Helping software vendors achieve growth with EMEA partners

Specialist in channel growth

I’ve been working with software vendors on international expansion into Europe and the wider EMEA regions for more than 20 years. In that time I’ve had the pleasure of helping some game-changing companies build their EMEA channels and revenues. Companies like Red Hat for Linux, VMware for virtualisation, SolarWinds for monitoring and Datto in the MSP channel.

I’ve also seen some absolutely fantastic software fail, when companies just didn’t get their go-to-market strategy right for EMEA partners, so missed the window of opportunity. 

Use my experience to ensure you succeed.

How I can help you achieve growth in EMEA with partners

Market research

Partner recruitment

Brand awareness

Partner enablement

End-user demand 

My services

Is expanding sales with EMEA partners one of your top strategic objectives?

I empower emerging software companies expanding in EMEA with the right strategy for growth with partners. I bring expertise and a hands-on approach with a flexible service to enable you to move quickly and without the cost of a full-time EMEA marketing director. I will guide you from the start of defining your partner marketing strategy, recruitment, enablement, building your brand, creating demand funnels and developing a marketing function to achieve your goals and scale-up for ongoing growth.

Are strategic projects not getting the attention they need to be successful due to lack of skills and resource?

I bring proven skills and expertise that allow you to solve your current problems quickly and without having time consumed with hiring. 

Typical projects I help deliver:

  • Kick-starting your partner recruitment
  • Partner marketing and MDF management
  • Go-to-market plan for new products with partners
  • Reviewing systems and tools to monitor and report on marketing investment

Want a proven EMEA marketing leader and team to support your sales team and goals, but need it right now?

I’ve worked with software companies for over 20 years and have a network of agencies and freelancers highly skilled in all aspects of channel marketing. Acting as your virtual marketing leader, I’ll work with you to build an agreed plan and deploy, aligning with EMEA and marketing leadership.

Do you like the look of my experience and want to know how I achieved success?

I run workshops tailored to your business, discussing my experience and relating real examples to your objectives that enable your success. 

Typical workshops I deliver:

  • EMEA marketing strategy, how should it differ from other regions
  • Best practice in enabling channel partners to focus on you
  • How do you scale demand generation from the US to EMEA

Are you a leader looking for alternative ideas or do you want to invest in developing your marketing teams channel expertise?

I provide leadership and marketing mentoring programmes to align objectives, enhance skills and deliver results all tailored to your needs. I’m a mentor with the chartered institute of marketing, worked in multiple highly successful technology leadership teams and have a proven history of developing marketing talent.

Companies I have helped

People who like how I helped them

Chris Tate

“I have had the great pleasure of working with Michael at Datto for almost two years since I joined but I also worked with him before that during the TotallyMSP days. I’ve found him to be nothing but professional and diligent at all times, even under great pressure, and totally understands the entire IT Channel from vendor, distributor to MSP or IT Service Provider. Perhaps more importantly than that, Michael is a really nice chap and I am proud to be his colleague and friend.”

Business Development Director, Datto

Mike Trup

I worked with Michael for 16 years, and saw him grow into an excellent B2B marketing Director. He was a pleasure to work with, calm, understated but always delivered. I often received compliments from our vendors for the professional and creative manner he executed campaigns and promotions on their behalf.

Founder & Managing Director, Interactive Ideas

Sarah Gosling

When I started working for Michael, we were a team of two running an EMEA marketing department. Michael always took the time to explain the ‘why’, and consistently supported my development and always encouraged me to increase my skillset. When the team grew in size, he helped me to pursue my passions and created a role where I could utilise my strengths. He was an excellent mentor and someone I could always approach with my concerns.

Content Marketing Executive, Datto

Dave Stevinson

Michael is a highly experienced marketer with excellent understanding of the software channel and an impressive network of contacts.

Group CEO, QBS Technology

Andrew Stuart

Michael showed extensive ability to envision, plan and deliver a channel marketing strategy that drove significant value for our own business, as well as the business of our MSP Partners. Michael remains calm under pressure, and demonstrated an impressive ability to juggle multiple projects and stakeholders in an extremely fast-paced and demanding environment whilst delivering award-winning results on time, and within budget. Michael’s knowledge and experience of working with vendors, distributors, resellers and MSP businesses give him a keen perspective on effective channel marketing strategies that will deliver strong results. In addition to his business acumen, Michael is a pleasure to work with and at all times a true professional.

EMEA Managing Director, Datto

Hesham El Komy

I had the pleasure of working with Michael regularly whilst managing channel marketing at Red Hat. I must say Michael was great to work with and went the extra mile to ensure that the programmes were executed efficiently, whilst at the same time providing the right resources to to ensure high quality of work every time. Working with Interactive Ideas via marketing was made easy, and to top it off the encounters we had were always enjoyable!

Channel Marketing Manager, Red Hat

Adam Sharp

We have known and worked with Michael for a number of years. Michael is a very open and engaging person and clearly very popular with his own team. He is a smart marketer with extensive channel experience and really good channel marketing discipline. He will be ideally suited to any vendor that needs a pragmatic marketer with a really strong knowledge of the channel.

CEO & Co-founder, Clevertouch Marketing

Trent Matchett

I’ve worked with Michael for almost two years and have witnessed first hand as he built a marketing team, launched products into new regions and fostered a brand. All projects were done on time and within budget… and most importantly with seamless collaboration of other departments.

EMEA Sales Director, Datto

Recognition I've helped achieve

Insight & tips

Tips for msp marketing

Tips for msp marketing

Looking to learn more about the MSP channel. Check out some the podcasts available from leading MSP experts and influencers.

Channel awards around EMEA

Channel awards around EMEA

Nothing shows success like an influential 3rd party recognising how great you are. Check out my list of UK channel awards.

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