Iain Urquhart

Blue Stream Fiber is a high-growth internet and managed services provider backed by GI Partners and Sixth Street. I lead Blue Stream’s end-to-end go-to-market strategy, with responsibility for sales, marketing, and revenue operations. My role is focused on driving scalable growth by building strong teams, aligning execution across functions, and implementing data-driven operating models in a high-growth, PE-backed environment. Key areas of focus: Ownership of GTM strategy and execution across sales, marketing, and revenue operations. Driving revenue growth through disciplined pipeline management, forecasting, and performance optimization. Identifying and executing strategic partnerships with Developers, Asset Owners, Association Management, and others to accelerate growth in our existing and new markets. Partnering cross-functionally to build scalable, repeatable processes across marketing, sales, and service delivery. Recruiting, developing, and leading high-performing GTM teams and leaders.

Oversaw the full Chamberlain Group GTM, representing ~$1.8B Annual Turn. Transformed both B2C and B2B GTM to incorporate connected services and software revenue across the full portfolio of Residential and Commercial access solutions. Built scale through new channels to drive revenue growth, including strategy, talent, systems, and programs. Realized significant improvement in EBITDA through share gains, growth of recurring revenue, and focused co-management (transitioning resource investments from legacy to new).

Led Barco's newly formed Global Customer Success (GCS) organization responsible for strategy and execution across Commercial Operations, Marketing, Channel, and Services for the full Barco portolio. The GCS team is a diverse organization focused on the global delivery of Barco's customer and partner promise. We do this through optimizing the customer lifecycle journey, maximizing customer and partner satisfaction, and ultimately ensuring their success leveraging Barco's industry leading breadth of visualization solutions (hardware and software) and related services. I also serve as the global executive business sponsor for digital transformation (sales, marketing, service, channel).

Responsible for full portfolio of Barco business across Americas Region (US, Canada, LATAM). Lead Americas organization which includes full commercial go-to-market including marketing, sales (direct and channel), commercial operations, and services across Barco's three product divisions - Enterprise, Healthcare, and Entertainment. Our team's mission is to enable bright outcomes by transforming content into insight and emotion. In order to achieve that mission, we offer best-in-class, networked visualization solutions (hardware and software) and related services. Promoted to EVP Global Customer Success.

Responsible for all Alliances and Channel sales across North America for Oracle's Application Division. Driving the transformation to cloud across Oracle's industry leading portfolio of business applications (ERP/EPM, HCM, CRM, CX) to deliver hyper-growth requires a strong mix of key Alliance partners and the scale of an industry leading cloud Channel. That is the focus of my organization - our mission is to develop and deliver the industry's leading cloud partner business to enable and drive growth for our partners and Oracle - ultimately delivering unmatched value to our joint customers (SMB, Mid-Market, and Enterprise).

Played a transformational role focused on evolving GTM focus from legacy hosting to new high growth cloud-based offers and markets. Provided input and leadership across multiple organizations and functions. $1B annual turn. Guided a large cross-functional organization designed to accelerate and grow sales and increase share of Rackspace core single and multi-tenant cloud offerings across SMB, Mid-Market, and Enterprise segment. Built the specialist sales organization focused on Digital, Data, Infrastructure, Security, and DevOps sales teams. Led all pre-sales technical teams, including portfolio Solution Engineering and specialized Architect roles. Oversaw the channel business, including all global Alliance, Managed, and Affiliate partner programs operations Led the NA Channel execution organization, delivering 70% YoY growth + 2X growth in New Logo Acq. Launched the Rackspace Professional Services to augment Rackspace core offerings with 1-time billable service. and grew business +100% within 12 months.

Delivered over 100% Quota Attainment and Top Quartile Scorecard results. On $8B+ Annual Target. Led Organization responsible for driving Solution Sales across Microsoft’s US Enterprise Business including: Specialist Sales and 11 Technology Centers across Commercial and Public Sector (Over 800 Specialist Sellers) Commercial Sector Industry Sales (Financial Services, Manufacturing, Retail/CPG, and Comms & Media) Enterprise Partner Sales (Alliance leadership, strategy, and joint sales execution). Led transformation of US Enterprise sales model and approach to new cloud based offers (Office365 and Azure) Responsibilities: market analysis, solution selection/prioritization (sales, marketing, partner, and services), strategy & landing model (comp, sales model, licensing evolution), business management, people & leadership development. Key focus areas: Cloud (IaaS, SaaS, PaaS & Private, Public, Hybrid), Data Platform (BI, Big Data, Tier 1 Applications), Internet of things (Devices, Services, Social, Mobile), Productivity, and ERP/CRM.

In this role, as a member of the ISO executive leadership team, I worked directly with, and across, the ISO business segments including; Manufacturing, Financial Services, Retail and Hospitality, Healthcare and Life Sciences, and Professional Services to lead cross industry integration, sales & marketing strategy and execution, and the development, sales, and marketing of cross-industry solutions. The ISO business segment represents over $5B in annual business for Microsoft and focuses on over 2,500 of the largest commercial enterprise customers across the United States.

Led the organization responsible for the overall vertical/industry sales and marketing strategy and execution across multiple verticals including; Automotive and Industrial Equipment (AIE), Energy (Oil & Gas and Utilities), High Tech, Consumer Packaged Goods (CPG), and General Manufacturing. This business segment represented over a $1.5B annually for Microsoft and focused on over 1,000 of the largest manufacturing enterprise customers across the United States.

Overall business management responsiblity for US Manufacturing team ($1.2B Quota Accountability) reporting to US Manufacturing VP. Drove operations, strategy and execution planning, and cross organization communications. Proxy for US Manufacturing VP.

Led national Account Team Unit (ATU) for Automotive and Industrial Equipment organization. Accountable for customer satisfaction and revenue performance. Team consisted of multiple Account Managers and Account Technology Specialists. Delivered over 130% revenue performance and ranked #2 ATU across US EPG for fiscal year 2005.

Managed enterprise account relationships with Caterpiller, Siemens, and Bosch. Responsible for overall customer satisfaction and revenue goals. Led sales team engagement across full MS portfolio.

Led an organization responsible for aligning BroadVision Global Services with key Partners (Accenture, PWC, IBM, etc...) around excellence in Service delivery and overall customer satisfaction with solution implementation.

Responsible for sell-to for Wal-Mart Stores. Represented full HP portfolio across software, hardware, and services. Revenue growth of over 200% across 3 years.

Started as Account Executive - 100% Commission - Sales of Computer Hardware, Software, Peripherals. Top performer 1995, 1996. Promoted to Branch Manager. Led Sales Team for 4 States - Top Branch Award 1997