Context

As 5G, IoT, and cloud computing matured, Ericsson saw growing demand for advanced connectivity to drive productivity and automation across industries like manufacturing, mining, ports, transportation, and utilities. To capture this opportunity and drive growth, Ericsson launched its Enterprise Division to deliver private 5G, IoT, and wireless solutions through as-a-Service models tailored to emerging industrial and enterprise needs. Success required a shift from traditional telecom sales to multi-channel strategies, strategic alliances, and strong reliance on scalable ecosystem partnerships.

Mandate

As CMO of Ericsson’s Enterprise Division, my mission was to:

• Drive net new revenue growth beyond telecom by commercializing 5G, IoT, and Network-as-a-Service for industrial and enterprise markets
• Define a differentiated enterprise value proposition tailored to the needs of enterprise verticals
• Build a digital-first, partner-enabled go-to-market model—scaling through ecosystem strategies to serve a broad base of enterprise customers
• Shape enterprise strategy at the highest level—serving on the division’s executive team and working with Group Management and the board to secure investment, drive alignment, and elevate enterprise as a corporate growth priority

Strategic Impact

Launched the Enterprise Value Proposition

• Defined and executed an enterprise-focused GTM strategy—repositioning the company from telecom vendor to industrial technology leader.
• Result: Generated ~$2.5B in net new revenue from enterprise business across selected markets.

Activated Industry-Specific Solutions and Use Cases

• Led the creation of actionable 5G and IoT use cases tailored to verticals like ports, mining, and automotive.
• Result: Unlocking industry-first commercial wins in ports, mining, shipping, and automotive industries.

Built a Scalable, Digital-First Global GTM Operating Model

• Recruited and developed a high-performing global team across all five Ericsson regions.
• Designed a go-to-market model that unified product, field, and marketing into a single commercial engine—supported by a digital-first strategy tailored to industry-specific buyer journeys.
• Result: Enabled global consistency, increased reach, and accelerated high-quality deal flow across verticals

Orchestrated Ecosystem-Led Market Entry

• Formed partnerships with industrial leaders such as ABB and Siemens to co-create value propositions and improve market access.
• Result: Accelerated time-to-market, expanded reach, and enhanced credibility across verticals.

Measurable Outcomes

Growth and commercial impact

Division generated ~$2.5B in net new enterprise revenue across target verticals supported by the Ericsson’s enterprise value proposition.

Enabled “first-of-their-kind” deals in ports, mining, automotive, and shipping by translating 5G and IoT use cases into deployable, customer-specific solutions.

Market Execution and GTM Efficiency

Activated GTM programs across 23 advanced economy markets through a unified commercial model—delivering a prioritized, cross-functional enterprise opportunity list in 3 months, reducing time-to-execution by over 70%

Reduced campaign activation time from 6 months to 6 weeks and increased reach and engagement from low single digit to averaging 35% through a digital-first execution model

Partner-Led Acceleration

Co-created joint value propositions with ABB and Siemens, enabling direct access to over 300 enterprise accounts across industrial sectors—bypassing traditional sales cycles and significantly reducing time-to-engagement from 12 months to less than 8 weeks.

Accelerated opportunity creation through 50+ co-branded workshops, generating ca 20% of the overall early-stage pipeline.

Thought Leadership and Market Influence

Positioned Ericsson as a recognized leader in industrial 5G and IoT through high-credibility channels:
Talking IoT podcast – reaching ~5,000 priority enterprise accounts across industries, averaging 2,000 downloads per episode with >85% full-listen rates
Ericsson Mobility Report – recurrently cited by analysts and media as key source of insights.

Co-branded storytelling with partners like ABB and Siemens— demonstrating real-world use cases at key events, customer workshops, and innovation labs

What I’m Most Proud Of

Turning the enterprise value proposition into a commercially successful growth engine—moving from concept to ~$2.5B in new revenue across strategic verticals

Building a globally aligned marketing team that not only set the strategy but delivered execution at speed and scale

Leading a go-to-market transformation that replaced legacy field-led models with a digital-first, partner-enabled system designed for modern industrial buyers

How Others Describe My Leadership

Known as a bold and visionary leader who remains grounded in execution. Recognized for transforming marketing into a revenue-driving force—deeply aligned with product, sales, and corporate strategy. Team members value the ability to synthesize complexity, spark ambition, and build an environment where people grow, move fast, and deliver their best work.