Neptune Software

Overseeing global strategic collaborations with key software and ecosystem partners to drive innovation and revenue growth. Working on the development of joint Sales-Plays and ecosystem-lead growth

Director Technology Partnerships

Helping partners find commercial success in delivering business process transformation outcomes within the SAP IT Landscape

Senior Channel Manager

B2B Berlin

WHAT WE DO:
We bring together a community of the most disruptive B2B tech companies and collaborators in Berlin. We provide them a space to show off the most exciting products and startups in the business, and a network where like-minded people and business can connect and learn from each other in order to accelerate the growth of the entire industry.

WHY IT MATTERS:
Up until now Berlin has been mostly a B2C city; all the unicorns have been consumer oriented companies like Rocket, Ableton, and Soundcloud. But that will change. B2B will take off like it did in Silicon Valley; it’s only a matter of time before Berlin sees it’s own Oracle or Salesforce, but it won’t happen unless we build an environment capable of creating one. That’s exactly what we’re making with B2B Berlin.

MY STORY:
I spent a long time working in tech events in New York; a city with a truly developed B2B tech industry and community. I moved to Berlin only to discover that while there is a fledgling industry, there was no community for enterprise-oriented startups. And because it turns out you really can’t have one without the other, my co-organizers and I sought to finally create the community.

WHO I AM:
I’m the loud American guy who goes to parties and somehow knows and introduces everyone. It just so happens that this has turned out to be incredibly useful when it comes to business community development.

SPECIALTIES:
startup business development | community networking | event management | public speaking

Founder / Co-Organizer

Pavilion

Pavilion is a private members-only organization consisting of top senior commercial leaders in major cities worldwide.

Our community is designed to support the professional development of revenue leaders at high growth companies, facilitate the sharing of best practices, and serve as a trusted private community where Members can openly discuss business-critical issues with the comfort of privacy and confidentiality.

Executive Member

Partnership Leaders

Partnership Leaders is the industry association for Partnership/Channel/ Alliances/Business Development leaders.

Member

parcelLab

• Grew earnings from 0 to $4m ARR from Partner Sourced Revenue
• Recruited and managed global technology alliances teams
• Launched successful partnerships with SAP, Salesforce, Zendesk, and more
• Expanded product portfolio through partner integration offerings and sales plays

Global Director, Technology Partnerships

WHAT I DO:
• Lead channel growth from startup through its acquisition by SAP
• Increased partner-sourced revenue by over 300% YoY for 2 consecutive years
• Achieved the fastest partner adoption of any LoB ever at SAP
• Built and scaled alliances with global and regional SIs

Head of Channel, EMEA: SAP Signavio

WHAT I DO:
I design partner programs that can be scaled and executed repeatedly across global teams with diverse Partners in disperse regions. That means focusing on creating the right incentives and right enablement to help scale and ramp-up in-house teams as well as enabling strategic partners as effectively as possible. Whether they boutique consultants, GSIs, or the Big 4 I ensure they understand how to effectively work to grow their own business with Signavio.

SPECIALTIES:
Channel Management | International Business Development | Sales Operations | Sales Enablement

Partner Program Specialist

Spryker

WHAT WE DO:
We enable system integrators to acquire more business by building coordinated Go-to-market strategies and leveraging best-in-class technology to win projects that would otherwise be resource-prohibitive to tackle

WHY IT MATTERS:
Systems Integrations is becoming increasing more commoditized and it's becoming harder than ever to stay competitive in finding new business while avoiding a race to the bottom line. I find new partners and work with them to use new technologies which enable quicker integrations, larger sales, increased margins, and greater employee satisfaction.

MY STORY:
I've spent years building strategic partnerships with Systems Integrators across Europe by taking the time to truly understand their business, their employees, and maximizing their synergy with new technological solutions.

WHO I AM:
I’m the guy you go to to ensure you have the tools and people ready to conquer new markets and larger customers than ever before

SPECIALTIES:
international growth | strategic alliances | business planning | sales and technical enablement

International Channel Manager

Perdoo - Enterprise Goal Management

WHAT WE DO: 
Perdoo makes your organisation predictably more successful. We allow your full workforce to manage, track and align their Objectives & Key Results, so your organisation is ready to run at Google speed.

WHY IT MATTERS:
Companies with large departments have a serious lack of transparency into how their teams are tackling projects on an individual level, slowing down the rate of progress for the company as a whole. We make it easy for companies to increase transparency and alignment to accelerate the speed of project management, implementing feedback, and discovering best practices.

WHO I AM:
I’m the kid who spent too much time with Legos all grown up; I’ve got a passion for taking apart existing systems and using the latest equipment to rebuild them into something stronger, faster, more profitable, and a whole lot more pleasing to use. I want to help equip companies with the tools they need to be able to recognize and implement their own cutting edge solutions.

SPECIALTIES:
OKR Management | feedback implementation | project management | Enterprise goal management | Business Strategy

Director of Sales

Minodes - A Telefónica NEXT Company

WHAT WE DO:
We measure in-store customer patterns and online consumer behavior, which helps retailers better target their programs and stores to their customers as well as retargeting those customers across more channels than ever before.

WHY IT MATTERS:
There’s no Google AdWords for physical stores. Retailers lose millions of dollars each year because they can’t effectively plan how to market their programs, design their omnichannel platforms, and accrete customers onto those channels. We not only make it possible, we make it easy.

MY STORY:
I’ve spent time working closely with McKinsey consultants and brands like Ecco, XXXL, and Hilti who are struggling to achieve and maintain revenues with millennial consumers. I’ve been helping them figure out who their customers are, what they want, and the most effective ways to reach out to them. My mission is to help bring physical retail into the 21st century and enable profitable and desirable shopping experiences.

WHO I AM:
I’m the kid who spent too much time with Legos all grown up; I’ve got a passion for taking apart existing systems and using the latest equipment to rebuild them into something stronger, faster, more profitable, and a whole lot more pleasing to use.

SPECIALTIES:
omnichannel customer accretion | online and offline advertisement retargeting | store design and staffing optimization | eCommerce development

Lead International Sales Manager

Six Flags

I worked on joint promotions between Six Flags and several major name brands to produce in-park advertisements and events.

Corporate Alliances

WHAT I DO:
➢ I help scale-ups with established direct sales funnels build new indirect customer acquisition channels that drive incremental pipeline, secure bigger deals, drive down customer acquisition cost, and increase customer-life-time-value

HOW I DO IT:
➢ I build go-to-market ecosystems around large ISVs and GSIs that are already driving customers' vendor selection, procurement, and service delivery. By tapping into my personal network from managing previous alliances and experience through multiple M&As with these companies, I build partnerships with them where they are commercially incentivized to push your products onto their existing customers.

BOTTOM LINE:
I build ecosystem-led growth engines; commercial relationships with the world's largest providers that will make it a no-brainer for customers to procure your solutions as part of their ongoing digital transformations, and so deeply integrated into them that churning becomes near-impossible.

WHAT YOU CAN DO NEXT:
Are you at the stage of growth where your company has validated that partnerships could make sense, but don't know how to launch them with the big players? Send me a message and we'll see if I can help you get them off the ground.

AREAS OF EXPERTISE:
International Growth | Strategic Alliances | Channel Management | Sales Enablement

Greg Greenberger

Executive Member | Course Coach

SAP acquire Signavio. SAP's create their flagship solution suite 'Business Process Intelligence'. Objective  to move SAP's 400K customers to the cloud.

Vice President Ecosystems & Alliances | SAPSignavio, SAP

Employed to head up Channel & Alliances EMEA. Acquire new partners, improve partner experience and build value across partner solution offerings. Running a team focused on Closed/Won indirect revenue through Service and Technology Partners utilising Referral, Reseller, OEM and ISV GTM channels. Utilising career experience within Salesforce and SAP ecosystems.

- 400% increase in leads per month
- Increased partner close/win rate to 1:3
- 250% increase Q-on-Q sourced $ pipeline
- Exceeded quarterly closed/won targets

Vice President Strategic Partnerships - Signavio

Alliance Best Practice Ltd

Member of Alliance Best Practice. A distinguished global network of Partnership experts from around the globe, from some of the worlds biggest enterprises. Intent to support companies in executing a world-class Partner/Alliance Program at speed by implementing a methodology based on proven industry best practices and through people that can help do it.

Sales Impact Academy

Fellow of the SIA management training team. Teaching software executives best practices for 'planning' and 'executing' corporate partnership programmes.

Management Trainer

Revenue Collective

Revenue Collective is a private members-only organisation consisting of top senior commercial leaders around the world. Our community is designed to support the professional development of revenue leaders at high growth companies, facilitate the sharing of best practices, and serve as a trusted private community where members can openly discuss business-critical issues with the comfort of privacy and confidentiality.

For more details on the Collective see Linked-In Page: https://www.linkedin.com/company/the-revenue-collective/about/

Member - London Chapter

ScaleWise

Providing world class commercial coaching to companies looking to grow, fast through Partnerships. ScaleWise pre-vet revenue leaders to provide powerful insights gained from first-hand experience so clients can scale with confidence and clarity.

Business Coach

SalesTrip

Took SalesTrip from 'idea' to 'winning' the Salesforce App Exchange 'Innovation Award' at Dreamforce 2019.

- Co-Founding member; took from ‘idea’  conception to production to sales.
- Generated 70%+ of ‘Sourced’ revenue through Partnerships.
- Executive committee member 
- Responsible for getting organisation IATA accredited; Salesforce ISV and OEM certified, AppX listed and sales enabled; driving partnership indirect revenue; hiring and growth.

SalesTrip is the worlds-first integrated Business Travel and Expense Management solution built directly on the Salesforce Platform. SalesTrip is a Salesforce certified ISV & OEM Partner, with solutions enabling customers to "book travel" “ticket” (directly with suppliers air, hotel, rail etc) & "process expenses" against their company activity in-tune with their company policy or budget. Every cent of spend is rolled up against any activity (opportunity, account, marketing campaign, support case etc) providing customers with a definitive total cost of.... customer, sale, campaign (et al). Through leveraging Business Travel, Salesforce & ecosystem partners connected on the worlds most advance Platform SalesTrips vision is to provide customers with a completely cost-advantage solution that will solve the biggest challenges in business traveler experience and operations: Traveler Safety, Cost Reduction, Budget Control, Online Booking Tool Compliance, Full Content Access, Traveler Wellbeing, Expense Integration and Enhancing the Traveler Experience.

Founding Team | CRO | CPO

Xactly Corp

Took Xactly into top 10 ISV's on Salesforce App Exchange. Built EMEA Partnership division through IPO in 2015 and into acquisition by Vista Private Equity 2017.

- Member of the EMEA Leadership team that grew Xactly in the UK, Europe and the wider EMEA and APAC regions during which went through IPO and acquisition by Vista Private Equity. 
- Headed up the Business Development, Channel and Strategic Alliances building out a successful ecosystem of partners that enabled Xactly to drive significant revenue growth over the term of my employment. 
- Created ‘Project Unite’, a collaboration of best-in-class Salesforce partners (see ZDNet link)
- Strategic partnerships included Salesforce; Salesforce aligned ISV’s, boutique implementation and managed services partners; GSI’s Accenture, PwC, Deloitte, Wipro (4C, Apperio) and others.

Xactly is the market leader in on-demand Sales Performance Management (SPM). The company’s SPM suite of pure-cloud products are available both native on the Salesforce platform (through the AppExchange), and independently. Xactly enables Sales and Finance executives to design, implement, manage, audit and optimise sales compensation management programs simply and affordably. In practice, Xactly’s solutions automate the process of aggregating data from HR, CRM and Finance systems into one secure, hosted repository to calculate employee commissions. Furthermore, 13+ years of "pay" data, accessed through the Xactly platform & AI algorithms, enable customers to plan, optimise and execute against employees performance smarter; the objective, your competitive advantage.

Director Strategic Partnerships

SAP Concur

Managed partnership team across UK Enterprise, a consequence of organisational change and re-alignment. Responsible for aligning strategic partners across core and developing channels. Objective to maximise the output of the UK team, Concurs penetration in the market and to exceed performance measurements. Active speaker at trade and thought leadership events within Travel, Finance and Employee Spend Management verticals.

Head of Strategic Partnerships

Responsible for the development and management of all Referral, Reseller and ISV strategic partners across EMEA. Managed EMEA teams on strategic accounts. Primary partner verticals within employee spend management included Travel, Payments & Finance.The objective to enhance joint value, through wrapping Concur technology around partners suite of services and technology and in some cases building deeper richer integration. Was furthermore active member within the leadership team steering company strategy. Active speaker at trade and thought leadership events within Travel, Finance and Employee Spend Management verticals.

About Concur:
Concur is the world’s leading provider of on-demand employee spend management services. Concur enables organisations to globally control costs by automating the processes they use to manage employee spending. Concurs' end-to-end solutions seamlessly unite online travel booking with automated expense reporting, streamline meeting management and optimise the process of managing vendor payments, employee cheque requests and direct reimbursements.

Senior Manager, Strategic Partnerships

AirPlus International

Key Account Manager responsible for heading up Enterprise new business acquisition, management of tier one customers  HQ'd from UK (typically FTSE 250). Primary objectives to automate travel payment processes across customers financial systems through the utilisation of AirPlus UATP and MasterCard platforms and stabilise key “risk” areas for prospective and existing customers. Active speaker at trade and thought leadership events within Travel, Finance and Employee Spend Management verticals.

About AirPlus:
Payment, accounting, analysis and monitoring – AirPlus sets global standards for the management of business travel costs. AirPlus provides intelligent products and customised solutions that not only make daily procedures – from payment to analysis – easier, but also targets real reductions in travel expenses through analysis of  travel data. AirPlus helps companies expose areas in which savings can potentially be made and costs reduced.

Head of Enterprise Sales, Partnerships & Customer Success

VP Ecosystems & Alliances SAP Signavio, SAP with 20+ years experience and passion for partnerships; enabling SAAS revenue leaders to transform and optimise their business processes at scale. Founding partner, investor, consultant, coach, and author of "The Partnership Principle", a book that shares the best practices and proven strategies for building successful alliances and channels drawing on 'tried and tested' experiences from SAP, Salesforce, and Employee Spend Management ecosystems.

Matt has co-founded and led global and regional teams in both software and system integrator start-ups, as well as in mid-market and enterprise companies that have acquired others, IPO'd, and been acquired themselves. He is an international speaker, published writer, and a recognised expert in his field. Matt’s mission is to support companies in executing a world-class partner/alliance program at speed and scale, with the help of a distinguished network of partnership experts from around the world. Matt brings a blend of strategic thinking, execution ability, and positive energy to every sales and alliances organisation engaged.

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