Ian Henley

Ian Henley is a leading expert in improving the business performance of technology companies, specialising in business strategy, leadership, marketing and sales. He started his career at IBM, where he was a quota-carrying salesman for seven years before moving into sales management and product marketing roles. In 1993 he joined Softwright, a specialist software development company, as sales and marketing director later participating in the successful sale of the company to US interests. In 1998 he co-founded ChangeBEAT the boutique consultancy which works exclusively with senior technology company executives to define and deliver practical business improvement programmes. The work often centres on the way companies package and sell their offerings to deliver business value and so grow their sales while reducing the cost of sale.

Ian has worked with over sixty of the best known technology companies in the world, including CA, EMC, Dell, Accenture/Avanade, Microsoft, Panasonic, Hitachi, Microfocus, Nominet, Oracle, Landis+Gyr and Nokia. He has also worked with smaller technology companies and IT departments including the Examination Board of Cambridge University, EDF Energy and the Open University.

Ian has facilitated training workshops at techUK for twenty years. In 2012 he won the techUK Outstanding Achievement award for his work as Chairman of the Membership Committee and for his contribution to industry training. He is a particularly skilled presenter and workshop facilitator, and invariably achieves "top box" ratings from delegates. He is also very experienced at working with people from different company and national cultures, throughout Europe, the Americas and in the emerging markets.

Ian is a Cambridge graduate who has worked in the IT industry since 1981.


A good introduction to the topic of customer value and how to start getting to the bottom of it. As well as the general concepts, the course covers some really useful tools that were new to me, for example RICE mapping. Another really useful part of the course was the discussion with other delegates about their experiences and good and bad practices happening in their companies. It is great food for thought that sends you back to work full of ideas.

Chris Munday - Head of Product Development, RM Education

The course was professionally delivered with high quality content. The highlight for me were the well thought-out and clearly defined role-plays, which made it easier to engage with and treat seriously. I learned new negotiation techniques as well as reinforcing those I already knew, making me consciously think about ensuring I implement them.

Andy Shaw - Business Development Manager, Envitia

I found the course extremely useful to learn about the formal styles of leadership and how to adapt them to suit individuals and teams that one is leading. The trainer was excellent, drawing on his experience and on case studies to give examples to illustrate the content of the course. I would recommend this to any leader who wants to improve on their performance to a higher level.

Dr Arthur Barlow - Chief Technology Officer - Excelitas Technologies Corp


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