What is your greatest career move to date?
I went to Harvard Business School, did a three-year executive MBA and got a serious brain upgrade.
What is top of your bucket list?
Diving with sharks and reaching base camp at Mount Everest are the next two for 2016/17.
What has changed most since you started working in the channel?
The channel is smaller and much more competitive. Why? Well, while technology has become more complex, the way it is being sold is different. It's rather like a black box. The inputs are simple and clear, the outputs are well defined and measured against SLA. However, the complexity is all in the black box and only the clued-up channel partners are truly capable of understanding it. Furthermore, the customer has got a lot more savvy about technology; the way in which technology consumes IT has changed hugely.
How do you think Brexit is going to affect the channel?
Humans by their nature are tribal. IT breaks down these barriers. In time Brexit will be seen as the political equivalent of the misselling of PPC. It will cause a dip in trade, perhaps for a year, but eventually it will have little effect on the channel.
What is your least favourite task during the working day?
Going home. I love my job.
If you were an animal, what would you be and why?
I would be a dog: ever loyal and unconditionally loving to my customers.
If you won the big one on EuroMillions, what would you do?
Give a lot of it away, invest in a new startup where there is innovation. I'd also get more education - a PhD or something.
What is your worst habit?
Impatience and foot shaking.
How has 2016 been for you?
Some good and some bad. Bad: the forecasts were misaligned and some customers have reacted to Brexit more aggressively than we expected. Good: we invested in changing the culture of the business, which is showing results.
If you didn't work in the IT channel, what would be your dream career?
I would love to work with MIT researchers and mega geeks. I love innovating and using the knowledge that I have to invent and make people's lives better.
What major issues will the channel face in 2017?
Uncertainty created from the stupid politicians that are responsible for the Brexit mess.
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