Stratford-Upon-Avon, England, United Kingdom
I am a commercially driven technology executive with over 30 years’ experience leading B2B and consumer technology sales across EMEA. I specialise in executing strategic go-to-market initiatives, building high-growth channel ecosystems, and operating effectively at board level. Throughout my career, I have consistently delivered sustained revenue growth and scaled organisations for global technology brands through pragmatic, results-oriented leadership, sound judgement, and operational discipline. I bring deep expertise in scaling technology businesses, including within private equity-backed and founder-led environments. A trusted advisor to C-suite leaders, I provide clear, actionable insight on commercial strategy and execution. I am recognised for sound business judgement, strategic foresight, and a calm, principled leadership style that aligns organisations and drives sustained performance.
LSM Global is a leading technology sales & marketing accelerator agency, delivering EMEA GTM strategies and headcount resources to some of the world’s fastest growing consumer and B2B IT brands. Our sister company Lienau, founded in 1947 joined forces with LSM Global in 2014, creating an entity to provide unparalleled channel building expertise, across EMEA. I had responsibility for the overall GTM strategy and sales goals for the consumer and B2B division, overseeing several partner brands in the EMEA region. Led the channel consumer and B2B team: including regional sales managers, marketing, sales operations, finance and admin. Some notable brands (current and historic) that LSM Global has delivered GTM channel strategy: Blue Microphones (acquired by Logitech), Square Inc, Canary, Mevo (acquired by Logitech), Oura Ring, Owl Labs, Remarkable and Shokz. Some key achievements: • Appointed as Interim GM, Owl Labs EMEA by US board; led 21-month turnaround delivering 7 consecutive quarters of quota-beating performance. • Developed and negotiated pan-EMEA supply chain models (Tech Data & Ingram Micro) to streamline operations and increase revenue visibility. • Built and scaled auditable, multi-layered partner programmes, deal registration, education/government pricing, reseller pipeline tools and NFR models. • Acted as trusted advisor and governance lead, ensuring alignment between legal, operational, and financial stakeholders. • Devised and executed pan-EMEA pricing strategies to mitigate channel conflict across VAR, (value added reseller) retail, and e-commerce verticals.
Defenx is a developer of Windows PC, Linux, Android and iOS security software solutions, their products are distributed through multiple channels, including retail, e-tail, ESD, MNO, MVNO and OEMs. The Defenx mobile products are receiving significant acclaim for their small footprint, seamless device integration and ease of use. The objective of the client engagement was very broad but ultimately to deliver substantive global partnerships, define and execute each prospect with specific product development and marketing resources at our disposal. Some key achievements: · Negotiated and executed a global partnership with Seagate all Seagate Consumer and SMB NAS devices are shipped with a white label solution of the Defenx product worldwide. · Delivered Lenovo/EMC as a global customer, the Defenx product is embedded as a trial version in their mid-to high end NAS devices during the manufacturing process and converted to a full version on trial expiry, with delivery via ESD. · Negotiated and delivered a global D2C ecommerce model with one of the largest WW providers. · Executed several affiliate partners to promote the value of mobile security as a “must have”. · Negotiated agreement with a tier-1 smartphone manufacturer – number four globally. · Signed agreement to provide a white label download portal to the UKs largest independent reseller group. · Executed several partnerships for the delivery of Defenx products – PC and Mobile, through both traditional distributor and network operator agreements. · Engaged a republishing partner to manage the boxed distribution of the brand in UK&I, France, Germany, Holland, Belgium, South Africa and Nigeria.
Channel IQ is a business accelerator for high growth, early stage technology companies. The business supports partners by offering resource support and optimisation of go-to-market strategy, across EMEA. Some highlights: • Avid – rebuilt SMB/consumer channel, grew e-tail through Amazon, restructured EDU/ESD model. • Pantum International – secured Exertis as tier-1 distributor, launched on Amazon, introduced brand to Staples, Costco & Ebuyer. • Tech Data & Brigantia – brokered a strategic supply agreement, onboarded 15+ vendors (Microsoft, Samsung, Adobe, etc.), drove >40% member adoption. • eMedia Music – expanded across Europe via retail, D2C, and education channels, signing multiple distribution agreements.
Pinnacle Systems Inc. is a global manufacturer and publisher of digital video solutions to the consumer and broadcast markets. The company was founded in 1986 and is a leader in home, hobbyist and professional video products. As regional manager for UK&I I was responsible for all revenue and profitability objectives within the business. I would define and execute all product and channel strategies for the region. I managed a team of five direct reports including marketing, product support and finance functions. In addition to these I had management responsibility for resources in both the sales administration function in Germany and the third-party technical support infrastructure in the Netherlands. The role offered exceptional autonomy, and I enjoyed the challenge of developing the brand within an ever-evolving marketplace. The business is operated in very diverse channels including Retail, E-tail, Distribution, Education and OEM. I enjoyed exceptional relationships with key figures in all of these respective areas. Key Achievements: · Totally restructuring Pinnacles retail business and its objectives to develop a significantly profitable model. · A key figure in advising on core channel and product strategies at a wider European level. · Building a successful e-tail strategy which subsequently delivered the highest growth percentage of Pinnacle’s consumer business across Europe. · Built and maintained market share figures of at least 60% within the core category of Home Video for a consistent period of 24months (GfK market data). · Grew annual regional business from USD£3.6m to USD£10.4m inside three years.