Cybersecurity business strategy & Go to Market

Throughout his career Greg has always bridged the relationships between product management /      engineering, marketing and sales.   Greg has lead projects such as :

• A joint go to market plan between Symantec and Deloitte  for IR. Taking the vast array of Symantec products & services at Symantec and turning them into four strategic offerings aligned to the Gartner maturity model. 

• At FireEye building and running customer advisory programs both for their customers and their partners. 

• At Palo Alto Networks He led the research and strategy on data centre locations post the launch of GDPR, he also led the go to market strategy on how the company leveraged GDPR as a market advantage.   Later Greg led the program to review the regulatory requirements in EMEA to ensure Palo Alto Networks’ cloud offerings met the customers needs.  Greg uses his executive-level experience to build business cases that map the market opportunity with the investments required to deliver business growth.

As well as directly impacting pipeline and revenue in the companies he has worked for he also has sat as an advisory on IP board at Palo Alto Networks & been an industry mentor to startup companies through Cylon, a UK tech incubator. 

Typical deliverables

• Help validate the market opportunity and requirements to be successful in specific market spaces
• Help define who the key buying persona's are in the selling cycle and what are their KPI's and how your solution will help them to achieve these.
• Support in translating technical capabilities into business solutions
• Support in defining the clear business problems your products &/or services help solve
• Identify any key technical, business, commercial, regulatory or competitive obstacles that would limit the companies ability to succeed in the chosen markets
• Build out a solution selling framework
• Help build out whiteboard solution selling (this requires leveraging additional trusted partners who specialise in whiteboard creations and staff training)
• Build out customer advocacy programs, such as Customer Advisory Boards (CAB)
• Build out partner advocacy programs , such as Partner Advisory Boards (PAC)