Focus is the key word here – I need to stay focused to identify , recruit , onboard and develop the right set of partners that have both the appetite and capability . partner types and the range of services developed to service customers in different , bespoke ways . A flurry of non-transacting partners have appeared , influencing and advising their customers on optimising and managing their ‘ as-a-service ’ models .
What is your management philosophy ?
Clarity and win-win . I am very clear and direct on painting a vision of the desired outcome with our channel partners . We know that it is not always a straight road , but we need to keep the ultimate destination in mind .
I ensure that all parties walk out of our engagements as winners . Everyone has something different to contribute and the outcome is built with all the pieces of the puzzle : vendor , partner and customer .
Being clear about the contribution of each party and recognising them accordingly enables each to profit , feel valued and be prepared to contribute successfully on the next engagement .
When you look back at your career , what has been the most memorable achievement ?
I have enjoyed managing complex organisations – this takes patience and persistence . I really enjoy it when two large organisations come together and find ways to partner to jointly deliver innovative solutions to the market .
What made you think of a career in technology ?
I grew up with IT as my father was a long time IBMer . I promised him that I would not end up in IT like him . Well , things turned out differently – after starting a degree in architecture , I decided that I enjoyed the technical aspects more than the art subjects . So , I earned a degree in IT and started my career as a business analyst for an ERP provider . What has kept me in the technology industry since is the constant innovation and evolution . I find it exciting to consistently learn and work with technologies that change the way people live and work . I particularly enjoy combining my business acumen with my technical knowledge to drive different conversations and approaches with partners .
What do you think will be the hot technology talking point of 2021 ?
I believe that AI and Machine Learning will continue to be integrated in innovative solutions that evolve the way technology can help people in their personal and professional lives . Apptio ’ s solutions are key to this emerging technology – our customers more than ever need to have a good handle on the value and cost efficiency delivered by their technology choices to enable them to make the right decisions .
What are your personal interests and where do you like to spend most of your time after work ?
The four Fs spring to mind : family , friends , food and fitness . What I enjoy most is spending time with my family and friends in Australia and overseas . Like everyone , COVID-19 has prevented me from doing some of that over the last 18 months . I can ’ t wait to have the opportunity for nice dinners with friends , to jump on a plane and continue visiting the world as well as keeping fit and enjoying the great outdoors . •
We select our partners carefully , primarily on their ability to generate services revenue from our platform , ensuring that our partners view Apptio as an innovative , reliable , viable and profitable solution .
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