General manager - security practice, Westcon
What is your greatest career move to date?
Taking Westcon UK Security from a $40m-a-year practice into a $200m practice - profitably.
What is top of your bucket list?
Write a song with Taylor Swift.
What has changed most since you started working in the channel?
The portfolio changes but relationships remain the mainstay of the success of the channel. Why? The end user is far more informed than ever before and so their demands are more comprehensive and more intricate than ever before, often encompassing a wide variety of technologies.
How do you think Brexit is going to affect the channel?
I'm not sure it will. Market forces will always win out.
What is your least favourite task during the working day?
Conference calls - it's hard to justify how much time they take up.
If you were an animal, what would you be?
I'd be a bird of prey: the views must be amazing.
If you won the big one on EuroMillions, what would you do?
Buy/build my own recording studio, buy a house on a marina and a new boat.
What is your worst habit?
Ignoring details - it's easy to say why it cannot be done but harder to say what needs to be done.
How has 2016 been for you?
Excellent. We've continued our significant growth curve for the sixth year running and I had a stunning family holiday to boot.
If you didn't work in the IT channel, what would be your dream career?
I would have been the Bernie Taupin to Mariah Carey or Taylor Swift.
What major issues will the channel face in 2017?
Justifying ‘value' means taking the time to understand properly the customer requirements and helping guide them on the journey using knowledge and expertise.
Shift to services pays dividends as recurring revenue contributes 70 per cent of sales
Vendor says the new division will help partners looking to shift to recurring revenue models
Firm claims investment will help it boost its multi-cloud capabilities