Michael White

Michael White is co-author with Julian Dent of Sales and Marketing Channels - How to Build and Manage Distribution Strategy, published by Kogan Page, and General Manager EMEA of Quadmark Limited, a global routes-to-market and sales enablement consultancy.

He has 30 years’ cross-industry sales and marketing experience, consulting on routes to market for both commercial and consumer markets, in industries including IT hardware and software, telecommunications, fintech, capital equipment, building materials and consumer durables. His clients include Apple, Caterpillar, Cisco, Electrolux, Google, Hewlett-Packard, Lenovo, Logitech, Microsoft, Nokia, Orange, PayPal, Procter & Gamble, Tefal/Groupe SEB and Xerox.

Michael specializes in taking channel strategy from formulation through to execution, with a focus on Sales, Marketing and Channel Strategy, Key Account Management, Channel Management, Return On Marketing Investment and Sales and Marketing enablement. In consumer markets, he has worked extensively with both vendors and their retail partners on their omnichannel strategy, while in commercial channels he focuses on the impact of digital transformation on sales and channel strategy. Michael also specializes in driving strategy execution by developing sales and marketing competencies, and has facilitated many hundreds of workshops for cross-national teams of sales, account, marketing and general managers, as well as joint vendor-partner business planning sessions. Michael also works closely with the Global Technology Distribution Council to define and deliver their industry-recognized accreditations.

Michael is a Member of the Chartered Institute of Marketing. He speaks fluent French, Italian and German.