Business development Services

Responsible for building the sales strategy and launch plan of Archive2Azure into UK, EMEA and APAC regions from 2016 to 2023. Archive2Azure was the first cloud native data archive built on Microsoft's Azure cloud and was recognised in Gartner's MQ for Enterprise Information Archiving within the first 24 months of launching.

In an established market, with strong incumbent vendors, the challenge to launch an innovative challenger product to disrupt these long standing relationships required targeted planning and execution. The sales strategy included building a direct customer engagement model together with developing a network of channel resellers and distributors across the territory.

As part of Microsoft's AI inner circle and ISV Co-Sell programmes, the role required building extensive contact networks across Microsoft 's product and sales teams to guarantee Microsoft's endorsement and support.

The variety of cultures and languages across the territory required appropriately tailored collateral and presentation material to convey the features and benefits of the solution.

My business development services delivered $15.1m revenues across 255 Contracts (150 channel  partners and 95 direct customers).

Appointed as Managing Director by the Cloud Technology Solutions board driving a new subsidiary business under the brand of CloudMigrator365 (now known as CloudM). The software product migrated Microsoft Exchange customers to Microsoft 365 accelerating cloud adoption and digital transformation.

Responsible for building the overall sales and marketing strategy to launch the product into the global Microsoft Partner channel. The plan included branding, website, sales collateral, sales processes, hiring and building a team together with partner recruitment and onboarding. Given the focus of Microsoft's cloud migration initiative the role also required extensive collaboration with key Microsoft personnel to drive Microsoft 365 adoption amongst their target customers.

To combat existing migration providers CloudM offered the first 90 day migration service that was endorsed by Microsoft and allowed customers a simple cost effective migration service.

My business development services achieved 65% growth and increased profit margins to 26%. 65 Microsoft Partners onboarded in 18 months with a strategic distribution agreement via the ALSO marketplace serving 1000's of resellers across Europe.

Provide business development services to break the Microsoft workplace stronghold and introduce Google Apps collaboration tools into the UK Public Sector and private sector Enterprise customers.

Google Apps was essentially an unknown collaboration service in the workplace and the role was to promote and evangelise to break into new accounts and displace Microsoft as the key incumbent supplier. Through networking with Government Digital Service (GDS) we established a growing customer base in UK central government including Cabinet Office, Ministry of Justice, Foreign & Commonwealth Office, and the DVLA. 

Our service included setting up Cloud Technology Solutions on the first UK G-Cloud marketplace, delivering presentations at industry events, and establishing a partner ecosystem to support bespoke customer requirements.

Business development services drove £600k of recurring annual revenue in first 12 months which equates to 15,000 new users.