Company: Fujitsu Siemens Computers (FSC).
Job title: Director, channel and SME sales.
Place of birth: Bristol.
Year of birth: 1966.
Marital status: Married.
Career highlights: I started my IT career at Brother selling printers through regional SME resellers and distribution, which provided an excellent grounding, then moved to Apricot Mitsubishi recruiting resellers, setting up the UK's first pseudo direct transactional business model involving resellers (the Apricot Connection) before launching the retail business with PC World. Then I worked at Digital and Compaq where I managed the distribution business, before leaving to take on the challenge of shaping the newly formed Fujitsu Siemens Computers channel business. The biggest highlight to date has been seeing my beliefs and channel strategies played out in front of me at Fujitsu Siemens and reaping the rewards of both our progress and successes. It's also a compliment when others copy our ideas.
What do you love most about the IT industry? The dynamic fast-moving nature that keeps us all on the edge of our seats and requires me to maximise today while thinking about tomorrow.
Which individual do you most admire or respect in the IT business? Fujitsu Siemens Computers, and I do so from up close. Its a company full of people with a passion to make a difference, with great products, clear direction, and a consistently executed go-to-market channel strategies.
What is the biggest technology trend you anticipate in the next 12 months? Mergers and acquisitions. There will be a lot of consolidation and acquisition activity.
What is the one thing working in the technology industry has taught you? Never step on anyone on the way up. You are sure to see them on the way down
Where do you think the channel will be in five years time? Pretty much where it is today, albeit with a need to be a whole lot more efficient, demonstrating value and controlling costs. The channel will continue to provide its value to customers of all kinds in terms of initial consultancy, technology interpretation, solutions building, implementation services and localised support. And we vendors will continue to work closely with the channel as our extended sales and service force.
Which do you think is the most influential vendor in the UK? It has to be Dell, for the fact that so many other vendors are looking to it for ideas. I don't think Dell is doing anything new, it's just doing it well.
Which do you think is the most influential ISV in the UK? Oracle, because anything that signifies a grown successful business has Oracle all over it.
Which vendor's technology do you think has changed the face of IT? Intel. Not only has it changed the face of IT, but we have looked to it to change the face of IT with some regularity. And when it doesn't, the market slows.
How do you unwind or spend your spare time? Golf at the weekends, drinking with friends, and holidays in the sun (lots of them).
Where is your favourite place to eat? The Crazy Bear in Studhampton.
What is your favourite drink? Good red wine.
What is your favourite TV programme or film? Film: Once upon a Time in America.
Who is your favourite musician, band, artist or genre? Rod Stewart.
What is your favourite book? Any decent biography.
What career would you have pursued if you hadn't worked in the channel? Racing driver.
What has been your greatest business achievement? Helping to shape what FSC has become and is becoming in the UK market.
What is your personal ambition? To become rich and famous.
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