Stephen Allott

Chairman, NED

Stephen grew Micromuse (NASDAQ: MUSE) to a $7bn market cap – the most valuable organically grown UK software company to date.

Trained as a lawyer, he began his career as a practicing barrister, before becoming Legal Counsel for Xerox Corporation and UK Sun Microsystems before moving to McKinsey. He has experience in and passion for technology/AI and a track record of helping UK entrepreneurs fulfil global potential. He served as UK Government’s Cabinet Office Crown Representative for SMEs and championed the £1bn G-Cloud digital marketplace for cloud services. He now works with ambitious growth companies that are scaling their global operations.

Rules and Tools for Scaling Software Sales

Growing sales organisations regularly comes top of the issues for successful entrepreneurs. If you’re not a sales professional, it’s a forbidding, but crucial, area to master. Stephen is not a sales professional but has built substantial global organisations doing digital sales, subscription sales, inside sales and direct enterprise sales. How do you scale a sales team effectively?

SaaS has changed the way the sales function operates. Subscription sales of SaaS products have different dynamics to enterprise sales and the mix of digital, inside and direct sales have changed. Stephen will highlight the key success factors for SaaS sales, the tools that effective sales professionals use and how to use them to maximum effect.