How I approach success, using five key ingredients

Go-to-Market, Technology, Partners, Leadership and Financial Accountability

Go-to-Market Strategy & Execution

From Vision to Value; I architect and execute comprehensive GTM frameworks that align product innovation with market demand to drive rapid velocity:

New Product Introduction: Led the GTM launch for SaaS and AI Cloud solutions, overcoming market inertia to achieve 40% adoption in the first 12 months.
Market Segmentation: Accelerated vertical-specific growth strategies, driving +41% growth in Cloud Service Providers (CSP) and +68% in Managed Service Providers (MSP) sectors.
Strategic Planning: Architected a 3-year growth strategy that successfully scaled revenue ~10x (from AUD $5M to $48M) for a services organization.
Demand Generation: Managed end-to-end demand generation and awareness campaigns for the Asia Pacific & Japan region to build a sustainable pipeline.

Partner Development: Restructured partner tiering models and launched capability-building initiatives like the HPE "Partner Pro" series to drive joint success across sales, presales, and marketing.

Cloud Computing & Artificial Intelligence

Driving GTM Strategy for Cloud, AI & Data Management

Cloud & AI Adoption: Led GTM strategy for SaaS and AI Cloud solutions, achieving 40% adoption in just 12 months at Cohesity.
Hybrid Cloud & Infrastructure: Deep expertise managing portfolios across Data Center, Hybrid Cloud, IaaS, and IoT solutions at HPE and Lenovo.
Digital Transformation (Bay6): Directed comprehensive digital transformation and process optimization to unlock sustainable growth for client organizations.
"As-a-Service" Evolution: Pioneered service-based models ranging from Print-as-a-Service at HP to multi-cloud data management platforms.

Strategic Partnerships & Cross-Cultural Leadership

Cross-Cultural Executive: Building High-Trust Teams & Global Partner Networks.

Global Ecosystem Strategy: Designed and scaled partner programs adopted globally, including launching the "Partner Pro" series at HPE.
Strategic Alliances: Secured critical alliances in complex markets, notably establishing 7 new partnerships in Japan/Korea to drive 88% market share growth.
Cross-Cultural Leadership: Led diverse, cross-functional teams across the entire Asia Pacific & Japan region (from Tokyo to Sydney), fostering high-trust cultures.
Team Retention & Performance: Maintained 95% top-talent retention during periods of intense change while managing teams across multiple geographies.
Partner Satisfaction: Consistently ranked as the #1 partner by the ecosystem for 4 consecutive years at HPE.

Financial Accountability

P&L Management: Driving Top-Line Scale & Bottom-Line Health I manage the full Profit & Loss spectrum, balancing aggressive revenue acceleration with rigorous margin discipline:

Top-Line Revenue (Scale): Proven capability managing massive financial scale, from >$1B USD ecosystems to driving ~10x revenue growth (AUD $5M to $48M) for consulting clients.
Gross Margin (Profitability): I focus on quality of revenue, not just volume, evidenced by delivering a 2x margin improvement in under 12 months at Lenovo and a 150% uplift in Gross Profit Margin at Bay6.
Operating Expense (Investment): Strategic management of sales, people, and program investments across APJ to ensure every dollar spent drives double-digit growth.
Net Performance (Attainment): A track record of exceeding financial plans, such as delivering 144% of revenue targets at Cohesity and driving +24% YoY channel growth at Lenovo.

The 5 Leadership Ingredients

In a world that’s constantly shifting, the definition of a "great leader" has evolved. We’ve moved past the era of the rigid, top-down commander.Today, the most effective leaders are those who can navigate complexity with human-centric skills and a clear sense of purpose.Whether you’re managing a small team or leading an entire organization, these five traits are the non-negotiables for success in 2026.1. Emotional Intelligence (EQ)Technical skills might get you the job, but Emotional Intelligence is what keeps the team together. High EQ leaders are self-aware, empathetic, and skilled at managing both their own emotions and the emotions of others.Why it matters: It builds psychological safety, allowing team members to take risks and innovate without fear of retribution.The hallmark: Being a "calm port in a storm" when things go wrong.2. Radical AccountabilityGreat leaders don’t just hold others responsible; they are the first to own their mistakes. Radical accountability means being transparent about failures and focusing on solutions rather than finger-pointing.Why it matters: It builds trust. When a leader says "I messed up," it gives the rest of the team permission to be honest, which accelerates problem-solving.3. Decisiveness in AmbiguityWe rarely have 100% of the data we want before making a choice. The best leaders have the courage to make a firm decision based on available information, even when the path forward is blurry.Why it matters: Indecision is a productivity killer. A leader’s job is to provide direction and maintain momentum.The hallmark: The ability to pivot quickly if a decision proves to be incorrect, without ego getting in the way.4. Visionary CommunicationIt’s one thing to have a plan; it’s another to make people believe in it. Leaders must be able to articulate the "why" behind the "what," connecting daily tasks to a larger, inspiring mission.Why it matters: It transforms employees from "task-takers" into "mission-partners."The hallmark: Simplifying complex goals into a narrative that resonates with everyone in the room.5. Adaptability (The Learning Mindset)The "we've always done it this way" mentality is the fastest route to irrelevance. Modern leaders are perpetual students. They are curious, open to new technologies, and willing to unlearn old habits.Why it matters: In a tech-driven landscape, the ability to adapt to new tools and workflows is a survival skill.The hallmark: Seeking out feedback from subordinates and being genuinely open to changing their minds.Final Thought: Leadership isn't a title you're given; it's a practice you commit to every day. By focusing on these five traits, you don't just manage a team—you inspire them.

How I approach success, using five key ingredients

Go-to-Market, Technology, Partners, Leadership and Financial Accountability

Go-to-Market Strategy & Execution

Cloud Computing & Artificial Intelligence

Strategic Partnerships & Cross-Cultural Leadership

Financial Accountability

The (5) building blocks of successful 'Partner Ecosystem' Management

The 5 Leadership Ingredients

The Art of Resilience

Data informs, but intuition decides.

The most expensive currency in the Channel. Trust.

Reseller versus Influencer