Key Experiance

NAGRA OpenTV

• Grew the OpenTV core business from a stagnant basis by expanding number of clients in our traditional market (Tier 1 and 2 PayTV operators) with features to enable them to market and sell aggregated/bundled services
• Expanded OpenTV into adjacent Tier 3 and 4 PayTV market by bundling the existing features into a turn-key offering, adding new business worth 20% of product revenue with potential to equal core market revenue in 5 years. Delivered this working with partners to distribute a turnkey service for smaller operators creating alternative to direct-sales model
• Completed the modernisation and move to service model of OpenTV product migrating from On Premises licensed products to a AWS based SaaS subscription business. All major customers migrated in period 2018-2023 with significant increase in long-term revenue with move to service model.
• Expanded OpenTV from a pure ‘API’ solution to include a user experience business with OpenTV ION template applications or with 3rd party application vendors. OpenTV UX business grew from 0-1m+ subscribers and now represents bulk of future new customer pipeline for OpenTV.
• Reviewed adjacent markets for additional opportunities and initiated NAGRA Sports product line taking OpenTV into B2C sports market. Worked to establish a dedicated business/technical team to deliver that market and hire/build knowledge to run a B2C business.

Irdeto Cloaked.JS

• Initiated innovation projects for Irdeto with goal to expand company into new business areas. Launched Cloaked.JS into payments and banking area signing PayU to protect against credit card malware in payment sites. Led this process from proof of concept, value proposition (linked to PSD2) and initial sale/deployment.
• Reviewed innovation proposals vetting business cases and working to define go-no-go to take projects into POC, initial development and full production stages.

Irdeto Multiscreen

• Assembled Irdeto end-end multi-screen video service from collection of acquisitions and internal technology. The product was completed and sold to two operators in SE Asia. I led product management effort to combine the underlying products into a single offering and provide a solution suitable for the market.

ioko SeeSaw/Project Kangaroo

• Lead Architect on industry leading OTT service for BBC, ITV & Channel 4. Working closely with the business team I designed a scalable, consumer focused solution under the SeeSaw brand. As part of SeeSaw I went on to introduce the first products in the UK allowing paying to remove advertising and one of the first mobile device support for UK internet TV.

Skills

• Value Propositions - Turning customer needs into a value proposition and architecting components for a solution while paying attention to what to build vs buy (or preferably get for free). Designing just enough of the solution to set a direction and ensure sustainability, while leaving enough freedom for the developers to take ownership as the product needs to iterate.
• Sales and Account Engagement – Working to support the Sales/Pre-Sales organisations to present and refine the product value proposition with customers. Building both ‘turn-key’ sales models for low-touch accounts and highly bespoke relationship driven engagement models for large accounts.
• Defining and setting a common goal – Once you have a value proposition you need a strategy to deliver it covering technology and explaining the reasoning. It’s essential to communicate the decisions and the rationale behind them to get buy in and ensure they are executed correctly.
• Financial Management - Managing products with revenue lines in 7 figures and driving them from loss making to 20%+ growth. Working with sales, engineering teams to build revenue and costs budgets and to focus effort to maximise ROI.
• Communications - I've been a spokesperson for the products I work on for several years presenting the products to trade Shows, journalists and customers on a regular basis. I find such activity both beneficial for my product management role (as I hear unfiltered perceptions from customers) and for sales (as I can refine the value proposition in real time with the customer).
• Agile Teams - I've worked with agile (XP, DSDM and Scrum) teams most of my career and am comfortable getting the best out of them. Typically, this requires a combination of clarity of the problem, good discipline, empathy and building relationships.
• Innovation - I work on new ideas, or rehashing old ideas looking for market value. Typically, I look to understand the value proposition, ensure the benefits vastly outweigh any downsides and then define a proposition/solution. I work to find and fit technology to meet the needs in an efficient and timely manner
• Technology - I am a technology generalist. I've worked with a huge range of technology becoming expert in some (Enterprise Java, Cloud Services, Internet Video Delivery, API and Client-Side Security). I maintain a technical skill set to inform my product management decisions, mainly though smaller side projects and ensure I’m aware of the developments and trends in the industry.

Employment History

March 2018 - Present	NAGRA	Senior Director of Product Management - OpenTV
September 2011 - March 2018	Irdeto	Directory Technology Director Multiscreen Solutions Senior Solution Architect
June 2007 - September 2011	ioko / Kit Digital	Senior Technical Architect
August 2006 - Jun 2007	Macrovision UK	Technical Architect
March 2000 - August 2006	Anite - Secure Information Solutions	Junior Programmer Programmer Analyst Project Engineer Senior Technical Architect

Qualifications/Training

Current	British Computer Society	MBCS Chartered IT Professional
Current	ISC2	CISSP
2017	London Business School	High Performance People Skills
2015	London Business School	Market Driving Strategies Course
2009	Scrum Alliance	Certified Scrum Master
1996	University of York	Bsc 2:1 Mathematics and Philosophy