Founded ISVfocus.com in the UK, operating from Germany. Its mission is to look at the impact on software companies of moving to the web and the downward price pressure from open source.

Created the isvsurvival.com blog to explore the impact of moving from on-premise and perpetual software licensing to cloud computing and "Software as a Service" (SaaS). There are several big changes for software companies that want to make this move. The focus needs to be on creating and keeping trust, and then on the operational part of the business. It is the running costs that decide the profitability of a SaaS business; technology no longer matters, and that is a difficult lesson for many software companies to accept.

Created the paastalk.com blog to support software companies in properly approaching the SaaS business. As SaaS companies develop and deploy their applications "in the cloud", the question arises of why are the development tools not in the same environment? The market now calls this idea "Platform as a Service" (PaaS). SalesForce.com took the first major step towards putting the tools in the cloud with their Force.com product.

Advised a large Indian outsourcing company on the best way to approach independent software vendors in Germany who wanted to move existing application products from on-premise to SaaS.

Acting as COO for start-up raising VC funding to bring a core banking solution to market.

Joined Delta Software Technologies GmbH as VP International Business Development to drive new business and set up strategic partnerships. The company acquired the rights to the Delta/ADS enterprise application development tool in 1994.

Designed and implemented strategy to move company away from its rigid traditional development focus and towards how to become a successful software products business.

Worked closely with resellers in UK, Germany, Switzerland, Austria and France to relaunch their business and create a plan for growth, focusing on the traditional markets where Delta/ADS was strong: larger banks and insurance companies.

Founded Delta Software Technology Italia S.r.l. in Turin and submitted a joint bid with CSC for the massive "INPS" project to modernise Italy's pension administration and payment system.

Presented at international conferences and raised the visibility of the company with updated positioning, branding, web presence, product packaging and a focus on product quality.

Introduced the "Solution Selling" process for prospecting and sales management to resellers with custom training materials and real-time support. Helped sales team to achieve targets when prospecting and processing the sales pipeline by learning to say "no".

Joined Dynasty Technologies in Paris as head of customer service for the Dynasty Development Environment, a patented application framework used to build enterprise-class transactional applications.

Responsible for all customers worldwide (15 countries, except USA). Managed support team based in Paris, working closely with international resellers to increase customer satisfaction in Dynasty's period of rapid growth.

Performed cost-benefit analysis role in international sales opportunities and worked closely with leading customers, including CAD IT (Italy), BNP Paris (France), Hansabank (Estonia), Rabobank and Interpolis (Netherlands), Logica-CMG a global systems integrator and HPD (UK), Premiere, Deutsche Post and MSG (Germany), and Novo Group Oyj subsequently acquired by Logica-CMG (Finland).

Took over the International CTO role to work with key customers and to advance relationships with major resellers and technology partners, including BEA (now Oracle), Oracle and Tandem/Compaq (now HP). Moved back to the UK to be more flexible when travelling. Stepped in at short notice in 2000 to manage the User Conference in Cannes.

Took leadership role in partnership with IBM to bring DDE to IBM mainframe platform. Pitched new target to potential partners in Australia and South Africa; presented at industry events. Managed development partner project with Enterprise S.p.A. in Rome.

Moved to Germany to be closer to mainland European customers, and key projects at customers in Germany. Appointed Director of Strategic Projects and then VP of Strategy.

Deeply involved in strategic investment in web application development tools specialist ViewSoft, Inc. (Provo, Utah). Dynasty invested $2M in cash for 20%, plus a further 8% from swapping 2% of Dynasty for the 8% stake owned by HP in ViewSoft. Citrix Systems, Inc. acquired ViewSoft for $32M in July 1999.

Pitched Dynasty to VCs in Houston, Europe and Japan. Wrote business plans and supporting documents for a successful $5M funding round.

Appointed VP Strategy and Marketing and drove strategic shift to promote applications developed using the DDE through Dynasty's international sales channel. The main application partner was CAD IT (Italy) with SIBAC Core Banking which was conceived to target a large, profitable vertical market.

Managed relationship with key AI vendors Hugin Expert A/S and Dezide ApS (Denmark), and Hi-Flier (Italy). Presented AI-based solutions at industry conferences and to development partners.

Founded Attitude Software in the UK to focus on Windows-based application development and object-oriented design.

Performed quality assurance review of PC-based development product for German software tools company.

Translated standards manual from German to English for BMW.

Joined Delta Software International Ltd 1988 to manage the IBM mainframe team for the Delta/ADS enterprise application development tool. Delta/ADS was the market leader in its niche in Europe and was used by many large banks and insurance companies.

Moved to Germany in 1990 to join Delta Software GmbH after managing the UK development organisation and working with development teams in Germany and Switzerland.

Appointed Development Group Manager for German development team. In 1991 this team was spun-out of Delta Software GmbH into a separate company, IBSI CASE Development GmbH, following Delta's acquisition by IBSI (a big Delta/ADS user in France).

Managed a team of 20 with a turnover of EUR 2 million for IBSI CASE Development GmbH; profit and loss, hire and fire responsibility. Drove the technical strategy and supported international sales. Assumed VP Product Development position in 1993 with transfer of all Delta/ADS development to IBSI CASE Development GmbH.

Worked with the managing director to start-up a new application development division for the leading independent provider of systems programming services for IBM mainframes.

Managed 4 people on project for the Equity & Law insurance company to develop a replacement Broker Funds management application within a tight timescale of six months.

Consulted on development projects for M&G Investments, The Salvation Army, Harrods, Desoutter, Cullinet, Hitachi and TRW.

Managed 20 people on two year project for the Municipal Mutual insurance company to develop a new life assurance application.

Worked as senior developer on reinsurance project for SwissRe.

Developed actuarial systems for the Equity Research department of this leading City of London stockbroker, with a special focus on investment trusts and gilts.