after an early career in education Stephen was tempted into the bright lights of the emerging
IT business solutions industry in 1985 by the promise of a company Astra, a swivel chair and no
more playground duty. 20 years later and still counting he has amassed a wealth of practical
marketing expertise through various senior management roles that includes international
corporations through to technology start-ups which means he has "been there", "done that"
and "got the t-shirt" several times over.
global positioning
introducing new products and services into different parts of the world is a major challenge for
anyone trying it for the first time. Stephen has worked extensively in most of the world's
major markets including the USA, China, S.E. Asia, Australia, the Gulf States as well as
throughout Europe and learnt the hard way when it comes to setting up an exhibition in Beijing
or translating a press release so that our American cousins can understand it.
cutting through the jargon
the computer industry is notorious for its technical jargon and the liberal use of the
three-letter acronym. To anyone who has not spent time immersed in the industry the
challenge of first understanding what can often seem like a foreign language and then putting
together a communications plan to get the information to the target audiences often defeats all
but the most resilient. At posITiv we don't need to spend your valuable time on the basics, the
chances are that we were there when most of the terminology was invented in the first place.
direct or indirect? - that is the question
to us the answer does not much matter if you are 100% channel focused, sell directly into a
specialist vertical sector or have an offering that appeals to a wide horizontal market. We know
what makes distributors and resellers get excited and how to press the hot buttons of IT
managers and CTOs we have been doing it for years.
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