Clients | French Marcello

The Pathfinder Process

Structural Alignment:

Auditing the delta between P&L goals and Performance Incentives.

Redundancy Integrity:

Identifying "False Redundancies" and single points of failure in complex systems.

Liability-to-Asset Arbitrage:

Re-architecting B2B ecosystems to turn partner pain points into revenue.

Market Vector Pathfinding:

Navigating regulatory and incumbent "Gatekeeper" landscapes and barriers to entry.

Perception Arbitrage:

Debunking industry-wide "legacy beliefs" to recapture lost market share.

Solution Architecture:

Transforming commodity components into high-margin "Integrated Outcomes."

Operational Virtualization:

Launching national-scale enterprises in "impossible" timeframes.

The Diagnostic: Challenged the accepted "inevitability" of 35+ monthly network outages attributed to "unavoidable" vandalism and legacy constraints.
The Architecture: Uncovered a "False Redundancy" where primary and backup lines shared the same physical path. Architected a Satellite-based redundancy network for critical infrastructure (Banks/Hospitals).
The Result: Eliminated downtime for critical accounts; generated $500K in high-margin ARR from a previously "accepted" liability.

The Diagnostic: Advanced antimicrobial tech was blocked by Institutional Healthcare "Gatekeepers" (monopolies like Ecolab/Diversey). Insiders insisted on "selling harder" to hospitals.
The Architecture: Performed a "Gatekeeper Bypass." Secured FDA registration to pivot the product into a "Consumer/Mom" emotional narrative.
The Result: Scaled from $0 to $10M ARR in 6 months; architected successful company sale.

The Diagnostic: Identified that the "premium commodity" perception of global cable connectors was being sabotaged by "ingress" caused by user error during field installation.
The Architecture: Pivoted from selling "Components" to selling "Integrated Sub-Assemblies" (pre-assembled jumpers). Shifted the value story from the part to the "Performance Outcome."
The Result: Captured massive new revenue in Contractor and Retail (BestBuy/Geek Squad) segments; elevated brand perception from manufacturer to solution provider.

The Diagnostic: Board demanded a national HD Satellite launch in 6 months—a timeframe that traditionally would be consumed entirely by the hiring process.
The Architecture: "Virtualization of Capacity." Bypassed traditional hiring by pitching and integrating agency holding companies as a unified, virtualized operational team.
The Result: Launched on time and on budget; created a national brand footprint in half the standard industry time.

The Diagnostic: Failing B2C app portfolio with no marketing ROI in a nascent, crowded wireless data market.
The Architecture: "Liability Arbitrage." Identified that Tier 2/3 carriers had "Rollover Minute" liabilities. Bundled the app portfolio as a B2B solution to offset their balance-sheet risk.
The Result: Rapid B2B adoption and a successful company exit within 6 months.

The Diagnostic: A $48B entity suffering from a 2-year subscriber decline.
The Architecture: Discovered an "Incentive Clog" where GMs were bonused on Cash Flow, which inadvertently penalized the upfront cost of acquiring new customers.
The Result: Re-aligned bonus structures to reward net growth; reversed the decline within 30 days setting a 12 month continuous growth trend that resulted in the purchase of the company by AT&T.

The Diagnostic: The 4th largest distilled spirits brand was in a 7-year, 7% annual decline. Observers accepted this as an inevitable "category shift."
The Architecture: Discovered a "Perception Clog" regarding fat content. Applied dietary logic ("100% Fat-Free") from the food industry to the spirits category. Built a strategic "Flanker" brand to distract competition.
The Result: Reversed a 7-year decline into 3.5% growth within 12 months without changing the product.