Hard work is its own reward
Adam Jarvis says working for a ruthless manager early on placed him in good stead
What was your first job, and how did you get into IT?
My first proper job was stacking shelves at Tesco as a student. The company had just introduced a new customer service policy, which proved key to becoming the UK's largest supermarket chain. I learnt the basics in good customer service, which have stayed with me ever since. My first job in IT came after I graduated, when I became an internal sales operative for a Unix applications reseller. I worked under one of the most ruthless sales managers I have met, but it taught me the ropes and set me in good stead.
What sport should be in the Olympics but isn't?
Darts. We would inevitably win gold with ‘The Power'. Also, it would have been great to see Jockey Wilson on his eighth pint, throwing for Olympic gold.
What could prompt you to give it all up and join the revolution?
I love music and play the drums. If I were good enough, I would join a rock band, tour the world and most definitely join the revolution!
What is your favourite joke or the one you heard most recently?
Wayne Rooney comes home. He is flustered and angry. Wayne says: "Apparently John Terry has slept with every England player's wife but one!" Colleen replies: "I bet it's that Posh Spice - the stuck-up cow."
What was the best holiday you ever went on?
I once spent two weeks in Barbados. The West Indies cricket team was staying at the same hotel, playing a test series against Sri Lanka. In rooms either side of mine were Shivnarine ‘Shiv' Chanderpaul and Ian Bishop. Being a big cricket fan, I chatted to them every day, and was asked to join them a couple of times in their net sessions. The wife got to lie by the pool, I got to play cricket with the West Indies - the perfect holiday.
Will virtualisation become as profitable for the channel as pundits predict?
Because of the initial outlay, issues with resilience and quality, and a lack of education surrounding the communications aspect of the technology, we will only see gradual uptake over the next few years. I believe communications will continue to be largely provided on premise.
Do you use social media?
I use social media a tiny amount - certainly not as much as I'd like. However, as a business, we're using it to publish information, news, and technical tips.
Will the economic recovery continue?
I believe that, overall, UK economic growth will remain flat for the foreseeable future. However, there are notable opportunities, particularly as large organisations increasingly look to IT to deliver efficiency and cost savings. I expect the IT sector to grow faster than the UK economy as a whole in coming years.
What does the channel most need to learn this year?
Unquestionably, the channel needs to listen and respond positively to client needs, as budgets continue to shrink. This means no longer simply selling products that satisfy customers' short-term needs. We must focus on services-led propositions that can deliver long-term benefits to clients through genuine partnerships.
Do vendors do enough to help their channel?
The larger vendors are focused on selling equipment, while the smaller providers prioritise services. So, while the larger vendors are very good at helping resellers sell large volumes of their products, they offer little support to those keen to offer a more lucrative and sustainable high-value service wrap. It would be better if vendors helped their partners provide their own services as well as high volumes of vendor products.
Adam Jarvis is sales director at Intrinsic Technology