Career so far I spent 23 years at Computacenter Distribution, and for the past two years I’ve been at Ingram Micro (the world’s largest IT wholesaler).
Cloud – friend or foe? It should be the channel’s friend as it will allow resellers to leverage their position as the end user’s trusted advisor to recommend best-of-breed solutions. If resellers fail to follow the advice of bodies such as the Channel Transformation Alliance and change their business model, it could be game over.
Has 2011 been as bad as everyone said it would be? Personally, 2011 has been a very good year. We are living in tough times but I have always found this is when the cream rises to the top.
What would you have as your last meal? Beans on toast.
Who would you like to be stuck in a lift with? I always take the stairs. I need the exercise.
Have any of your predictions come true this year? Yes – Saracens beat Leicester to the Premiership title.
What do you see as the channel’s biggest challenge in 2012? Differentiation around true services rather than price. As a community we offer exceptional levels of service to our end users but often fail to make them understand that we can only create value if we get rewarded for it.
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