Thom Gruhler
New York City, New York
Overview
I build go-to-market engines that drive enterprise value. At Microsoft, I led the commercial transformation of Office 365 from perpetual licensing to subscription, driving 63% commercial revenue growth and scaling the direct ecommerce business to $5B+ in quarterly revenue. I built the Global Demand Center, the enterprise-wide GTM operating model that unified pipeline generation, sales-marketing alignment, and revenue accountability across all global commercial segments. It remains operational today. Before that, I was recruited to the Windows Phone founding team, where I built the go-to-market
About
I build go-to-market engines that drive enterprise value. At Microsoft, I led the commercial transformation of Office 365 from perpetual licensing to subscription, driving 63% commercial revenue growth and scaling the direct ecommerce business to $5B+ in quarterly revenue. I built the Global Demand Center, the enterprise-wide GTM operating model that unified pipeline generation, sales-marketing alignment, and revenue accountability across all global commercial segments. It remains operational today. Before that, I was recruited to the Windows Phone founding team, where I built the go-to-market from scratch, including the carrier strategy and developer ecosystem strategy that drove the platform to #3 globally in 18 months. I founded Fjuri to solve a problem I kept seeing across enterprise clients: marketing and sales data don't speak the same language, and the effort required to connect them was killing speed and accountability. We started as an embedded advisory firm working alongside CEOs, PE sponsors, and boards at companies including SAP, Verizon, ServiceNow, and NetApp. Then we evolved, building data products that automated the ingestion, normalization, and modeling of marketing and revenue data to deliver attribution, pipeline forecasting, and investment optimization. Built the business to 40%+ topline growth with 33% net margins. Prior to Microsoft, I was President of McCann Worldgroup New York (1,000+ person P&L) and managed the $1.9B Verizon Wireless relationship across 9 agencies and 8 IPG business units. I am exploring senior commercial leadership opportunities: President of GTM, Chief Commercial Officer, or CMO at a company where the mandate is to build and scale the revenue engine. Harvard Business School AMP.