About me
I began my technology career with Unisys in 1987. Since then, I have spent nearly four decades helping B2B technology companies enter markets, win customers and create repeatable international growth.
I have worked across early-stage companies, scale-ups and international businesses, contributing to five successful exits and working with customers and teams across the UK, Europe, North America, Asia-Pacific and Latin America.
Throughout my career, I have repeatedly seen capable startups struggle with the same commercial problems.
Strong products do not automatically create strong markets. Positive customer conversations do not necessarily indicate buyer intent. Hiring more salespeople does not fix unclear positioning or an inconsistent commercial process.
I have also seen how much sales knowledge remains instinctive, fragmented or dependent on individual personalities. Even successful salespeople can struggle to explain why they succeeded or how someone else could reproduce it.
I believe sustainable B2B growth comes from having a clear plan, understanding what customers genuinely value and following a disciplined commercial process that the wider business can understand and apply.
These problems are remarkably consistent. They are also solvable. That is why I am now turning what I have learned into practical guidance, tools and learning resources for B2B startup founders and commercial leaders.
Why I am sharing this experience
39 years enterprise tech/cyber/SaaS;
5 successful exits;
international markets;
founder/scale-up experience;
Now turning this into practical education.
What I am working on now
I am currently developing From Founder-Led Sales to Repeatable Revenue, a practical commercial programme for B2B startup founders and leaders.
The programme is still being shaped. I am speaking to founders and commercial practitioners to understand which problems, outcomes and formats would make it most valuable.
I also offer limited coaching and advisory support for businesses that want individual help applying these principles.