SPEAKING & WORKSHOPS
Independent, practical and grounded in real channel work, not vendor hype. Every talk leaves the audience with a structure they can apply, not a logo to remember.
01 / WHY HAVE ME IN THE ROOM
Most channel and partnership talks are either a vendor pitch in disguise or a victory lap with no transferable parts. This is neither.
The material comes from a year of writing the argument out in public, week after week, and from twenty years actually inside SaaS channels, alliances and professional services, on both the vendor and the partner side. So the frameworks have been pressure-tested in the open and in the field, not assembled for the stage.
Holds true · 01
I am not selling a platform from the lectern. The room gets the thinking, not a funnel.
Holds true · 02
Every session ends with a structure the audience can use against their own situation. If they cannot do something differently on Monday, the talk did not work.
Holds true · 03
How partners expect to be treated, where the regulatory lines sit, why a programme that wins in one market stalls in the next. That fluency is in the room without being the whole pitch.
02 / THREE WAYS TO WORK TOGETHER
A stage talk that makes one argument well and sends people out with a framework. Built for partnership, channel, SaaS and go-to-market events where the audience is past inspiration and wants something they can hold. Adapted to your theme and audience in a short prep call - never delivered off the shelf.
A working session where the room applies the spine to its own programme rather than watching me apply it to someone else's. Assess where you actually are, Define who and why, Design how it runs. People leave with the start of a real plan, not pages of notes. Best for a single company's team or a curated cohort of leaders.
Partnership communities, panels, podcasts, accelerator and university slots. Shorter, sharper, conversational, and still built to leave a usable idea behind. This is where a lot of the series thinking gets stress-tested with peers - I treat it as a contribution to the field rather than a marketing slot.
03 / THE TALK MENU
They share the practice's spine - Assess, Define, Design - so a client can take one talk or build a sequence.
TALK 01 · FLAGSHIP
The channel we inherited was built to move boxes: tiers, margins, resale economics. AI breaks the assumption underneath it - value no longer lives in moving a licence but in how a partnership shapes the product, the go-to-market and the revenue model. We keep what is durable (trust, reach, local presence) and let go of the structures that do not survive.
For: founders, executive leadership and channel leaders.
Takeaway: the old game versus new game contrast, and the Assess · Define · Design spine that replaces it.
TALK 02 · BUY SIDE
Choosing your software and AI providers used to end with a contract. Now it shapes your data, your workflows, your compliance exposure and your optionality for years. This talk reframes the decision from procurement to architecture: what each relationship is for, who owns it, and how easily you could change course.
For: enterprise buyers and the leaders who own the consequences.
Takeaway: a relationship architecture and exposure lens they can run across their own provider list.
TALK 03 · PRACTICAL AI
Where agents and automation genuinely help a partner motion - signal scouting, routing, drafting, enablement - and where a human must stay accountable. The honest framing: AI as the operating layer, not the channel brain.
For: channel and revenue teams curious about AI but wary of hype.
Takeaway: the read, recommend and write framework and the sense, surface, act loop.
TALK 04 · DISCIPLINE
Most programmes lose a year chasing the wrong logos. This talk builds the case for a sharp Ideal Partner Profile and an explicit disqualification standard, and shows why saying no early is the most underrated move in channel.
For: channel leaders and founders building or fixing a programme.
Takeaway: an Ideal Partner Profile and a working disqualification standard.
TALK 05 · MOTION
Why most co-sell motions stall, and what the ones that work do differently. Covers pre-sales as a trust function rather than a late technical bolt-on, proof-of-involvement that ends attribution arguments, and the rhythm that carries a deal from pilot to production.
For: channel, alliances and pre-sales leaders.
Takeaway: a co-sell motion they can specify and run.
BESPOKE
If your event has a specific theme, I would rather shape something to fit than force a stock title onto your stage.
04 / SEE IT LIVE
A short reel beats a long bio. This is how the frameworks land with a live audience.
05 / WHAT A WORKSHOP ACTUALLY PRODUCES
Over a half or full day we move through the spine and leave you with the beginnings of the real outputs - not a feedback form.
A first read of where your partnership or provider strategy actually sits today, scored against what the AI era now demands. The room leaves seeing the gap clearly.
A draft Ideal Partner Profile - or for buyers, the shape and ownership of the relationships that matter. The point is to make the next decision obvious, then defensible.
The bones of an operating model: ownership, rhythm, the metrics worth watching, and where AI does real work in the flow within clear read, recommend and write boundaries.
You walk out with momentum and a structure, and a clear view of whether the deeper engagement is worth it. No obligation either way.
“The best feedback I get is not applause. It is a message a fortnight later telling me what they changed.”
Measured by what the room does differently - not how the talk felt
Tell me the event, the audience and the date, and the one thing you want the room to leave with. I'll come back on fit, format and a tailored angle within a couple of days.
Travelling from Europe, available for events across Europe and beyond. Remote keynotes and workshops also work well when travel doesn't make sense.