The UK and Ireland represents close to 5% of world demand for IT related products and services. This corresponds to 16% of the total European Union market.
“The UK market is fiercely competitive, but impossible to ignore”, says Howard Tonge, TBK Consult senior partner in the UK. “The competition is not limited to the fight for customers, but the need for sales talent to bootstrap the market is equally as tough. TBK Consult’s value proposition assists incoming ISV’s landing their first lighthouse reference customer and securing a revenue stream before having to make major investments. This competitive advantage is well received by the global ISV community”.
Having worked for 8-years at SAS Software, a $2.3 billion US business analytics vendor, Howard started assisting international companies in Britain in 2010. Prior to this, he had a successful sales career encompassing high-value enterprise software solutions, consulting and managed services.
His international experience is borne out of a background in Hong Kong and the Middle East where he worked for the Al Fahim Group, one of the leading UAE conglomerates and Systime Computers.
Howard has sold into mainland Europe and his cross-sector sales successes with SAS, Micro Focus and IMR include Financial Services, Telecoms, Automotive, Oil and Gas, Pharmaceutical, Public Sector, Logistics and Retail.
“Securing the first lighthouse reference in a new market is always a major challenge for any Independent Software Vendor,” says Hans Peter Bech, CEO of TBK Consult “We offer ISV’s a Market Bootstrapping Service that de-risks market entry, improves time-to-market, is more predictable and at a lower cost compared to alternatives. Having senior sales executives like Howard Tonge to execute the bootstrapping is instrumental to our continuing success.”
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TBK Consult is an international management consulting firm with a 100% focus on internationalisation in the software industry and offices in DK, SE, NO, FI, BE, The NL, DE, AT, CH, UK, FR, IT, SP, IL, USA, CA, ZA, SG and IN.