In 1986, at 11 years old, I received a portable transistor radio at my dad’s IBM Christmas party. Growing up in the UK, in the mid-eighties, I was surrounded by the sounds of New Romantic bands like Spandau Ballet and Duran Duran, but everything changed when I heard Bon Jovi’s “Livin’ on a Prayer.” I was captivated by the energy, the screaming guitars, soaring vocals, and the huge sound. That was the day I became a bonafide rocker, and the journey from then to now has been nothing short of a rollercoaster.
Innovate and Elevate 🤖🔥
Fast forward a few years: While I didn’t pursue music academically, my passion for it led me to form the Glasgow band "Cry Havoc" and sign my first record deal in 1997 at the age of 22. This journey in music taught me a lot, including the importance of practice, preparation, and passion—values I carried into my professional life. My dad, an IBM exec, guided me towards a career in IT, and I ended up working with IBM's Global Expense Reporting Solutions, helping deploy travel and expense (T&E) software for major clients.
Cry Havoc (1997) - left to right - Graham McLeod (Lead Guitar & Vocals), Stevie A. Durrand (Lead Vocals & Guitar), Paul Logue (Bass & Vocals) & Davey Harkness (Drums & Vocals). Photo by Paul Thorburn.
As my career grew, I balanced both music and my professional journey. In 2006, I formed the remote band Eden’s Curse, which achieved significant success, releasing five studio albums, charting in Japan, and touring internationally. After fifteen years, I made a pivotal decision—while music was my passion, my IT career was also flourishing. I joined Chrome River, which later became Emburse, starting as the sole Solutions Consultant in the UK.
Eden’s Curse (2007) - left to right - Pete Newdeck (Drums & Vocals), Paul Logue (Bass & Vocals), Michael Eden (Lead Vocals), Ferdy Doernberg (Keyboards) & Thorsten Koehne (Guitar). Photo by Thomas Ewerhard.
The Pre-Sales Rockstar 🤘
The role of a Solutions Consultant is a lot like being a musician. It requires preparation, passion, and an understanding of your audience. Just as I practiced relentlessly as a musician to perfect my craft, I apply the same level of dedication to my demos at Emburse. Preparation is key—whether it’s rehearsing a performance or aligning with my Account Executive to ensure the demo resonates with the prospect’s needs. And like a live concert, you can’t predict everything, so being prepared allows you to handle the unexpected.
In 2011, my band Eden’s Curse supported Dream Theater on their UK tour. I met their bassist, John Myung, and asked him what it took to get to and maintain that level. His response? “It’s all in the preparation.” This resonated deeply with me, as I now use that same mentality in pre-sales—being prepared allows muscle memory to take over and keeps the demo flowing smoothly, even when things go wrong. As Oasis sang, "You gotta roll with it" and keep delivering, no matter the setbacks.
Eden’s Curse & Dream Theater (2011)
From Rock Star to Demo Star 🎤
Today, I proudly lead the EMEA Solutions Consulting team at Emburse. Together, we position our world-class travel and expense management solutions as the answer to our clients’ business problems. It's incredibly rewarding to see my team’s success, and while it’s not quite the same as hearing a crowd sing back your own lyrics, it's pretty close! I still get that same rush when we land a big deal, and I carry the same passion I had as a musician into everything I do.
Just like in the music world, I love bringing my full self to work. As a key member of our Emburse company band, The Bad Receipts, I get the best of both worlds—doing what I love while leading an amazing team. 🎸🔥
Presenting ‘From Rock Star to Demo Star’ at Consensus Demofest, San Francisco (March 2025)
Key Takeaways
- Preparation is key: Whether it's music or demos, preparation allows you to handle the unexpected with confidence.
- Passion matters: Like in music, passion fuels success. Bring your full self to everything you do.
- Embrace the journey: Whether it's rock and roll or pre-sales, the journey is just as important as the destination.
I don’t have any tattoos – you don’t put bumper stickers on a Ferrari – but if I did, I’m sure the Emburse logo would sit proudly next to an Eden’s Curse tattoo. 😉