Cruiser control

What was your first job, and how did you get into IT?
At Dolby Laboratories, working with video, film and computer gaming software on the inclusion of surround sound. While working with Lara Croft, as it were, was very glamorous, I got a bigger kick out of the technology (sad, I know) and thus moved into business software and IT.

Planes, trains or automobiles?
None of the above. If you want to travel in style, it should always be by boat.

What is your favourite joke or the one you heard most recently?
What do you call a cat that has eaten a duck? A duck-filled-fatty-puss. Never fails to amuse me.

If you were competing in the X-Factor, which song would you choose to win over the judges?
500 Miles by The Proclaimers, and I would combine that with a bit of highland dancing. It worked a treat in winning over my girlfriend.

Do you or have you read Channelweb.co.uk on your mobile phone or other handheld device?
No, I get very frustrated when technology doesn't respond quickly and the constant searching for a signal drives me to distraction. I only use my mobile on the train; at other times I am a laptop fan.

If someone shrank you to the size of a pencil and put you in a blender, how would you get out?
After giving this several hours of serious engineering consideration, I would start making peace with my maker.

What is the most important trend to follow in 2014?
I think the most important trends are around social media and consumer engagement. We are all proud of our Facebook pages, but the next generation is already moving away from the site. We've had newspapers and magazines for centuries, but I suspect this sort of longevity will become rare.

Your closest near-death experience?
While crossing the Pacific Ocean on a yacht with far too much sail up, we got caught by a storm. There was nothing we could do, other than hold on and pray, and there were a few times when I thought it wasn't going to end well.

What are the characteristics of the perfect channel partner?
One that engages with the business and isn't afraid of the truth, good or bad. Channel business is all about partnership. We are all on the same team, working to the same goal.

Is charisma or brains more important for a great leader?
Ideally, an equal measure of both. But if I had to pick one, it would be brains. I have met numerous charismatic leaders, but if there is no substance, it soon starts to unravel.

What are you reading?
Disrupt by Luke Williams. I am not likely to invent a new wheel, but if I can find ways of being innovative in our go-to-market strategy, we will be far more likely to stand out and succeed in our crowded space.

What is more important: anger or passion?
Passion, definitely. You can get a lot out of passionate people, and they tend to be able to control it better. Don't turn to the dark side, Luke.

Golf is a good walk wasted. Discuss!
I hadn't played golf until my old boss handed me his clubs, two days before an annual partner golf competition. "Go do us proud, son," he said. Having lost three balls on the first hole and dug a hole you could plant a tree in, I would completely agree, it was indeed a good walk wasted!

Richard Abraham is channel development manager at Intuitive Business Intelligence

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