CRN Women & Diversity in Channel Awards - Finalist Q&A with Claire Cawthorne Managing Director at Millgate Connect

Claire Cawthorne talks being finalists at this year's CRN Women & Diversity in Channel Awards

Why do you think awards like the Women & Diversity in Channel Awards matter?

I really believe it’s important to give women the chance to be themselves, build confidence, explore opportunities, and achieve, no matter the industry or sector. That’s why I’m so glad to be part of the Women & Diversity in the Channel Awards. It’s one way we can make some noise, start conversations, and push for real change.

Even after 25 years in this industry, there are still times when I’m one of only a few women in the room - wondering if my question sounds silly or if my voice will carry to the back of a packed auditorium. Showing women as successful role models can inspire the next generation and open clear paths for growth based on skills and talent.

What would winning this award mean to your company?

To win this award would have a real impact both internally and externally. We work in a saturated and competitive market, often up against the giants of telecoms and IT and for companies like us with less than 20 employees it can be really hard to be heard. To win would shine a light on Millgate Connect and a perfect reward for the hard work and challenges that we have faced head on, the tasks that would be easier to put off but we embraced, the difficult conversations and the sleepless nights all in the name of trying to transform an organisation poised for growth.

What would you say is your company’s proudest achievement over the past year?

For over 7 years Millgate Connect was known only as the 6th pillar in the solution portfolio of our larger, more established sister company. Over the past three years we have worked really hard to create our own identity and be a company people feel proud to work for. We’ve carved out a strong reputation and set ourselves high professional standards whilst remaining an integral part of the group. Collaboration between the group companies has improved on this journey as direct witnesses to our transformation there is mutual sharing of successes and growth strategies. It’s the people that make Millgate Connect what we are and seeing their commitment, achievements, and personal development are the things that make us most proud.

What have been the biggest challenges of 2025 so far and how have you overcome them? How have your people helped with that?

This year has brought significant financial challenges for both our business and our customers. Economic uncertainty, coupled with changes such as increased NI contributions, has put extra pressure on organisations at the same time as the demand to invest in sustainability and security continues to grow.

Customers are increasingly going to market at renewal, driving down costs further in an extremely competitive market. For Millgate Connect, this has meant scrutinising our operations more closely than ever; identifying where we can optimise processes, minimise errors, and aggressively pursue new areas of business growth. Of course, this has inevitably increased pressure on our workforce as we try at speed to affect that change.

What continues to inspire me, however, is the way our team rises to the challenge. Time and again, they show resilience, commitment, and creativity in finding solutions. I feel incredibly fortunate to lead a group of people who are just as dedicated to delivering excellence as I am. Their determination is the driving force behind how we’ve been able to adapt and push forward.

How do you think the channel has changed over the past year and what changes do you think it still needs to make?

Over the past year, I’ve seen the channel make huge strides in becoming more supportive and collaborative than ever. Perhaps it’s that I now feel more comfortable asking my peers for advice, but I think it’s also a sign that we’re building a more inclusive, open environment where helping each other succeed is the norm, even in a competitive landscape.

This year alone, Millgate Connect has taken part in multiple initiatives exclusively for women in the channel, and these awards are a perfect example of that growing support network.

That said, there’s still more we can do to cement this positive movement. We’ve recently committed to sponsoring a local open-age women’s football team whose values align strongly with ours. The chairman’s vision—to equip these women with the confidence and transferable skills they can use both on and off the field—mirrors what I believe the channel should strive for. With our collective influence, we have a real opportunity to not only prepare but actively encourage the next generation of the workforce.

What do you see as the main opportunities for the channel in the coming year? How do you plan to capitalise on those opportunities?

We’re moving into an era where emotional connection and shared values are becoming as important as product or service quality in driving buying decisions. In the IT and telecoms channel, this means customers are increasingly looking for partners who don’t just deliver technology—they want partners who understand their ethos, support their ambitions, and act responsibly.

Sustainability, along with social and economic responsibility, is featuring higher than ever on the agenda. From reducing carbon footprints in supply chains to investing in inclusive workplaces, the values a business upholds are becoming a key differentiator in the market. For channel partners, this creates huge opportunities to stand out through transparency, ethical practices, and community engagement.

For us at Millgate Connect, local presence and active support of the business community remain a core focus. We believe that being embedded in the communities we serve - not just as a supplier, but as a contributor - strengthens trust and long-term partnerships. Over the coming year, we’ll continue to build on this through initiatives that align with our values, from supporting grassroots organisations to collaborating with customers on sustainability-driven projects.

I expect we’ll see the channel and reseller community talking about these topics far more, shifting the conversation from purely technical capability to shared purpose. Those who can combine technical excellence with genuine value alignment will be the ones who thrive.