Grand old Duke

Gary Duke, director of LAN 2 LAN, talks to CRN about his life of privilege, combining a passion for selling and technology and the excitement of Southampton Football club

CRN: Describe your job.

I am sales director and co-owner of LAN 2 LAN. I get to indulge my two passions: technology and selling.

What was your first job?

Accounts assistant for BBC Radio.

How much did it pay, and was that fair?

It paid £5,100 a year. As it financed my first car and socialising in London, I’d say it was more than fair.

Why did you leave?

Promotional blockages. I was ambitious but there were people in my way who would have been there a long time and had no intention of moving.

What would you have done if you hadn’t gone into IT?

I wanted to be a design technology teacher, which in a way is what I am doing now.

What is the secret of a successful career?

Listen to your customers, and never forget that it’s the customer that ultimately pays your mortgage.

What do you inspire most in colleagues: trust, fear, respect or jealousy?

I think trust and respect. Most of my team have been with me since the early days so I guess I am doing something right.

Which IT multinational would you like to run?

None. Large companies are full of politics and people who are too intent on looking after themselves. Give me a small, dynamic and innovative company every time.

What was the most exciting holiday you ever went on?

On our first visit to Bangkok, my wife (who was then my girlfriend) and I strayed off the main drag and found ourselves in a compromising situation with some nightclub bouncers. Fortunately, the two FBI guys we met at the airport turned out to be real FBI and bailed us out.

What is the best deal you have ever done?

One email and two phone calls over two days with a client wanting a solution that we had deployed elsewhere. It made the company over £150k margin.

Who has been the best James Bond? Who should be the next one?

Definitely Sean Connery. I would make a great Bond.

Do you prefer cricket, football or rugby?

Football. Being a Southampton fan certainly provides more than enough excitement.

What factors do you think gave you the success you have had?

Hard work, customer focus, innovative selling, always being honest and setting customer expectations correctly.

Why is there an IT skills shortage?

There is only a shortage of people that can really do the job. There are a lot of people in IT that talk the talk, but only a few can really deliver.

Which is the better drink: vodka Red Bull or a pint of real ale?

Neither. A Kronenbourg always hits the spot and you never get into a conversation about a bad pint.

What is your favourite CD?

At the moment it would have to be Kasabian, although I am known as ‘Eighties Man’ at the office.

Is there a future for the network reseller channel?

Most definitely as there will always be a need for professional services. However, resellers need to constantly adapt and embrace new technologies and markets, those who move too slowly will die out.

Which technological development will affect your business most in the next few years?

The advent of the new GRPS and 3G networks opens up mobile computing to a new level – at last a mobile network on which to deliver innovative applications to gain real business benefit. LAN 2 LAN has invested heavily in this area and we have seen significant growth in our Mobile Data Services business, that will soon outstrip many of our more traditional business areas.

Which technology will be most profitable for resellers over the next two years: CRM, Asymmetric Digital Subscriber Line, Linux or application hosting?

Mobile CRM is a massive area and as you would expect, this is an area in which we have a number of unique and compelling mobile offerings. There is less competition in this space right now, which means more retained margin.

How do you relax, and do you find it easy to switch off out of work?

My BlackBerry goes off as soon as I walk in the door in the evening. I’m into Yoga, kayaking and mountain biking. I turned 40 in January and feel compelled to balance my social interests with some healthy pursuits.

What’s a better status symbol: a car or a boat?

Depends on the type of car or boat, but I guess a boat as it’s less of a necessity, unless you live on the coast, like me.