Managing director, Celerity
What is your greatest career move to date?
Accepting a trainee sales/driver job in the IT industry in the late 1980s.
What is top of your bucket list?
I don't have a bucket list as such but I guess surviving my upcoming nuptials would be front and centre of any bucket list.
What has changed most since you started working in the channel?
When I started out in the days of 80286 processors, the industry was more about selling product on a feature, advantage or benefit basis. If you could sell a maths co-processor you were doing well. Today, product is generally irrelevant and it is the service that it provides and the capabilities of the supplier to maximise benefit that is absolutely paramount.
How do you think Brexit is going to affect the channel?
I personally don't think it will have any significant impact. It will be the same people working together across Europe and around the world. So I say let's all just get on with it.
What is your least favourite task during the working day?
Driving through over-crowded roads at peak times and then despairing at the price of motorway fuel.
If you were an animal, what would you be?
I would like to be a lion. Someone who leads by example, enjoys hunting, looks after his pride and has a fabulous mane... I guess I just want the fabulous mane.
If you won the big one on EuroMillions, what would you do?
I would like to donate a great deal to worthy causes, especially in the palliative care arena. I believe that this area of care is generally overlooked and yet is massively important to all those who are affected.
What is your worst habit?
Drilling through forecasts far too much and remembering/relating to previous engagements with customers. And annoying sales people. It just comes naturally to me.
How has 2016 been for you?
Exciting and challenging at the same time due to the pace of change in the industry. We have seen real growth in our Data Custodian offering this year as people look to find secure but cost-effective ways of protecting, optimising and managing their data. Providing an efficient and reliable service with the desired outcome now outweighs the technology that actually sits behind. We have also seen the trust and relationships we have built with our customers really play a key part this year. Organisations are having to consider making changes outside of their usual comfort zone as they look to undertake their own digital business transformation and so we have needed to help customers really embrace these changes rather than fear them.
If you didn't work in the IT channel, what would be your dream career?
Motor racing. I always relish a challenge, especially with horse power involved.
What major issues will the channel face in 2017?
Consolidation and more consolidation. The ongoing need for customers to do even more with less. The cloud has delivered the channel great opportunities but with all opportunities can come risk and the threat of companies thinking they may save costs by cutting out the ‘middle man'.
