Graham Fox

Managing director, VCW Security

Career so far I worked in reseller land for several years before moving into distribution in 2002, setting up FE Network Technologies (Fresh Egg). In 2007 we merged with VCW and that's where you'll find me today.

If you could be anyone else for a week, who would you be? Ron Burgundy, because he's a "Big Deal", has many leather bound books and his apartment smells of rich mahogany.

What will next year's most overhyped industry buzzword be? TBC. But there are so many, aren't there?

Has 2012 been a good, bad or ugly year? All of the above. I actually have The Good, the Bad, and the Ugly as my ring tone so I've covered most bases there too. Joking aside, it's been a great year. Our more established vendors like Cyberoam and SMSpasscode have grown in strength, and their presence in the UK continues to develop. Our new vendors like Alienvault, ASG and GTB Technologies are already making waves in their chosen verticals and I'm already looking forward to 2013.

What would you have as your last meal? Sushi. Washed down with an ice cold bottle (or two) of Chablis.

What keeps you awake at night? Very little. I sleep like a baby.

What piece of technology could you not be without? Like most people these days I guess, my smartphone.

Have any of your predictions come true this year? Yes and no, but I'm still to win the EuroMillions.

What is the best partner/customer trip you have ever been on? What goes on tour stays on tour! What I will say though is that Budapest is a great city.

What do you see as the channel's biggest challenge in 2013? Education. All that glitters is not gold. There are a lot of resellers who are "brand washed" but continue having to win deals (against numerous competitors) on margin and little else. Brand is not as important as we think. There are alternatives out there but only for those who are daring enough to be innovators and actually see "value add" as being more important that the label on the box.