Advising venture backed scale-ups, to avoid or overcome the obstacles for sustainable growth.A partner to the CEO, supporting the exec team with how to really focus, alignment of the whole org, hiring/developing the right team, establishing PMF, and finding GTM fit to build repeatability and scale. Leverage very broad experience to identify blind spots and growth opportunity; whether down in the execution data, mapping pricing to value, or tapping the power of a thriving culture.

Now a Visa company after a $1b acquisition in 2021.Role led a progressive, cross-functional go-to-market drive, which heavily differentiates between market segments, to continuously improve the customers’ experience as well as discovering new paths to growth. Value: introduced SaaS to help articulate and monetise the growing capability of the platform, to complement the traditional flow charges.Scale-up: sponsored the transformation of selling and customer engagement to be a whole company thing, but with individual accountability, including backing a re-invention of the customer success/management and support to better serve the whole client lifecycle. Relevance: led the business into better serving enterprise clients and transformers, by establishing lighthouse wins; Santander and Visa. Results: • Acquired by Visa for 17x revenue multiple• 700%+ increase in MMR• Sustaining a 60%+ CAGR at scale• World-class CLTV/CAC ratios of over 10x• More than doubled average annual contract value. • Net Dollar Retention over 140%• Negligible regrettable staff attritionContinued growth rate post acquisition to over $100m

The financial services juggernaut, Fiserv, acquired the whole Monitise group in September 2017, specifically to gain access to the FINkit division and its technology.Instrumental in FINkit's creation, and leading this cutting edge cloud-native business. Its purpose was to accelerate digital transformation in banks, through the provision of a micro-services based, API “build and run” platform. • Led the market development pivot around understanding initial customer needs, tuning product capabilities and messaging, leading to first customer evaluation and contract wins• Recruited MasterCard to headline the ecosystem partner programme• Responsible for all functions and P&L• Brought on critical team members• Established the unit’s distinct vision, purpose and values, as well as transformed ways-of-working to facilitate Agile/Scrum practices throughout, beyond the engineering and delivery teams

Established a team and executed a plan to identify, recruit and develop system integrator collaborations • The role was instrumental in building Monitise’s valuation to over $1b• Formed the alliance with IBM that powered the strategic move from boutique integrator to technology platform provider• Turned existing delivery business profitable via an outsource, plus establishing a joint go-to-market in Europe

Microsoft acquired FAST. Initial focus in the US to rationalise FAST’s 600+ partner eco-system, whilst aligning with vastly larger Microsoft partner network, driving for new synergies and growth opportunity • Established new purpose, aligned commission plans, and coached new and existing partner managersReturned to the UK and led Microsoft's sales and partnership team for the Digital Marketing Platform business in the UK, Nordic, Middle East & Africa• Outperformed global efforts in recruiting 30+ new digital agency partners• Established collaboration with Microsoft's enterprise and consumer & online sales forces• Built the nascent businesses in Turkish, Israeli, Arab and other major African markets• Met challenging targets

Founded in 2000 by the former CTO of Goldman Sachs, Egenera led the industry with software defined compute architectures (what we now all experience as cloud or IaaS)- partnered with the CTO in moving the business to being pure software, tapping the growth in commodity server hardware- grew revenue to $120m across 37 countries, direct and indirect, in EMEA, Japan/Asia and US- successfully addressed new markets and improving gross margins to break through to profitability, which prepared us for IPO.2008 credit crisis killed imminent IPO, especially as biggest clients included Lehmans, Bear Stearns etc... too bad.

Joined the fledgling European team of this Boston based startup, to replicate the early success they had in Wall Street in battling against the industry gorillas such as HP, IBM and Sun. • Led the anchor reference wins to Vodafone, Vocalink and Standard Chartered Bank• Drove sustainable growth across EMEA to $40m annually through launching and developing a 5-year $292m OEM agreement with Fujitsu Siemens

Ramped sales of new product to $2m per quarter during a weak post-bubble economy, through over 50 major account winsSponsored the world-wide application of market segmentation using ‘Crossing the Chasm’ principles

IBM acquired Sequent for $810m at the end of 1999. Prior to this, paired with CFO to successfully engineer the divesture of Sequent's European businesses to a business partner. Subsequently, moved to Germany to replicate South African success and drive the new relationship as a partnership.

Built a business in SA that outshone all but UK and USA, in partnership with a strong local partner, to $30m annual revs.Recognised as highest performing sales leader for 3 years in succession, world-wide. Built a team of sales, pre-sales, customer and professional services to achieve 85% and 65% marketshare for high-end and mid-range UNIX servers, respectively (IDC 1998).

Launched the Scottish office hitting targets (the first office to achieve this in Sequent Europe in its inaugural year).Next, focused on the Nordic territory to successfully reverse the negative trend.

Sequent pioneered multi-processor UNIX systems - not obvious at the time, when IBM, DEC and HP were promoting single CPU monsters, running proprietary operating systems. Selling into corporate clients, high ticket items, generally running early Oracle databases.Won world-wide highest customer services sales award.

Part of a fledgling pre-sales technical solution team at Sun in its formative years, as it was defining Open Systems, Java etc. First taste of American tech culture in what was to become an industry powerhouse.

A small entreprenurial product incubator, formed as Silicon Valley style innovation company, led by a former Xerox Parc executive, to develop ideas and offerings for the larger Racal group.Fascinating time, working with very smart people, but often creating products a little too ahead of the market - got a taste for sales and left behind the pizza-fueled all-nighter coding fests.