Harvey Smith

clock

Career so far: I worked for a stockbrokers before taking a career break and travelling. I worked for a retailer in Australia running tender processes and then on my return to the UK I worked for Lucent Technologies before making the move to Hitachi.

If you could be anyone else for a week, who would you be and what would you do? It would have to be Brad Pitt. I think the reasons are obvious.

Cloud - friend or foe? Friend. It is many different things to many different people. The result of that is debate and discussion. Once we start to break through the FUD it will undoubtedly create business opportunities.

Has 2011 been as bad as everyone said it would be? We have had a good year so far; there is business out there to be won. However, you must be able to demonstrate the business case and the return. Customers are demanding you commit to that return and this is something I am pleased to say Hitachi is happy to do. As a result, we have seen our business as a whole develop and in particular, our channel business grow.

What would you have as your last meal? I love my food and wine so this is a very difficult question. If I was forced to name one meal, it would have to be a really good roast beef with all the trimmings and a good bottle of wine.

Who would you like to be stuck in a lift with? I could name a few of our target reseller heads I would like to be stuck in a lift with.

Have any of your predictions come true this year? I believed that VARs in order to survive would have to show significant value and be able to differentiate themselves. This year we have seen a number of VARs disappearing who couldn't truly demonstrate what they could offer. I can only see this trend continuing; it's survival of the fittest with those that don't make it either being subsumed or going under.

What do you see as the channel's biggest challenge in 2012? A downturn in the market brings pressure from customers, vendors and VARs. As times get tough, the danger is that vendors want more control and as a result VARs come under pressure. This is something that must be avoided as trust that is hard won can so very easily be lost.

What is the best part of your day? A cliché I know, but getting home to my wife and daughter after hopefully having managed to move some actions forward at work or resolved some issues. The sense of momentum is very important to me and it's the only way to make real progress. Challenge yourself, your team and your peers - how can we continue to improve?

You may also like

Research

Top five all see sales go south in Q4 as hyperscale and flash players prosper

clock 06 March 2017 • 2 min read

Partnership

Ten global vendors join forces to protect customer standards in IT infrastructure

clock 03 November 2016 • 1 min read

Sign up to our newsletter

The best news, stories, features and photos from the day in one perfectly formed email.

More on Vendor

Barracuda CRO Chris Ross waves goodbye after nine years

Barracuda CRO Chris Ross waves goodbye after nine years

Ross shares with CRN his heartfelt farewell to the vendor and teases his next move

Kelsey Rees
clock 12 April 2024 • 2 min read
Juniper Networks CEO: HPE-Juniper combo will clear 'cluttered' AI networking space

Juniper Networks CEO: HPE-Juniper combo will clear 'cluttered' AI networking space

"My view is that AI is going to be as big, if not even bigger than all of the previous trends combined," CEO Rami Rahmi tells CRN in an exclusive interview

Gina Narcisi
clock 12 April 2024 • 14 min read
Zscaler to acquire network segmentation start-up Airgap

Zscaler to acquire network segmentation start-up Airgap

The start-up has focused on providing a “zero trust” approach to enabling secure network access and providing segmentation to stop lateral movement by hackers

Kyle Alspach
clock 12 April 2024 • 1 min read

Highlights

Staff & Salaries 2022

Staff & Salaries 2022

A snapshot of pay and headcount trends in the UK channel

Doug Woodburn
clock 09 March 2022 • 1 min read
Midwich CEO on Nimans acquisition, 2021 results and return to pre-pandemic levels

Midwich CEO on Nimans acquisition, 2021 results and return to pre-pandemic levels

Stephen Fenby talks to CRN after Midwich’s 2021 results in which profitability exceeded pre-pandemic levels

Josh Budd
clock 08 March 2022 • 3 min read
4 more vendors suspend sales in Russia following Ukraine invasion

4 more vendors suspend sales in Russia following Ukraine invasion

IBM and Microsoft are among a number of vendors which have also announced that they will halt sales in Russia following the invasion of Ukraine.

clock 08 March 2022 • 3 min read