Sales execution
European go-to-market from proposition to closed deal. Not as an advisor writing it down, but as the one making the calls.
About Mike
Mike Hes
Thirty years in European ICT, most of it at companies whose names you know — DXC, Huawei, Citrix, Dedalus, Orange, Proximus. Selling complex technology into Benelux and DACH organisations, where the product is rarely the hard part.
HCI exists because of what I kept seeing: good products from outside Europe that never landed here. Not because the technology fell short, but because nobody knew who to call, which regulation applied, or how a Dutch procurement process actually decides. That is a knowledge problem, and it is solvable.
Gold or lead. Every engagement starts with an honest assessment.
What I do
Six things, and no more than six
A one-person company cannot be good at everything, and should not pretend to be.
Benelux & DACH
Culture, procurement dynamics, how decisions really get made. More than 300 C-level contacts who pick up the phone.
Partner ecosystems
Building and running an indirect channel: channel strategy, enablement, co-sell, and the contracts underneath it.
EU compliance
NIS2, DORA, AI Act, CRA, GDPR. Regulation as a route rather than a cost — it is what opens the door at board level.
My own sales infrastructure
DealFlow, SignalMesh, the Digital Twin. Built and used daily for my own pipeline before any client sees it.
Healthcare IT
NEN 7510, MDR, and how Dutch hospitals and university medical centres actually buy. The sector I know best.
Trained in what works
Formal training in proven sales methodologies, and thirty years of applying them where they do not go according to the book.
Experience at
DXC
Huawei
Citrix
Dedalus
Orange
Proximus
Thirty minutes is enough to find out
Whether there is a route, and whether I am the right person for it. Both answers are useful.