Andrew Wilding

Current

• Channel Development Consultant at Vodafone
• Managing Director at Latigid Ltd

Past

• CEO, Europe at Vividas
• Director, Digital Music at Cable & Wireless
• Director, Alliance Management at Cable & Wireless

• Head of Indirect Sales at 186k Ltd
• Sales / Business Development Roles at Global Crossing
• Sales / Commercial Roles at British Telecom
• Sales / Marketing Roles at Cable & Wireless

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Education

• University of Portsmouth

Recommended

19 people have recommended Andrew

Connections

445 connections

Industry

Internet

Andrew Wilding’s Summary

20+ years experience in high technology industries, with the last 10 years in leadership roles.
The past 5 years have been spent setting up and then developing businesses in the digital media space, covering primarily the digital music and movie/video industries.
Strong general management experience covering all facets of the business, such as - operations, marketing, sales and commercial management.
Particular skills in the development, management and restructuring of people within complex, fast-moving businesses.

Andrew Wilding’s Specialties:

Strategic partner management, growth of start-ups through 2nd and 3rd round funding, development of equity Joint Ventures & complex business transactions, transformation/re-engineering of fast-growing businesses

Andrew Wilding’s Experience

• Channel Development Consultant

  Vodafone

  (Public Company; VOD; Telecommunications industry)

  June 2009 — Present (6 months)

• Managing Director

  Latigid Ltd

  (Internet industry)

  September 2008 — Present (1 year 3 months)

  Latigid provides consulting and interim management services to companies working in the digital media world. Client engagements cover a broad spectrum of companies, including technology providers, retailers, digital service providers, and content owners.
  Assignments include:
  - building the business plan and launch strategy for a US based video software company planning to expand into Europe
  - leading a software development programme to build a new CRM and digital asset management system for digital video products
  - interim COO at a digital supply chain consultancy and services company providing fulfilment services to global retaliers.

• CEO, Europe

  Vividas

  (Public Company; Information Technology and Services industry)

  May 2006 — May 2008 (2 years 1 month)

  Vividas was a start-up broadband video streaming & software company, with a 3-year goal to reach cashflow breakeven by challenging competitors such as Microsoft and Flash. I was recruited, post flotation, to launch and manage the European operation. My role was to build a sales, marketing, operations and finance team to secure and deliver repeatable and scalable business. Target customers were advertising agencies, IPTV operators, broadcasters, content aggregators and movie rights holders.
  3 months into the role I took responsibility for all trade press and PR activities, and 6 months later I was placed on the Operating Board. Over my final 4 months, I delivered and launched a group-wide video platform to deliver live and on demand video services, supported by dynamic and targeted video ad insertion.
  Achievements:
  * Revenue in 2007 of £500k from a standing start, representing 40% of Group turnover, and 100% + growth year-on-year. Customers included; Ogilvy, Wunderman, Paramount Pictures, ITV, Sony.
  * Defined and launched an indirect sales strategy to build revenues via key partners across EMEA, reducing cost of sale by 25%.
  * Designed and built the global operations infrastructure to support delivery to all contractual SLA’s.
  * Initiated and then led the project to build a new global digital video platform. This entailed; product definition, selection & management of 3rd party contractors, building the operations infrastructure, and global launch.
  * Developed a full suite of commercial and operational systems including; sales force automation, outsourcing of lead generation, creation of operations and billing processes, customer care system, contractual SLA’s, delivering a combined 30% opex saving.
  * Gained 90+ articles/interviews over 15 months, with comment pieces in target trade press including; FT, Guardian, Broadcast Magazine, etc., with a greater share of voice when compared to benchmark competitors.

• Director, Digital Music

  Cable & Wireless

  (Public Company; CW.L; Telecommunications industry)

  September 2003 — April 2006 (2 years 8 months)

  C&W wanted to develop new sources of revenue in the light of dwindling margins and commoditisation in traditional markets. My role was to create and then run a start-up business, focusing on the acquisition and delivery of digital music services. The goal was to move C&W’s relationship with its largest clients from commodity products into content-based media solutions.
  Achievements:
  * Negotiated exclusive rights and access to an industry leading digital media software platform, at net zero cost to C&W.
  * Launched an end-to-end B2B digital music service, inside 3 months and on budget, gaining national press coverage in New York and London, plus all leading music-industry publications, driving a 10% increase in the C&W share price.
  * Built a stand-alone music operations division inside C&W, to deliver the service as it scaled, plus support all customers. This included licensing, ingesting and managing a catalogue of 1 million assets from all music majors, indies and rights holders.
  * Managed an operational team of 15 people, meeting all external SLA’s and internal KPI’s, whilst delivering positive net profit in the first full year of operations.
  * Closed and delivered 26 contracts across 10 countries with first year revenues of c. £4m from a standing start. Clients included; Tesco, Channel 4, Freenet, Microsoft, 3, Teledenmark, Telkom Austria, EMI and Universal Music.
  * Migrated live operations from Germany to a UK data centre, and closed the Munich data centre, reducing opex by £200k p.a.

• Director, Alliance Management

  Cable & Wireless

  (Public Company; CW.L; Telecommunications industry)

  September 2002 — September 2003 (1 year 1 month)

  Tasked with improving the commercial relationship between C&W and major partners such as Cisco, Microsoft, & others. The role covered sales development activities and operational improvement initiatives to drive operating benefits and new revenues.
  Achievements:
  * Implemented go-to-market strategies with Cisco and IBM, and closed down pre-existing alliance related operations with Fujitsu and others. This reduced future opex commitments by £20m p.a.
  * Rationalised and renegotiated the licensing position with Microsoft for all global software usage to avoid both, £20m in additional licensing costs and potential litigation.
  * Delivered an IPVPN interconnection initiative in collaboration with Cisco, IBM and a start-up software services company, to develop new incremental sales via IBM’s customers, and reduce future operating costs between global carriers.

• Head of Indirect Sales

  186k Ltd

  (Telecommunications industry)

  May 2002 — September 2002 (5 months)

  Responsible for development of the indirect strategy to - resellers, system and network integrators and strategic channels to market for this start-up telecoms organisation.

• Sales / Business Development Roles

  Global Crossing

  (Public Company; GLBC; Telecommunications industry)

  August 1999 — May 2002 (2 years 10 months)

  As Director, Global Solutions Europe
  Global Crossing needed to move from commoditised bandwidth provision to higher margin managed and outsourced solutions. My role was to leverage the capability acquired from the acquisition of Racal Telecom across the rest of the European business, and run the business operations to close and deliver all outsourcing and managed service contracts across Europe.
  Achievements:
  * Defined and built the operational requirements to support the delivery of global solutions to all EMEA customers.
  * Developed a pipeline worth in excess of £600m, and delivered a revenue run rate of over £100m p.a. from a standing start.
  
  As General Manager Business Development
  Greenfield role, tasked with developing high value multi-year deals, partner relationships and JV’s. Reported to the UK board of Racal Telecom which was acquired by Global Crossing in November 1999.
  Achievements:
  * Signed Heads of Agreements and designed and built the operational organisation to support two equity Joint Ventures, with business revenues of £300m+.
  * Closed £100m of further new business and developed an additional pipeline of £250m.
  * Created a formal indirect partnering programme for systems integrators such as EDS, Fujitsu and Lockhead Martin.

• Sales / Commercial Roles

  British Telecom

  (Public Company; BT.A; Telecommunications industry)

  November 1992 — October 1999 (7 years )

  As Business Development Director (1996 – 1999)
  Ran the sales team for BT’s Global Systems Integrator and Industry vertical sectors. Successfully sold and then delivered contractual services for 70+ global accounts, including Microsoft, Siemens, EDS, CSC, Ford, GM, and GEC/Marconi. Grew revenue from £20m to £80m p.a. in three years.
  
  As Commercial Manager (1992 – 1996)
  Managed the commercial, pricing and financial analysis team for all of Europe for managed service and outsourced bids and contracts for deals valued at £20-£200m over their contract life.

• Sales / Marketing Roles

  Cable & Wireless

  (Public Company; CW.L; Telecommunications industry)

  1987 — 1992 (5 years )

  As Manager, Market Information (1991 – 1992)
  Managed a pan-regional project to build an on-line Marketing Information System across 18 businesses.
  
  As Major Account Manager, Bermuda (1989 – 1991)
  Bermuda-based Account Manager for major customers such as; Reuters, Bloomberg, Barclays, Shell and BA.
  
  As Business Analyst (1987 – 1989)
  Forecast traffic/revenue for M&A work, business & marketing plans, using econometric forecasting techniques.

Additional Information

Andrew Wilding’s Groups:

•    iptv
•    Music 2.0
•    Cable & Wireless Alumni
•    IPTV Internet Video Broadcast
•    British Telecom
•    Internet TV
•    Streaming Media Professionals
•    Television Broadcast Technologies
•    Digital Music Professionals
•    Global Crossing Alumni Network (1000+ members and growing)
•    Syncordia Alumni
•    Social TV - next generation media (Web 2.0, mobile, digital video broadcast, DTV, STB, MHEG, IPTV)