EUROPE Winner... MIKE MORGAN
United Kingdom CEO of Relayware
ABOUT MIKE MORGAN
Mike Morgan is a sales and marketing executive with 25 years experience focused on information and communications technology and consumer electronics industry. He has deep expertise in indirect channel management and performance optimization. A renowned industry expert in maximizing partner productivity, Mike is a frequent speaker on best practice and best process in improving partner engagement, enablement and return on channel investment.
Mike is currently the CEO of Relayware, the leading provider of Partnering Automation cloud services. In this role he is responsible for Relayware’s global go- to-market strategy as well as the sales and marketing functions while overseeing the company’s operations worldwide.
While owning and running his own strategic consultancy company, Channelsphere, Mike previously had a portfolio of non-executive director and board advisory positions with start- up, venture-backed and growth stage technology and consumer electronics companies. His specialty was in developing and leading the execution of evolutionary go-to-market strategies. In 2013, Mike raised up to $5.5M from Albion Ventures to expand the company’s US operations, accelerate growth
ABOUT RELAYWARE
Relayware is a leading partnering automation software and solutions company, serving hi-tech, manufacturing, telecommunications, financial services and insurance companies around the world. Providing powerful partner relationship management (PRM) technology and managed services, Relayware delivers greater partner engagement,
productivity and return on indirect channel investment. The
company’s comprehensive range of partner-centric applications includes partner portals, training,
marketing bundles that unlock the key to partner productivity.
At the core
of Relayware is the Partner Cloud, a platform for deploying and integrating the communication tools that simplify and extend partner processes beyond the enterprise. Additional information is available at
www.Relayware.com.
Mike Morgan - CEO of Relayware Website:
www.relayware.com
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www.finance-monthly.com sales and
and extend its lead in technological innovation.
Previously, Mike was the VP of Commercial Business for Sony Europe, Middle East and Africa responsible for the integration and subsequent sales and marketing of Sony’s business-to-business product businesses across the region. As a member of Sony EMEA’s Sales and Marketing Platform management team, he developed Sony’s commercial end- customer and channel strategies and business model, leading to the creation of commercial channel sales and marketing organizations across much of Western Europe. Before joining Sony, Morgan spent nine years with Compaq and then Hewlett Packard in various senior sales and marketing management roles including those of director of channel business unit and as the director of small and medium business sales and marketing on the management team of Compaq UK and Ireland. He was also the deputy vice president of Hewlett Packard’s enterprise channel and commercial business in Europe, Middle East and Africa following the merger. Mike’s formative career was spent with General Computer Corporation, Rank Xerox and Pitney Bowes. He was also a Commissioned Officer and aircrew in Her Majesty’s Royal Air Force.
THE COMPANY’S VISION AND MISSION
Relayware enables people to collaborate beyond the enterprise, to work cohesively and to prosper.
Many technology solutions exist to help people within companies to collaborate but how many businesses are reliant solely upon their own workforce for their success? The fact is that around 96% of companies rely upon indirect channels to market, sell and/or support their products and services. Their own sales and marketing teams and field service organizations account for nothing more than a tiny fraction of the total human resources actively engaged in influencing buying behavior and ensuring customer satisfaction.
As important as effective collaboration within the enterprise is to a business’s success, when a company depends so heavily upon people who are not directly employed by that organization, facilitating effective two- way communication and collaboration beyond the enterprise is nothing less than mission-critical.
Relayware provides the tools to select, segment, recruit, on-board, train and enable and incentivize indirect channel. With Relayware’s technology, companies can collaborate with hundreds, thousands, or hundreds of thousands of people and communicate with them anywhere, any time and in any way they choose to drive performance and achieve their goals together.
Q
CEO INSIGHT What are
important
your most professional
achievements at your current company?
My most important achievements at Relayware is how I have helped turn around a small lifestyle software business that only had one customer and building this business into a successful, profitable, high growth cloud service provider with smart people, great products and impressive, happy customers on two continents. I have also been able to sell our vision to investors to help fuel our growth to the next stage.
Q How did you do that?
I have been able to achieve success at Relayware through blood, sweat and tears and lots of them – mine and the whole team’s! Aside from these, we have a passion for what we do and a strong unerring belief that we bring tremendous value to people’s businesses and working lives.
Q
What education or prior experience helped you succeed at your current company?
At Relayware, we offer partner automation software as a service (Saas) to indirect channel management professionals. I ran channel sales and marketing operations nationally, regionally and internationally for Compaq, HP and Sony. In these roles, I experienced the pain our customers feel first hand for many years. This helped me empathize the needs of our customers and craft Relayware’s successful solution.
Q
What lessons did you learn on your way to becoming a
CEO?
In striving to be successful there are no substitutes for a sound plan, hard work and a strong desire to exceed expectations in every way. Being chosen to run a company of any size is an honor, as one is placed in a position of trust. People are counting on you to make the right decisions for the right reasons. There’s no room for politics and nowhere to hide.
FINANCE MONTHLY CEO AWARDS 2014
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