The Challenge: During the height of the pandemic, 3M's products were seeing widespread counterfeit products throughout their supply chain. The N95 mask was a major concern as the knockoffs were of poor quality raising major concerns over people's safety as well as damage to their brand. They were chastised publicly for these issues in a very public statement by the President of the United States.

The Solution:    One of the account managers at Dover Corporation heard a discussion on these issues while visiting one of their production facilities. The company had just purchased a software company called Systech that had an innovative anti-counterfeiting solution so he escalated to me. After several technical demonstrations and a multitude of discussion with their task force to solve the problem, we presented them with SaaS solution worth $5M in annual recurring revenue. This project took a year to close and is still the largest single software deal for the company.

My Contributions:   There were a lot of components to this opportunity and it was a true team effort. The client was skeptical of the technology as it was still early stage so I had to organize multiple technical demonstrations that culminated in a test run at one of their plants. Given what was at stake for their brand and the concerns over public health at the time, there were multiple conversations and scenarios we dealt with every week. Not only did they utilize the solution for N95 masks but quickly expanded it to other medical devices.