Senior vice president, North Region, Avnet Technology Solutions
Career so far
I am a chartered engineer with 25 years-plus in IT distribution.
What was your first job and were you any good at it?
I was an electronics technician working for Thorn EMI Electronics Defence Systems, specialising in the design of Application Specific Integrated Circuits (ASICs) used in MOD radar systems. We had no national disasters at the time, so I guess I did okay.
My colleagues won't know this about me but... I work hard.
What is your favourite snack?
What has been your career high point to date?
In 2007 I was recognised for building strong and motivated teams and given the Avnet Employee Engagement Award for EMEA. The following year, and for the second time, I was awarded the highly prestigious Avnet Chairman's. Recognition is a great motivator and it's something I'm committed to driving throughout our business.
Has 2013 been good, bad or ugly?
When I look back at what we've achieved, including expanding our business through acquisition, restructuring to align with our customers' priorities, launching new services, developing converged solutions and winning new business as a direct result of these initiatives, I certainly think 2013 rates on the good scale.
What do you say when asked at a party what you do for a living?
I say I'm in the business of relationships. That I'm fortunate enough to work for a highly successful global IT company that's been established since 1921 and is at the very centre of a fast-moving and exciting industry.
If I wasn't working in the channel I would probably be... a famous Bollywood actor.
What will be the channel's biggest challenge in 2014?
There are many growth opportunities out there but to maximise these channel resellers will need to re-think how they do business, and quickly. There are high levels of risk when entering new markets and changing business models and resellers will need to think carefully about which profitable areas they are going to focus on and how they'll deploy their existing resources, or indeed find new resources, in order to maximise opportunities. My advice would be come and talk to Avnet.
Warning comes after research claims that more than four in 10 UK firms have suffered a cyberattack over the last year
CRN's Women in Channel Awards has three company-wide categories for vendors, distributors and resellers with a strong diversity agenda. Here's how to get involved...
Larry Walsh of 2112 Group suggests that a smaller group of partners are now taking a greater chunk of the business going through the channel
'It's really important we don't just do big brands', Paul Eccleston tells CRN sister publication Channelnonmics Europe