-to-business customers. Our international network of 122 distribution centers in over 38 countries and flexible Shipwire platform help brands and retailers deliver buyer-friendly commerce experiences.

Executive Director, Global Marketing and Business Development IMCFS

Shipwire, Inc.

Shipwire was Initially funded in Feb 2007,  raised over $15M raised from VCs, eBay and strategics. We sold Shipwire to Ingram Micro in 2013. I led Shipwire marketing and growth from initial funding to acquisition by Ingram 7 years later.

Over my total tenure with Shipwire, the platform went from <$1M in ARR to >$120M in ARR.

Shipwire is a SAAS logistics platform that provides growing product brands enterprise order fulfillment services across North America, Europe, and Asia. 

•      Grew Shipwire at a CAGR of 100%+ since 2007.
•	Elevated Shipwire above the noise with a steady drumbeat of press including all the majors and technology press. Shipwire set the standard for global shipping.  
•	Shipwire was built with 100% inbound marketing until $35M ARR.  Created an engine capable of targeting and nurturing thousands of prospective clients monthly. Consistently exceeded opportunity pipeline to our inside sales teams.
•	Built a data-driven revenue engine based on Marketo and Salesforce technologies.
•	Built the Shipwire Ecosystem of 100+ global partners that connect to the Shipwire API and 1000's of referral partners and affiliates.
•	Responsible for revenue to CEO and Board.
•	Developed “customer first” culture and defended it during growth stages.
•	Acted as our non-securities commercial General Counsel.  Created the legal contract infrastructure of our sales MSA's, customer agreements and terms of service, partner agreements, and our warehouse operations agreements with our global network of providers.

Vice President of Marketing and Business Development

XO Communications

•	Managed Marketing, Product Marketing and Sales
•	Responsible for all direct and channel sales and marketing revenue for Business Unit P&L with gross revenues in excess of $30M (US) annually.
•	Increased profitability by consolidating data centers and hosting platforms.
•	Sold private-label communication and hosting service agreements resellers including Sprint/Nextel.
•	Converted 50+ person inbound call center (cost center) to a professional services arm to create $1.5M in new revenue in 18 months.
•	Left after preparing BU for Private Equity spinoff and merger to another hosting company.

Director of Sales and Marketing - Concentric Cloud Solutions

•	Managed global hosting and communications solutions sold direct and via while-label (OEM) offerings through Microsoft, Verizon, and SBC.
•	Communication, e-commerce, Web design and marketing applications.
•	E-mail platforms responsible for processing over 100M mail messages daily.
•	DNS systems responsible for over 1B queries daily.

Senior Product Manager - Hosting & Ecommerce

eCongo, Inc

Pre-SaaS (ASP) provider of e-commerce software to ISPs and banks. Peaked at 40 EEs and $5M in funding.
•	Responsible for overall partnership strategy and channel licensing agreements. 
•	Generated 25% of company revenue selling SMB e-commerce solutions.

Director of Business Development

Law Office

Intellectual Property & Business Law.  Specialties included contract law, corporate formation, software licensing, intellectual property protection and risk management.

Lawyer

WHAT I DO: 
I help high-growth SaaS startups to supercharge their sales, recruit and build amazing marketing, customer success & sales teams and hit revenue goals by providing proven leadership and mentorship. 

HOW I DO IT: 
I am a growth executive with 20 years of experience in sales, marketing, customer success, business development, and fundraising. I coach and invest via my growth velocity program "Up To The Right". I’m also an attorney, but I focus my legal expertise on providing direction and speed to growth through partnership, business development, and sales acceleration.

WHO I WORK WITH:
•	High-growth B2B and SMB Software companies
•	Larger companies that need C-Level startup growth leadership
•	Startup CEOs, startup accelerators, and building teams
•	Venture Capital and Private Equity funds
•	Platforms, Infrastructure, Marketplaces, Ecommerce, Telecom, Logistics, Marketing Software

WHY IT WORKS: 
I understand growth and am focused on team building, service delivery, customer experience, and ensuring that the strategic direction is implemented. I am skilled in balancing competing priorities across operations, customer success, marketing, sales, HR, and product, and I’ve built entire ecosystems of partnerships to support growth strategies. I actively invest in startups, have coached growth frameworks globally for 100+ companies, and I’m a team player and culture builder.

WHAT MAKES ME DIFFERENT: 
I’ve had real experience and experienced successful exits.  I’ve grown a company from 0-$100M in revenue (Shipwire); had an exit to a Fortune 50 (Ingram Micro); restructured two divisions (Ingram & Concentric). 

WHAT OTHERS SAY: 
“Nate is a startup, marketing, and sales guru…. His ability to see things through a legal lens, marketing lens, sales lens, 5-person startup lens, and Fortune 500 company lens have all been very valuable.” – Chris Bennett, CEO WonderSchool

WANT TO TALK? 
Reach out to me directly at nate (at) uptoright (dot) com or on LinkedIn.


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Keenan .

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