With over 30 years of experience in the IT industry, I have developed deep expertise in Pricing & Licensing, strategic business development, and corporate management. Throughout my career, I have focused on helping companies grow, optimize their profitability, and adapt to market changes.
I am passionate about challenging conventional thinking and sharing insights gained from hands-on experience. As a speaker, author, and co-author on topics such as pricing strategies, go-to-market approaches, and business transformation, I regularly contribute to industry discussions. I also serve as an Advisory Board Member for several IT companies and mentor the next generation of leaders as a university lecturer.
Since 2002 and for over 22 years, I have worked at Software AG, at that time Germany's second-largest software company, with over 5,400 employees and peak revenues exceeding one billion euros. Operating in 72 countries, the company offers a diverse portfolio spanning six business units, including DBMS, Application Modernization, SOA, BPMS, ESB, and IoT. Reporting directly to the board, I shaped and implemented the global pricing and licensing strategy, developed and successfully deployed innovative go-to-market (GTM), pricing, and licensing standards to enhance competitiveness and profitability. This included successfully transitioning from perpetual licenses to subscription and usage-based models, generating recurring revenue, driving growth, and increasing profitability—a transformative shift for the company that required comprehensive management.
Prior to this, I served as Country Manager for Germany at a leading internet job portal, overseeing a business with 320 employees and 35 million euros in revenue. However, my tenure coincided with the bursting of the dot-com bubble, which shifted the company’s focus toward restructuring—a challenge that did not align with my original objectives.
My career began in 1991 at Dell Technologies in Germany, where I played a significant role in expanding into Central Europe. Over my ten years there, including seven years as a member of the Central European Management Team responsible for up to seven countries, Dell grew from 135 to nearly 4,000 employees in the region.
During my studies in 1988, I founded a computer wholesale business with a PC production line. After a successful exit, I transitioned to Dell Technologies in 1991 to further advance my career.
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