James H.

“When you are setting out to build an EMEA business from scratch in a highly competitive category then - no surprise - marketing is and will be key. Consequently you will be looking for a marketing leader, who can translate the big picture end state aspiration to a cohesive marketing strategy & plan (year after year). An individual, who can successfully attract and build a team of high-caliber field marketing professionals and back-office specialists - and by the way do so rather quickly. James is that individual with a unwavering grasp of all of the field marketing disciplines needed to build Awareness, drive Consideration and create Pipeline - both in primary and secondary markets. Of course, James has the customer/advisory discipline covered, too. And, equally important, James has a solid handle on channel-marketing for every conceivable type of ecosystem partner. Lastly, marketing without marketing operations is a no-go - James has the workflow, data capture, analytics and process-thinking needed to align with operations. James has a glitch-free understanding of the Sales/Channels/Alliances/Marketing alignment. James delivers both in terms of Marketing’s responsibility as far goes Pipeline - from highly efficient top-of-the-funnel activities - but also the meticulous enrichment of key prospect data/intelligence critical to build sales prospecting playbooks and close-plans. And when the Sales team shifts coverage emphasis to Enterprise and Major accounts, then James compliments the marketing mix with a comprehensive Accounts Based Marketing strategy, program, process and deliverables in lockstep. James knows how to orchestrate all of the marketing deliverables i.e. continuously assessing, where there is value in outsourcing functions vs. in-house management & control. James is a genuine people-person, great with his team and peers. He does an excellent job with prospects, partners and alliances, and he is a convincing and credible spokesperson. As a management team member, James is the marketing domain leader, you want on your management team - always calling it how it lies, and offering up constructive proposals while seeking to advance agreed-to plans and projects continuously.”

“I've worked for James during his time at Silverpeak and Riverbed and find his leadership, direction and focus to drive outcomes and results as good as anyone in the market. The programs we run with James always tend to create pipeline / revenue and maximise return. I get the impression both Sales and Marketing also enjoy being part of the initiatives James leads. ”