I've done the jobs I connect.
25 years inside broadcast and media technology vendors. Engineer first, then sales engineering, channel, product marketing, SDR and customer success.
About
Why I do this
For ten years I built routes to market and partner channels for technology vendors. When they failed, it was rarely the partner. The rest of the business wasn't set up to sell through them: the packaging, the pricing, the comp plans, the support.
So that's the work now. Diagnosing where the business isn't set up for partnership, and planning the fix. Then the client hires the partner manager into a business that's ready for one.
Track record
- Over $10m of new route-to-market revenue at Wowza, Conviva and Optable.
- Pipeline up 30% and nine of ten inherited accounts kept at Ooyala.
- A global channel of around a hundred partners rebuilt.
- Product positioning overhauled to compete with the market leaders.
- Earlier, systems engineering on international TV distribution and contribution networks.
Being straight
Clients have bought parts of this from me many times. No broadcast vendor has yet bought the whole picture. I'd rather say that than dress it up.