I hop out of bed every morning...fired up and excited to get to work.

Why?

God has a plan.  I finally realized I'm along for the ride, but I need to be an active participant.

His plan put me in situations where I succeeded, failed, and learn some tough lessons.
Likely true for most of us.

After selling my startup I "fell" into the world of executive search.  And I loved it.  Still do (strange to say).

Then it happened.

God sent me down a path I didn't see coming.  An opportunity to join a startup as employee #4...at at time where I had found comfort running a small consultancy - and success.  

I didn't think I could learn, grow and frankly, find ways to be better at this point in my career.
Instrumentum is a special place, with an amazing team.  We are reinventing the surgical landscape.

Change is hard.  We are a dedicated bunch, committed to seeing this through.

As Chairman and Founder of Cruxible Partners, I get to watch an amazing group of talented "talent finders" grow that business as well.

Unfortunately, that's not how many people feel about their job, or their state in life.
Doesn't need to be that way.

Trust God, but don't be a passive participant in the journey.

Try a hobby.
Start a side hustle.
Meet new people (on LinkedIn, I've met some wonderful people who inspire and teach here).

If I can be this energized at this stage, so can you...

Pete Durand

MacGyver’d the hotel AC today.  

Taking video calls from the desk, AC blowing 40 degree air on my bald noggin unless I shut it off.  

Then sauna like temps. 

Improvised a little curtain. 

Problem solved.  

#macgyver

President, Instrumentum | Host of the Eating Crow Podcast | Chairman, Cruxible Partners

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Most companies have a plan.  

We do. 

2025 was about laying a foundation after several acquisitions and heavy integration. 

A few lessons, a few scars, and a few wins.  

Looking back it’s about the people who joined the team more than anything.   Amazing people.  

We laid the foundation together. 
We built this plan together. 

2026 is off to a great start - we are firing on all cylinders, well ahead of plan.

It’s rare air.  

Grateful for our team who work tirelessly to care for our customers, travel nonstop and support each other. 

Many of us go through entire work life without experiencing this feeling. 

I freaking love my job and am blessed to know how lucky I am.  Heard the same energy from our team today 💪👍👏

Hope everyone finds an opportunity to be part of a fast growing company who isn’t afraid to dare, think big, stumble now and then, but get back up and go. 

It’s a blast. 

Jeff Eardley Dean E. Darby Hubbell Rachel Meador (Knorr) Austin Wratchford, FACHE Bradley Schoening, CFO, MBA, CPA Ken Maready Jennifer Del Real, MSHRM Candy Schlicklin

SPD is not a sexy investment conversation.

Until you see the numbers.

I'm presenting at LSI USA '26 next week in Dana Point, CA — and I'll be making the case that the most overlooked bottleneck in surgical growth isn't clinical. It's operational.

Health systems are adding ORs. Recruiting surgeons. Forecasting case volume.

And then hitting a wall they didn't see coming.

Tray capacity. Sterilization throughput. SPD.

Instrumentum removes that ceiling. Variable costs tied to volume. No massive capital outlay. No construction timeline.

The ASC market grew 33% year over year. That growth goes somewhere.

Make sure it's going to you.

See you in Dana Point.

"I'm so sorry, how can I help?" 

This response seems natural, but ACTUALLY helping tends to put us in a place of discomfort, and so we say it, but don't really mean it.

This hit me during my morning meditation.  The topic:  The Corporal Works of Mercy (Matthew 25:35-46): 

Feed the hungry
Give drink to the thirsty
Clothe the naked
Shelter the homeless
Visit the sick
Visit the imprisoned
Bury the dead

If I'm being honest, my batting average is low here.

Jesus wasn't pulling any punches.  How will we be judged by these works?

Time to reassess my priorities, which typically focus on "things of this world" and prayer, when action should the call of the day.

Visit the imprisoned?  

Pick any of the above; probably not at the top of most of our to-do lists.

Perhaps they should be?

Admitting there is a better way is difficult.




Southwest's new "That Was Wild" ad campaign does this with humor, humility and tremendous creativity.

At Instrumentum, we are constantly trying to find a better way.  The industry needs it, the old ways don't work.

And yes, it's wild 🙃

Equity Options Trader

Jasper Commerce, Inc.

- Expand new partnerships within the ecommerce space targeting sophisticated product data architects, technical web development agencies, and ERP consultants

Director Of Partnerships

TLG Learning

- Target and develop relationships with new enterprise partners and effectively communicate the value proposition of the APN program (Premier, Advanced, and Registered APN partners)
- Use a consultative selling approach to align business challenges with solutions to elevate customer's training program
- Expand and provide value for our vendor/partner relationships and driving our educational services along with building our portfolio of offerings to support new and current client needs- Understand prospects/partners AWS objectives and create a learning plan for organization to meet APN standards/tiers
- Create marketing strategies to help penetrate large accounts and understand learning initiatives outside of AWS such as Azure, GCP, F5
- Support partners through identifying key skill development needs
- Maintain customer communication and cadence for post-course exams
- Main customers included Lockheed Martin, Leidos, CACI, Deloitte, and US Army

Partner Manager

Vesta eCommerce

- ACQUIRED** by Ultra Commerce 
- Managed 3 outbound sales reps (NZ) and 2 partner managers (USA)
-	Established 19 net new partnerships which yielded 78 marketing qualified leads
-	Net new logos and communicate onboarding steps with dev team
-	Cold outreach to web development agencies, PIM/ERP companies, as well as digital consultants to form strategic partnerships 
-	Interface with prospects/partners at tradeshows to help drive traffic 
-	Create digital campaigns with partners to help drive traffic towards Vesta’s services through webinars, email campaigns, or selective lead generation 
-	Establish enterprise-level relationships to start building Proof of Concepts (3M, HEB, Sysco)
-	Manage partner relationships to help identify key value Vesta would add to their implementation processes for new customers and/or existing customers

Director of USA Alliances & Partnerships

Employee hire #1 in the US
Vesta helps with messy product data and boosts your online effectiveness!
- Spearheading key partnership relationships and growing sales channels
- Growing USA customer base as well as internationally
- Manage USA sales funnel
- Effectively liaison between customers and Vesta to ultimately guide new functionality to our software
-	Conduct workshops with new clients/prospects to gather supplier information as well as product data requirements
-	Create transformation logic to transform product data to specifications needed
-	Manage employees to help assist with the onboarding process, assign tasks, and meet project deadlines
-	Monthly tradeshows to identify prospects with product data process inefficiencies and own the entire sales process

Implementation Engineer

Hanes Geo Components

- Identify opportunities with a competitor's technical specification and work with the appropriate engineers to convert a competitor's product (new business)
- Track opportunities from birth to completion utilizing Microsoft Dynamics

Q3 Quota 2017: 114% $1.32M
Q4 Quota 2017: 182% $1.21M
Q1 Quota 2018: 163% $1.31M
Q2 Quota 2018: 177% $1.45M

Project Manager

GE Power

• Grew revenues ~85% from 2015 to 2016
• Won over a $100,000+ contract from GE’s biggest competitor
• Generated a ~300% growth in revenue in an unstable account and secured them as a repeating customer
• Cultivated relationships in a highly at-risk territory to generate multi-year contracts and increased revenue
• Facilitate operations to provide water treatment via various applications/systems to guarantee safe and efficient production using GE products: boilers, cooling towers
• Technical chemical presentations to new prospects
- Create a consistent sales funnel and maintain a grasp of the current opportunities and know opportunity status utilizing Salesforce

Account Manager

CSI Compressco LP

• Converted $700,000 in new business
• Grow existing customer business as well as cultivate and foster new relationships with production engineers for new business
• Group presentations using in depth product knowledge to win customers over from competitor
• Sold reciprocating gas compressors in Alberta, British Columbia, Saskatchewan 
    - Total revenue exceeding $4M
• Reported directly to the VP of International Operations
-  Create a consistent sales funnel and maintain a grasp of the current opportunities and know opportunity status utilizing Salesforce, a CRM software

Engineered Solutions Representative

EnerVest, Ltd.

- Maintained well sites and completed roustabout work around tanks in the Marcellus region
- Facilitate pumpers, foremen, or welltenders with everyday duties such as shooting fluid levels, gauging tanks, and checking pressures

Engineering Intern

United States Naval Academy

- Collaborated in teams to organize, set up and distribute supplies for new incoming plebes

Laborer

Chesapeake Irrigation Systems Inc.

- Design and implement irrigation systems in residential and commercial properties
- Interpret drawings and meet customer requirements for a specific irrigation system needed

CAD Designer

Experience in: Strategic Planning, Sales and Marketing, Software Applications (ERP, CRM) SaaS, Direct and Indirect Channels, Alliances and Partnerships, International Business, Business Consulting, Customer Service, Software Vendors, eCommerce, PIM, Marketing, Process Development

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