A PERSONAL POINT OF VIEW FOR TAREK ALARURI & KEVIN TURNER
Microsoft access.
Now make it revenue.
A fractional Microsoft co-sell leader to connect Stuut’s M12 relationship, Marketplace presence and customer proof to targeted seller engagement, qualified pipeline and transacted revenue.
Jason Wickman · Founder, Agilidy · Former MicrosoftIndependent proposal · October 2026
THE MICROSOFT CO-SELL OPPORTUNITY / US SMC&E
A mapped market.
A focused place to start.
6,930 accounts. 513 mapped seller aliases. A ready-built portal to turn research into joint pursuits.
VERIFIED ACCOUNT UNIVERSE6,930US SMC&E accounts
6,842 have mapped seller coverage.
Current ownership is validated before outreach.
16.6% first-wave industries · 24.3% adjacent · 59.1% other
WHERE STUUT HAS RELEVANT CUSTOMER PROOF
Industrial / manufacturing690
EZG + Lift Solutions · category requires fit screeningSoftware / data / platforms271
ZoomInfo · category requires fit screeningTransport / travel186
Ally Logistics · category requires fit screening1,147 accounts to screen first. Next: 1,005 business-services and 679 retail / consumer-goods accounts, screened for invoice-heavy B2B use cases.
ILLUSTRATIVE SERVICEABLE OPPORTUNITY$104,900,000potential annual contract value
across all 16 industries
contract value
Fit rates and contract value are assumptions, not validated Stuut pricing or demand. This is the named-list opportunity at full penetration, not global TAM or a year-one forecast. The 1,147 first-wave accounts are a screening pool, separate from the modeled fit total.
240 accounts activated → $4.3M qualified pipeline → $800K annual contract bookings
At $100K annual value: 30% introductions, 60% qualification, 75% decisions in-year, 25% wins; round down each stage.~4,000 additional accounts
Jason-reported coverage. Excluded from the opportunity estimate pending analysis.Explore the evidence, industry assumptions and 12-month scenarios
YOUR CUSTOMER EVIDENCE / OUR ACCOUNT STRATEGY
Start where Stuut
already has proof.
Your published customer stories point to an actionable pattern: invoice-heavy B2B businesses, lean finance teams, fragmented systems and a measurable working-capital problem.
EZG Manufacturing
5 fewer DSO days; about 20 hours saved weekly.Lean AR teams and repeatable outreach are a practical entry point.
Stuut customer evidence ↗Lift Solutions
Average payment time fell from 42 to 31 days across three ERPs.Multi-ERP complexity and acquisition integration create a concrete finance conversation.
Stuut customer evidence ↗Ally Logistics
Overdue percentage fell from 26% to 11% in two months.Prioritize growing B2B receivables with limited collections capacity.
Stuut customer evidence ↗ZoomInfo
Stuut reports $21.2M+ collected and over 90% faster first touch.Screen software accounts for invoice-based B2B billing and existing collections workloads.
Stuut customer evidence ↗PerkinElmer
Overdue invoices fell from 50% to 15% in one year.Target analogous B2B suppliers and carve-outs; do not extrapolate to patient billing.
Stuut customer evidence ↗Reviewed October 14, 2026. Results are Stuut-reported, use different measurement periods and are not a comparative ranking of industries or a guarantee. Cash collected is customer cash, not Stuut revenue. Industry priorities below are Agilidy’s inference from these examples.
First: industrial, logistics and B2B software.
690 industrial / manufacturing + 186 transport / travel + 271 software / data / platform accounts = 1,147 accounts to screen first. The categories are broader than the target use cases. Then test invoice-heavy business services and distribution, using account research to confirm fit.
The healthcare pool contains 605 providers, 95 pharma, 51 payors and only 1 explicitly tagged MedTech account. PerkinElmer is a strong customer story, but the 752-account category requires careful reclassification before activation.
SMC&E ACCOUNT OPPORTUNITY / BOTTOM-UP PLANNING MODEL
How much of this account universe could fit?
A rough serviceable opportunity within this named account list, rather than Stuut’s global TAM. Adjust the assumed fit rate for each industry and annual contract value. Zero means deferred from the initial model, not that no opportunity exists.
| Industry / account distribution | Accounts | Assumed fit | Fit accounts | Annual opportunity |
|---|---|---|---|---|
| Professional & Business Services | 1,005 | % | 251 | $25,100,000 |
| Financial Services | 779 | % | 38 | $3,800,000 |
| Healthcare | 752 | % | 37 | $3,700,000 |
| Industrials & Manufacturing | 690 | % | 345 | $34,500,000 |
| Retail & Consumer Goods | 679 | % | 135 | $13,500,000 |
| Education | 511 | % | 0 | $0 |
| Government | 504 | % | 0 | $0 |
| Other / Unclassified | 482 | % | 0 | $0 |
| Nonprofit & IGO | 436 | % | 0 | $0 |
| Software, Data & Platforms | 271 | % | 108 | $10,800,000 |
| Real Estate | 264 | % | 13 | $1,300,000 |
| Transport & Travel | 186 | % | 65 | $6,500,000 |
| Telecommunications & Media | 161 | % | 24 | $2,400,000 |
| Energy & Resources | 161 | % | 24 | $2,400,000 |
| Automotive | 36 | % | 9 | $900,000 |
| Libraries & Museums | 13 | % | 0 | $0 |
Counts are from the supplied FY26 file. Fit percentages and contract values are planning assumptions, not published Stuut conversion rates or pricing. Fit is rounded down by industry. This is potential annual contract value at full penetration, without a time limit, not a 12-month revenue forecast. Excludes Jason’s additional ~4,000 Enterprise accounts and does not assume MACC eligibility.
12 MONTHS / FROM INITIAL PROOF TO REPEATABILITY
A capacity-based year-one view.
Activate a subset of fit accounts, earn buyer access, qualify the economics, and allow time for deals to mature. The annual contract value assumption above also drives this model.
Visible assumptions: 240 accounts × 30% introduction rate → 72 introductions × 60% qualification → 43 opportunities. Assume 75% reach a decision within year (32), then 25% win rate → 8 wins. Each stage rounds down. Selected accounts are capped at the estimated fit pool above.
Validate ICP, economics and offer status. Screen the 1,147-account first-wave pool; activate an initial 30-account cohort.
Concentrate on the play earning buyer introductions. Expand toward 80 cumulative accounts in the working case; inspect pilot outcomes and sales-cycle friction.
Reach 160 cumulative accounts in the working case. Add a second proven vertical, build reusable seller briefs and assess Enterprise coverage separately.
Reach 240 cumulative accounts in the working case. Review source attribution, wins, cycle time and seller repeat participation; transfer the motion or agree next-year scale.
Illustrative scenarios, not committed targets. Quarterly milestones describe the working case and require Stuut AE, solutions, implementation and Microsoft-team capacity. Bookings are annual contract value, not revenue recognized in-year or ARR. No automatic uplift from MACC, seller coverage or Enterprise accounts is assumed. Recalibrate after the first 30 days.
01 / THE COMMERCIAL THESIS
The relationships are real.
The operating motion
is the opportunity.
Stuut has announced M12 investment, Microsoft Marketplace availability and Pegasus participation. Your partnerships listing identifies the next challenge: turn this foundation into a channel with an accountable owner and measurable revenue.
My proposed starting point is a concentrated Microsoft motion: select the right customer accounts, earn relevant seller participation, coordinate the pursuit and help the buyer complete the marketplace transaction.
A first transaction proves the purchasing path.
Incremental pipeline proves the growth motion.
Incremental pipeline proves the growth motion.
M12 + Pegasus
Convert access into specific account introductions and actionable deal support.
Dynamics customer proof
Translate a finance outcome into a seller-ready customer story.
Live Marketplace offer
Make readiness, procurement and transaction execution a working discipline.
02 / A FOCUSED ROUTE TO MARKET
The right buyer.
The right seller.
A clear way to buy.
A finance problem worth solving.
Start with invoice-heavy manufacturers, distributors and industrial businesses. Establish the receivables baseline, collections workload, integration fit and finance sponsor before selecting the sales motion.
ILLUSTRATIVE PURSUIT · SYNTHETIC EXAMPLEIllustrative account: a distributor on Dynamics, with fragmented collections and a working-capital initiative.
- Validate DSO, overdue AR and invoice volume
- Quantify the cost of manual work
- Scope a measurable pilot with Finance
Jason brings an existing Microsoft account / seller mapping platform. Current coverage, customer need, access and purchasing eligibility are validated during the engagement. No confidential account or seller records are exposed here.
03 / FINANCE VALUE THAT EARNS ATTENTION
Cash unlocked.
Work reduced.
An outcome Finance
can measure.
Stuut’s published Bishop Lifting example provides a relevant Dynamics customer story: deployment alongside an existing ERP, less invoice-to-collections effort and reduced open receivables.
For a new account, establish its own baseline and scope a pilot. Faster collection of existing invoices creates working-capital value; it is not new revenue.
Customer results are company-reported and do not predict another customer’s results.
04 / MACC · THE COMMERCIAL ADVANTAGE
A customer commitment.
A clearer buying route
for Stuut.
A Microsoft Azure Consumption Commitment is a customer's contractual commitment to spend an agreed amount on Azure over a defined period.
When a customer buys an Azure benefit-eligible Stuut software offer through the required Azure purchasing route, the qualifying pretax purchase can count toward that commitment. The customer pays for Stuut and meets part of an existing commitment at the same time.
Frame the purchase around finance outcomes and a qualifying procurement route that aligns with an existing cloud commitment.
Make private offers, qualified customer agreements and marketplace transactions part of the sales process. Track new revenue separately from existing deals moved onto marketplace paper.
Bring a relevant account opportunity, customer business case and a transaction path. Validate current co-sell credit and incentive treatment with the Microsoft team.
The qualification check
Verify Stuut's specific offer is enrolled in MACC, the buyer's agreement qualifies, the license is exclusively used in Azure, and the purchase uses the applicable Azure subscription and Azure portal route. Direct Marketplace credit-card checkout does not count. Professional services do not contribute to MACC.
Microsoft's customer purchasing rules ↗Stuut readiness question to reconcile
Your September announcement describes an Azure benefit-eligible offer, while the partnerships listing asks the new owner to achieve Azure IP co-sell eligibility. I would confirm the current offer-level status in Partner Center and work with your Microsoft contacts before setting an eligibility milestone.
Microsoft's offer enrollment requirements ↗Explore the full account and seller coverage map
WHAT I WALK IN WITH / AN EXISTING ACCOUNT & SELLER MAP
Start with coverage.
Build the right pursuits.
An existing FY26 US SMC&E account universe, mapped to Microsoft account executives and specialist coverage. We can begin prioritization and seller validation with an organized starting asset.
Source: supplied FY26 Account List, 6,930 rows deduplicated by TPID; no duplicate TPIDs. Industry groups are derived from its vertical labels and total 6,930. Seller aliases split across comma-separated assignments and deduplicated across roles. Role coverage overlaps; account counts across roles cannot be added. 88 accounts have no populated seller alias in these eight fields. This is a FY26 coverage snapshot, not a statement of current employment, product installation, MACC eligibility or committed access. Current coverage is refreshed before activation.
A concentrated first play
690 industrial / manufacturing accounts · 186 transport / travel accounts · 679 retail / consumer-goods accounts to screen for invoice-heavy distribution use cases.
Account populations, not qualified prospects. Validate receivables pain, ERP fit, finance sponsor, seller coverage and marketplace buying requirements.Explore industry seller plays and campaign economics
SELLER ACTIVATION / REVENUE ACCELERATION
A relevant account.
An engaged seller.
A measurable commercial result.
I bring the account map, the research and MICOSELL. The operating job is to turn a focused seller ask into finance conversations, qualified opportunities and Stuut bookings.
513 distinct seller aliases across eight coverage roles in the supplied FY26 file.
Additional coverage reported by Jason. The Enterprise file has not been analyzed here; its industry mix and seller counts are separate.
All industry counts and seller statistics below refer to SMC&E only. The Enterprise population is an additional expansion pool, subject to coverage refresh, deduplication and fit assessment.
01 / FIND THE SIGNAL
Manufacturing
690 accounts in the source categoryGrowing overdue receivables, acquisitions or a finance transformation initiative.
Screening population; not all accounts fit Stuut. Distribution uses the broader Retail & Consumer Goods category.02 / GIVE THE SELLER A SPECIFIC ASK
Account executive + AI Business Process specialist
Confirm the CFO or Controller sponsor; bring a joint collections discovery with an ERP integration hypothesis.
MICOSELL handoffAccount brief → seller confirms coverage → named buyer introduction → Stuut-owned discovery.
03 / EARN THE OPPORTUNITY
Business case before procurement
Baseline overdue balances, days sales outstanding and collector workload; agree a measurable pilot.
Then validate technical fit, purchase timing and the eligible marketplace route with the buyer and Microsoft team.
INTERACTIVE PLANNING SCENARIO
What could one focused campaign produce?
9 opportunities × $100,000 assumed annual value
2 whole wins × $100,000 assumed annual value
This model starts with active sellers, not every mapped alias. Each selected account is counted once across seller roles; the selection is capped at the source-category population. Each conversion stage rounds down to whole accounts. A campaign cohort may close across multiple quarters. Values are hypothetical, not Stuut pricing, live pipeline, a forecast, recognized revenue or ARR. No Enterprise volume is included.
Test the acceleration thesis.
A known account owner can help find the right sponsor. A prepared POV can make discovery more productive. An eligible marketplace route can simplify procurement. Measure whether those advantages actually shorten the sales cycle.
30 days earlier
Assumed timing for the same modeled bookings. Validate against comparable opportunities; this is not an observed lift.
The weekly scorecard I would own.
Seller-confirmed coverage · accepted introductions · qualified pipeline · stage age · win rate · annual contract bookings · marketplace transactions.
Tag Microsoft-sourced and Microsoft-influenced opportunities separately, deduplicate by account and opportunity, and distinguish new business from existing deals moved to marketplace.
THE PRE-BUILT PLATFORM / MICOSELL
A seller portal
already built.
MICOSELL gives the account strategy a place to live and the seller a practical next step.
The existing portal includes account views, seller self-confirmation and shared account research. For Stuut, I would configure the finance POV, campaign cohorts, seller engagement workflow and deal handoffs around your Microsoft motion.
- MatchPrioritize the account and map the relevant Microsoft coverage.
- ConfirmInvite the seller to validate ownership and account relevance.
- EquipShare the finance value story, customer evidence and a specific pursuit ask.
- CoordinateTrack the next action, Stuut owner, seller involvement and transaction route.
Actual supplied portal screenshot. The displayed account and estimate belong to that sample view; they are not a Stuut opportunity or forecast.
Explore the Stuut campaign workspace mockup
STUUT CAMPAIGN WORKSPACE / ILLUSTRATIVE MOCKUP
From a campaign to a joint pursuit.
CAMPAIGN THESIS
Help a Dynamics finance team release working capital by automating collections without replacing its ERP.
An invoice-heavy manufacturer with a finance transformation initiative. Validate DSO, overdue receivables, ERP fit and pilot scope. Use Bishop Lifting as a relevant customer example.
Actual source pool: 690 accounts in Industrials & Manufacturing. Selection and engagement figures above are illustrative.Example seller invitation
“I have a finance hypothesis for one of your accounts. Could you confirm coverage and help us assess whether collections automation is relevant? I have a short customer brief and a specific discovery plan ready in MICOSELL.”
SELLER WORKLIST / SYNTHETIC IDENTITIES
| Seller / role | Status | Next action |
|---|---|---|
| Seller 01AE | Confirmed coverage | Joint finance discovery |
| Seller 02AI Business Process | Engaged | Validate Dynamics integration |
| Seller 03Cloud & AI | Introduction made | Confirm marketplace buying route |
- Confirm current account coverage
- Identify the finance sponsor and AR pain
- Agree a joint discovery conversation
The campaign workspace is a proposed Stuut configuration and a visual example. No invitations have been sent, no accounts enrolled and no pipeline created by this mockup.
05 / STRATEGY THROUGH EXECUTION
A 90-day start.
A repeatable revenue motion.
Validate the thesis. Prepare the first pursuits.
Deliverables: validated ICP + 30-account cohort + three seller briefs + readiness register. Gate: agree the baseline and initial seller asks.
- Personally review Stuut customer economics, ACV, sales cycle and implementation capacity with Tarek and Kevin; agree the definition of a qualified account.
- Screen the 1,147 industrial, transport and software accounts first; remove poor fits and select an initial 30-account cohort with refreshed Microsoft coverage.
- Build three evidence-backed seller briefs using industrial, Ally Logistics and ZoomInfo customer stories; configure MICOSELL ownership and attribution.
- Verify offer-level MACC status and purchasing requirements; inspect existing opportunities for a credible first marketplace transaction.
The weekly scorecard
Account readiness · Relevant seller engagement · Qualified Microsoft-sourced / influenced pipeline · Opportunity progression · Marketplace transactions · Procurement blockers
Proposed delivery scope. Revenue and meeting targets are agreed after baseline discovery. Existing revenue transacted through Marketplace is reported separately from incremental demand.06 / WHY JASON
Personally led.
Business first.
Hands-on execution.
I’m Jason Wickman, founder of Agilidy. I bring former Microsoft field and partner sales experience, 25+ years in CRM consulting and sales leadership, and experience building a CRM business that was acquired.
I have built a Microsoft account and seller mapping platform to support account research and targeted engagement. For Stuut, I would apply that starting asset to the finance use cases, partner relationships and sales priorities that matter to your team.
I work with a handful of clients, personally leading the work alongside their people. The initial engagement can expand or transition to a permanent hire with a documented handoff.
More about Jason07 / THE PROPOSED FRACTIONAL ENGAGEMENT
Microsoft Co-sell
& Marketplace Growth Lead
An initial three-month engagement to establish the Microsoft workstream and personally lead its execution with your sales, partnerships, product and finance teams.
Commercial terms and capacity agreed after discovery. Fractional or contract-to-hire structure available by mutual agreement.
What I would own
Microsoft commercial strategy, account prioritization, seller engagement, M12 working cadence, seller materials, joint pursuit coordination, readiness tracking, executive reporting and handoff.
What we would coordinate
Stuut AEs own their deals; Product and Engineering own development and architecture changes; Finance owns commercial approvals. Marketplace specialist support is scoped where needed. AWS, Google Cloud and vertical marketplace expansion are separately prioritized.
CREATIVE CONCEPT / AN IMAGINED NEXT CHAPTER
Imagine the announcement.
“We just hired Jason Wickman to run our co-sell with Microsoft.”
Fictional proposal concept. No engagement has been agreed and this is not a statement from Stuut, Tarek or Kevin.
Watch the original Stuut announcement reference
Original Stuut video supplied as a creative reference. It does not announce this proposed engagement.