From IBM market creation to running the business
Kalibrate was a Gold IBM Business Partner focused on asset and service management. I moved from IBM into a role with full P&L accountability while still remaining directly involved in strategic accounts, solution selling and market development.
The job added another dimension to the solution work: commercial responsibility for the whole operating model, not just the pursuit.
$3.5m+ softwareGenerated new software business across strategic enterprise accounts.
$10m+ servicesAnnual services business across utilities, transport and government-oriented clients.
IBM Beacon AwardRecognised for one of the most innovative smarter-infrastructure solutions, an award given to only a small number of IBM partners globally each year.
Route-to-market expansionBuilt additional routes across cloud, ERP, mobility, SaaS and analytics.
Why it still matters
It reinforced that innovation only matters if the commercial and delivery model around it works. A technically clever answer that cannot be sold, delivered or adopted is not a solution.