Sophisticated buyers, heavy regulation, long cycles — and no patience for a generic pitch. I spent two decades on the inside of that world. Now I help technology companies win in it.
The buyers are more sophisticated, the regulation is heavier, and the cycles are longer than almost anywhere else. A message that wins in other sectors can fall flat — or fail compliance — the moment it meets a bank, an insurer or a payments business. Breaking in takes more than a good product; it takes genuine understanding of how these organisations think, buy and are held to account.
That's the understanding I bring — from twenty years on the inside, most recently as Global Field CTO for Financial Services at NetApp.
Where to focus, who to target, and how to position — a go-to-market plan built for the realities of financial services, not a generic playbook.
Sharpen the message and equip your teams to hold their own with sophisticated, regulated buyers — the language, the plays, and the confidence to use them.
Frame your value in the language of resilience, risk and regulation — DORA and beyond — so you're seen as an asset to a regulated business, not a risk to it.
Facilitated briefings and sessions on the trends shaping financial services — AI, data, resilience — that earn the trust of a senior room.
For two decades I've sold into and worked alongside the most demanding institutions in financial services. I know how these buyers think, what earns their trust, and where go-to-market plans stall — and how to build ones that don't.
“One of those rare leaders who pairs elite technical depth with truly ‘getting’ the business drivers behind financial services.”
— Peter Dean, Industry Strategist
Tell me where you're trying to get to — I'll come back to you personally.