Director of new technologies and services, Computerlinks
Career so far After studying electronic engineering, I worked for four years as a test engineer at GEC-Marconi Instruments. I then moved to Midwich Thame for eight years and worked in a number of technical and commercial roles. I joined Unipalm as a product manager just after the MBO from Worldcom in 1997. I became a member of the UK board and we were acquired by Computerlinks in 2000. I joined the group operating board a few years later and have responsibility for the global development of our services and training businesses (including our ALVEA Services cloud and managed services portfolio).
What was your first job and were you any good at it? I was a paper boy... I used to get tipped well at Christmas, so I guess I was pretty good.
Who was your top teenage pin-up? Probably Deborah Harry.
My colleagues won't know this about me but... I have a twin (although not identical) brother.
What is your favourite snack? Since I took part in the CRN Fight Night a couple of years ago, my eating habits have improved. These days I eat pretty healthily but do like anything hot and spicy such as tortillas.
What has been your career high point to date? Probably having Mickey Mouse present the award of Check Point's Top Distributor at their partner conference in Paris a few years ago. My daughter was very impressed when I showed her the photos.
Has 2013 been good, bad or ugly? Overall, it's been a decent year. The channel has had to keep evolving and working hard in a tough economy.
What do you say when asked at a party what you do for a living? Many don't understand distribution or the channel, so I just say I work for a company that sells internet security services.
If I wasn't working in the channel I would probably be... a PE teacher as I enjoy all sport and keeping fit.
What will be the channel's biggest challenge in 2014? I think it is getting them to change their business models to effectively sell a more service based/OPEX proposition. Many are used to selling large product-based deals and "Pay as you go" models require a big shift in terms of changing the sales approach, compensation plans and so on.
Channel partners will be rated by customers based on their performance
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