Managing director, DMSL/Cloud Telephones
What is your greatest career move to date?
Starting this business to focus on broadband and voice services. What is top of your bucket list? Seeing Spurs win the Premier League - and the Champions League the following season, of course. (I'm planning to live to a ripe old age, but we are getting closer).
What has changed most since you started working in the channel?
Everything and nothing; the technology has finally made it possible for services and recurring and subscription income to dominate; resellers still worry about margins and vendors selling direct.
How do you think Brexit is going to affect the channel?
It will make selling hardware and software even more unprofitable and accelerate the move towards recurring revenue models.
What is your least favourite task during the working day?
Opening the sales report at the close of play.
If you were an animal, what would you be?
A lion. To survive, you must be brave, strong and patient, quick to recognise and to take opportunities, and be prepared to work as part of a team. And when you are hungry, that's when you are most dangerous.
If you won the big one on EuroMillions, what would you do?
Invest it in DMSL and Cloud Telephones. I might use what's left to try and tick off that item on the bucket list.
What is your worst habit?
Never giving up (or is that my best habit?).
How has 2016 been for you?
Fantastic. We have seen phenomenal growth in ultra-fast broadband and we've crossed the Rubicon with hosted and cloud-based voice. The outlook for 2017 is very positive indeed. If you didn't work in the IT channel, what would be your dream career? A pro golfer. I just love being out there and after what I do now, it's what I'm best at.
What major issues will the channel face in 2017?
Shrinking margins on hardware and software and radical shifts in vendor strategies will force them to accelerate the move to services and subscription-based models much faster. We're ready for that though.
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