What I get brought in for
What companies bring me in for, and what sits behind it. The two diagrams show the connections I have to explain most often.
Transforming sales organisations
From gut feeling to mechanism: segmentation, role model, lifecycle from land through expand to renew, KPIs, forecast and funnel transparency. The subject of my master's thesis and applied in practice, not on slides.
Building teams and developing managers
Two team leads report to me today because they grew inside the company rather than being hired in. One of them came out of inside sales. Demanding and supporting, not one without the other.
Go-to-market, channel and key accounts
Steering direct business and the partner landscape side by side without the two cannibalising each other. The real question is never who owns the customer, but which route serves which customer size profitably.
Thinking IT and OT together
I built an OT sales business with no pipeline, no references and no playbook, working the accounts myself at the time. Endpoint management on the shop floor, inventory and vulnerability assessment of PLC controllers, NIS2 as a reason to talk rather than a scare tactic.
Selling across cultures
My vendors sit in India and Israel, my customers in the German mid-market and in large corporations. At REHAU I ran projects across Germany, Hungary and the Czech Republic. Translating between those worlds without either side feeling misunderstood is work in itself, not a by-product.
AI in sales, practical rather than principled
Automating research, qualification and call preparation far enough that selling time ends up with the customer again. I have built such tools myself, which is why I know where the benefit sits and where the limit runs.
From gut feeling to mechanism
Most sales organisations treat selling as a chain that ends at the close. After that nobody takes over, until the renewal comes up and suddenly becomes urgent.
- Segmentation and a role model, so it is clear who leads which customer
- A lifecycle that does not break off after the close
- Forecast and funnel that deliver an insight, not just a number
Two worlds, one inventory
An endpoint management system built for office IT meets different lifecycles, different maintenance windows and different people in charge once it reaches the shop floor.
That is exactly where I built a segment that did not exist before: endpoint management in production, inventory and vulnerability assessment right down to the controller.
Where these topics are covered in more depth
Get in touch
For a professional exchange about IT management, endpoint and OT security, for enquiries about talks and hosting, or simply because you are dealing with the same problem right now. LinkedIn is the direct route, email works just as well.