IT industry CEO, CMO, CFO, entrepreneur, business consultant, mentor, common-sense champion and freelance G-Cloud sales & marketing resource.
Author “G-Cloud Success, Analysed; Failure Explained” [2nd edition 2018]
G-Cloud is the UK public sector framework for buying Cloud services. When it works for you it is wonderful; when it doesn’t, it’s baffling. I’ve un-baffled it. I work with a small number of SaaS clients at any one time to get them sales. Some are simple one-off assignments to identify and fix what’s causing the impediment, others are longer-term, for example acting as your part-time public sector CMO – effecting introductions, working trade-shows, evolving strategy and expanding footprint with newly won clients.
NEW MARKET DEVELOPMENT
I have been running the UK territory for The York Group since 1999. Brain-child of Harald Horgen, it comprises a network of sales & marketing offices covering the developed markets for ICT. I have been executing market-entry strategies for SaaS (and on-premise software) clients to the UK market and developing export strategies for UK clients to be executed through the network for 20 years. The crossover of expertise learned in managing successful exploitation of new geographical markets and the move from private to public sector markets is invaluable. The methodology and logical, heuristic approach is the same.
Specialties: Cloud and IT sales & marketing strategy and execution ♦ international business development ♦ strategic alliances ♦ UK market entry ♦ developing, mending and managing international sales channels ♦ G-Cloud.
A chartered accountant in London & Hong Kong in early career, moving into IT in mid 1980s. Initially as CFO, transitioning to strategic and channel sales relationships and M&A.
I am motivated by the hard-to-answer questions and my belief that UK PLC must look to technology to provide future growth and more effective and efficient delivery of public services. This all comes together at G-Cloud, which I am committed to help evolve and help businesses compete efficiently and effectively so they can deliver the benefits for which the Digital Marketplace was created.
“Why do we like your product? Because it’s saving us shed-loads of money!”