Lauri Makke
Over 30 years of experience connecting technology, business and people
I have worked in the IT industry for more than 30 years in a wide range of roles — from technical specialist and project manager to IT management, business development, major accounts, partner management and leading the Estonian business of an international technology company.
Today, I use that experience to help companies make clearer decisions, avoid unnecessary complexity and turn good ideas into real results.
30+ Years in IT
International Experience
Leadership, Sales & Business Development
MBA, Estonian Business School
Leadership, Sales & Business Development
MBA, Estonian Business School
Experience spanning technology and leadership
My career began in technical roles as an IT specialist and trainer. From there, I moved into project management and IT management, and later increasingly into sales, business development and leadership.
I have led IT in the public sector, developed services and key customer relationships in technology companies, built and managed a value solutions business unit, and since 2012 have worked at Cisco Estonia in various sales, partner and leadership roles. My work has covered both major Estonian customers and international partner and customer relationships.
This combination allows me to look at challenges from the perspectives of technology, customers, sales and leadership at the same time. Often, the most complex solution is not the best one — what matters is finding the right solution that everyone involved can understand and support.
How I Work
I start by understanding the problem we are actually trying to solve. Only then does it make sense to talk about technology, a marketing campaign, an event or training.
I value working relationships where goals and responsibilities are clear, communication is straightforward and decisions are based on the right information. When appropriate, I work independently; when needed, I bring the right partners and specialists to the table.
My goal is not to make the solution more complicated, but to make the next step clearer.
Experience & Background
Cisco Systems – leadership of the Estonian business; work with global clients and major Estonian customers; partner and distribution management; sales and marketing strategy (14 years)
ALSO Estonia – leadership of the Value Business Unit, team and portfolio development, and organisation of events and marketing campaigns (7 years)
Riigi Teataja Publishing House – CIO experience and participation in the launch of the Electronic State Gazette
Education – MBA and Bachelor’s degree in International Business, Estonian Business School
Earlier studies in management in the digital age, IT management and informatics
Technical background – Cisco, Fortinet, Microsoft and HPE technical certifications
Leadership – Coaching Skills Certificate, Academy of Executive Coaching