A LIST 2020
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@AgilitasIT A-LIST 2020
Welcome to the CRN A-List 2020 CONTENTS History could have been very different if partner conference destination, what they the channel elite featured in this year’s CRN wanted to be when they were growing up, A 4 A-List had had their way. and the TV shows they’ve binged watched B 6 Conspiracy theories relating to the this year. assassination of JFK and the first moon We also asked them to name the biggest C 16 landing would not exist, the attendance challenge facing the channel, as we prepare to D 22 at England’s World Cup victory in 1966 enter a year that will no doubt be swamped in E 25 would have been slightly higher, and seven political unrest. F 25 people would be able to answer the ultimate Now entering its third decade, the CRN questions: where did we come from? A-List gives the channel’s biggest names the G 27 There would also be a lot of politicians, and opportunity to show their playful side and, as H 32 a few Love Islanders, with sore faces… always, everyone has answered our (slightly J 44 It is the purpose of the CRN A-List to strange) questions in good humour. K 47 unearth this valuable information, and once We hope you enjoy reading their L 50 again we’ve teased it out of the channel’s thoughtful, and finest with 12 questions. often amusing, M 55 Perhaps unsurprisingly given the responses. A big N 65 channel’s competitive nature, many of you thank-you – and O 66 grew up dreaming of being a professional congratulations P 69 sportsperson. But there were also 13 aspiring – to everyone astronauts, five vets, two ballerinas and one featured in this R 72 wannabe Charlie’s Angel. year’s edition. S 79 But did you know that ANS chief executive Tom Wright, T 89 Paul Shannon dreamed of being a music managing editor W 93 journalist? Or that SoftwareONE sales director Richard Best wanted to be a Jedi Knight? Y 97 This year’s CRN A-List sees 145 leading Company index 99 channel execs quizzed on their favourite
Incisive Media, New London House, 172 Drury Lane, London WC2B 5QR Tel: (020) 7484 9700 Editor Doug Woodburn (020) 7484 9817 Managing editor Tom Wright 9797 Reporter Marian McHugh 9883 Channel Partner Insight Editor Josh Budd 9854 Multimedia editor Nima Green 9781 Production editor Amy Micklewright Production executive Hyrie Mehmet 9779 Commercial director Advertising sales Head of channel Matt Dalton 9896 Head of global sales Nina Patel 9943 Global account director Jessica Feldman 9839 Account manager Jessica Richards 9923 Incisive Media London Managing director, Technology division Alan Loader Managing director, Incisive Media Jonathon Whiteley Circulation, back issues & licensing Address changes, circulation, subscriptions and back issues 0845 1551846, email [email protected]. To subscribe to CRN visit: www.wdis.co.uk/crn. CRN is available for international licensing. Contact [email protected]. CRN is published monthly by Incisive Media, New London House, 172 Drury Lane, London WC2B 5QR. © 2019 Incisive Media Ltd Printed by Stephens & George Print Group. ISSN 1744-3156. Printed on paper from sustainable sources in Scandinavia. For custom editorial reprints contact Wrights Reprints at +1 877 652 5295 (international toll-free) Email: [email protected] CRN is distributed free to individuals who meet the publisher’s terms. Paid subscriptions UK £120, Europe $150, Rest of World £280 All images and icons are from www.istockphoto.com, unless stated
ChannelWeb.co.uk 1 Connecting Technology To Customers
AWARDS 2019 WINNER Distributor of the year
cmsdistribution.com @CMSDistribution CMS Distribution A-LIST 2020
Partnerships are key
For the second year in a row, Agilitas is proud to be supporting the CRN A-List, an annual guide that celebrate the most recognisable and influential figures in the UK channel. Being selected as one of the industry influencers included on the list is a truly great honour for me, and both Agilitas and I are excited to be a part of the CRN A-List 2020. For this reason, we are also delighted to be hosting, in partnership with CRN, this year’s A-List dinner at the Gherkin on 4 December. A select group from the A-List will receive a VIP invite to attend and discuss how they are transforming their own businesses in order to remain relevant to a changing market. In these turbulent times, when almost every sector has been impacted by the changing political and economic climate, it’s harder than ever to predict what the future holds for the IT channel. During this uncertainty, wouldn’t it be beneficial to have a barometer for change to measure attitudes and provide forecasts for the market? As part of our own business transformation, and a pivotal part of our ‘CONNECT – Voice of the Channel’ campaign, Agilitas has launched its inaugural Channel Confidence Index, a barometer for change, measuring the general feeling of optimism and confidence in the channel. The index is intended to give channel businesses a strong indication for the future direction of the channel. This report and the insights within it offer a This collaboration is critical; alongside change, disruption way to measure and monitor change in our industry, providing and the need for agility, there is one other overarching theme customer-driven predictions for the future direction of the that is critical to all those operating in the global IT channel: channel market. partnerships. This is evident even from the way channel Surprisingly, despite the constant disruption in today’s companies refer to themselves and each other – ‘channel channel market and having been presented with an increased partners’. Working well together is essential, and is a particular number of complex scenarios, it seems that channel businesses strength of our industry. embrace change, and even thrive on it. In the era of constant change and unpredictability, it is vital that channel companies continue to collaborate and find ways Collaboration critical to work together. TheCRN A-List is a great opportunity to keep In order to keep up with the demands of our channel partners, doing this, motivating business leaders to discuss the key topics here at Agilitas we are giving our people and subject matter affecting our industry. We are delighted to congratulate all those experts more autonomy to make decisions by removing the channel leaders who made this year’s CRN A-List. This is a need for all decisions to be made centrally. This has accelerated well-deserved recognition of the most influential leaders in our transformation in our business, making us more agile to adapt, industry, which we are thrilled to be involved with. and has encouraged a more collaborative environment. Shaun Lynn, CEO of Agilitas
ChannelWeb.co.uk 3 A-LIST 2020
A If you could witness one past What has been your personal event, what would it be? The first highlight of 2019? Seeing the team moon landing. embrace cross-selling and making How do you explain the channel telco and AV part of our managed to people? The channel offers service offering. customers real value by taking best-of- Which famous person deserves a breed technologies, software and service, (gentle) slap? Donald Trump. He is a putting them together and delivering bully and is undoing all of the good that them as true solutions and delivering his predecessor did. huge value. To suppliers they offer the What two things (apart from ability to reach markets at scale far family) would you grab if your quicker and more efficiently then with a house was on fire? That’s easy – direct salesforce alone. my two road bikes. Without them, life What have been your favourite wouldn’t be worth living! and least favourite partner Which of your 2019 predictions conference destinations? Miami have come to pass? Predictions are Beach – perfect; Disneyland Paris in for gamblers and pundits, who invariably MARK ARMSTRONG November – dismal. call them wrong. I prefer a growth Vice president sales, HPE What is the biggest challenge mindset and play the cards that are in What was your dream career as facing the channel in 2020? front of me. a child? A spy. I still have my Warlord Keeping up with the pace of change What TV show have you binge “Sir Peter Flint” spy case – spy glasses from both vendors and customer, watched this year? It’s a toss up included, if MI6 are recruiting. and having to be more and more between Stranger Things, Altered Carbon What has been your personal discretionary about which investments and The Punisher. Netflix rocks! highlight of 2019? Competing my 50 to take to stay at the forefront. How has 2019 been from a half marathons before 50 challenge. business perspective? It has Which famous person deserves a been an interesting year where we put (gentle) slap? Jeremy Corbyn – why MARK ASH in place the foundations to grow our not? He is intent on destroying business Chief sales & marketing officer, business rapidly. This always takes time in this country. Altodigital and progress isn’t as visible/satisfying What two things (apart from What was your dream career as a as ‘above ground work’; however, it’s a family) would you grab if your child? Either to be a rock star or play for necessary part of the journey. house was on fire? My external hard Man Utd. Sadly, I’m tone deaf and have What annoys you most about drive with all family photos from the last two left feet – not that that would be a your commute? Don’t get me started 20 years on it, and my running medals. problem this season! – read Sara Yirrell’s book! This one is Which of your 2019 predictions have come to pass? I predicted that Brexit would be delayed. What TV show have you binge watched this year? Peaky Blinders. How has 2019 been from a business perspective? It’s been a great year. We’ve moved our business towards hybrid-private and managed Datacentre-as-a-Service and it’s really resonating with customers. Meanwhile, our Aruba team continue to deliver real innovation for its customers, allowing data to be captured and used in ways never previously possible at the Edge. What annoys you most about your commute? Coughers and splutterers.
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easy – when my rail provider replaces my personalities in today’s politics, Paul have time to see much of the locations train with one with no tables, seat back Hollywood: to wipe off his superior apart from an airport, conference trays, power or café car, thus rendering smirk, for ditching Mary Berry and room or hotel. But the Lenovo Partner working nigh-on impossible. taking the money from C4. How can he conference in Southern Ireland, Kilkenny, If you could witness one past take baking bread and cakes so seriously? this year was pretty stunning with event, what would it be? England What two things (apart from exceptional service, fantastic partners, winning the World Cup. It’s an event that family) would you grab if your plenty of Guinness and super-cars is ingrained on the psyche of our nation house was on fire? My dog, Eddie. thrown in. and thus far a once in a lifetime event! He’s such a character and I love my time What is the biggest challenge How do you explain the channel walking him, it’s my time to pause and facing the channel in 2020? to people? It’s where distribution reflect. And a pair of gold earrings which Reselling products is no longer enough sells to and end users buy from, when have been handed down four generations to create real customer value and manufacturers do not sell direct. in our family – so many memories and so successful business outcomes. The role What have been your favourite much history attached to them. of the channel needs to constantly evolve and least favourite partner What TV show have you binge to reflect the demand for true systems conference destinations? Monaco watched this year? Friends, as my integration. This means that the channel is always a great partner conference and daughters have both got into it and I’m needs to further extend its portfolio somewhere that has a sense of occasion, loving some ‘90s nostalgia. of standard off-the-shelf products and whereas any of the print shows in How has 2019 been from a move towards a more bespoke strategy Germany/Netherlands outside of the big business perspective? We’re to deliver to customers’ requirements. cities are typically hard to deliver a good breaking records every quarter in All of that needs to be supported by partner conference. the Lenovo channel business. We’re investments in upskilling of employees to What is the biggest challenge challenging the norm, listening to our support the change. facing the channel in 2020? Brexit. customers, executing on our promises and ultimately seeing the results in our exceptional double-digit growth. What annoys you most about your commute? I really enjoy listening to Chris Evans on Virgin Radio, but it’s really annoying at points in my journey when the signal drops and inevitably just at a crucial part! If you could witness one past event, what would it be? 20 July 1969 when the first man landed on the moon. The moment wasn’t just about Armstrong, but the team who got him JON ATHERTON JANE ASHWORTH there and the support and commitment Group director, CI-Distribution SMB & channel director UK&I, of the US government, determined to What was your dream career as a Lenovo explore the bounds of the earth. child? To be like my engineering father What was your dream career as a How do you explain the channel and brothers, all highly skilled toolmakers child? I always wanted to be a teacher to people? Look at partners as a who could repair and fix anything. For and follow in my Mum’s footsteps. community of consultants working with me though, my career took a different What has been your personal companies in the UK to understand their path: the ZX Spectrum and Commodore highlight of 2019? Bringing together IT needs and deliver solutions to drive 64 were released and I became the first- the extended UK channel team to work efficiency and results. generation geek! collaboratively to formulate our 2019 What have been your favourite What has been your personal ambition and strategy. Seeing the team and least favourite partner highlight of 2019? Seeing my working together and sharing their voice conference destinations? I’m lucky daughter leave a state secondary school really inspired me as a leader. enough to visit some fantastic locations, with 7 A, A*s: a very proud father. Why Which famous person deserves a and I can’t name one that was worse than do parents send their children to private (gentle) slap? Avoiding the numerous the rest. My only complaint is that I never school, I ask?
ChannelWeb.co.uk 5 A-LIST 2020
Which famous person deserves about individual over the past 2,000 B a (gentle) slap? Sadly far too many years, Jesus Christ. Did he actually turn to list – could I have a varied strength of water into wine? Now that I have to see… slap? From Trump, Boris, Weinstein to How do you explain the channel all the contestants of Love Island and the to people? A diverse ‘tech-ology’ with millions of viewers! All the politicians on many verticals, comprising of vendor- Question Time over the last 36 months distributor-reseller… if they are still who simply have lost touch with society. interested at this stage I have done well. What two things (apart from What have been your favourite family) would you grab if your and least favourite partner house was on fire? Obviously I conference destinations? This would already be dressed, as this could is a difficult one. The events over the be an awful sight. My phone would be years set a daily agenda so you do not with me. So that leaves me choosing a get much chance to enjoy the city/ picture of my late mother and my large area where the event is taking place. selection of handkerchiefs! Priceless. The evenings the same – that said, I Which of your 2019 predictions never get bored of visiting CES in Las have come to pass? That we Vegas. The overall quality of the hotels, would become Europe’s largest restaurants and entertainment is always client distributor for rugged devices, first class. I do enjoy now visiting new Panasonic No1 and now Getac No1. I’m places, with Austin, Texas a personal proud of the team. highlight this year. I am currently What TV show have you binge organising our fourth Rugged World DANIEL BAILEY watched this year? I cannot choose event for 2020 with a focus on the Co-founder, Altinet just one! I have started to watch unusual/different, ranging from a cruise What was your dream career Stranger Things, which my daughter liner in Gibraltar, to holding the event at as a child? A footballer – I peaked at told me to ‘get into’ and the marvellous a vineyard in Perpignan. Exciting times. under 9s, scoring 15 goals in one game! Peaky Blinders is back on the screen What is the biggest challenge Unfortunately my memory is different to after a lengthy time away. It’s close to my facing the channel in 2020? I some of my team mates, who attribute heart being a Black Country lad. Don’t may be a little controversial but it many of the 15 to goal-hanging before we mess (or words to that effect) with the is not Brexit. We currently do have played offside. Peaky Blinders! decent business outside the UK What has been your personal How has 2019 been from a specifically around Rugged devices into highlight of 2019? I’ve made it home business perspective? Magic! Scandinavia. We have plans/options in for more than 95% of all bath and bed Better than expected, very strong H1 place, whichever way Boris takes us. Our times for my daughter who was born last with some downturn in H2 due to this current challenge is finding the skillset September. It gives me a huge sense of thing called ‘Brexit’. Our Rugged sales required to fill positions – the area we pride finding a great work-life balance. were very strong, while components are in is so competitive and difficult. To Which famous person deserves was steady. combat this, the business has invested a (gentle) slap? Piers Morgan – even What annoys you most about time and a large amount of money in when you unfollow him from Twitter your commute? That HQ is in our new ‘Management Empowerment’ he still manages to be in your face in the Basingstoke and the traffic is just program, where team leaders to media, sucking up to anyone famous. horrendous. Why are councils building directors are receiving first-class What two things (apart from thousands of homes without thinking management training and a overhaul family) would you grab if your about the infrastructure, pressure on of our accreditation training to our house was on fire? My AirPods and schools, hospitals and so on? Thankfully, sales and technical teams to empower iPad – I’d alternate between Football I live in the Midlands, which is a far them with the skillsets we as a business Manager and Netflix to take my mind off more civilised place to live and drive – need. Finally, our graduate program not having a house anymore. and somewhat cheaper! has been a huge success over the years, Which of your 2019 predictions If you could witness one past and each year we welcome back the have come to pass? We made a event, what would it be? It would graduates who have left university as big bet that Office365 adoption would have to be the birth of the most talked new employees. continue apace (not a tough prediction,
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I know) and, more importantly, that percent or partners, like Altinet, who Which famous person deserves organisations would have a growing skills are like mechanics that take a standard a (gentle) slap? Not a person but the gap in securing email, data and users car, tune it and maintain it so it always whole of the UK Government (inept in Office 365. Altinet has had another performs to the best of its ability. doesn’t come close). hugely successful year helping customers What have been your favourite What two things (apart from with Office365 migrations, security and and least favourite partner family) would you grab if your data protection as a result. conference destinations? My least house was on fire? My iPad and What TV show have you binge favourite was on the outskirts of London; MP3 player (where would I be without watched this year? I normally the best was Dubai, which we did with searching the internet and music, which watch one series with my wife and one Barracuda a couple of years ago at the is the food of life). by myself. With my wife it’s been Top Jumeirah Beach Hotel. Which of your 2019 predictions Boy and by myself it’s been Hard Knocks, What is the biggest challenge have come to pass? That Pinacl which follows a different NFL team’s pre- facing the channel in 2020? It would be acquired. season every year as they cut their squad depends who you are. The big guys who What TV show have you binge from 90+ to 53. don’t add much value at all will need to watched this year? Stranger Things. How has 2019 been from a figure out a way to do that. The smaller How has 2019 been from a business perspective? 2019 for guys who offer the value but don’t figure business perspective? Great but Altinet has been the most successful year out a way to survive when cashflow challenging – but if it was easy, what is yet. We’re honing in on Office365 and becomes tighter in a world of monthly the point? public cloud security and data protection, payments need to address that. The What annoys you most about building a sales and technical team that public cloud will be the centre of the IT your commute? Nothing: 10 minutes is hugely knowledgeable in this area, as universe sooner than we expect. through the beautiful countryside of the skills gap for security in particular North Wales. is widening all the time. Our sales team If you could witness one past has almost doubled this year and it’s ROB BARDWELL event, what would it be? The incredible to see the potential realised Group executive chairman, Pinacl discovery of electricity. that we’ve built and continue to build for. What was your dream career as How do you explain the channel What annoys you most about a child? A motorcycle roadracer – I to people? A harmonious collection of your commute? I get the train from competed in the Manx Grand Prix for 10 interdependent companies selling to end Manchester to Leeds every day. If I years, but that’s as far as I got. users, where everyone knows their place manage to get a seat and find myself next What has been your personal (with tongue very firmly in cheek). to someone coughing or sneezing then highlight of 2019? Leading the What have been your favourite I’ll end up standing for the journey and negotiations that led to being acquired and least favourite partner reaching frantically for the anti-bacterial by a forward-looking venture capitalist conference destinations? Phoenix hand gel. group, keeping everyone in place and Arizona and Nice are the favourites; I’ve If you could witness one past giving everyone an even brighter future. not had any that qualify as least favourite. event, what would it be? I’m going to answer with sports history – I would love to have seen Muhammed Ali fight Joe Frazier at Madison Square Garden. Some of the most important social and political issues of the time were wrapped up in a sporting event that turned out to be the start of a classic rivalry. How do you explain the channel to people? I always explain that a lot of the time the channel works a lot like PC World, with a lot of businesses advertising products that they sell without doing anything to apart from taking a payment and calling you a customer. Then I talk about the top few
ChannelWeb.co.uk 7 A-LIST 2020
What is the biggest challenge What TV show have you binge facing the channel in 2020? watched this year? Designated Understanding that each company has its Survivor and Lethal Weapon. part to play based on the value it brings How has 2019 been from a and that there are no shortcuts in the business perspective? Excellent, long term. despite our politicians’ best efforts to trash UK business confidence. What annoys you most about your commute? The fact I should cycle it and most of the time I take the car instead. If you could witness one past event, what would it be? Dunkirk, to see how to turn a disaster into a victory! How do you explain the channel to people? I compare it to the car industry! Then waffle on until they lose interest… What have been your favourite and least favourite partner conference destinations? My best business perspective? Brilliant – is Monaco; my worst is Coventry (sorry, we’ve achieved so much in the last three Coventry). years to see our plan come to fruition; What is the biggest challenge well done to the team for all their hard facing the channel in 2020? Keeping work. We are looking forward to what up with the speed of change in IT. 2020 brings and have more exciting PAUL BARLOW things to share over the coming months. Chief executive, Servium What annoys you most about What was your dream career as a ANDY BARROW your commute? I live eight miles from child? Officer in the Royal Marines. Chief technology officer, ANS our Manchester HQ and I could get to What has been your personal What was your dream career as a Spain quicker. highlight of 2019? My children’s child? I actually wanted to be a pilot. If you could witness one past successes. My son passed all his GCSEs, What has been your personal event, what would it be? I’d love to my eldest daughter was selected to play highlight of 2019? Too many to have been in the stadium when England hockey for Surrey and my youngest name: seeing my son take his first steps won the World Cup in 1966. daughter competed in the Surrey Youth to completing a brilliant acquisition and How do you explain the channel Games. Oh, and managing to convince meeting more great people to work with! to people? A suite of businesses that my wife I am still a good catch! Which famous person deserves a design, deploy and manage IT solutions Which famous person deserves (gentle) slap? Probably half the cast of to provide great business outcomes. a (gentle) slap? Michael Owen, for TOWIE. You know why. What have been your favourite being unable to say anything useful while What two things (apart from and least favourite partner commentating on a football match! family) would you grab if your conference destinations? Vegas is What two things (apart from your house was on fire? A bottle of gin always great (obviously), as is Barcelona. family) would you grab if your and some tonic. One year I was told the conference was house was on fire? A letter opener Which of your 2019 predictions in Rome – but it was an hour away on an my late mum gave me and my secret have come to pass? That I wouldn’t industrial park. Rome was amazing, albeit stash of chocolate that the kids do not be able to cut out meat for longer than a two-hour round trip; the industrial park know about! three days. not so much. Which of your 2019 predictions What TV show have you binge What is the biggest challenge have come to pass? Absolutely none watched this year? Narcos. facing the channel in 2020? of them! How has 2019 been from a Modernisation of customer offerings and
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WHEN I GROW UP… Our sporty A-Listers (40 of them, in fact) wanted to be fancied themselves as sportspeople, a professional with footballer (21) being the most 28% sportsperson popular career to follow (racing driver 5, cricketer 4 and rugby player 3 came next)
1 in 11 A-Listers 6 15% had dreams of wanted to dreamed of blasting into help animals taking to the space as an in the role skies as a pilot astronaut of a vet
Other dream careers Lawyer (5), journalist (5), police officer (5), actor (3), business owner (3), work in IT (3), musician (3), rock/pop star (3), teacher (3), air hostess (2), author (2), doctor (2), ballerina (2), stockbroker (2), train driver (2), combine harvester driver (1), stunt girl (1), pathologist (1)
inserting partner innovation in the supply business perspective? Exceptional chain. Customer demands are changing – it is great to see growth in our – channel partners need to be built to geographies/revenues and our change, not built to last and this involves unique offerings. a good look at processes and customer What annoys you most about touchpoints. Our customers talk digital your commute? Nothing – it’s 800 transformation, but many in the channel yards to the office. still have 20-year-old procedures and If you could witness one past processes. The channel has to ‘create’, not event, what would it be? 29 just ‘resell’. August 1976: The Sex Pistols, The Clash and Buzzcocks played Screen on the Green, Islington. Music changed away ALASTAIR BELL from large venues to dance halls and Non-executive chairman, Bell house was on fire? Clash bootleg and became immediate. Integration the nearest bottle of (decent) wine. How do you explain the channel What was your dream career as Which of your 2019 predictions to people? Layer Cake with more of the a child? A commercial diver and I was have come to pass? Bell is still good elements and a lot less of the bad. lucky enough to be one for several years. profitably growing in all geographies. What have been your favourite What has been your personal Also, our new start-up Squalk is signing and least favourite partner highlight of 2019? Seeing the bloody new clients with unique telco offerings, conference destinations? Canalys year unfolding was enough! No one could proving new thinking in established for all the right reasons as a great partner predict that year of ours. categories still works. event; thankfully I blanked out the worst. Which famous person deserves a What TV show have you binge What is the biggest challenge (gentle) slap? I’ve been told to keep it watched this year? Chernobyl and facing the channel in 2020? It is short but all the usual suspects. the superb Peaky Blinders with a dash of really no different to other years – a What two things (apart from Fortitude. (Thanks to Singapore Airlines.) level of unique, profitable offerings to family) would you grab if your How has 2019 been from a customers with a roadmap to deliver on.
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What annoys you most about in the 1970s, I think – racing driver, jet your commute? I don’t have a regular pilot, Jedi Knight. commute as I circle around to our three What has been your personal offices most weeks. If I had to pick highlight of 2019? It’s been a good something, it would be people who year for family time away. We’ve been recline their seat on a flight that only blessed with great locations and superb takes an hour. weather, from the slopes to the beaches. If you could witness one past I was particularly pleased to get lots of event, what would it be? That’s surfing trips in with family and friends a tough question! Probably Operation over the year. A stand out summer! (I’m Dynamo – it was an extraordinary feat of still mourning it). coordination to get the 700 Little Ships to Which famous person deserves help rescue the troops from the beaches a (gentle) slap? Respecting I’d have ANNABEL BERRY of Dunkirk during the Second World to negotiate my way through a team of Chief executive, Sapphire War. The bravery of the civilians who Secret Service agents, Donald Trump What was your dream career sailed that day was amazing. makes the case for putting that effort in as a child? I wanted to be a war How do you explain the channel with breathtaking regularity. Whatever correspondent; Kate Adie was my hero to people? It’s the layer of expertise, your views on his politics or the business back then. I’ve recently watched the film delivery and customer care that resides acumen of the man, he’s a challenging A Private War about Marie Colvin’s life between the people who make the human being for all the wrong reasons. and I’m not sure I would have been cut products and the people that buy the Hearing ‘President of the United out for it at all! products, to ensure success. States’ and ‘Leader of the Free World’ What has been your personal What have been your favourite used in the same sentence was once highlight of 2019? Logging off for a and least favourite partner commonplace. Fair to say, not lately. whole week while on holiday. It was a conference destinations? My What two things (apart from first in a long time and much needed – favourite so far has been San Francisco. family) would you grab if your I’m trying to carve out a better work/ My least favourite is probably London, house was on fire? A small box of life balance. but only because I live there. my father’s personal effects and an oil Which famous person deserves What is the biggest challenge painting of a favourite Cornish beach by a (gentle) slap? Any of the reality TV facing the channel in 2020? It’s a local Royal Academy artist and family wannabes whose sole goal in life is to probably still how to attract and retain friend, a gift from my mother. Both are of be famous for the sake of being famous, talent to ensure a more diverse and huge sentimental value. rather than having some real ambition. successful workforce. Which of your 2019 predictions What two things (apart from have come to pass? That Brexit family) would you grab if your wouldn’t happen on 29 March. I think we house was on fire? Definitely were all on that tip though. England to precious family photos that I don’t have win the Rugby World Cup 2019. It’s been digitally and so couldn’t be replaced. a good start! Which of your 2019 predictions What TV show have you binge have come to pass? I’ll tell you next watched this year? Brooklyn 99 year. It’s not quite over yet! is a favourite on permanent loop. What TV show have you binge Umbrella Academy was excellent too. watched this year? Suits – having Last Breath, an unbelievable story but watched it initially just to see what all most prominent has to be Chernobyl. It the hype was about, I got completely proves the point that in every disaster hooked and binged watched the first story there are sub plots of heroism and eight seasons. victory. A brilliantly produced series. How has 2019 been from a How has 2019 been from business perspective? The RICHARD BEST a business perspective? cybersecurity industry is growing at a UK sales director, SoftwareONE The acquisition of Comparex by rate of knots, so it’s been busy! Long may What was your dream career as SoftwareONE has made this year that continue. a child? Pretty standard for a kid born exceptional from every angle. The
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commitment from both teams as we books I’ve failed to read over the years, a and it’s consistently excellent. Closely come together has been truly humbling. great way to make dead time productive followed by Las Vegas and New Orleans. Integration workloads dissipate in and takes your mind off the stupidity My least favourite is Birmingham. I no time with a passion and energy unravelling around you. When I’m on the probably don’t need to elaborate there… that inspires confidence in the united train, South Western Railway inability to no disrespect to my Brummie mates. team. The quality of execution has run an effective timetable. LNER on the What is the biggest challenge been consistently outstanding too. The other hand, I salute you. facing the channel in 2020? epitome of ‘team effort’. The culture of the If you could witness one past Differentiation and transferability. The two businesses has integrated seamlessly event, what would it be? Tough channel has blended, previously niche and our mid-year kick off in July was question – I couldn’t decide between players play in more populated and an enormous success. That event really these two. A great pal of mine was a subsequently competitive spaces. With sealed the ‘One Team’ deal for everyone. professional sportsman and many years that comes the necessity to be able to Throughout the integration we’ve back introduced me to a passage from stand out from the crowd and to be kept our focus on our existing customers Theodore Roosevelt, delivered in a able to effectively transfer your skillset while continuing to win new ones. Our speech at the Sorbonne, Paris in 1910 in customers’ and strategic vendors’ evolution to delivering transformational called ‘The Man In The Arena’. It’s a minds from what you’ve been known for projects and managed services hasn’t lesson in resilience and I have gone back historically, to where you are today and missed a step either. Consequently, to it a few times in the past. To have will be in the future. Professional respect we’ve won exceptional business this year, heard it from the man himself would for your competitors is a key component delivering through our newly integrated have been even more inspiring. for success here. If you lack that, there are services teams and enlightening our More superficially perhaps, on the tough times ahead. customers (and sometimes ourselves!) journey with the England Rugby team as to our excellent and advancing for the 2003 World Cup win. Clive capabilities. The acquisitive nature of Woodward’s book Winning gives you our business means that the portfolio an insight into the commitment and of services will continue to build. That’s preparation of that team. An incredible really exciting for our future. story with valuable business lessons too On a personal level the integration but to be on the inside of that camp for has meant I’m working back alongside the journey and celebration would have ex-team mates and it’s nice to be back in been phenomenal. I did my best outside touch with those guys, seeing how their the camp, but everything after that drop careers have developed and hopefully goal is a blur! playing a constructive part in the future, How do you explain the channel all while I’m able to continue to enjoy to people? I don’t. Like many of us in the relationships I’ve formed over the the industry, “I’m in IT” is enough to stop ALANZO BLACKSTOCK previous two years with the legacy most conversations with the uninitiated Head of channel sales, UK&I, Comparex team as well as meeting dead in their tracks or at least enough to VMware new team members too. The best of take it towards a request for help with What was your dream career as a all worlds. My role spans all the UK a dysfunctional printer, laptop, router child? I really wanted to be a carpenter. offices and I love the variety of travelling and so on. What do I think the channel I had a fantastic woodwork teacher at between Harrow, Wimbledon and York, delivers? Relationships that transcend school who was a great mentor and catching up with the team, listening products and services, durability, guided me in making a few household to the enthusiasm for the future. It’s competence, assurance and confidence, items. I still remember designing and completely inspiring. scale and not least value and long- crafting my first coffee table. That dream What annoys you most about standing friendships. quickly ended when my application for your commute? When I’m in the What have been your favourite a carpentry apprenticeship at a local car, the very average standard of British and least favourite partner construction company was rejected. driving. I’ve driven through France a conference destinations? What has been your personal couple of times this year and you notice Toronto. A great city, quality night life, highlight of 2019? I was fortunate the difference as soon as you arrive back super friendly atmosphere and people enough to be able to climb Mount on the M20. A good solution has been and a decent/operable summertime Kilimanjaro over seven days with a few of Audible and listening to all the business temperature. I’ve been a couple times, my brothers and cousins. We summited
ChannelWeb.co.uk 11 A-LIST 2020
Kilimanjaro at sunrise on 1 January. It take less than an hour. On a different was a great way to start the year. day it can take almost two hours. The Which famous person deserves a more governments invest in road (gentle) slap? There are so many that I infrastructure, the busier they get. can think of. But the one that stands out If you could witness one past for me is the columnist Katie Hopkins. event, what would it be? I would What really baffles me about Katie is her really like to attend the wedding of my lack of compassion and communion. If paternal grandparents. There are so like her, everyone was to ‘say it as they many gaps in the branches of my family see it’, then we would constantly be at war tree and some have only been recorded with each other. through word of mouth. So, I’d like to What two things (apart from take my laptop to my grandparents’ family) would you grab if your wedding in order to interview and record house was on fire? I feel a little sad the details of all of the family members in stating this, but one item would be my that would have attended. phone. However, it would be for practical How do you explain the channel BEN BOSWELL reasons more than anything: all my data to people? Everyone experiences the Formerly AVP, Europe, and money is either on or accessible by channel in their everyday lives. I would Worldwide Technology my phone. I would also need to call the give a retail example with a brand such What was your dream career fire brigade. I don’t have any pets so the as Coca-Cola. You can buy Coca-Cola as a child? As a child I wanted to second thing would be some clothes products at a convenience store, a be a professional sportsman. Football, as no one wants to see a grown man petrol station, a supermarket and at basketball or running. I was captain running naked down the street. many other retail outlets. These are all of my school and local team, proving Which of your 2019 predictions ‘channels’ that Coca-Coca uses to get its that I may have lacked the talent, but I have come to pass? I predicted that product to its customers. Coco-Cola uses definitely talked a good game. my new year resolution to work smarter, multiple channels so it can reach as many What has been your personal eat less and sleep more wouldn’t last consumers at their convenience and their highlight of 2019? Completing beyond the first half of the year. choice. It’s pretty much the same in our the first phase of INSEAD’s What TV show have you binge industry, albeit with some different B2B Global Management Certificate in watched this year? I recently complexities. Additionally, I would use Fontainebleau. It has been so good to go watched the new series of Top Boy on the drama series Top Boy to explain what back to school within such a rich tapestry Netflix. This crime drama is set on the really happens in the channel! of global thinking, along with so many streets of East London where two drug What have been your favourite talented colleagues from all corners of dealers battle for business and trade and least favourite partner the world. I am also enjoying working in order to be the kingpin of a local conference destinations? I really with the Princes Trust – such a great community. It was a fascinating storyline like locations that are a little different organisation genuinely trying to help of plots and sub plots, which I binge and out of the norm. For example, the young people to become entrepreneurs watched 10 episodes over two days. TechData Live partner conference at or find worthwhile employment. How has 2019 been from a Ascot Racecourse this year was a great Which famous person deserves business perspective? VMware venue for networking. I am tired of Las a (gentle) slap? Our political elite! continues to go from strength to Vegas, having been there several times Probably not a slap, but definitely a strength, particularly with our increasing over the years for conferences. forceful nudge. Whether you are “remain breadth of technology that provides our What is the biggest challenge or leave”, it is unforgivable that as a customers with the ability to transform facing the channel in 2020? The country we find ourselves in the current their business at speed with less challenge and the opportunity are two position. Anyone who works in the complexity. Our recent acquisitions have sides of the same coin. The momentum business community will know that if resonated with partners and customers. around cloud and subscription services we approached our jobs and customer What annoys you most about will continue to grow and at pace. The interaction with so little discipline, your commute? I live in Oxford and channel will need to adapt its business honesty, understanding of the facts and the commute to the office is extremely models at a faster pace in order to without measuring the implications unpredictable and pretty annoying. benefit from better customer interaction, of our actions, we would be fired On one day, the 50-mile journey can collaboration and intimacy. immediately and rightly so!
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What two things (apart from What have been your favourite What has been your personal family) would you grab if your and least favourite partner highlight of 2019? As a first-time house was on fire? Easy: my photos conference destinations? cyclist, completing close to 400 miles from mayhem, moments and memories Madrid and for heaven’s sake let’s all go over four days, cycling from Bordeaux to captured from many amazing adventures somewhere other than Las Vegas! Beziers in France with 55 fellow athletes around the world, and the backup of my What is the biggest challenge from Milton Keynes rugby club. electronic music collection. I would be facing the channel in 2020? Beyond Which famous person deserves a broken hearted to lose both. embracing a potential no-deal Brexit, (gentle) slap? Jose Mourinho for being Which of your 2019 predictions as an industry we must challenge the such a miserable git. have come to pass? That Liverpool institutional thinking from clients and What two things (apart from didn’t win the Premier League. I am OEMs by focusing on driving value family) would you grab if your thinking that is about to change though! creation for their customers through the house was on fire? First the dog, What TV show have you binge successful integration of the “right”, not then the cat. I would try and also grab my watched this year? My 2.5-year-old necessarily the “best”, technology while golf clubs and watch. daughter and I have really enjoyed Our in parallel delivering an exceptional Which of your 2019 predictions Planet with Sir David Attenborough. The customer experience. have come to pass? Hopefully this ending of Game of Thrones was such a We must focus on diverse, inclusive turns out to be right, England winning disappointment. recruitment and retention strategies to the rugby World Cup. How has 2019 been from a underpin the services execution of the What TV show have you binge business perspective? Exciting. I above. There is so much talent in both watched this year? There is so much have moved on from WWT after nearly the graduate and senior client buy-side. rubbish on TV these days, I prefer the seven years, I left (in my humble opinion) The right blend of youth and genuine Golf Channel and Sky Sports. the most talented team in the current client experience will provide the How has 2019 been from a technology space. WWT has become so platform needed to successfully monetise business perspective? Another relevant for global companies striving to the benefits of AI, machine learning exciting year slowed down slightly due to drive technology transformation and is and automation. You cannot build a Brexit. Once that sorts itself out, it will be primed for continued exponential growth sustainable culture of innovation without full steam ahead scaling and building out in 2019, while impressively still ranking leveraging these skills from both ends of new capabilities to service our customers. as one of the UK’s best and most vibrant the spectrum. What annoys you most about places to work. your commute? I’m one of the lucky What annoys you most about ones, being only a 10-minute drive away your commute? I am so lucky to live from the office. in Central London. I compromise space If you could witness one past for location so do not put myself through event, what would it be? The 1966 the pain of that every day. I genuinely feel World Cup final, arguably the greatest sorry for my colleagues that do! sporting achievement as a country. I If you could witness one past would have loved to watch Mike Tyson in event, what would it be? Live Aid, his prime as well. 13 July 1985 – what an amazing show How do you explain the channel packed with musical icons of our lifetime, to people? It consists of a bunch of that opened the public’s eyes to the creative, forward-thinking, competitive catastrophe that was, and in some places and innovative individuals that help still is, happening in Africa. organisations shape the way they do How do you explain the channel DARREN BRODRICK business in this digital world. They then to people? It’s a big family (often with UK general manager, SHI UK fall asleep. only seven degrees of separation between What was your dream career as What have been your favourite us), full of talent, that work in a fabulous a child? To be a professional footballer and least favourite partner industry moving at 100mph. We are and play at Wembley. The closest I got conference destinations? I have collectively at the forefront of technology, was being a ball boy at the old Wembley only been to a couple this year, thank trying to get it all to work together with and a two-year YTS apprenticeship at God. Vegas is always a good crack/ the fundamental aim to make people’s Fulham back in the early ‘90s. I ended up destination, Barcelona isn’t too bad either. lives better at home and work. playing 10+ years at semi-pro level. What is the biggest challenge
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facing the channel in 2020? The watched this year? It was only four Brexit outcome and recovery will be high episodes but I binged on The Virtues, a on everyone’s agenda. Also, as Amazon series written by the unparalleled Shane Business expands, we all need to sell Meadows and featuring Stephen Graham based on value to retain our existing as well as original music by PJ Harvey. It business and win new customers to keep was emotionally draining, the last episode them away. utterly eviscerating – TV at its best. How has 2019 been from a business perspective? Excellent overall – strong growth in most areas and particularly pleased to see our hybrid cloud and datacentre business rocketing. What annoys you most about your commute? Most days it’s fine, actually! If you could witness one past event, what would it be? My KAY BRUEN good friend from school, who’s a music Managing director, Clipsham IT journalist and broadcaster, MCed the What was your dream career as a concert in Belfast in 1998 where Bono child? To be a Hollywood actress! introduced David Trimble and John What has been your personal Hume as two men who were making highlight of 2019? A fabulous five-day history, referring to the signing of the party in Spain for a good friend’s 60th Good Friday Agreement which signalled birthday. the end of nearly 30 years of extreme Which famous person deserves a COLIN BROWN violence in Northern Ireland (where I’m (gentle) slap? Donald Trump – but it Managing director, Softcat from). I so wish I could have been there would not be gentle, more like a beating! What was your dream career as to witness it, and I so hope that this Why? Because he is an ignorant, stupid a child? Lorry driver – the long, open Brexit nightmare doesn’t jeopardise the and dangerous idiot. roads, lunches at roadside cafes, listening peace the people there fought so hard What two things (apart from to the radio all day long. Ah, the naivety to enjoy. family) would you grab if your of youth! How do you explain the channel house was on fire? My dog Harley What has been your personal to people? We are like master chefs and my photo albums. highlight of 2019? With Softcat, – we take the raw ingredients supplied Which of your 2019 predictions taking the company through the $1bn by the vendors and add our own blend have come to pass? I am not going revenue milestone – about two years of ingenuity to turn them into delicious, to win the lottery. earlier than I’d even dreamed of when exciting and desirable dishes! Every What TV show have you binge I joined in 2012. And on a personal recipe is a well-guarded secret. watched this year? Killing Eve. basis, completing the Great North Run What have been your favourite How has 2019 been from a in September, a truly life-affirming and least favourite partner business perspective? Very experience. conference destinations? My successful – hard work but worth it. Which famous person deserves favourite – a few days in Budapest this What annoys you most about a (gentle) slap? Ignoring politicians year stands out. Least favourite – I’m so your commute? Nothing – it is 30ft (too obvious, too many), I’d say Adam done with Vegas. from my house to my office! Neumann, the WeWork founder – an What is the biggest challenge If you could witness one past Icarus story if ever there was one. facing the channel in 2020? It’s event, what would it be? VE Day – Which of your 2019 predictions going to be fascinating to see how it must have been incredible to celebrate have come to pass? None that I can “market places”, being driven by the big the end of Hitler’s regime and the war. recall, and it looks like Ireland to win the hosters, develop. It’s another challenge How do you explain the channel Rugby World Cup is another miserable the channel will need to face up to and to people? It is very simple – a prediction fail! identify ways to innovate, add value and wholesaler (distie), a supermarket What TV show have you binge deliver a superior customer experience. (channel partner), a shopper (end user)!
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What have been your favourite How has 2019 been from a Africa during the summer – incredible and least favourite partner business perspective? Steady. I scenery and wildlife. conference destinations? My think we’re all hoping for some certainty Which famous person deserves a favourite was San Francisco, and least around Brexit as this has definitely (gentle) slap? I’m a lover, not a fighter. favourite was London. slowed things down. Although perhaps Boris Johnson is What is the biggest challenge What annoys you most about worthy of consideration. facing the channel in 2020? I still your commute? Nicky Campbell. What two things (apart from think the biggest challenge is adapting If you could witness one past family) would you grab if your business models to cloud-based sales event, what would it be? The birth house was on fire? Our cats, and my and the impact that has on revenues and of the universe. No, wait a minute… fabulous collection of Fabergé eggs (that compensation. Michael Thomas’ goal v Liverpool, 26 last one is just a joke, burglars). May 1989. Because that ain’t gonna Which of your 2019 predictions happen again for a while! have come to pass? The public How do you explain the cloud markets are continuing to expand channel to people? Thousands of aggressively, Boris is our PM, and manufacturers, distributors and resellers, Liverpool won the Champions League. working together to deliver technology, What TV show have you binge products and services to a vast array of watched this year? Sex Education is businesses and public sector verticals. worth a watch. Currently I’m re-watching What have been your favourite Sherlock. and least favourite partner How has 2019 been from a conference destinations? My business perspective? Great. favourite was obviously ‘Plug-in to Cloudreach continues to grow in a Exertis’ at Silverstone; the least was in positive way across our lines of business Milton Keynes. and in all territories. There is no sign of a What is the biggest challenge slow down in cloud uptake yet. facing the channel in 2020? Still What annoys you most about PAUL BRYAN Brexit. Boring I know, but let’s hope we your commute? Delays… always the UK&I managing director, Exertis can finally move on. delays. Such is the life of a Thameslink What was your dream career as commuter. a child? I had many – astronaut, movie If you could witness one past star, rugby international, among others. event, what would it be? The moon Clearly, I didn’t know the wonders of IT landing alongside Neil and Buzz. The at that time (nervous laugh). 50-year anniversary coverage has been What has been your personal incredible. highlight of 2019? An amazing family How do you explain the channel holiday in California driving the Pacific to people? Companies helping other Coast – beautiful. companies to sell more effectively to their Which famous person deserves a chosen markets, by providing access, (gentle) slap? Trump. It’s disturbing scale and expertise. how he is normalising extreme What have been your favourite behaviour; a very slippery slope. and least favourite partner What two things (apart from conference destinations? My family) would you grab if your CHRIS BUNCH favourite: Toronto for Microsoft Inspire a house was on fire? Nothing – I have General manager – EMEA, few years ago. Toronto in the summer is no objects of emotional value. Cloudreach a beautiful place to be. My least favourite: Which of your 2019 predictions What was your dream career as a generally I enjoy them all, but the current have come to pass? That our child? Playing alongside Ian Rush on the ‘Las Vegas overload’ is probably a bit too politicians will continue to be hopeless. fields of Anfield Road. Or an astronaut. much – especially in the summer heat. What TV show have you binge Neither were likely. What is the biggest challenge watched this year? Stranger Things What has been your personal facing the channel in 2020? Staying 3 – the kids forced me to, honest. highlight of 2019? A trip to South relevant in a fast-moving world.
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If you could witness one past highlight of 2019? Working alongside C event, what would it be? I’m lucky Barts Health NHS Trust, not only as our enough to have seen my home team win local NHS partner but also the largest the Premier League so I’ll go for landing in the country, has been an incredible on the moon. experience. Having worked closely with How do you explain the channel the Trust for several years, it is wonderful to people? A network of people that to see our technology partnership always want to help! bringing about such positive change to What have been your favourite healthcare in the community. and least favourite partner Which famous person deserves conference destinations? For the a (gentle) slap? I would be caught fun aspect, LA has been the best – I somewhere between David Cameron, managed to sneak in trips to San Diego, Boris Johnston and Jeremy Corbyn; and San Fransisco and Vegas. I least liked I’m sure little explanation is required! Berlin but only because it was my third What two things (apart from visit in that particular year. family) would you grab if your RICHARD CALLIS What is the biggest challenge house was on fire? I’d have to go for Co-founder & MD, Metaphor IT facing the channel in 2020? my old vinyl collection from the days What was your dream career as Vendors seem to want to take more and when I was trying to make it as a DJ, a child? A fighter pilot but rubbish more directly so resellers need to offer though I have a fairly sizeable collection eyesight put an end to that one! a different value-add. I think as an MSP, that may take several trips. I’m not sure What has been your personal Metaphor are ahead of the game here this counts as two items! highlight of 2019? It’s cheesy, but at but it’ll still be a challenge to adapt to a Which of your 2019 predictions home just seeing my young family grow changing market. have come to pass? My prediction up. At work, Metaphor continues to hit/ was that Cisco’s Software Defined Access exceed the targets we set. solution would resonate with our clients. Which famous person deserves MARC CHANG As a company we invested heavily into a (gentle) slap? Most of our MPs for Chief executive, Block developing our capability to sell, deliver obvious reasons. What was your dream career as a and support it. This is a key technology in What two things (apart from child? Growing up I always wanted to helping our clients as they transition to a family) would you grab if your be a fighter pilot, but as time went on and more digital future. house was on fire? Old (not digital) I didn’t stop growing I quickly lost that What TV show have you binge photos and some football memorabilia. as an option! So it was back to kicking a watched this year? The one I Which of your 2019 predictions ball around on the streets, dreaming of probably enjoyed most was After Life. have come to pass? I’m not sure I playing at Anfield. Suffice to say, that one I thought it had a great mix of humour had any predictions. didn’t work out either! and cynicism while also addressing What TV show have you binge What has been your personal something we will all have in common: watched this year? I’m far too impatient to watch most TV programmes but I do watch a decent amount of football. How has 2019 been from a business perspective? Great. We set ourselves some ambitious targets with very specific service oriented targets and we’re ahead of those, which is a testament to the whole team. What annoys you most about your commute? Not much now. There are new trains on my line, air conditioned and I’m lucky enough to miss the rush hours most of the time.
16 ChannelWeb.co.uk @AgilitasIT
Agilitas IT Solutions Limited A-LIST 2020
SHELBY PLAYED A BLINDER… Shooting its way to the top of the binge watch charts with 14 21 14.5% of the vote, Peaky Blinders was a hit with our gangster-loving A-Listers 9 12 8
Best of the rest Succession (6), Suits (4), After Life (3), Fleabag (3), Line of Duty (3), The Boys (3), Billions (2), Breaking Bad (2), Brooklyn Nine Nine (2), Friends (2), Mindhunter (2), Narcos (2), Outlander (2), Ozark (2), Sneaky Pete (2), The Blacklist (2), The Handmaid’s Tale (2), Top Boy (2) the departure of a loved one. Th e guilty expletives have increased dramatically! are so many great technologies emerging pleasure has probably been Schitts Creek If you could witness one past that will have a profound impact on – I love Catherine O’Hara. event, what would it be? I’d have society such as robotics and AI, and How has 2019 been from a loved to have seen the last time Th e I think there will be many challenges business perspective? 2019 has Beatles played together on the roof of the in tech leadership as we ensure these seen our biggest contract wins in our Apple Studios in 1969. Th ey’ve played technologies help, assist and improve history so it’s been pretty exciting for a big part in the soundtrack of my life lives in an ethical way, as well as of course us so far. We’ve also brought some growing up; I lived next to Strawberry increasing productivity within the UK. wonderful new people into the team Fields and went to school on Penny Lane. with a breadth of knowledge, skills and How do you explain the channel expertise to help us continue delivering to people? Th at is surprisingly diffi cult! optimal value to our clients. We remain It is like trying to explain the plot of Twin resolutely focused on what we do best, Peaks. My best Wikipedia-like answer which is refl ected in our fi nancial is it is a collection of people that buy, performance over the last FY and gives distribute and sell technology with a us a very healthy and positive outlook for shared passion for it. 2019 and beyond. What have been your favourite What annoys you most about and least favourite partner your commute? If you had asked conference destinations? I me this two weeks ago, I would have personally hate the chaos of Vegas, which probably said nothing as I literally drove I know is strange and of course is where 10 minutes from my house to our Old the Cisco conference is this year. I really ZOE CHATLEY Street Offi ce in London. However, I have enjoyed San Francisco with its diversity, Associate partner, Wallace Hind just moved and am coming to terms huge Chinatown and European feel. Selection with driving across London in rush hour What is the biggest challenge What was your dream career as traffi c (NB: electric car) – the number of facing the channel in 2020? Th ere a child? I actually wanted to be a vet. I
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love animals but sadly couldn’t quite get been to any partner conferences this year How has 2019 been from a the grades! yet. However, I wish I had gone to the business perspective? Definitely What has been your personal Women in Tech event – I was on holiday exciting. Building up business for Optiv highlight of 2019? I flew out to New and that looked like such a fantastic event. and servicing a real market need has Zealand for my sister’s wedding and What is the biggest challenge been a great opportunity. then travelled the north island with my facing the channel in 2020? I still What annoys you most about your husband; it was incredible! think retaining talent across the channel commute? I cycle into London, so it Which famous person deserves a is a challenge and getting more women has to be people on their phones stepping (gentle) slap? Boris Johnson… I mean, into technology generally. out in front of you without looking. who wouldn’t?! If you could witness one past What two things (apart from event, what would it be? It may family) would you grab if your sound cheesy for a tech executive to say, house was on fire? My Kenwood but the breaking of the enigma code has Chef (I’m a keen baker) and my family always fascinated me. photos. How do you explain the channel Which of your 2019 predictions to people? A convoluted and out- have come to pass? Sadly, Boris as dated way of servicing a market that is PM! I predicted it and it happened. always changing. What TV show have you binge What have been your favourite watched this year? Line of Duty (so, and least favourite partner so good). We only started watching it this conference destinations? You summer and got through all five seasons never get to see them anyway, so it in a month. doesn’t matter – getting in and out of the How has 2019 been from a conference efficiently is my main focus. business perspective? The first What is the biggest challenge half of the year has been very good; as a SIMON CHURCH facing the channel in 2020? business we hit our company target and General manager & executive Relevance and real value – not the have given ourselves a good head start VP, Europe Optiv channel’s perceived value. going into the second half of the year. What was your dream career as What annoys you most about a child? To be a racing driver – my your commute? Haha, my commute brother and his friends used to race and I is less than a mile so if I complain I think always wanted to join them. everyone would give me a (gentle) slap. What has been your personal If you could witness one past highlight of 2019? Seeing all my event, what would it be? Live Aid children out of university, working, but in 1985. I was born that year so I was a also realising there’s more to life than work little young, but wow, would that have – it took me 25 years to figure that out. been amazing! Which famous person deserves How do you explain the channel a (gentle) slap? Anybody who to people? This is interesting because thinks they’re more famous than they I have had to explain the channel to my actually are. colleagues quite a lot! I explain that it’s What two things (apart from how products and services make it from family) would you grab if your manufacturer to end user, starting at house was on fire? Nothing – I’d let it ADAM CLARK the top with the manufacturing, sold to all burn to save the bother of decluttering. National sales director, SCC distribution for them to market, sell and Which of your 2019 predictions What was your dream career as a ship the products, then finally to reseller/ have come to pass? The mainstream child? Like many young boys I dreamt retailer and for the reseller to sell on to market is starting to recognise that of being either an international cricketer the end user or consumer. cybersecurity is really broken. or footballer – or the national sales What have been your favourite What TV show have you binge director at SCC! and least favourite partner watched this year? I don’t really What has been your personal conference destinations? I haven’t watch TV, let alone binge watch anything! highlight of 2019? Since taking over
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as sales director, SCC has achieved 17% What is the biggest challenge Which of your 2019 predictions growth in turnover and 28% growth in facing the channel in 2020? I have come to pass? Well, I suspected public sector revenue, both of which think 2020 will see a knock-on effect of Brexit was going to be a mess… I’ve been thrilled to see. It shows the the UK departing the EU. No one fully What TV show have you binge hard work and sheer determination of knows what the effect of Brexit will be, watched this year? In preparation our people. but I can’t help but feel it will raise some for the final season, I re-watched every Which famous person deserves tough challenges. single Game of Thrones episode. It was a (gentle) slap? It would have to be quite a commitment. one of these reality TV stars, someone How has 2019 been from a like Gemma Collins. It’s people who are business perspective? Great! It famous for nothing and then appear all has been very busy, and with loads of over TV, just being irritating. learning and opportunity. What two things (apart from What annoys you most about family) would you grab if your your commute? The upgrade to house was on fire? Golf clubs and smart motorway along the M4 means Spurs top. that 80% of my commute is crawling Which of your 2019 predictions along at 50mph. have come to pass? Like many, I If you could witness one past predicted AI would begin to pop up event, what would it be? I would more and more and it certainly has. I have loved to have experienced some of think there’s a growing confidence in the suffragette movement and witnessing the technology and companies are now the moment that all women got the working to incorporate it into more of vote in 1928 would have been awesome. what they do. Although 1918 is often celebrated as the What TV show have you binge year women got the vote, it was not on watched this year? The Blacklist. wholly equal terms with men until 1928, How has 2019 been from a and since I believe in equality, that’s the business perspective? Fantastic! As year I recognise. I mentioned, we’ve had 17% growth this How do you explain the channel year – a brilliant achievement, especially to people? A complex and fabulous given these politically uncertain times. collection of smart people and But numbers aside, as a business, we’ve organisations working together to create really upped our CSR game this year, a smarter world. supporting more good causes than ever ELLA COCKERELL What have been your favourite before. This has led to us winning several Business Development Manager, and least favourite partner awards for our contribution. IoT, EMEA, Microsoft conference destinations? What annoys you most about What was your dream career as a Microsoft hold our partner conference, your commute? Speed cameras! child? I wanted to be a prima ballerina. Inspire, in Las Vegas every year. I love If you could witness one past What has been your personal the conference, but I have had enough of event, what would it be? The 1966 highlight of 2019? Landing a new role Vegas. One year we held it in Toronto, World Cup final – it would have been in the IoT world, that also gives me plenty which was a great destination. I stayed on such an experience to be there to see of opportunity for travel, which I love. for the weekend afterwards to explore. England lift the trophy. Which famous person deserves What is the biggest challenge How do you explain the channel a (gentle) slap? Piers Morgan. I can’t facing the channel in 2020? How to people? Like one, big, slightly bear him. we evolve and transform quickly enough dysfunctional family! What two things (apart from to fully leverage the new world of data What have been your favourite family) would you grab if your and all the opportunities it represents. and least favourite partner house was on fire? I’d say my dogs, We don’t have enough data scientists conference destinations? I’m a bit Bhajee and Red, but they are most right now and it will be these sorts of of a homebody so prefer to attend events definitely part of my family. I can’t think roles that will enable us to understand, where I’m able to travel home to my of a single inanimate object that I care harness and use data effectively to bring family after. enough about to take with me. our next level of growth.
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your commute? Nothing – it’s 10 a (gentle) slap? Those in positions of minutes long, it’s a coastal drive in Cape leadership who call facts they don’t want Town. If anything it’s too short! to hear, “fake news”. If you could witness one past What two things (apart from event, what would it be? family) would you grab if your Southampton winning the FA Cup in house was on fire? Easy, my Wee- 1976 – it’s the only thing they have Chon Toby and my violin. ever won! Which of your 2019 predictions How do you explain the channel have come to pass? That the issue to people? That’s a tough one. It of climate change would rise high on the depends on the audience and how much world’s agenda, socially and politically. time I have! What TV show have you binge What have been your favourite watched this year? Downton Abbey and least favourite partner (all of which I watched for the first time conference destinations? My this year plus I’ve just seen the movie). favourite is San Francisco. My least How has 2019 been from a favourite is Las Vegas. business perspective? 2019 has What is the biggest challenge been a very good year for the group. With facing the channel in 2020? the addition of Zinopy to our business, The continued and accelerated adoption we now have great depth in our portfolio of cloud. of cybersecurity SOC services and Citrix Digital Workspace solutions. DINO COOPER What annoys you most about Co-founder & chief executive, your commute? We moved office Viadex recently and I am no longer within What was your dream career as a walking distance. With no direct bus child? A footballer or fighter pilot. route available, I have to drive. What has been your personal If you could witness one past highlight of 2019? Running my first event, what would it be? The first 15km road race, Hout Bay to Camps Bay moon landing (in person as one of the in 1hr 22m. astronauts). Which famous person deserves How do you explain the channel a (gentle) slap? Junker, Trump and to people? We are the intermediary Corbyn – pick anyone of them, isn’t it between the technology creators and the obvious why? customer, translating IT requirements What two things (apart from into working solutions through value- family) would you grab if your added services and advice. house was on fire? My pets! If What have been your favourite they count as family then my Rolling and least favourite partner Stones records. conference destinations? Which of your 2019 predictions Anywhere in Europe works well for me; have come to pass? Southampton I’ve too many favourite places to name FC staying up under great management. EDEL CREELY one. In the US, I prefer Washington and What TV show have you binge Group managing director, Boston, whereas west coast locations add watched this year? Masters of Sex, Trilogy Technologies too much travel time. Sneaky Pete and Chernobyl. I tend to What was your dream career as a What is the biggest challenge download and watch them on long- child? To be an astronaut. facing the channel in 2020? As haul flights. What has been your personal new technologies and solutions come to How has 2019 been from highlight of 2019? Being the winner market at a rapid pace, keeping people’s a business perspective? of the coveted ‘Company of the Year’ in skills current plus attracting and retaining Evolutionary, easy to say, harder to do. the Irish Technology Industry Awards. talent in a market where there is a global What annoys you most about Which famous person deserves shortage of IT skills is a major challenge.
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How has 2019 been from a the biggest challenge remains flexibility business perspective? We’ve had – businesses that can adapt quickly to some very successful brand launches change can thrive. Those that can’t, won’t. this year, hit record sales for our March year end and are well on course to comfortably beat it this year. There’s D always lots happening in business, but after several years of successive record sales we had to do the hard graft on infrastructure, systems and people to enable us to keep growing. We’re now starting to see the benefits, which is enormously satisfying, and it’s an exciting PAUL CUBBAGE time for Target. Managing director, Target What annoys you most about Components your commute? My normal What was your dream career as commute’s about eight minutes door a child? Centre forward for Bolton to door. So nothing. Wanderers (surely every child’s dream?). If you could witness one past What has been your personal event, what would it be? My MIKE DANSON highlight of 2019? We’ve just had our first response was some of the famous Chief executive, Natilik open day so at this point that feels like the battles – Agincourt or Waterloo maybe. What was your dream career as a highlight. It’s our main chance in the year On reflection, I’m not sure it’s much of child? International sportsman. to catch up with so many familiar faces a spectator sport. Probably the 1923 FA What has been your personal and – even after 21 years in the business Cup final – the first one at Wembley highlight of 2019? Seeing Natilik – make new friends. and the famous white horse final. I can’t break £50m revenue. Which famous person deserves a remember who won it… Which famous person deserves a (gentle) slap? There are too many to How do you explain the channel (gentle) slap? Boris Johnson. mention, but mostly politicians. Anyone to people? I tend not to. If someone What two things (apart from who tries to collapse complex, serious outside the channel asks what I do I’ll family) would you grab if your issues into trite slogans. Put simply, generally tell them I ‘sell computer stuff’. house was on fire? Photo albums anyone knowingly pursuing something If they’re daft enough to pursue the (yes, proper photos!) and golf clubs! for personal benefit at the expense of conversation, I’ll happily talk for hours – Which of your 2019 predictions others. There are plenty to choose from and probably bore them to death – about have come to pass? That we still at the moment. the business. Especially after a few beers. wouldn’t have sorted out Brexit. What two things (apart from What have been your favourite What TV show have you binge family) would you grab if your and least favourite partner watched this year? Fleabag. house was on fire? Do the dogs conference destinations? I only How has 2019 been from a count as family? If not, I’d have to grab tend to do UK ones, and none have business perspective? Amazing three things (the cats can fend for particularly stood out one way or the – 33% organic growth, a client net themselves). Possessions wise, not a clue other. Our earliest open days were in a promoter score of 60 and being ranked but most things are replaceable anyway. big tent in our carpark – that was #1 Best Technology Company to work for Which of your 2019 predictions pretty special. in the UK! have come to pass? After a bright What is the biggest challenge What annoys you most about start, I thought Bolton might have a facing the channel in 2020? The your commute? When South Western decent season. Obviously that’s one that biggest challenges are rarely channel- Trains run late! didn’t pan out. specific. The biggest external factor is If you could witness one past What TV show have you binge always the economy. As it’s been for the event, what would it be? The final watched this year? I binged on last few years, that comes down to Brexit; live Beatles performance on the rooftop quite a few. Not the most watched – as if and when it happens, what it looks like of No 3 Savile Row. there’s only one season – but one of my and what effect it has on business and How do you explain the channel favourites was Chernobyl. consumer confidence. At micro level, to people? We’re the people who make
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sense of the vendors’ technology so that the investments in our services practices our clients get the outcomes they want. paying off, we’ve hired some exceptional What have been your favourite new talent and extended our client reach and least favourite partner through the acquisition of PCM. conference destinations? Vegas What annoys you most about gets the best and the worst! your commute? Other people ahead What is the biggest challenge of me at the Costa drive through! facing the channel in 2020? If you could witness one past Continuing to have a valuable and event, what would it be? It would differentiated proposition in the midst of have to be my parents’ wedding. They’ve the transformational changes occurring been married for more than 40 years and in our industry. are the best role models I could wish for. To be able to witness their special day would be amazing. Which famous person deserves How do you explain the channel a (gentle) slap? Am I allowed to pick to people? For me, the channel more than one? Most politicians I can is all about connections – it’s about think of have been a disgrace to this connecting clients with the right country in how they have behaved, so it’s technology solutions that will ultimately difficult to single one out, but if I had to, help them achieve the business outcomes Jacob Rees-Mogg – enough said! they are looking for. What two things (apart from What have been your favourite family) would you grab if your and least favourite partner house was on fire? My phone conference destinations? Lake and wallet (keys would be surplus to Como is my favourite. It’s a great place requirement if the house burns down). EMMA DE SOUSA to escape from the chaos and really Which of your 2019 predictions Managing Director UK, SVP focus. Vegas is my worst because it’s the have come to pass? That security Marketing EMEA, Insight exact opposite! managed services demand would ramp What was your dream career as a What is the biggest challenge massively and that RPA would not be the child? I wanted to be an air hostess and facing the channel in 2020? nirvana everyone was shouting about. travel the world. The biggest challenge continues to be What TV show have you binge What has been your personal attracting and retaining A+ talent. As watched this year? Succession – just highlight of 2019? Spending time leaders, building solid teams is the most brilliant. with my family is always a highlight. important part of what we do – our How has 2019 been from a Holidaying with them this year has been success depends on it. business perspective? For MTI extra-special – at seven and three years it has been a brilliant year; in fact, this old, they’re the perfect age for guaranteed year will be our most successful yet. It fun. ANGELO DI VENTURA has been three years in the making but Which famous person deserves Chief sales & marketing director, incredibly satisfying to see all the hard a (gentle) slap? Just about everyone MTI Technology work come through in our results. involved in world politics right now! What was your dream career as What annoys you most about What two things (apart from a child? I thought I was going to be a your commute? All of it. I wasn’t family) would you grab if your professional footballer. Sadly a minor issue made to travel on tubes. If you could take house was on fire? My bed (if I could got in the way – I wasn’t good enough. the people away it would be fine. carry it) – it’s the comfiest thing in the What has been your personal If you could witness one past world. And a fabulous pair of shoes! highlight of 2019? In business it event, what would it be? There are What TV show have you binge was winning the largest contract in our far too many to mention but if I had to watched this year? Succession – it’s company’s history, a contract which pick one, I’d go with the lunar landing. outrageous and I’m hooked! spans all of MTI’s core specialisations. I was totally glued to the events earlier How has 2019 been from a Outside of work, I experienced my first this year – I just found it fascinating what business perspective? It’s been an taste of Ibiza (late starter) and yes, I am mankind was able to achieve with the incredibly exciting year – we’re seeing going back. technology available at the time.
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How do you explain the channel Which famous person deserves a to people? It’s the ‘machine’ that takes (gentle) slap? I wouldn’t slap anyone vendor products, combines them with as they may hit back. people and turns them into something What two things (apart from useful that customers need. family) would you grab if your What have been your favourite house was on fire? My Labrador dog and least favourite partner and his lead. conference destinations? I’ve only Which of your 2019 predictions been to one this year and that was Dell have come to pass? Automation is Tech World in Vegas – I managed to now the key to the future of our business. break two ribs, so I’d have to say it ticks What TV show have you binge both favourite and least favourite boxes. watched this year? Ozark. What is the biggest challenge How has 2019 been from a facing the channel in 2020? The business perspective? Exciting and continued transformation from challenging, as always. delivering products, services and solution What annoys you most about CHRIS DUNNING to business outcomes for customers your commute? Not having an Chief executive & founder, because it involves fundamentally autonomous vehicle. TechQuarters redefining every aspect of your business If you could witness one past What was your dream career – especially the people side. The re- event, what would it be? The as a child? A professional cyclist or training of staff and recruitment of new launch of the Apollo 11 Saturn V rocket. swimmer. skills to drive this change is the single How do you explain the channel What has been your personal biggest hurdle to overcome. to people? It’s the glue between highlight of 2019? I have two - technology and business outcomes. competing in my first Iron Man event What have been your favourite and I won Cloud Visionary of the Year at SCOTT DODDS and least favourite partner the UK Cloud Awards! Chief executive, Ultima Business conference destinations? My Which famous person deserves Solutions favourite – Hawaii. My least favourite – a (gentle) slap? Whoever at the What was your dream career as a Las Vegas. International Football Association Board child? An astronaut or pilot. What is the biggest challenge got VAR written into the laws of the What has been your personal facing the channel in 2020? game, as now we have to wait after every highlight of 2019? Investment in Predicting the channel changes that will goal to see if it counts. Ultima by Apse Capital. be driven by the strategic vendors. What two things (apart from family) would you grab if your house was on fire? My golf clubs and my Zwift, as I need my sports gear to train and destress. Which of your 2019 predictions have come to pass? That Brexit still isn’t sorted! What TV show have you binge watched this year? Killing Eve – I had to find out what happened after the end of season one. How has 2019 been from a business perspective? Great! We’ve really taken advantage of flexible working opportunities and taken both our team and client list international. What annoys you most about your commute? I cycle into London a lot but also compete in triathlons, so I’d
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say all the other people slowing me down! football team, then being really old, If you could witness one past becoming a coach. F event, what would it be? Roger What has been your personal Bannister breaking the four-minute mile highlight of 2019? Son #2 marrying record in 1954 – I know it’s been beaten his sweetheart on the beach in Florida. many times over since then but would Which famous person deserves a have been amazing at the time. (gentle) slap? A gentle, well done slap How do you explain the channel on the back for Jürgen Klopp for fooling to people? The channel is basically a everybody he was ‘the normal one’ at group of organisations, where some create least for a while. to software, hardware and cloud products What two things (apart from and some sell and implement them family) would you grab if your directly to businesses who need them. house was on fire? My seaman’s What have been your favourite chest with unrecoverable personal and and least favourite partner family ‘treasures’, yep and my phone. conference destinations? Vegas Which of your 2019 predictions as it’s such a unique place and I got the have come to pass? Core growth in chance to do a Grand Canyon rafting trip our industry outside of key technology after, then fly to Peru and trek Machu segments slowing down, increasing the Picchu. Luckily, I didn’t have to visit any need for growth supporting partners. STUART FENTON bad ones in 2019. What TV show have you binge Chief executive, QuantiQ What is the biggest challenge watched this year? Sorry, I am not a What was your dream career as facing the channel in 2020? The TV man. a child? I had always planned to be a cloud is much more mainstream now, How has 2019 been from a musician – however, my skills lagged which affects the channel as IT providers business perspective? Inspiring my ambition. need to really be unique and sharpen up and invigorating with lots of What has been your personal their services to stay on top. opportunities opening up coming into highlight of 2019? We had a number my role at Nuvias. of plans this year including the opening What annoys you most about of our Manila office, entering the public E your commute? Flight delays on ‘red sector market and developing more skills eye’ early flights. in the Microsoft PowerApps stack. I am If you could witness one past pleased to reflect that we achieved all of event, what would it be? 8 May our big plans for this year thanks to some 1945, VE Day to see the joy and relief of terrific teamwork. the second world war in Europe ending. Which famous person deserves How do you explain the channel a (gentle) slap? I try not to fantasise to people? The business partners about hitting politicians. needed in the IT world to take What two things (apart from technology to market and help deliver the family) would you grab if your intended outcome. house was on fire? My daughter’s What have been your favourite ‘blanket’ and my son’s favourite toy car (a and least favourite partner Herbie Beetle). conference destinations? My Which of your 2019 predictions favourite is Barcelona (always a treat); have come to pass? That co-selling least favourite is Las Vegas (seriously, would become far more important in the despite the shows and post-dinner drinks channel and by the vendors. and duelling piano acts). What TV show have you binge What is the biggest challenge watched this year? After Life. SIMON ENGLAND facing the channel in 2020? The How has 2019 been from a Chief executive, Nuvias same as in 2019: having to stay ahead of business perspective? It has What was your dream career the game, differentiating, placing bets on continued to be very successful, meeting as a child? Captain of a professional the right supporting partnerships. almost all of our objectives.
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What annoys you most about seems to be a greater appetite than ever your commute? Standing on the train before to take on end user challenges and tube for over an hour. together and that collaboration is If you could witness one past something we are really passionate about. event, what would it be? Live Aid We are investing in new services to help at Wembley – stupidly I stayed home. partners respond to the challenges posed How do you explain the channel by their customer base and it is great to to people? It’s like a bunch of shops be part of that evolution, which is having that buy and sell technology goods and a positive effect on every element of the sometimes add services. There are good business. ones, bad ones, big chains, little chains, What annoys you most about international ones, and my one. your commute? Why a country, with What have been your favourite our economic and technological strength, and least favourite partner can’t seem to get a really stable cellular conference destinations? connection is beyond me. I have been Microsoft had a habit of holding Inspire/ known to get a little emotional when WPC in Southern US states in the having phone signal challenges. summer. Hot and humid. It’s now Las If you could witness one past Vegas, which is hot, dry and terribly event, what would it be? I think I superficial – but OK. list being too extensive), I would give a would like to have attended some great What is the biggest challenge gentle slap to whoever thought VAR was musical events that I missed out on, like facing the channel in 2020? My a good idea. the last Oasis gig or Woodstock. area of the channel is quite specific What two things (apart from How do you explain the channel to Microsoft Dynamics. The major family) would you grab if your to people? I tend to wheel out different challenge relates to the massive increase house was on fire? I fairly recently metaphors depending on who I am of functionality, modules, complexity and bought a house and I don’t like the talking too but generally I find outdated applications. This challenges the sellers, kitchen so I think I would grab the terms such as “resellers” and “ultimate pre-sales specialists and delivery skills in house insurance documents and some end customer” are still the ones people all areas. marshmallows. relate to the most! Which of your 2019 predictions What have been your favourite have come to pass? In 2018 when and least favourite partner MARK FORSTER I became managing director, the first conference destinations? Las Managing director, Comms-care thing Comms-care did was invest in a Vegas and Las Vegas. I have had some What was your dream career as a dedicated and specialist service design amazing times in Vegas and it caters so child? I never really had a dream career function as I expected the channel well for large partner conferences, but in as a child; I just knew I wanted to be the demand for solution-based services and the same breath I think you can also get a best at ‘something’. I didn’t know what enablement to rocket. I am glad we did! little “Vegas’d out”. ‘something’ was… and I still don’t! And Man City to win the league. What is the biggest challenge What has been your personal What TV show have you binge facing the channel in 2020? The highlight of 2019? Well, I have a watched this year? I am a massive three P’s: People, Pace and Partners! 15-year-old daughter who is my highlight Peaky Blinders fan (I wore the hats before People and recruitment continues to be of every year. In terms of business, the series!) but I also like light-hearted a challenge as the channel scrambles for Comms-care closed our single largest shows that I don’t really need to watch, resource with ‘in-demand’ skills. Pace deal in the companies history which like Still Game and The Office (UK and the speed to react to an increasingly was a complete solution from product version only; yes, I know how old it is). knowledgeable customer and pressures and pre-sales to manage and optimise. How has 2019 been from a from vendors to adopt the technologies Watching the team (which includes the business perspective? Excellent – I they are investing in will add to the partner and end customer) work so well couldn’t be happier with our performance pressure of channel strategies. In order together… that was the highlight. in 2019. We have had some exceptional to react to the first two challenges, Which famous person deserves wins, which has the whole company partnering will be increasingly important. a (gentle) slap? Steering clear of buzzing and we are loving the journey The complexity of selecting the correct the emotive world of politics (and the that our partners are on with us. There partner can be a challenge but the
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upfront work of scratching under the many cars on the road and it’s a problem What has been your personal surface to build confidence in the right that’s only increasing each year. It’s time highlight of 2019? Some of the partner will make the world of difference to make cars fly, that’d definitely make the successes of the business have been my to the longevity of the relationship. commute more interesting. personal highlights of 2019. But on a If you could witness one more personal note, a couple of exciting important past event, what trips this year, both to the US. One would it be? Bletchley Park when they included travelling through Arizona, cracked the enigma. I am really pleased Utah and Nevada; seeing the canyons and that Alan Turing will be on the new £50 Monument Valley was incredible. The note but shame on our nation how he second one travelling through Florida, was treated. including the Florida Keys, Everglades, How do you explain the channel Thousand Island and finishing off with a to people? I don’t. I tell everyone I visit to Kennedy Space Station. work in insurance, so they don’t ask me Which famous person deserves to fix something. a (gentle) slap? Boris Johnson, just What have been your favourite because… and least favourite partner What two things (apart from CLIFF FOX conference destinations? family) would you grab if your Group chief operating officer, Seychelles and Reading – no explanation house was on fire? My dog and Pure Technology Group needed I guess. my phone. What was your dream career as a What is the biggest challenge Which of your 2019 predictions child? An astronaut but I wouldn’t have facing the channel in 2020? Brexit have come to pass? None so far, cut the maths. and the aftermath from the end of which is probably a good thing! What has been your personal October 2019 or beyond. By the time What TV show have you binge highlight of 2019? Getting on the this is published we’ll be dealing with watched this year? Chernobyl. EA FIFA 20 beta trial – it made me very whatever that looks like – deal or no How has 2019 been from a popular at home for a change. deal, general election, hung parliament business perspective? So far 2019 Which famous person deserves a or extended indecision. It’s not great for has been a good year for EE. We have (gentle) slap? Just line up the whole anyone, is it? won a number of large contracts and of the House of Commons for a mass have further established our position as a slapping session. Sell tickets; it’d be provider of networking and cybersecurity hugely popular. G infrastructure and services. What two things (apart from What annoys you most about family) would you grab if your your commute? The sheer volume of house was on fire? My watch and my Oxford traffic. phone. I’m insured, in the cloud, backed- If you could witness one past up and we need a clear out anyway. event, what would it be? I Which of your 2019 predictions have a general interest in history and have come to pass? No predictions particularly ancient Roman and Greek, made; life’s too short for that shit. so meeting Cicero or Julius Caesar would What TV show have you binge- be fascinating. watched this year? Game of Thrones How do you explain the channel – I watched seasons 1-7 in six weeks flat to people? When I find out, I will let before the start of season 8. Fantastic you know! story, characters and cinematography. What have been your favourite How has 2019 been from a and least favourite partner business perspective? It’s been conference destinations? great; we’ve closed another record- YOLANTA GILL Generally with conferences you are more breaking year and are going from Chief executive, European concerned with the content rather than strength to strength. Electronique the event destination. However, it is nice What annoys you most about What was your dream career as a to combine some sightseeing along with your commute? There are just too child? A lawyer. the business trip – how many times can
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SLAP HAPPY… Unsurprisingly in today’s climate, politicians bore the 60% brunt of our A-Listers’ ire, with 86 of them suggesting a variety of leaders need a (gentle) slap. Some suggested it shouldn’t be so gentle. The politicans getting most A-Listers hot under the collar were:
David Cameron, 12% with 17 votes 13 votes for Boris Johnson; also 13 for Donald Trump 6% Best of the rest reality TV Piers Morgan (5), Elon Musk (3), ‘stars’ Gallagher brothers (2), Jeremy Clarkson (2), Kim Kardashian (2)
one visit Las Vegas? Although if you fly to Which of your 2019 predictions Phoenix and drive to Las Vegas, it does have come to pass? Brexit wouldn’t make the trip twice as interesting! happen (so far). What is the biggest challenge What TV show have you binge facing the channel in 2020? watched this year? Octonauts with Possibly a hard Brexit could bring a few my four-year-old. challenges, the introduction of tariffs, How has 2019 been from a the effect on the rate of exchange sterling business perspective? A huge to dollars, and also the possible effect of contrast between fear of a slowdown and funding within the public sector. We will an actual stunning performance. have to wait and see what it brings. What annoys you most about your commute? Speed bumps and intermittent DAB reception. NICK GLYNNE If you could witness one past Chief executive, Buy It Direct event, what would it be? I always Group fantasised as a kid that I could somehow What was your dream career as a intervene at a Nazi party event and child? Running an airport. thereby prevent the Holocaust. What has been your personal How do you explain the channel highlight of 2019? Turning around should have known better when calling to people? A way of each business Trojan Electronics – a great business for a referendum. focusing on doing what they do best. in Wales specialising in dealing with What two things (apart from What have been your favourite electrical returns on behalf of brands, family) would you grab if your and least favourite partner retailers and distributors. house was on fire? My wife’s shoes conference destinations? IFA – Which famous person deserves and my son’s iPad – otherwise my life confusing layout, wrong mix of vendors. a (gentle) slap? David Cameron – he won’t be worth living. Besides, Berlin is creepy!
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What is the biggest challenge because we all now dare to dream. (gentle) slap? Boris Johnson, although facing the channel in 2020? The How do you explain the channel I’d struggle with the gentle part… Do I biggest threat to CE is Chinese sellers to people? We provide brands with need to say why? going direct to UK consumers and reach and access to markets, we offer What two things (apart from SMEs via Amazon, ebay and other leverage to resellers and retailers enabling family) would you grab if your marketplaces. them to focus on their core business house was on fire? My phone and – doing more for customers – and we my cello. simplify the supply chain for both. Which of your 2019 predictions What have been your favourite have come to pass? That we and least favourite partner wouldn’t have left the EU at the end of conference destinations? Lake March and that our world would become Como and Vegas. even more about the cloud. What is the biggest challenge What TV show have you binge facing the channel in 2020? Talent watched this year? Killing Eve. and direct subscription – XaaS. How has 2019 been from a business perspective? It’s been challenging navigating the uncertainty, but fascinating being part of such a rapidly changing market. What annoys you most about your commute? It’s that I have to do it at all! I may not have believed the hype TIM GRIFFIN when I was a child about everyone in the Managing director, DCC 21st century having their own personal Technology and Exertis Group jet-pack, but I did think we’d all spend a What was your dream career as a bit less time travelling. child? Teacher. If you could witness one past What has been your personal event, what would it be? The moon highlight of 2019? My son’s school landing in 1969. leavers party! How do you explain the channel Which famous person deserves a to people? If I ever work it out, I’ll let (gentle) slap? David Cameron… obvs! you know. What two things (apart from What have been your favourite family) would you grab if your and least favourite partner house was on fire? Passport and conference destinations? It sun cream… seems churlish to say London, but see Which of your 2019 predictions my answer to the commuting question have come to pass? Tomorrow above. Message to US tech vendors – will be better still… multi-tenant edge “We have conference facilities in Europe compute! Oh, and Wales winning the too, you know!” Having said that, I do like Rugby World Cup! San Francisco. What TV show have you binge What is the biggest challenge watched this year? Peaky Blinders. RUFUS GRIG facing the channel in 2020? Finding How has 2019 been from a Chief technology & strategy its place in the shifting world as SaaS, business perspective? Sparkling. director, Maintel cloud, software and services dominate. More customers, more products, more What was your dream career Tomorrow’s skill requirements and geographies – doing more! as a child? A musician/train driver/ yesterday’s skill requirement are a long What annoys you most about astronaut hybrid. way apart – as are commercial models, your commute? Zoe Ball. What has been your personal partner relationships and the metrics If you could witness one past highlight of 2019? I turned 50 and still by which we measure success. The next event, what would it be? Martin have (non-grey) hair. couple of years will be formative in Luther King Jr’s ‘I have a dream’ speech – Which famous person deserves a defining our future.
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What annoys you most about our 30th birthday, which I’m very proud your commute? I’m fortunate to only of – and I got to have a second 30th live five minutes from the office. The birthday party! downside being that after a bad day there Which famous person deserves a isn’t much time to destress before I walk (gentle) slap? David Cameron. I think through the front door. we can all understand that one… If you could witness one past What two things (apart from event, what would it be? There are family) would you grab if your so many. Being a big sports fan, it would house was on fire? My phone and have to be The Rumble in the Jungle. car keys – everything is replaceable or in How do you explain the channel the cloud! to people? Talking from a reseller Which of your 2019 predictions perspective, “We do the bit in the middle”. have come to pass? None in the What have been your favourite entirety; Brexit has made a total mess of and least favourite partner everything this year. conference destinations? It’s What TV show have you binge AIDAN GROOM difficult to answer as often all I see is watched this year? Peaky Blinders, Managing director, Total a hotel and a conference centre. That which I have only just got into but already Computers said, both would be within the US: I watched all of. What was your dream career as was disappointed with Houston but How has 2019 been from a a child? As a child I never really had a loved Chicago. As far as my wife is business perspective? See the clear career goal; if I could roll back the concerned, my response is they’re answer about Brexit! We’ve had a good clock it would have been to work in the always disappointing! year, but it’s been a challenge. field of sports science. What is the biggest challenge What annoys you most about What has been your personal facing the channel in 2020? The your commute? It’s not long enough highlight of 2019? Being a lifelong same as it has always been: to continually to make all my calls! Being in the car can Spurs fan, seeing them make the evolve with the market. be very productive. Champions League final. If you could witness one past Which famous person deserves a event, what would it be? I’d (gentle) slap? Outside of most of our rather travel forward, and take part in politicians, I’d say Kim Kardashian. I’m the first civilian space exploration. The not sure I need to say anything more. possibilities are incredibly exciting. What two things (apart from How do you explain the channel family) would you grab if your to people? For vendors, we are a house was on fire? If I didn’t say commission-only sales force, so they just the dog and the cat I don’t think my Pay As You Go. We never rest on our daughters would ever forgive me. laurels! Which of your 2019 predictions What have been your favourite have come to pass? That we and least favourite partner wouldn’t leave the European Union on conference destinations? The 29 March. inside of most hotels are fantastic! What TV show have you binge Most of the time you never get a chance watched this year? I’m not expecting to escape to see the actual city, which anyone to shed a tear but with four is a shame considering some of the daughters and a busy job, I really don’t MUKESH GUPTA amazing locations. find much time to watch TV. The last Chief executive & founder, What is the biggest challenge series I managed to watch was Narcos. e92plus facing the channel in 2020? The How has 2019 been from a What was your dream career three public cloud giants, but particular business perspective? Another as a child? I always wanted to be a AWS and their approach to the channel. solid year of growth while continuing policeman. They are fantastic in what they do, but to make progress with our longer- What has been your personal it’s another revolution that we must all term objectives. highlight of 2019? e92plus celebrating address and adapt to.
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How has 2019 been from a H business perspective? Challenging! It has been a real rollercoaster of a year. I came back from maternity leave in January, and have had a lot of work to do since. But it’s excited for what the future holds. What annoys you most about your commute? Nothing, I really quite enjoy it… There’s time to process the day and to enjoy the drive with no little people in the car or having to listen to a Peppa Pig CD. If you could witness one past What has been your personal event, what would it be? I’d like to highlight of 2019? Being part of the have been in the crowds in London to IT industry Byte Night charity, a rough celebrate on VE Day. sleeping activity where the IT industry HELEN HALL How do you explain the channel comes together to raise money to end Managing director, AVR to people? It depends on who I’m youth homelessness, as I find it hard to International speaking to but always a version of we sell believe that tonight more than 80,000 What was your dream career as vendor solutions for them and help make young people will be sleeping rough, sofa a child? Legal secretary although with them work. surfing or in temporary accommodation hindsight, I would have been terrible at What have been your favourite through no fault of their own. it – there’s no selling involved! and least favourite partner Which famous person deserves a What has been your personal conference destinations? In 2001 (gentle) slap? Maybe a double header highlight of 2019? Coming back into I was helicoptered into the British Grand here – Boris and Jeremy, bringing both the business after two years maternity Prix. I love motorsport so that’s a definite my forehand and backhand into play! Do leave. I loved being at home with my favourite – what a great day! My least I need to explain why? daughter but missed the business terribly. favourite? A day out in Reading at the What two things (apart from Taking back the reigns, a major re-brand Madejski Stadium. We’re based just down family) would you grab if your and a number of new significant hires has the road in Twyford. house was on fire? As long as my been exciting and stands us in great stead What is the biggest challenge laptop is backed up, I don’t have a lot of for the year ahead. facing the channel in 2020? Brexit other physical valuables to speak of that I Which famous person deserves a and everything it is affecting from could not lose. (gentle) slap? Steven Knight for giving currency fluctuations and customer Which of your 2019 predictions us such a poor ending to season five of hesitancy to legislation changes. Along have come to pass? The rise of Peaky Blinders! Oh, and Boris and Trump with age-old issue of recruiting and intelligent spaces/smart buildings; the but we don’t have the time to go there. developing the right people. new Spurs ground and the Ryder Cup What two things (apart from venue being two I could mention. family) would you grab if your What TV show have you binge house was on fire? My mum’s HOWARD HALL watched this year? I am not bracelet and the two cats if I can find Group managing director, DTP typically a binge watcher, and am them! My phone will already be tucked Group pretty disciplined (or old fashioned) into my trouser pocket. What was your dream career as rationing myself to one a week, but I Which of your 2019 predictions a child? I was very sporty as a child – did enjoy a number of shows including have come to pass? Brexit. What a cricket and golf in particular – but I must Summer of Rockets, Riviera and of course mess and where on earth will it end? have had the knowledge that I could play Game of Thrones. What TV show have you binge at a high level, but just not high enough, How has 2019 been from a watched this year? Peaky Blinders so wanted to be a journalist, which business perspective? It has been a and Poldark. I really looked forward considering I am on the scale for dyslexia good one, but hard work. to Stranger Things but haven’t got past must have been me setting myself a What annoys you most about episode three yet. challenge to overcome. your commute? That there was not a
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good coffee shop on it until very recently. CRM and Customer Portal for Pulse, What have been your favourite If you could witness one past our energy broker. It can report on and least favourite partner event, what would it be? Back to live energy consumption data and help conference destinations? I was the Boris/Jeremy answer of sorts, and people manage and reduce it. We have lucky enough to work for Sony during being present to lobby for a two-vote since had two customers roll it out to its absolute glory years. Most Januarys Brexit, a year apart, as we voted on blank large numbers of employees and their were spent somewhere long haul with page manifestos. energy consumption is now 7-10% lower customers. Tokyo, Jamaica, Thailand, How do you explain the channel than two years ago. South Africa and many more. to people? A too price-oriented Which famous person deserves And I’ve been to Telford. supermarket for IT – not that that a (gentle) slap? Most people with the What is the biggest challenge business model does not work! letters MP after their name. facing the channel in 2020? What have been your favourite What two things (apart from Economic uncertainty for our customers and least favourite partner family) would you grab if your will delay larger capital expenditure for conference destinations? Being house was on fire? Nothing much to many. Amortising Capex into monthly a HP/HPE-only partner, it has been a be honest, as long as my family are safe. Opex-style charges will become more choice of two this year, Houston and Car keys and warm clothes? and more the norm for us, I expect. Vegas, with Vegas winning out slightly Which of your 2019 predictions as we went a day early and caught Tyson have come to pass? England winning Fury’s first Vegas fight – all four minutes the Rugby World Cup (when are you of it. printing this?). What is the biggest challenge What TV show have you binge facing the channel in 2020? watched this year? I watched Ricky Staying relevant as the pace of change Gervais’s After Life start to finish in two is only getting faster as clients leverage evenings. Heart-breaking and hilarious all the power of IT to transform their at the same time. businesses, but also the channel not How has 2019 been from a eating its own dog food in many cases, business perspective? Fantastic. such as MPS industry which is ripe for We bought seven companies during Uberisation. 2017 and 2018. 2019 was a break from acquisitions to make sure we integrated them all properly. That’s tough work but a great feeling when you come out the SIMON HARBRIDGE other end with even better performance Chief executive, Stone Group and the feeling that we’ve built one, big, What was your dream career as high-performing team. a child? To be a pilot, influenced by my What annoys you most about dad who flew for the RAF in the Second your commute? My friends tell me off World War. I have early memories for moaning about trains on Twitter, so I of looking through an album of really shouldn’t start here. But honestly, photographs taken when he was learning South Western Railways! to fly in Oklahoma and also of playing If you could witness one past with the contents of an old tin in which event, what would it be? I lived in he kept his old cap badges, RAF wings Berlin for a couple of years in the early and a set of medals. JOHN HARBER 2000s. I’d love to have been there on 9 What has been your personal Managing director, Arrow November 1989 when the wall fell. highlight of 2019? From a business Business Communications How do you explain the channel perspective, we’ve grown exponentially What was your dream career as a to people? The channel is the magical in 2019. A lot of the existing team child? I wanted to be James Hunt. step that brings technology to life. We have stepped up and we’ve also been What has been your personal take stuff out of boxes and give it a in recruitment mode. Seeing staff old highlight of 2019? We have an vital role within a company. Hardware and new taking their opportunities and in-house IT development team and doesn’t add value. Solutions do. We progressing as individuals has been very we re-built and re-launched POD, our build solutions. inspiring and my highlight.
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Which famous person deserves a signposted rights of way from one side. a (gentle) slap? Ivan Drago (Dolph (gentle) slap? I wouldn’t want to slap There’s always someone who doesn’t Lundgren) in Rocky IV because no one anyone (honestly!), but occasionally I do think it applies to them! likes a big bully or a cheat. I’d then run like seeing someone get a well-deserved If you could witness one past away as fast as I could! comeuppance. I particularly enjoyed event, what would it be? There are What two things (apart from seeing Piers Morgan, having slagged off lots you could choose, but I would go family) would you grab if your the Australian pace attack, facing them back 13.8 billion years plus a day to just house was on fire? As long as my in the nets and bowler Brett Lee taking before the big bang, because we’d finally two dogs are included within the family the opportunity to cover him in bruises – know for sure what was there before. category (they should be!), it would be an better than a slap! How do you explain the channel old book and a photo album. What two things (apart from to people? Where to begin? It’s a Which of your 2019 predictions family) would you grab if your vibrant place full of really interesting have come to pass? I didn’t make house was on fire? Well firstly, if I people, who bring the wonderful and any predications in terms of business. was naked, I would probably grab some ever-changing world of technology I made some bold predications on a clothes, but aside from that, probably the through to customers in a meaningful marathon finish time and missed the most sensible option would be iPhone and valuable way that makes a difference mark somewhat. and wallet. in the world. What TV show have you binge Which of your 2019 predictions What have been your favourite watched this year? I did try to have come to pass? That the circular and least favourite partner watch Manifest but only managed to get economy would only become more conference destinations? Seattle halfway through. important and that there would need to or Portland are great destinations. I really How has 2019 been from a be more of a focus on sustainability in love the whole North West coast vibe – business perspective? 2019 has technology. That the pace of change only it’s such a great environment, laid back been positive at CCS. We have a great ever accelerates. Last year I was excited but buzzing at the same time, a great team and we are continuing to make by the growing adoption of subscription place to be. Dublin was great and I loved progress across all areas of the business models, and solutions such as Device- Las Vegas too. It was great fun and a on our success journey. That said, there is and Infrastructure-as-a-Service continue really inspiring conference, even if it was and always will be lots to do. Absolutely to mature. And, of course there would be 46c outside! no room for complacency. no Brexit on 31 March! What is the biggest challenge What TV show have you binge facing the channel in 2020? I said watched this year? I don’t have a security last year, and I stand by that lot of time for TV, but when I do, I like in 2020 – it’s still one of the biggest a drama or fantasy show. Peaky Blinders issues for the channel. As an industry has been a favourite, as has Game of though we also face the constant need Thrones. Contrary to popular belief, I to innovate and attract the right talent. thought they came up with a good finale, There’s a skills gap that needs to be unpredictable and surprising to the end. addressed and it’s incumbent on people How has 2019 been from a in the channel to help find and develop business perspective? It’s been the right people in a fully inclusive way. really positive. We’ve grown strongly in all our markets, taking on new customers and expanding our expertise and range JAMES HARDY of solutions as we continue to mature as Managing director, CCS Media a VAR with our own branded products What was your dream career part of a growing and balanced portfolio. as a child? I pretty much wanted to What annoys you most about be a professional at whatever sport I’d your commute? In contrast to watched on Grandstand each week. most of my career, I currently enjoy a What has been your personal relatively untroubled run down country highlight of 2019? Supporting my lanes. There are points though where wife through a career change; it’s usually narrow single track chicanes are in her supporting me so it’s a nice change. place to calm the traffic with clearly Which famous person deserves
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What annoys you most about your frog in it. The smell alone convinced me documentaries and historical dramas. My commute? Thinking (I try not to) about medicine wasn’t for me. Instead, I chose favourite this year was Chernobyl. how much time I spend travelling annoys technology. The transformations I have How has 2019 been from a me more than the actual commute. For witnessed in this industry as well as what business perspective? This year the most part, it’s fine and just part of my is happening now have been amazing. we’re seeing enterprises getting serious working life. Thankfully, this field has still allowed me about making the customer experience If you could witness one past to help make people’s lives better. the cornerstone of their digital event, what would it be? Martin What has been your personal transformation. This trend helped us sign Luther King Jr’s ‘I have a dream’ speech, highlight of 2019? A personal victory up new channel partners in 2019 and it Lincoln Memorial, Washington DC, was recovering from surgery for an bodes well for the market opportunity 1963. What a message! As relevant today injury I sustained while exercising. going forward. There’s no shortage of as it was then. Timeless wisdom. Ironically, getting better required much opportunities for the channel to help How do you explain the channel greater persistence with my workouts. retailers, banks and other consumer- to people? I have tried this a few times I could have easily given up exercise, facing businesses to deliver better and it never makes sense to anyone. but I knew I had to rededicate myself customer experiences to compete against What have been your favourite if I wanted to meet my fitness goals. born-on-the-web rivals. and least favourite partner No matter how much pain I was in, I What annoys you most about conference destinations? My worked out every morning. It helped your commute? Nothing! Like many least favourite would be Venice – I don’t me understand that for all my personal of my DS&S Group colleagues outside particularly like boats. Barcelona must be goals, I had to take consistency and of India, I work from home. Unlike my favourite destination for conference perseverance to another level. traditional start-ups, DS&S operates events. A few hours on a flight, no jet lag Which famous person deserves inside a large, global organisation so and a city that has everything. An early a (gentle) slap? I would give a gentle we consider ourselves intrapreneurs. start running along the sea front before shake to some of the leaders at top banks When we launched five years ago, we meetings/events is just perfect! who still seem to think they’re too big to figured we could attract the best and What is the biggest challenge fail. I would explain the urgency of digital brightest by offering an enviable work facing the channel in 2020? transformation. environment. We wanted to get the right Complacency and ambiguity. What two things (apart from people for our organisation irrespective family) would you grab if your of where they were. house was on fire? I begin and end If you could witness one past my day meditating beside two pictures of event, what would it be? It would saints from India, so I would grab them. be the Reconstruction Era following Mindfulness has been an integral part of the American Civil War. I was raised to my life since childhood. Like exercise, it stand up for anything that is not right trains the mind with the goal of getting or just. So when I watched the film better every day. 12 Years a Slave, it made me wonder Which of your 2019 predictions how I would have reacted in the face of have come to pass? I’ve been saying so much injustice committed against there is a need to elevate digital trust disenfranchised people. to address cybersecurity and consumer How do you explain the channel privacy. In 2019, there were major to people? I would compare it to missteps by social networks, retailers, how a consumer acquires a mobile banks and governments as well as phone. What are the routes to market SEETA HARIHARAN mounting concerns about personal data – a store, online or network provider? General manager & group head, collected by devices that make up the What kinds of add-ons like apps can Tata Consultancy Services Digital Internet of Things. This put digital trust customise it? Which sales channel would Software & Solutions Group in the spotlight and raised consumer allow the manufacturer to make a good What was your dream career as expectations on privacy and security to profit, reduce overhead and invest in a child? I was taught to serve others new heights. innovation? Is buying it a one-time so I wanted to be a doctor. But then as What TV show have you binge transaction or a journey of continuous a teenager in zoology class I opened a watched this year? As a lifelong value for both buyer and seller? These are jar of formaldehyde with a very dead student of history, I indulge myself in all aspects of the channel.
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What have been your favourite and planning was absolutely worth it. What is the biggest challenge and least favourite partner Which famous person deserves facing the channel in 2020? conference destinations? I would a (gentle) slap? The obvious one is The hardest decisions are prioritising prefer to attend conferences in cities politicians, but you have only allowed investments and deciding what not to do, such as Paris where I could also visit a gentle slap opposed to what is really given the sheer scale of opportunity that partners, customers and of course, new required to get them to take their actual exists at the moment. business prospects. responsibilities to the country seriously. What is the biggest challenge What two things (apart from facing the channel in 2020? family) would you grab if your Without question it’s making channel house was on fire? My phone and a firms vital partners in the digital fire extinguisher to try and put it out! transformation journeys of their Which of your 2019 predictions customers. Yet to become transformation have come to pass? I’m leaving partners, many channel players must those to my five-year-old daughter who transform themselves – starting with is two from two in the Grand National, the way they think, their culture. They although I made amends in Hamilton at must keep pace with technology changes the launch of our Scottish Office. by picking partners with products that What TV show have you binge add value today but offer a vision for watched this year? I really enjoyed the future. It comes down to choosing The Capture and can always re-watch The ROGER HARRY a technology partner that is a trusted West Wing. Founder, Circle IT advisor in their own transformation. How has 2019 been from a What was your dream career as a business perspective? A fantastic child? As a farmer’s boy seeing the vet study in working on what is in our treat the farm animals made me always control and ignoring distractions in order want to be one. Then I realised how to produce some great results. Our faith clever you needed to be for that, so I did is definitely in our people, customers and a YTS instead. partners instead of those people who do What has been your personal nothing but espouse opinion as fact. highlight of 2019? Bringing in a new What annoys you most about management team and stepping aside. It your commute? Knowing it should was a bit of a change but all for the best! be 35 minutes when it has lasted over Which famous person deserves an hour or hearing the fateful beginning a (gentle) slap? It has to be Trump. to the rail announcers’ sentence: “We Annoying as hell and full of sh*t. apologise for…” What two things (apart from If you could witness one past family) would you grab if your event, what would it be? To be at house was on fire? My bike as it’s the moon landings in order to satisfy my worth more than the car, and my own curiosity on whether they actually Garmin watch. JUSTIN HARLING happened, and how. Which of your 2019 predictions Chief executive, CAE Technology How do you explain the channel have come to pass? I never make Services to people? We make sure that predictions apart from the forecast for What was your dream career as a customers get what they really need from the business, which is always correct. child? Once I realised (very early) that the wide variety of technology available What TV show have you binge I was never going to play for Liverpool to them. watched this year? Line of Duty – at Anfield, I wanted to be a journalist What have been your favourite who is “H”? working from Fleet Street, travelling the and least favourite partner How has 2019 been from a world writing life-changing news stories. conference destinations? I think business perspective? OK. It could What has been your personal I am going to get mixed reactions from always be better but we’re still here and highlight of 2019? Watching CAE the Canadian Tourist Board here. My profitable, so roll on 2020! flourish having completed an MBO at the favourite has been Toronto but least What annoys you most about your back end of 2018, knowing all the passion favourite was Montreal. commute? The five cars queuing at the
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one roundabout in Cardiff – gridlock. life had other plans for me. I went in a What annoys you most about Some days there’s as many as 10! I live a different direction and was running my your commute? Being a business few miles from the office in the opposite own businesses by the age of 31 before owner, I have ensured my commute is direction of the traffic so it’s easy but I am setting up Blue Cube Security in 2000. very convenient with a minimal journey hardly ever in the office so commute for What has been your personal time to the office. The only way it could me could be anywhere in the UK, usually highlight of 2019? This is an easy get better is if the company worked in London or Scotland! one – watching my children grow my house! If you could witness one past and develop into their next stages of If you could witness one past event, what would it be? Nothing education, careers and adulthood. event, what would it be? I would comes to mind other than sporting Which famous person deserves like to have witnessed The Berlin Wall events and reliving one of them around a (gentle) slap? It would have to be falling on 9 November 1989 to see Wales sport as there’s not too many. Donald Trump. As a provocative leader families and friends reuniting after a very How do you explain the channel he is also stimulating action, but it’s challenging political period. to people? We sell IT stuff to whether that action is positive or negative How do you explain the channel businesses who don’t know they need it. and if the world be a better place because to people? The simple term that I have What have been your favourite of him!? always found to work is that it is like and least favourite partner What two things (apart from owning a shop – the shop owner buys conference destinations? My family) would you grab if your from a wholesaler (distribution) and sells favourite would be Barcelona as it’s an house was on fire? Without a doubt this on. easy flight and lovely city if you go to the my classic cars and photos albums – my What have been your favourite right places. My least favourite is Vegas family would probably disapprove of and least favourite partner as it’s always massive conferences, which that order! conference destinations? My loses the value and you always think I Which of your 2019 predictions favourite would have to be Monaco with could have stayed home and watched this have come to pass? First, I would its extravagance and wealth. My least on the PC and learnt as much! highlight the erosion of margin within would have to be a basement with no What is the biggest challenge technology deals, which in turn has character somewhere in London. facing the channel in 2020? enabled us to push the growth of our What is the biggest challenge Nothing major; same old I guess but services business through our Cynergy facing the channel in 2020? The the need to engage strategically with professional services team. Something fallout and political clarity of Brexit the C-level around business outcomes else that I predicted and see being a and how we get back to running business is the main driver that lots will struggle huge focus over the coming months and as usual. with to get a competitive edge. But it will years is the maturity of the public cloud just roll on as normal and some channel messaging and route to market. companies will get this and smash it. What TV show have you binge watched this year? With my interest in the military I came across Combat Dealers on Sky Discovery. Combat Dealers follows the adventures of Bruce Crompton (Essex lad like myself), a buyer and seller of old military kit. He travels around the barns and battlefields of Europe and the old Eastern Bloc, hunting down everything from old radio kits to Second World War tanks. How has 2019 been from a JOE HEMANI business perspective? What can Chairman, Westcoast I say? Roll on the Brexit deal so we can What was your dream career as GARY HAYCOCK-WEST get some clarity back in the market. The a child? Airline pilot. Failing that, a Chief executive and founder, margin in deals this year have been the train driver. Blue Cube Security tightest I have ever known. It would What has been your personal What was your dream career as a seem that business is no longer based on highlight of 2019? Becoming a child? To work in the police force, but relationships and value, but just on price. grandad.
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Which famous person deserves a Which famous person deserves a (gentle) slap? Boris and Trump – it’s (gentle) slap? There are too many to obvious why. list and most are politicians. Which of your 2019 predictions What two things (apart from have come to pass? None of them. family) would you grab if your What TV show have you binge house was on fire? My Surface Pro watched this year? None. and mobile phone. How has 2019 been from a Which of your 2019 predictions business perspective? Excellent. have come to pass? I don’t make What annoys you most about predictions. your commute? Road traffic. What TV show have you binge If you could witness one past watched this year? I am currently event, what would it be? Adam bingeing on Absolutely Fabulous and and Eve. Benidorm. How do you explain the channel How has 2019 been from a CARL HENRIKSEN to people? With difficulty. business perspective? Great – we Chief executive, OryxAlign What have been your favourite have grown as a business; what more What was your dream career as and least favourite partner could I ask for? a child? To be a professional squash conference destinations? I only What annoys you most about your player. Squash was a major part of my attend Canalys and it’s inspiring. commute? Nothing. My commute early days and I have fond memories of What is the biggest challenge is my alone thinking time, which is so going to the squash club with my dad, facing the channel in 2020? important to me. It’s where I come up finding broken squash rackets, fixing Trade wars. with some of my best ideas. them and playing with them until they If you could witness one broke again. I got very close to realising past event, what would it my childhood ambition and turned be? Woodstock. I bet it was a great “semi-pro” with a sponsor, in the last few experience and probably the best festival years in Namibia before I came to the UK in the history of festivals. to further my squash career. How do you explain the channel What has been your personal to people? A community of like- highlight of 2019? Spending [more] minded individuals and businesses time with my three little kids and seeing working together to provide them achieve, learn and get into the organisations with transformational IT swing of life. A constant highlight. solutions and services that really do make Another one is getting back on the a difference. squash court and playing county league What have been your favourite after a 10-year break. and least favourite partner Which famous person deserves a conference destinations? I have (gentle) slap? Jacob Zuma and Robert liked all the destinations I have attended Mugabe, and it wouldn’t be gentle. They this year; however, the US is a killer for were both appalling beings and the most the jet lag. corrupt “leaders” in Southern Africa What is the biggest challenge who led to the demise of great countries, facing the channel in 2020? which are now broken. JOEY HEMINGBROUGH Finding great talent. The skills shortage What two things (apart from Sales & marketing director, SICL the channel is currently seeing is not family) would you grab if your What was your dream career as a only from a technical perspective, but house was on fire? A crystal wine child? To be an actress and get a leading from all roles in the sector including decanter belonging to my late parents, role in Star Wars. sales, marketing, finance, product, and photos of them enjoying life back in What has been your personal procurement and management. Finding the day. highlight of 2019? Seeing my sister be good people with not only the core and Which of your 2019 predictions nominated for the 2019 Entrepreneur of soft skills but knowledge of the sector is have come to pass? I didn’t make any the Year. becoming increasingly difficult. predictions, so none.
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What TV show have you binge Evolution. The previous [and current] How has 2019 been from a watched this year? Vikings and Peaky vendor-dictated model that controls the business perspective? Fantastic! It’s Blinders, both of which were superb. channel needs to change in order to align my first full year as MD, and I’m really How has 2019 been from a to and drive a “business outcomes” model proud of what the leadership team has business perspective? It’s been for the end user. achieved. We’ve created an environment our most successful year ever. We have The channel therefore needs to adapt where everyone can do their most comfortably exceeded our financial to the way partners and end users want courageous thinking together. targets [FY2018-19] underpinned by a to consume services and the preference What annoys you most about CAGR of 28%. Having set higher and is for a flexible, scalable pay-as-you-grow your commute? I walk to work, so very ambitions targets for FY2019-20, I’m engagement. nothing apart from pouring rain. delighted that we are tracking ahead at If you could witness one past the end of H1. event, what would it be? I’d like to We have continued to invest in have been present at the moon landing. our people, our infrastructure and What is the biggest challenge our governance as this is essential for facing the channel in 2020? sustained and healthy growth. Two of Investing in the right technology, utilising our amazing women, who have been it to its full potential, and turning instrumental to our ongoing success, promises into reality. That means making were finalists in CRN’s Women in those promises work at a company, Channel Awards, and OryxAlign is a individual and customer level. finalist for MSP of the Year 2019. All in all, it has been an excellent year! What annoys you most about your commute? My commute to work SIMONE HINDMARCH is great considering I travel into London Managing director, Commercial from the home counties. However, on the Group very rare occasion I don’t get a seat, I get What was your dream career as annoyed. No seat means no laptop! a child? I wanted to be an air hostess. If you could witness one past As a child we travelled to and from event, what would it be? There Trinidad – where my mum was from – are so many obvious ones to choose and they used to let me pretend to be an (first flight, moon landing, discovery air hostess. of fire, Live Aid and Woodstock), but What has been your personal something brutally different would highlight of 2019? The launch of our GUY HOCKING have been watching a gladiator fight in smart technologies division. Group managing director, Utilize the Coliseum. To have witnessed the Which famous person deserves What was your dream career as intensity of mortal combat in an epic a (gentle) slap? Richard Gere, on the a child? An explorer. I actually wanted venue such as the Coliseum alongside bottom. For obvious reasons! to be a mountaineer like Edmund Hillary 50,000 wild people, would have been What two things (apart from first and foremost. Him and Ranulph unforgettable. family) would you grab if your Fiennes were my childhood idols. How do you explain the channel house was on fire? My father’s What has been your personal to people? Is the channel that hard to sweater and tie, and my jewellery. highlight of 2019? Building our explain? A series of organisations through Which of your 2019 predictions new offices. We recently converted a which goods and services pass until it have come to pass? In 2018 I warehouse into an amazing space and reaches the end user. predicted that we would see a wider and environment for the team to work in; What have been your favourite deeper understanding of climate change really putting our people at the centre of and least favourite partner and its effects. our business. conference destinations? My What TV show have you binge Which famous person deserves favourite is Amsterdam. My least watched this year? The Crown. I a (gentle) slap? Lewis Hamilton. favourite, Excel London. also love Netflix documentaries and one Perhaps controversial I know – but he What is the biggest challenge of the most inspirational has been The has to be the most moody, miserable and facing the channel in 2020? Dawn Wall. whinging sportsperson ever! Cheer up!
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HAPPY TRAVELLERS Our A-Listers are a pretty contented lot when it comes to the commute… 47 said nothing winds them up about their journey to the office – mostly because they live close to it, or they work from home They do, however, get riled by these irritations: 19 16 9 traffic and rubbish trains dropped mobile roadworks and delays phone signals
Other irritations Bad drivers (7), other commuters (7), airline delays (4), length of commute (4), rain (4), speed cameras, limits or humps (4), airport security (2), commuting! (2), cyclists (2)
What two things (apart from an amazing place for our people to work. facing the channel in 2020? We family) would you grab if your That is testament to our amazing team. need to ramp up fixing this digital house was on fire? My Surface Pro What annoys you most about skills and talent shortage. From our (sad but true) and my Arc’teryx climbing your commute? The fact that I can’t perspective we are embarking on some jacket – I live in that thing and it’s a hold a phone conversation for the exciting partnerships with Microsoft and bomb-proof all weather monster and has 30-minute commute down the A127 local colleges. Watch this space! many stories to tell! without it dropping out 4-5 times. Sort Which of your 2019 predictions out our UK mobile/4G coverage before have come to pass? Brexit hasn’t worrying about upgrading to 5G! JASON HOLLOWAY made a negative difference to the need If you could witness one past Managing director, Bridgeway for businesses to embrace and invest in event, what would it be? There are Security Solutions technology. It hasn’t halted our client so many. The biggest personal one for What was your dream career as engagements at all! me has to be whether George Mallory a child? To be a pilot. I wanted to join What TV show have you binge was actually the first person to summit the RAF and become a Sea Harrier pilot, watched this year? Peaky Blinders, Everest. We will sadly never know. but I was unfortunately too tall. However, although this last series hasn’t been as How do you explain the channel 13 years ago I studied for my glider and good (it reminds me of another popular to people? That big stretch of wet stuff power pilot’s licence and now fly as often throne-related show). that separates us from Europe! as I can. How has 2019 been from a What have been your favourite What has been your personal business perspective? Best year and least favourite partner highlight of 2019? I’m very proud yet. Despite the distraction of building conference destinations? Favourite of my son achieving a First following and moving our HQ, we have had a = Vegas. Least favourite = Vegas. his first year of studying Business record year and used that to help build What is the biggest challenge Management at the University of
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small amount of ready printed cash, but base, especially with the move to simpler they’re printing loads of their own. self-managed cloud services and easier How has 2019 been from a integration. A lot of the channel rely business perspective? 2019 is hugely on integration services and/ an inflection point for Bridgeway. We or reselling licences, and if they’re not have grown to become a medium-sized needed, or are being sold online directly organisation and it feels like we have by the vendors, the relevance of the grown up. I’m pleased with how well our channel is greatly diminished. There is new recruits are doing, we’ve attained still a role for the channel in the future ISO 27001 and 9001 accreditation and but it’s a very different one to what we’ve we’ve introduced a number of managed seen in the past. services that are being well received by prospects and customers alike. What annoys you most about your commute? The A14 roadworks. Sheffield. I’m also chuffed that I took part It should be a short commute but in my first ever gliding competition at almost every day there are new bridges, our club and won! It was the first time slip-roads, relief roads, roundabouts, all I’d tried flying competitively and I hadn’t appearing with seemingly little rhyme previously realised how much fun it nor reason. And poor signage seemingly could be. designed to utterly confuse the unwary. Which famous person deserves If you could witness one past a (gentle) slap? Does it have to event, what would it be? It would be gentle? Bill Gates for having the be something momentous such as the opportunity to vastly improve the Battle of Britain, the signing of the Magna interoperability, security and scalability Carta or the first atomic bomb test to see of the Microsoft products and services whether those involved at the time really but instead choosing to make them felt the huge significance of the event. proprietary. Or perhaps when they invented the What two things (apart from television and for the first time saw the family) would you grab if your flickering images show up on the screen. house was on fire? My phone to call How do you explain the channel CHERIE HOWLETT the fire brigade and my rucksack that to people? It’s a stretch of water Marketing director, Jola contains my laptop, iPad and passport! I between England and France. What was your dream career as a suppose the common answer would be What have been your favourite child? I wanted to be a ballerina in the items that used to be irreplaceable, like and least favourite partner Royal Ballet and dance on the stage. photographs, but nowadays so many are conference destinations? Helsinki What has been your personal stored in the cloud. for both favourite and least favourite. highlight of 2019? Winning the Which of your 2019 predictions In the spring and summer, it’s colourful very first Comms Business, Women in have come to pass? The and full of life, everyone is so happy Channel Award. I was up against tough exponential rise in security threats radiating warmth and friendship and it competition, so was really thrilled to rising disproportionately faster than the can be surprisingly hot in the summer. win. It was fantastic to be recognised for investment in information security. Plus, Unfortunately, in the dead of winter my contribution to the growth of Griffin the foreign exchange uncertainty caused it can be cold, dark and miserable. and Jola over the last 15 years. They by Brexit and associated delays. I wish I’d Everyone is very down and blue, in are both channel-only organisations, be wrong on both counts. more ways than one, and it seems like a focused on helping resellers to grow their What TV show have you binge completely different country. However, businesses, with products that are easy watched this year? The crime I still have a soft spot for the Finnish to sell and generate profitable, recurring series La Casa De Papel (Money Heist). people and Finland itself. revenues. We were the first to launch Rather than robbing a bank, they rob the What is the biggest challenge many industry leading propositions such Spanish equivalent of the Royal Mint and facing the channel in 2020? How as white-label managed broadband and the nice twist isn’t that they’re stealing a to maintain relevance with the customer more recently managed 4G, private 4G,
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Direct Routing for Microsoft Teams to be their wholesale provider of M2M Phone System and eSIMs, a network- and IoT SIMs to the channel. We were agnostic white label plastic or embedded the first to launch direct routing for the mobile data SIM, designed to help MSPs Microsoft Teams Phone System and compete with the mobile networks in IoT. are about to launch eSIMs. It has been Which famous person deserves a fast-paced with high growth and we have (gentle) slap? I wouldn’t slap anyone attracted new talent into the industry but I do think that there are a few from apprenticeship schemes and celebrities that could use their influence part-time working for full-time parents for good, but choose not to. I do worry looking for a new challenge. about the impact of instant fame on the What annoys you most about people involved, and the harm trolling your commute? It takes 20 minutes can cause. Instant fame via reality TV or up a dual carriageway, so I count myself social media channels is becoming more lucky. Traffic can be heavy, especially in attractive and I worry about the impact bad weather, but I also have the option to this is having on the career aspirations for work from home, so I can’t complain. future generations. If you could witness one past MARY HUNTER What two things (apart from event, what would it be? I would Business Unit Executive, family) would you grab if your like to go back and witness the birth of Columbus UK house was on fire? Items I wouldn’t the universe, how it all began and how What was your dream career as want to live without are my memory life on earth started. I am interested in a child? I always wanted to be a lawyer. boxes, books, music and photo albums. evolution and how living things can I loved the thought of defending the Which of your 2019 predictions thrive in the right environment. innocent and ensuring they were let go. have come to pass? Like many How do you explain the channel What has been your personal people, I saw the growth of mobile data to people? I describe the channel as highlight of 2019? Moving to our coming and the potential for MSPs an amazing place to work. It’s run by perfect family home that we were part and IT resellers to monetise mobile entrepreneurs spotting opportunities in of designing. broadband, M2M and IoT solutions. the business communications market Which famous person deserves a We have partners in retail using our 4G and delivering effective solutions. There (gentle) slap? No one. Although there SIMs for backup and digital signage, is always new technology to learn and are many politicians I could name. partners in security using 4G for CCTV opportunities to take. It is an innovative What two things (apart from and backup for door entry systems, community supporting UK business. family) would you grab if your partners in transport and logistics using What have been your favourite house was on fire? Phone and 4G for Wi-Fi and in dashcams for buses, and least favourite partner passports. We may as well grab a family coaches and lorries, and traditional voice conference destinations? We are holiday and create happy times versus resellers using our 4G to package mobile based in the Midlands, so it is great when being upset in a local hotel. broadband propositions for rural areas events take place locally as it is less of a Which of your 2019 predictions and construction sites. commute and easier to transport kit to. have come to pass? Customer What TV show have you binge For me, the best conferences focus on experience and service will matter more watched this year? Scorpion on the content. They offer panels, which in 2019 than ever before. Netflix. It is an American TV show based provide balanced, current information How has 2019 been from a on the life of Walter O’Brien, who has the and relevant suppliers to meet. business perspective? A year of highest recorded IQ of 192 and his team What is the biggest challenge embracing and driving great innovation of geniuses, who solve problems no one facing the channel in 2020? We and change. else can fix, for the US government. need to adapt to thrive in changing What annoys you most about your How has 2019 been from a market conditions. With the amazing commute? Sitting stationary in traffic. business perspective? Great – growth of Microsoft Teams Phone How do you explain the channel we just won two prestigious industry System and Direct Routing, I think to people? A community of companies awards for Best Wholesale Provider and 2020 will be a challenge for resellers working in the technology industry. Best Mobile Distributor. We have been committed to hosted voice and a great What have been your favourite expanding our SIM portfolio and were opportunity for MSPs who are Microsoft- and least favourite partner chosen by the Three mobile network certified partners. conference destinations? My
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favourite this year is Berlin. So much minutes of the game for all independent great partner events in Madrid which history all around you that can be fast (if there’s such a thing) watchers. My son I enjoyed (except when the taxi drivers experienced while travelling on business. is a Spurs fan as well, so it took some were striking). My least favourite is Las Vegas. The heat time for him to manage his emotions. What is the biggest challenge when on business, the noise and the What two things (apart from facing the channel in 2020? environment simply don’t appeal. family) would you grab if your Keeping their expertise relevant. What is the biggest challenge house was on fire? A box of family facing the channel in 2020? The memorabilia and the family passports. shortage of people. We all have to play We’d need a holiday. our part to attract great people from Which of your 2019 predictions other industries and return to work have come to pass? I would continue mums and the next generation to come to fail to listen to my own advice. There is join us. a lot of advice I give myself which I don’t have the discipline to follow. We continue to get better as a company every day. What TV show have you binge watched this year? This is a fairly long list. The most impactful was Chernobyl. But I have a guilty pleasure of watching History Channel reality TV series like American Pickers. How has 2019 been from a business perspective? Rewarding, challenging, changing, stressful, fun, energizing. All the reasons why being in business is enjoyable. DONAVAN What annoys you most about your HUTCHINSON commute? It depends on the method Managing Director UK & of transport, but the trains in California International, PCM Technology are infrequent. There can be one an hour Solutions UK at peak times and they are very slow. It What was your dream career as PAUL HUNTER reminds me how good European train a child? For those who know me well Global channel chief, HPE services are. At the same time it’s difficult my dream job has always and continues What was your dream career as to be annoyed when the sun is shining. to be that of setting up a riding for a child? I didn’t really have a dream If you could witness one past disabled facility. I have always wanted job in mind, but I always had an interest event, what would it be? Landing to work towards setting up the RDA in business, which I got from my dad. I man on the moon. I’d love to have a facility since a young age and after landed in sales by accident. When I first sense for the excitement in the art of working closely with Jane Hemmingway, worked for NCR it was where the fun the possible that existed at that time. one of the leaders of the society seemed to be. I suspect it was a great time for global alongside with Princess Anne, the What has been your personal imagination. benefits of seeing people of all ages with highlight of 2019? My wife got a new How do you explain the channel varying levels of disabilities being able job at Pivotal. We had a family reunion to people? A network of thousands to embrace and lift their moods through on the US east coast, where we all met of companies around the world, that being with horses – which are just in for a long weekend. Work wise, I am help customers provide an IT service to themselves majestic creatures – gave me excited with the collaboration we enjoy their business, utilising the solutions of real pleasure and a sense of happiness with our partners and the results that are hundreds of technology companies. being able to help others. coming from that. What have been your favourite What has been your personal Which famous person deserves and least favourite partner highlight of 2019? There have been a (gentle) slap? Damir Skomina, conference destinations? Orlando many highlights for 2019; however, the the Champions League final referee in I like the least. There’s very little biggest for me has to be finally marrying 2019, who essentially spoiled the next 89 personality to be had there. We’ve had my husband on 10 August. It was an
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amazing event joined by our close friends have liked to have witnessed the and family and a day I will never forget. Stonewall Rebellion on 28 June 1969. J Which famous person deserves These riots at the time, although a (gentle) slap? I don’t think there’s classed as violent demonstrations ever a person I would want to slap, gentle against the police in NYC, did pave or not. the way to the LGBTQ uprising and What two things (apart from liberation movement resulting in family) would you grab if your LGBTQ rights, not just in the US house was on fire? The two items but worldwide. As an active LGBTQ I would absolutely grab would have to sponsor and openly gay leader, I am be my cat and my dog. The house may privileged and thankful to all those who be in flames but material objects have acted in good faith for equality, which no meaning to me and often can be has resulted in much positive change replaced. If however the cat and dog over the years for humanity. were both safe with my family then I How do you explain the channel would probably just grab the keys to my to people? I would typically describe car so at least the family has shelter and it as the place where technology is can travel to family with ease away from leading the way for our future. Although the fire. vague to many, I tend to have to describe What TV show have you binge the channel as the route to market KEVIN JAMES watched this year? I generally for many vendors being able to sell Chief commercial officer, don’t have much time in the day to their products to both consumers and Computacenter binge watch TV series; however, I have businesses and that there are multiple What was your dream career as enjoyed both American Horror Story layers that provide added value to a child? From an early age I simply and Game of Thrones. enhance the offerings and technological wanted to be a professional sportsman How has 2019 been from a capabilities of the vendors’ products. – football, cricket or as an F1 driver business perspective? From a What have been your favourite and much later golf. I always had the business perspective, 2019 has been and least favourite partner competitive nature, just simply lacked one of excitement as the organisation conference destinations? I would the talent! continued to grow sequentially and say that Vegas seems to be the most What has been your personal YoY by more than 50%. We have had a common place for vendors to have their highlight of 2019? As I spend more number of challenges but we have been partner conference and while Vegas can time with our US acquisition, I’m able to overcome these with the excellent be great, it does also get boring when starting to see with even more clarity team we have in place who are forward there’s repetition. The best places I the global nature of this business and the thinking in all they do. 2019 also has seen have had conferences are the Bahamas, channel specifically, and the dominance a couple of positive surprises to include Portugal and Croatia, which are all and influence of the US leaders of our that of the joining of the PCM and beautiful but my favourite will always partners. It is not just what we are Insight brands and it is certainly exciting be Barcelona. achieving over there, but by looking both times ahead as each organisation’s What is the biggest challenge sides of the pond, I’m seeing the power strengths in both product delivery facing the channel in 2020? The of being global to our own business, and digital transformation services are ability to attract and hire top talent from our customers and our vendors. The brought together. across Europe and beyond into the UK other (very personal) highlight for me What annoys you most about will become more challenging as the over the last 12-18 months was finally your commute? My commute is UK adopts its Brexit plans. The market managing to lose some weight (2st-plus) relatively easy to our main head office as is still very ripe right now and we have and achieve a level of fitness which I was it’s only 12 minutes away. However, if I certainly seen that from the growth beginning to think was beyond me. Now am travelling to other sites like Glasgow announcements across the industry. I need to “go again” and achieve even for instance then I’ve learned to drive and However, this could be short-lived if more improvement. not fly, given I always have delays with organisations do not have the right talent Which famous person deserves a airlines no matter where I am going to. within their organisations to help execute (gentle) slap? David Cameron, which If you could witness one past against the businesses strategy and is a shame as I was a big fan. Frankly the event, what would it be? I would growth plans. distraction over the last few years with
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Brexit has tarnished so many things. For my answer is: effectively we deal with for a more simplified, technology based me it was always a political rather than large enterprise organisations and large model for procuring technology and economic decision. While I respect him global vendors, neither of which can solutions, in some form of consumption/ for trying to fix the issue once and for adequately flex, and we help them both XaaS motion. Whether that will really all with the referendum, the way he did do that, matching customer demands to land in 2020 or soon after, it is a challenge it achieved the complete opposite. I’m vendors’ technology and make it easier ahead of the industry, which we will all afraid that it has become a running sore; to enable their technology by combining need to be ready for. I’m struggling to see how it will come to tech and services to build solutions. Our an end in the short/mid term. deep customer intimacy helps the tech What two things (apart from vendors go wider and deeper working family) would you grab if your with us, and helps customers to get house was on fire? My golf clubs and access to the right technology for them my wine rack! at the right time. The broader channel, Which of your 2019 predictions albeit not really CC, gives the vendors have come to pass? That Brexit reach into the mid market. would not be resolved, that our What have been your favourite technology sourcing (product supply) and least favourite partner business will continue to grow, and I conference destinations? It’s would continue to have the best job in amazing that we go to some fab cities, Computacenter (possibly in the industry!) but all we see is an airport terminal, and (sadly) that my wife would end up a taxi and a conference hotel, and DEREK JONES with a lower golf handicap than me! All normally many of the same people Advisor to the Board, Synaxon 100% correct. (while we are competitors, we normally What was your dream career What TV show have you binge manage to enjoy a glass of wine and the as a child? My first plan was to be a watched this year? Peaky Blinders social “engagement”!). Therefore, I’ve professional sailing instructor; this was and Killing Eve. Both excellent, but quite been keen recently to try and combine closely following by joining the Royal a few others as well. Binge TV watching the conferences where possible with Navy. helps travelling a lot! seeing more of the cities we visit, and What has been your personal How has 2019 been from a on a number of occasions my wife has highlight of 2019? Seeing Synaxon business perspective? Very strong, joined me afterwards to enjoy Madrid, central purchasing and CSP systems across all territories and across all San Francisco, Las Vegas, Barcelona, delivering results for the channel. business lines with all our main partners Paris and others. It can’t always be Which famous person deserves and some key new ones. possible – I have to say she wasn’t too a (gentle) slap? About half of our What annoys you most about happy when I went to both Venice and politicians but especially Jeremy Corbyn your commute? My main commute Seville without her! – what a muppet. is to LHR… so BA delays! Other than What is the biggest challenge What two things (apart from that, nothing annoys me, as it is either facing the channel in 2020? family) would you grab if your very short to the Reading office or to There are always challenges of a macro house was on fire? I would certainly a different place every single day. The economic nature ahead of us – Brexit, start with my mobile phone followed by a worst thing about commuting is the US/China trade, economic slowdown as good coat, both for practical reasons. repetition. I’m lucky that every day is well as inevitable change in our markets. Which of your 2019 predictions genuinely different, as variety is the spice However, the challenge we have in 2020 have come to pass? That I would of life. I should say I used to hate the daily is the same as it has been every year, step down from the position of MD at commute into London by train (it still our ability to add significant value for Synaxon UK. drives me crazy when I have to do it in customers and partners and to define What TV show have you binge rush hour). and then execute on our own strategies. watched this year? It’s not If you could witness one past Those channel players who have genuine something I would ever do under any event, what would it be? Easy focus (on whatever their segment/ circumstances. I don’t know how people question. The 1966 World Cup final. targets are) will be the ones who succeed. find the time. Obvious reasons! More specifically, I do believe that as How has 2019 been from a How do you explain the channel our customers’ buyers become more business perspective? With all of to people? I get asked this a lot and “millennial” they will drive a demand the uncertainty around Brexit, I think it
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has been a difficult year for all. career got in the way – in that order. say that the channel is basically made up What annoys you most about What has been your personal of clever people who sell smart stuff to your commute? Nothing at all: no highlight of 2019? This has definitely end users. Like us, they have to live on long drives, no trains, boats or planes. got to be the way the Exclusive Networks margins, not revenues. If you could witness one past team has adapted to the consistent What have been your favourite event, what would it be? VE challenges of running a distributor and least favourite partner Day – May 1945 in London. After all of throughout the Brexit chaos and the way conference destinations? The best the unbelievably difficult years, people that they have handled the pressure that destination for me was Vienna. It was actually got a chance to celebrate and this has put on our vendors and partners. very clean and refined – the wine and look forward to the future. In my personal life, I feel like my golf is cake was great. The worst has got to be How do you explain the channel finally improving! Vegas – I think it’s a destination which is to people? In broad brushstroke terms, Which famous person deserves a just a bit overdone now. the route to market for technology (gentle) slap? Undoubtedly Theresa What is the biggest challenge products and services. May for wasting two years of all of our facing the channel in 2020? Staying What have been your favourite lives and confounding our businesses. relevant in the face of the more and more and least favourite partner What two things (apart from uneducated purchasing manager, and conference destinations? An family) would you grab if your qualifying that the deal you do all the invitation to South Korea with Samsung house was on fire? An old picture of work on comes your way! tops all and I don’t really have a least my Mum at 18, which we only recently favourite location or conference. I found, and my LP collection (yes, vinyl). think we should always get something Which of your 2019 predictions out of every conference or networking have come to pass? The fact that opportunity. cloud is finally turning into sales, the What is the biggest challenge Brexit chaos is continuing and the facing the channel in 2020? It cybersecurity market is maturing at last. has to be the unpredictability of the What TV show have you binge UK economy post-Brexit, developing watched this year? The Boys on a winning strategy in a volatile and Netflix. It’s a real send up of superheroes. uncertain market is incredibly difficult. How has 2019 been from a business perspective? Very tricky as I have mentioned above! There have been large deals delayed and orders have been taking longer to close. With more MARTIN JONES consolidation on both the vendor and Managing director, LAN3 VAR side of the business, there has been What was your dream career as a large focus for us to continue being a child? Like so many kids, I dreamed agile and fill the services and skills gaps of being a sportsman, with cricket being where needed. ‘my bag’. As it turned out, I was horribly What annoys you most about average at cricket, and less than average your commute? My commute is three at all other sports. Outside the world of miles of country lanes so I’m very lucky sport, I had no specific dreams. I just to have such a scenic route into work. wanted a career where I got to talk a lot, GRAHAM JONES However, it does take me past my gym, even if that meant every now and then I’d UK managing director, Exclusive so I have no excuses not to go! need to listen too. Networks If you could witness one past What has been your personal What was your dream career as event, what would it be? I would highlight of 2019? 2019 has been an a child? Being a Liverpool lad, football have loved to have been in the control ‘interesting’ year, with the never-ending was always a big part of my childhood. room when Apollo 13 re-entered the farce of Brexit looming over our heads. Like many others my age, my dream was atmosphere. I can’t even imagine how However, there have been highlights both to play professionally. I actually ended emotional that must have been! at work and at home. My eldest daughter up playing a few games for Merseyside How do you explain the channel ‘smashed’ her GCSEs, Liverpool FC won football team, but then work, girls and to people? In one sentence I would the Champions League and at LAN3 we
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have continued to fight against the Brexit obviously! Although I always try to Confession and Succession. All brilliant tide and win high-profile business. remain teetotal and close to my laptop, and in this order. Which famous person deserves at all times. My least favourite is any How has 2019 been from a a (gentle) slap? Lewis Carnie conference where I haven’t had to board business perspective? Business (Controller of Radio 2), for making Radio a plane first. continues to thrive but agility and 2 so much less appealing than it was. What is the biggest challenge forward-looking insights are key to What two things (apart from facing the channel in 2020? ongoing success – never be complacent. family) would you grab if your E-Commerce (especially for cloud and What annoys you most about house was on fire? My dog and one software solutions). It does mean that your commute? Late trains and no of my cats… the channel must continue to provide apologies! Which of your 2019 predictions additional value to prospects and If you could witness one past have come to pass? I am no good at customers… or face obsolescence. event, what would it be? The one all at making big insightful predictions. that never happened: Hitler signing a I thought there would be some big surrender document. company buy-outs in 2019, but I was K How do you explain the channel not clever enough to guess who would to people? Ha ha! We are the GTM for buy whom. the OEM! Any wiser now? What TV show have you binge What have been your favourite watched this year? Stranger Things. and least favourite partner I am very jumpy, so my family refuse to conference destinations? Boston watch it with me. is a great go-to place as it is small yet has How has 2019 been from a the buzz of the US and Europe, whereas business perspective? It has not Hawaii is a long, long way away. been without its challenges, but I am What is the biggest challenge proud of how the team have worked facing the channel in 2020? The together to continue business growth. It OEMs must begin to take apart their has been particularly rewarding to watch partner channels and unconstrain them the managed services business continue to from the chains that they have put in soar, with such great customer feedback. place over the years, with minimum What annoys you most about requirements for compliance. your commute? I can’t grumble TOM KELLY really – I chose the location of the office! Chairman, Agilitas It certainly wouldn’t hurt to see the What was your dream career as back of the temporary traffic lights that a child? Airline pilot but my eyesight blight the road that links our office to my was not 20/20, which was then a pre- house. They can easily add another three requisite. minutes (25%) to the drive in! What has been your personal If you could witness one past highlight of 2019? Seeing the smaller event, what would it be? I would cloud ‘born’ partners thrive and be clever. have loved to have been a fly on the wall Which famous person deserves to witness the conversations that Obama a (gentle) slap? It has to be Mark had with his staff prior to handing over Zuckerberg for his total arrogance and the White House to Mr Donald J Trump. self belief, which is unwarranted. How do you explain the channel What two things (apart from to people? The tidal waterway that family) would you grab if your separates France from England. I might house was on fire? My iPad and the JAMES KIGHT then expand by saying I have a mate who keys to the McClaren! Chief executive, Printerland.co.uk swam it. (Sorry). Which of your 2019 predictions What was your dream career as What have been your favourite have come to pass? I didn’t make any a child? Barman… and I realised that and least favourite partner in this uncertain world. dream with my first job. conference destinations? My What TV show have you binge What has been your personal favourites are Orlando and Vegas, watched this year? Killing Eve, highlight of 2019? I’m still alive!
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LOST IN SPACE A-Listers wished they could wanted to 8% have been at the have been 1966 World Cup fi nal 16 at the fi rst moon landing in 1969 cited the fall of the Berlin Wall as being a 7% must-see moment 4% are gutted they missed Live Aid
Best of the rest The Big Bang (7), VE Day/D Day (6), breaking the Enigma code (3), Mandela walking free (3), Woodstock (3), 2003 Rugby World Cup fi nal (2), building of Stonehenge (2), Dunkirk (2), the “I Have a Dream” speech (2)
Which famous person deserves a conference destinations? None. (gentle) slap? Boris – I think we have (gentle) slap? Nobody. I’m a lover, not Th ey’re all a waste of time and money. dissimilar ethical standards. a fi ghter! What is the biggest challenge What two things (apart from What two things (apart from facing the channel in 2020? family) would you grab if your family) would you grab if your Anyone trying to swim it! house was on fire? My photo and house was on fire? My toothbrush music servers. and the insurance policy. Which of your 2019 predictions Which of your 2019 predictions have come to pass? Cybersecurity is have come to pass? Printerland’s getting more complicated. success with Managed Print. We’ve seen What TV show have you binge an 800% year-on-year growth. watched this year? I don’t have time What TV show have you binge to watch TV, really. watched this year? Coronation How has 2019 been from a Street; I can’t get enough of it! business perspective? For us at How has 2019 been from a Nuvias, the opportunity has been dealing business perspective? Fantastic! with expansion and growth. We’re set for another record-breaking What annoys you most about year in both profi t and turnover. your commute? Th at’s not really a What annoys you most about your major issue when you mainly work from commute? My chauff eur’s driving. home. Perhaps the long walk to the If you could witness one past IAN KILPATRICK kitchen for a cup of tea, or logging on too event, what would it be? Th e Strategic advisor cybersecurity, early for video conferences. Grand National. I’d make a fortune. Nuvias If you could witness one past How do you explain the channel What was your dream career as event, what would it be? Th e to people? It’s a stretch of water a child? To be a scientist; what kind asteroid strike that wiped out the separating France and England. was undetermined then. And history has dinosaurs, because it truly changed What have been your favourite shown it was just a dream. the world. and least favourite partner Which famous person deserves a How do you explain the channel
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to people? If it’s vendors I explain but I love the commute down to Devon. separate groups (monthly meetings with that it’s how you can add value and If you could witness one past telephone support in between) and the significantly multiply your revenue, as event, what would it be? The members are achieving average growth well as reduce costs. coronation of Elizabeth II. An amazing rates of 214%, which is very encouraging. What is the biggest challenge and uplifting occasion after what must It’s good to know that my wisdom and facing the channel in 2020? In have been a dreary post-war period. experience counts for something and that cybersecurity it is making the right How do you explain the channel I am able to mentor and coach others in choices to continue to be relevant as to people? We advise and help this way. I see it as a way of giving back. trusted partners, in what is an increasingly customers implement software solutions. I have always devoted some of my time challenging and complex market. What have been your favourite to helping and developing other business and least favourite partner owners. I spent many years doing it on a conference destinations? My voluntary basis as IAMCP (International favourite is San Francisco. My least Association of Microsoft Channel favourite by a long stretch – Las Vegas. Partners), so this is a logical next step. What is the biggest challenge Which famous person deserves a facing the channel in 2020? (gentle) slap? Ernie Wise? After Continuing to invest in adding value, such all, Eric Morecambe got away with it as more services, but remaining profitable. for years! What two things (apart from family) would you grab if your house was on fire? My laptop and mobile – I couldn’t live without those two ANDREW KING things. I know it’s clichéd but it’s true. Group chief executive, Grey Matter Which of your 2019 predictions What was your dream career as have come to pass? Last year I a child? To join the Royal Navy – but predicted significant growth in IoT and unfortunately at the time I was not Quantum computing. While both of these impressed with their IT! areas are still growing and developing, What has been your personal IoT has truly gone mainstream this year. I highlight of 2019? To retain our think we’ll see huge advances in Quantum omnichannel (resale and distribution) computing in the next 18 months that direct status with Microsoft for CSP. KELVIN KIRBY will revolutionise the way we deal with Which famous person deserves a Chief executive, Technology data and analyse it. This will have massive (gentle) slap? Any famous person who Associates implications for marketing, sales, data profits from the UK, but avoids paying What was your dream career as analysis, data storage and social analysis their fair share of UK tax. a child? To be an astronaut. I was eight (among others). What two things (apart from years old when the moon landings took What TV show have you binge family) would you grab if your place in 1969 and I was fascinated by it, watched this year? I don’t really get house was on fire? My phone (to call one might even say obsessed. I have been time to binge watch, but I finally got to for help) and my Sage coffee machine. a huge sci-fi fan ever since. However, it start watching Suits. Generally I don’t Which of your 2019 predictions wasn’t to be and I ended up going into get much time for TV so it’s nice to have have come to pass? That resellers automotive engineering instead. I started time to sit down and watch something and distributors who focus on turnover, my career with British Leyland (BL Cars) that both the other half and I can enjoy. not long-term customer satisfaction, but most of your readers will be too I also watched the Netflix series Another continue to fail. young to remember them! Life while on holiday (mostly on the What TV show have you binge What has been your personal plane!) and just started The Hot Zone on watched this year? None! highlight of 2019? Several awards, National Geographic. How has 2019 been from a and some really high-profile customers. How has 2019 been from a business perspective? Organic, I created my own Mastermind Group business perspective? Awesome. profitable growth. to help, assist and act as a catalyst We have a 28% growth in revenues and What annoys you most about your to help business owners grow and sales, which considering market factors, commute? I mainly work from home, develop their businesses. I now run two Brexit and a few other things is pretty
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good for us this year. We pulled back For many different reasons but somehow from business in the EU (mainly driven being in the home of US political power L by customers in the EU worried about seemed to be empowering (don’t ask Brexit – a trend that started early last me why). I also liked Orlando and Los year). Since we are primarily a services Angeles (although only certain parts of business, this has been a key factor. But LA) – I had my 50th birthday at The the UK market has grown to compensate Standard Hotel in LA, so maybe that’s above and beyond so that wasn’t quite why! My least favourite would have to be what we expected, but it’s all good news Las Vegas – way too hot and too many and we have a very healthy pipeline into distractions, if you know what I mean! next year, which is great. What is the biggest challenge What annoys you most about facing the channel in 2020? One your commute? I live five minutes of the key challenges will be those in from the office so there’s not much to adapting business models to meet both complain about. Having said that, I travel changing technologies (AI, robotics) and all over the country. This month I’ll be in meeting the demands of new/revised JONATHAN LASSMAN lucky to spend even two days in the Partner Programs. Director, Epaton office because we are so busy. A large On my first point we will see increasing What was your dream career proportion of my time is still spent with convergence of AI and robotics markets as a child? Musician. In one of my customers, or in London where I have in both business and small business/ psychometric tests I scored the highest other business interests. I run several domestic markets, which will challenge for music and also the highest for sales. companies and I am an investor in many distribution models. Businesses will want What has been your personal others. When I combine that with my to capitalise on the growth of home- highlight of 2019? Getting child Mastermind Groups, life is pretty busy, based technology sectors versus business number one into university and child but I like it that way. I’m always a moving as workers become more diverse, more number 2 through GCSEs. Both have target and hard to pin down! mobile and more independent (working now got further than I did in the If you could witness one past freelance vs employed). This trend for a education system. event, what would it be? I’m really more mobile workforce has been around Which famous person deserves a not sure on this one. I don’t really focus for a while but 2020 will see a huge shift (gentle) slap? Arsene Wenger for not on history, I’m more interested in the in this model. And the trend will be letting go sooner. future and how I might influence that. fuelled by more pay-as-you-go models What two things (apart from History is history, and short of having for equipment/technology rental in much family) would you grab if your a Tardis to hand, I wouldn’t count any the same way as mobile phone contracts house was on fire? My phone and one historic event as being any more work today. my wallet. significant (from my perspective) as any On my second point about Partner Which of your 2019 predictions other. I guess if you asked me if there Programs, I think we will see a massive have come to pass? None yet – talk was one historic event that affected me shift in these models. For many years to me on 31 October. the most and I would want to re-live, it we have seen the large technology What TV show have you binge would be the birth of my daughter – one companies try and “retro-fit” and modify watched this year? The Boys. of the most emotional events of my life. their programs to fit an increasingly How has 2019 been from a To me, that is historic! rapid adoption of new technologies business perspective? Best year yet. How do you explain the channel and platforms and today many of What annoys you most about your to people? Generally I don’t! I just say them just don’t fit the model that’s commute? Too much traffic, too many that I am in IT and leave it at that! If I try really appropriate for the market and road changes and too many cyclists. to start to explain it to people that don’t for the partners. I am sure Microsoft If you could witness one past already know it, the eyes glaze over and is rethinking its model right now in event, what would it be? Hitler’s I know at that point I’ve lost them… so I the wake of a backlash in the summer suicide, just to be sure he was dead. just don’t any more! over IUR, so I would expect to see a How do you explain the channel What have been your favourite significant and bold announcement to people? If the correct channel is and least favourite partner from Microsoft some time next year, working with you then they become an conference destinations? and I would expect other vendors to be extension of your IT team and it is a way Washington DC was my big favourite. following suit. We’ll see… for end users to protect themselves from
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making bad technology decisions. How has 2019 been from a What have been your favourite business perspective? It has been and least favourite partner a year of milestones from a company, conference destinations? My customer and vendor perspective. favourite is Barcelona; my least favourite What annoys you most about your is anywhere with more than one-hour commute? The lack of continuity in the time difference. connectivity infrastructure, frustrating What is the biggest challenge the ability to keep either a conversation facing the channel in 2020? Vendors or other forms of communication not understanding the value of channel ongoing without interruptions. and stripping the margin from deals. If you could witness one past event, what would it be? The industrial revolution, which is a forerunner to where we are today with technology. One would have seen the rapid changes, introduction of rapid put the good of the country before their transportation, factories and the growth careers and parties. of cities, which then in turn delivered a What two things (apart from very much needed service industry. family) would you grab if your How do you explain the channel house was on fire? My Bialetti coffee to people? I explain what our pot and a tin of Illy coffee. I cannot origination does, which is delivering manage without my coffee. outcomes that a company requires via Which of your 2019 predictions technology. have come to pass? I’m still waiting LOAY LAWRENCE What have been your favourite to see! Director, Vohkus and least favourite partner What TV show have you binge What was your dream career as a conference destinations? My watched this year? Peaky Blinders child? A writer inspired by a variety of favourite is anywhere in the UK – less was possibly the best and only one from authors, the likes of Joseph Heller, Aldus time taken out of your week – and least is start to finish; I have an affinity with the Huxley, James Joyce and George Orwell. Las Vegas for many reasons but mostly it Brummies. Although their accents are What has been your personal has been overdone. not too good! highlight of 2019? Realising that both What is the biggest challenge How has 2019 been from a my children are more than capable of facing the channel in 2020? I business perspective? This has been standing on their own two feet, with a think good people are the core of any a great year so far, following on from a solid education behind them giving them organisation, and recruiting to fit in with couple of good years. The opportunities choices in this ever-shrinking world. a company’s ethos as well as delivering is seem to be endless – anyone not doing Which famous person deserves a challenge for us all. business at the moment needs to take a a (gentle) slap? Not one but too look at themselves. many to mention, mostly politicians What annoys you most about across the world. PAUL LLOYD your commute? I sometimes fall What two things (apart from Director, Sellerly.co.uk over the cat as I walk across the landing. family) would you grab if your What was your dream career Working from home does have benefits. house was on fire? My wallet and as a child? I always wanted to be a If you could witness one past passport. Everything else can be re- doctor and ended up as a swimming pool event, what would it be? Ben established; memories are now digital, attendant. Yes, the bloke that sits on the Stokes winning the Headingly test: and can be reinstated. big tall chair. outstanding to see an English player Which of your 2019 predictions What has been your personal giving his all and coming through against have come to pass? The challenge of highlight of 2019? The arrival of my the odds. quality recruitment. granddaughter, the Ginger Ninja. How do you explain the channel What TV show have you binge Which famous person deserves a to people? It is a strip of water about watched this year? None, I’m not a (gentle) slap? 650 MPs. I would like 23 miles across that keeps us separate binge watching kind of person. to see them offer leadership and maybe from Europe.
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What have been your favourite our current political agenda was fairly and least favourite partner predictable! conference destinations? This is What TV show have you binge more about the vendor you would like watched this year? Outlander and to be and not wish to be with. Having Question Time. been to these for the last 30 years, there How has 2019 been from a have been many changes and some business perspective? Really improvements. I object to being charged positive. The business has grown both to attend, which is becoming a thing. You at a local and a global level, with lots of pay to attend to be sold to for a few days. exciting initiatives still to come. What is the biggest challenge What annoys you most about facing the channel in 2020? your commute? Nothing, I live very Amazon and staying relevant. Wherever close to the office! you are in the supply chain, you need If you could witness one past to add value, that being value measured event, what would it be? Live Aid – in the eyes of the client. If you are not what a concert that was! What two things (apart from adding value, then you are a cost and you How do you explain the channel family) would you grab if your become dispensable. to people? The channel are the experts house was on fire? A bottle of red that implement, integrate and operate wine and my football boots (realistically the technology that manufacturers and more likely money and phone). publishers produce, helping businesses Which of your 2019 predictions run, evolve and innovate. have come to pass? I didn’t make any. What have been your favourite What TV show have you binge and least favourite partner watched this year? Game of conference destinations? This Thrones. I finally got around to watching year, my least favourite was London, and it and binged. favourite was Dubai. How has 2019 been from a What is the biggest challenge business perspective? Very good. facing the channel in 2020? Revenue, managed services revenue, Probably the skills shortage, with AI and EBITDA, profitability, earnings per ML coming to the fore, and with the share have all increased in our latest RICHARD LOCKEY current longevity of staff averaging about results. AdEPT continues to grow and UK country manager, Crayon 2.5 years (I read somewhere), making acquire companies. What was your dream career as sure you have the right staffing levels What annoys you most about a child? Like a lot of young boys, I with the right skillsets is a big ask. your commute? Lack of a decent radio wanted to be a footballer, and like a lot – station – ad free. unfortunately – I didn’t make the grade! If you could witness one past What has been your personal NIGEL LOMAS event, what would it be? The highlight of 2019? Securing Crayon’s Chief operating officer: AdEPT demise of the Berlin Wall. It would have largest ever deal. IT Services, AdEPT Technology been great to be there on the evening Which famous person deserves a Group of 9 November 1989 to witness the start (gentle) slap? Piers Morgan. He’s just What was your dream career as of events. annoying and seems to voice opinions to a child? Playing left back for Arsenal. How do you explain the channel get reactions rather than because he has Kenny Samson, Nigel Winterburn and to people? I’ve given up trying to something credible to say. Ashley Cole all beat me to it. explain to my family about the cloud and What two things (apart from What has been your personal so on. family) would you grab if your highlight of 2019? Becoming a What have been your favourite house was on fire? My dog and my grandfather. and least favourite partner son’s iPad! Which famous person deserves conference destinations? The Which of your 2019 predictions a (gentle) slap? David Cameron best partner conference I ever attended have come to pass? I try not to for the Brexit EU referendum and the was in Japan. The last one I attended was make predictions but seeing the state of constitutional crisis this has caused. in Derby!
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What is the biggest challenge facing the channel in 2020? Profit margins as the larger vendors continue to introduce new products and services directly into the MSP market space.
ALEX LOUTH Managing director, Logicalis What was your dream career as a child? As I’m sure is the case for many people, my dream career as a child couldn’t be more different to what I do now. I used to love a TV show called CHiPs about two police officers – Ponch and Jon – who go around California busting crime. Unsurprisingly, after just Elon Musk though, it’s any celebrity better than the book. Margaret Atwood watching many, many episodes of the that uses social media badly. What are is a great writer but she’s extremely show, all I wanted was to grow up and do you thinking? descriptive so the book felt a bit slow- the same. What two things (apart from moving at times, whereas the TV show As I got older though I realised that family) would you grab if your was just great. My son has also been I liked the warmth and comfort that house was on fire? The first thing to studying the book as part of his A-level an office job brought with it and that save would be my dog Daisy. Even though course so I’ve enjoyed us watching the perhaps I wasn’t cut out to be a police I’m not that attached to her, my wife is series together. I also loved Stranger officer after all. and she would be lost without her! Things, because it made me feel a bit What has been your personal The second thing would be my car. It’s nostalgic. For those who don’t know, the highlight of 2019? I can’t say that a fantastic 1962 Porsche 356 – a truly latest series is set in the 1980s when Back anything overly eventful has happened beautiful car – and I would be devastated to The Futurewas just released. I can’t in my personal life this year – but to if it was ruined! It also has sentimental wait for the next series! me that’s definitely a good thing. All value because it was the one thing I How has 2019 been from a of the main live events like getting treated myself to after I sold my last business perspective? The obvious married, having children and buying our business. It represents everything that I thing to note this year is Brexit and the dream home and the (good) stress that worked so hard for. increasing uncertainty of what is to come. accompanies them have all been done in Which of your 2019 predictions I think this year everyone in the UK has previous years so it’s nice to be able to have come to pass? From a personal realised that Brexit will more than likely just enjoy having stability and living the perspective, I’m not sure if this counts have an impact to their businesses. It life that we spent a lot of time building. but I predicted that I would get a new job will slow down some areas and speed up However, last weekend I watched two and I did – not altogether surprising as I others. This instability and uncertainty of my children lose heavily in football – was actively looking for one! has certainly changed the market and and I probably found it more amusing In terms of industry predictions, I meant that many businesses are less than I should have! That was definitely predicted that cloud would be important likely to make major decisions or take one highlight of this year. but that we would never be 100% cloud. risks until they are certain about what Which famous person deserves a This year we have definitely seen that not impact Brexit will have to them. It will (gentle) slap? I’m going to have to go all workloads have gone to the cloud – be interesting to see how this will change with Elon Musk. Don’t get me wrong, he’s cloud is important but there will always in 2020. done some incredible things and in many be industries and workloads that just What annoys you most about ways is truly inspirational. I just think don’t suit the model. your commute? I take the train to it’s such a shame that he ruins this by What TV show have you binge work every day and one thing that can portraying himself so badly in the media. watched this year? One TV show be irritating is when people take bikes We all have opinions and thoughts that I’ve loved this year is The Handmaid’s on the train during busy periods. It’s we maybe shouldn’t have but we can’t put Tale. In my opinion it’s one of the few not an issue when the train is quieter our every thought on the internet. It’s not cases where the TV adaptation is actually but it’s frustrating to see people bring
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bikes during rush hour that take up the that it was brilliant the first time I went equivalent space of two or three people. but it’s one of those places that loses its With Boris bikes around London I just allure very quickly! Once you’ve seen don’t understand the need to take your the casinos and done the drinking and bike on the train! gambling there isn’t really much else and If you could witness one past it’s just a bit… Vegasy? I think it’s also event, what would it be? I would because I’ve been there far too much. have loved to have witnessed the falling There aren’t many other destinations of the Berlin Wall. When the wall came that can host 60,000 people. However, down I was still at school and the event San Francisco is the complete antithesis. was all over the television. In those days Every time I visit there’s a different buzz there were only four channels to choose – different events and things to explore. from and all of them were focusing It’s a very interesting city! on it for weeks. The collapse of the What is the biggest challenge Berlin Wall seemed so monumental/ facing the channel in 2020? It’s significant at that time because I was definitely that customers are looking to at a very influential age – I was only 12 work with IT differently, asking more or 13 years old. I think many members of both the vendor and partner. This, have come to pass? That Liverpool of my generation also see this event as in turn, means shrinking value for would win the league – oh… being significant for the same reason. procurement relationships. Customers What TV show have you binge Interestingly, when I was in Berlin on a are looking for long-term value from watched this year? Peaky Blinders. stag do a few years ago my peers were their partner relationships – I’m talking How has 2019 been from a equally interested in seeing the remains eight to ten years – meaning that it’s business perspective? Very of the wall and exploring the history, never been more important to establish a successful. More than 20% growth on whereas younger members of the group value-added relationship. last year with the same exceptional team, who hadn’t heard about it growing up That’s not to say that shorter culture and ethics, facilitated by key weren’t as bothered! relationships don’t exist or that there’s relationships with great vendors, and a It also happened at a time in my life no appetite. But for both partners and big push in recurring revenue managed when I became interested in Europe vendors, it can be difficult to establish services. and business. The falling of the wall how to do more for customers and What annoys you most about happened so close to the UK and had a how to make the relationship a more your commute? Not being able to cut big impact to Europe as a whole – it was meaningful one that adds true value. through the local college to reduce my a momentous time in history that I would seven-minute commute to five! have loved to have witnessed. If you could witness one past How do you explain the channel MARTIN LULHAM event, what would it be? The gun to people? Imagine you had a dairy Managing director, M-Tech powder plot. Intel could come in handy farm with a bunch of cows who are Systems for Brexit purposes. there to make milk and therefore money. What was your dream career as a How do you explain the channel However, without a milkman you child? Fighter pilot – is it time to buzz to people? The frustrating passage of wouldn’t actually get anything to your the tower? technology products from vendor to end customers. The channel is the milkman. What has been your personal user. It is a group of partners that help highlight of 2019? (Hopefully) getting What have been your favourite companies all over the world of all sizes my pilot’s licence. and least favourite partner to increase and spread the value of their Which famous person deserves a conference destinations? Nice products and services. The channel (gentle) slap? Jeremy Clarkson, in light was Nice, Vienna has excellent kebabs. allows companies to get into markets via of his recent ranting about the general Copenhagen required a re-mortgage. partner networks, which is extremely aviation community. What is the biggest challenge valuable in this day and age. What two things (apart from facing the channel in 2020? What have been your favourite family) would you grab if your Building cloud revenue through the and least favourite partner house was on fire? My wine existing channel model in an ever- conference destinations? My least collection and my rubber duck Bert. increasing direct market, while trying to favourite is definitely Vegas. I’ll admit Which of your 2019 predictions differentiate from the pack.
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What is the biggest challenge documents and a box where we keep our facing the channel in 2020? family photo albums. These two things Sustainability as there are so many are very important to me and hold a lot revenue focused short termists that don’t of memories and vital information, so I understand the dual concepts of adding would make sure I grabbed these on my real value and remaining relevant. way out of the house! Which of your 2019 predictions have come to pass? Brexit is still M not defined. What TV show have you binge watched this year? I’ve recently started re-watching Mad Men. Although I don’t support all aspects of Don SHAUN LYNN Draper’s behaviour, one can’t avoid the Chief executive, Agilitas thrill of creativity and closing big deals What was your dream career as a while watching it. child? Corporate lawyer. How has 2019 been from a What has been your personal business perspective? It’s been an highlight of 2019? The continued incredibly strong year. Microsoft has growth of Agilitas and the huge digital continued to build very good momentum transformation of our business. and alongside this, the technology Which famous person deserves a industry in the UK as a whole is thriving. (gentle) slap? Elon Musk: less opining These two things combined make us very and more thinking equals a better world. excited about the present and what the What two things (apart from JOE MACRI future has to bring. family) would you grab if your VP, UK commercial partner, What annoys you most about house was on fire? My Nespresso Microsoft your commute? I actually really enjoy machine and vanilla syrup – the world’s a What was your dream career my commute. I live close to the office so I better place after a vanilla latte! as a child? I always wanted to be enjoy walking to and from it each day. It’s Which of your 2019 predictions an astronaut. While that career was a great opportunity to clear the mind and have come to pass? All of them, of sadly not meant to be, I did get to hear take in the happenings of London. course… relevance is the phrase everyone from Major Tim Peake and Helen If you could witness one past is using. Sharman at Microsoft’s Future Decoded event, what would it be? I was What TV show have you binge event recently, which was an amazing a young child when Neil Armstrong watched this year? Money Heist. experience. first stepped on the moon so I have no How has 2019 been from a What has been your personal memory of it. I’d love to have been just business perspective? Booming, highlight of 2019? My summer a little older and have memories of that transformational and tiring! vacations with my family and extended momentous occasion so that I could have What annoys you most about family were an amazing opportunity to talked to him about that moment when I your commute? The length of it – spend quality time together and to get got the chance to meet him in 2006. three hours minimum. some rest. How do you explain the channel If you could witness one past Which famous person deserves to people? The channel is made up event, what would it be? The a (gentle) slap? Of course, I don’t of an ecosystem of organisations who extinction of the dinosaurs – entirely condone violence, so I don’t think sell technology hardware, solutions and relevant to the IT industry! slapping is the way forward. But I would services. We call them our partners How do you explain the channel say there are a few politicians around and they can be traditional system to people? A daily battle between the world that need to re-evaluate how integrators, advisory firms or the newest vanity and sanity. they behave! app developers or digital agencies and What have been your favourite What two things (apart from others. This is an incredibly valuable and least favourite partner family) would you grab if your community for any company looking for conference destinations? Hawaii house was on fire? I have a folder technology to transform and accelerate and Birmingham. where I keep my most important their business.
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What have been your favourite the new TV these days? The TV is and least favourite partner monopolised by the children, so if I conference destinations? Las do ever get sight of the TV I’m being Vegas is both my most favourite subjected to toy reviews on YouTube! and least favourite destination. The How has 2019 been from a surrounding landscape is incredible and business perspective? Interesting, it’s a great city, but it can get too hot non-stop, demanding, successful and and you rarely get to experience cities we’ll be growing circa 20% this year. We when you’re just visiting for conferences, are now more than 100 team members, which is a shame. we’ve restructured, changed the way What is the biggest challenge we do a lot of things and have created facing the channel in 2020? The some new positions all geared towards answer has to be the impact of the creating outstanding customer and digital revolution within our business. people experiences as we head into 2020 It has such a wide-ranging impact, and beyond. affecting not only our products and What annoys you most about business models towards managed your commute? I drive to the office services and IP solutions, but also new and usually make calls on my way in skills that our society needs to learn and highlight of 2019? Spending quality or sink my head into an audiobook. So new habits which organisations need time with my children and helping them traffic has got to be the biggest bugbear to create. It’s an exciting journey to say to work on their dreams and goals – for me. the least and the fact that we are all in it they’re busy becoming YouTube stars How do you explain the channel together makes it a bit easier, and more – winning Brazilian Jiujitsu medals and to people? It is the glue between exciting, to go through. winning in the goal of challenging daddy’s manufactures and customers that holds patience at times. it all together through a competitive Which famous person deserves market. Well, something like that! NICK MADHAVJI a (gentle) slap? None in particular What have been your favourite Chief executive & founder, I’d like to slap; I would, however, and least favourite partner Joskos Solutions high-five Arnold Schwarzenegger. His conference destinations? I have What was your dream career as story, grit, attitude, persistence and honestly enjoyed all of the destinations, a child? To be a ‘business man’ or a his achievements despite his early so much so that I’ve added a couple of stock broker so that I could one day have challenging are very inspiring. His days to the itinerary to enjoy and explore the same car (a Ford Capri) and mobile autobiography, Total Recall, is one I the destinations! phone (the Motorola brick) as my uncle. would definitely recommend reading. What is the biggest challenge I was told I was too dumb to be any of What two things (apart from facing the channel in 2020? The them so I pretty much gave up trying, family) would you grab if your channel itself! Brexit is something but deep inside I knew it was possible house was on fire? My phone, so everyone keeps speaking about and it’s – I didn’t know how but I knew it was. that I could organise another place to a distraction (and opportunity). How Anyway, I started my first business while stay! And the old-school family archives about we focus on what is within our at school and I started trading first at 18 and photos. Memories appreciate in control and find ways to collaborate and then again more strategically when value and those snapshots in time tell a to create an even better competitive I had a bit more to play with! These days valuable story. advantage and situation for our I spend as much time as I can with the Which of your 2019 predictions companies, people and customers. younger generations (the future of our have come to pass? That 2019 country and planet) encouraging them would be another year of growth and to find their inner genius, leverage their success. We’ve won some significant NATHAN MARKE passion and to be persistent in achieving and multi-year national contracts, and Chief digital officer, Digital their goals – far too many playground our customers keep sharing that we are Wholesale Solutions ambitions go to the graveyard unrealised. making a positive difference – that’s what What was your dream career as a This is one of the key reasons I started success means to us. child? A helicopter pilot. Joskos and work in and serve education. What TV show have you binge What has been your personal What has been your personal watched this year? Isn’t YouTube highlight of 2019? Joining DWS as
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to people? I’d say it is the businesses and Monkey, my kids’ go-to soft toys. that make tech work for businesses that Everything else can be replaced. don’t do tech. Which of your 2019 predictions What have been your favourite have come to pass? The global and least favourite partner macro-economic environment is conference destinations? San becoming increasingly challenging but Francisco and Birmingham – guess this in turn presents an opportunity which is which! where we see truly differentiated, What is the biggest challenge modern propositions like Pure’s succeed facing the channel in 2020? There and displace legacy technology even is so much opportunity to go after. more rapidly. Picking, prioritising and focusing on just What TV show have you binge a few things – and doing them brilliantly watched this year? I was late to the – is what makes great channel companies party with Stranger Things on Netflix – stand out. I’m now into series three and loving it! How has 2019 been from a part of the demerger of Daisy Group and business perspective? Pure meeting a brilliant team of normal but continues to disrupt the data industry slightly crazy people – they are the best in 2019 with innovative technology and sort of people, aren’t they? consumption models that customers Which famous person deserves love. We are helping organisations a (gentle) slap? Jeremy Corbyn – just unlock the power of their data and that’s when we needed a decent opposition… driving 10x better growth than our What two things (apart from nearest competitor. family) would you grab if your What annoys you most about house was on fire? Archie, Bagpuss, your commute? My commute is Mimi and Pinky Patch (4 kids, 4 favourite pretty varied because I travel a lot, so in toys, don’t make me choose). general it’s the time away from family, Which of your 2019 predictions GARY MATSON the time lost in queues or on planes have come to pass? England winning Director, channel sales EMEA without Wi-Fi… oh, and the people who the Cricket World Cup. core, Pure Storage still haven’t figured out what you can and What TV show have you binge What was your dream career as can’t take through airport security and watched this year? Fleabag. a child? To play football for England that you need to empty your pockets! How has 2019 been from a and Tottenham – I was obsessed as a If you could witness one past business perspective? Brilliant. kid. These days I consider myself at least event, what would it be? The DWS goes from strength to strength, still part child and the dream is now to start of the universe – it’s the ultimate inspired by an incredible, growing become a rock star – which is equally as historical event, isn’t it? channel that is doing amazing things for unlikely, unfortunately. How do you explain the channel UK business. What has been your personal to people? If somebody had no idea What annoys you most about highlight of 2019? Spurs making the you would have to strip it down to the your commute? When they say Champions League final was a highlight; basics: the channel is the supply chain “Please accept our apologies, but we the result was not! My son’s first hat- from manufacturer/vendor through to appear to have only got five carriages on trick, my daughter’s first word. Can I say consumer and everything in between. this train”. my nomination for CRN Channel Chief? In our world that usually includes a If you could witness one past Get your votes in please! distributor and a solution provider event, what would it be? My all- Which famous person deserves (reseller/GSI/MSP). The channel can time hero is Joshua Slocum, the first man a (gentle) slap? No need for violence, only survive so long as the ecosystem is to sail around the world alone. I would hugs all round. adding value. love to have been in Rhode Island when What two things (apart from What have been your favourite he arrived home almost unnoticed – to family) would you grab if your and least favourite partner notice him. house was on fire? BPO (a meerkat conference destinations? The How do you explain the channel dressed like BB8 from Star Wars) destination is often largely irrelevant
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as you rarely get to see the place you’re house was on fire? My phone and staying in! I would probably go for my cat. Venice as the favourite and Coventry the Which of your 2019 predictions least favourite. have come to pass? That Boris What is the biggest challenge Johnson would become prime minister. facing the channel in 2020? What TV show have you binge The biggest challenge is to embrace watched this year? Killing Eve. disruptive technologies, platforms and How has 2019 been from a consumption models that will help business perspective? Great. end users to realise far better business Business is good and looking very positive. outcomes. Organisations want to be able What annoys you most about to focus on innovation and the power of your commute? Trying to get on the IT to support their business objectives Central Line at St Paul’s, in the height of and they want to do it with flexible summer. ROB MAY financial models. If you could witness one past Managing director, ramsac event, what would it be? Billie Jean What was your dream career as a King beating Bobby Riggs in the ‘Battle child? To be a pilot in the RAF. YVONNE MATZK of the Sexes’ match. Not only do I love What has been your personal Director, partners & marketing, tennis, she played the match to fight for highlight of 2019? To do a keynote CDW the rights of women’s tennis, not just to speech on cybersecurity at The O2. What was your dream career as win the money or prove a point. What two things (apart from a child? I always thought it would be How do you explain the channel family) would you grab if your pretty cool to be a stunt girl. to people? I tell them it’s a mechanism house was on fire? My iPhone and What has been your personal for both existing and emerging my car keys. highlight of 2019? Getting to work technology to reach the end customer. Which of your 2019 predictions with the Stemettes and host our first What have been your favourite have come to pass? Aston Villa got Hackathon. and least favourite partner promoted back to the Premier League. Which famous person deserves conference destinations? My What TV show have you binge a (gentle) slap? David Cameron, favourite was definitely the Bahamas; my watched this year? Suits – all nine for being the worst prime minister on least favourite was Las Vegas. seasons were excellent, and it ended record. What is the biggest challenge superbly. What two things (apart from facing the channel in 2020? How has 2019 been from a family) would you grab if your Diversity, talent acquisition and retention. business perspective? Fantastic, we’ve seen and taken advantage of numerous fantastic opportunities and continued to attract more new aspirational clients. What annoys you most about your commute? Potholes! If you could witness one past event, what would it be? The tearing down of the Berlin Wall. When it came down in 1989, it signified the end of communist rule and the birth of the voice of the German people. How do you explain the channel to people? The channel represents IT vendors, replacing (or sometimes supplementing) its direct sales function. It comprises value-added resellers (VARs), distributors or partners, and together they are the ‘channel’.
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What have been your favourite have come to pass? The UK didn’t and least favourite partner win Eurovision, Celtic won the Treble conference destinations? My Treble and that AI and the wider favourite is Barcelona (I’ve now lost analytics market would change the way count of how many events I’ve been customers view technology and how they there); my least favourite is Venice consume IT. – while beautiful to holiday in, the What TV show have you binge water-based logistics for a large-scale watched this year? A few – I tend conference make it a nightmare. to watch if I travel late at night, so Good What is the biggest challenge Omens, The Boys, Stranger Things ,3 facing the channel in 2020? Brexit Bodyguard, Sneaky Pete and Derry Girls. and the resulting uncertain economy. How has 2019 been from a business perspective? In a word, Getting better all the time (sorry, poor joke). It’s a time of great change, which keeps life interesting and presents lots of opportunity, with new vendors and new solutions to take to market. What annoys you most about your commute? I spend lots of time at airports, so flights that board on DAVID MCLEMAN time then sit on the runway for an hour Chief executive, Ancoris (Heathrow, I’m looking at you). What was your dream career as a If you could witness one past child? To be a professional sailor. event, what would it be? I’d stand What has been your personal on the grassy knoll in Dallas as JFK drove highlight of 2019? Taking a three- BILL MCGLOIN by, filming everything in HD on my month sabbatical and sailing 7,000 Chief technologist, phone. I’d love to know where the bullet nautical miles from the UK down to the Computacenter came from. Cape Verde Islands off the West Coast What was your dream career as How do you explain the channel of Africa then across the Atlantic to the a child? Obviously I’m living the dream to people? The glue between vendors Caribbean. It was a great way to recharge now. Once I decided (or other people and end customers, keeping vendors the batteries! decided for me) that I wasn’t making it as honest, adding value to the customer by Which famous person deserves a professional footballer, something in IT giving them the best outcome using the a (gentle) slap? Predictably it would or physics appealed to me. I discovered best technology at the best price. probably have to be David Cameron for IT was more interesting and paid more. What have been your favourite kicking off this period of “B” uncertainty! What has been your personal and least favourite partner What two things (apart from highlight of 2019? Being selected for conference destinations? I’m a big family) would you grab if your the CRN A-List? The market realisation fan of some European venues – Berlin house was on fire? A tough one, that data can transform every business. and Copenhagen particularly. I’m not apart from a weakness for boats and Have I mentioned dinner with Kylie yet? a fan of Las Vegas but it’s necessary cars which aren’t in the house. I’ve been Which famous person deserves a sometimes. I was hugely disappointed in more into experiences than precious (gentle) slap? Bear Grylls – I’ve seen New Orleans. possessions. As I know that my family are him speak three times, and he gets more What is the biggest challenge safe and my data, photos are secure in the annoying every time. facing the channel in 2020? cloud I think I’d just get out quick and let What two things (apart from Coping with the continually changing the fire services do their bit. family) would you grab if your ways that customers want to consume Which of your 2019 predictions house was on fire? My signed photo IT, understanding and monetising the have come to pass? The pace of of Henrik Larsson’s second goal in the changing vendor landscape with the innovation continues to accelerate. I 2003 Uefa Cup final and my acoustic move from purchase, to subscription, think it’s one of the most exciting times guitar (the electric one can burn). to consumption. However, that’s not in our industry. Which of your 2019 predictions different to any other year… bring it on! What TV show have you binge
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watched this year? The re-run of house was on fire? Our bulldogs and Ashes to Ashes. A reminder of how far my picture of my mum. we’ve progressed in 20 years (but Gene Which of your 2019 predictions Hunt’s Audi Quattro was a fine piece of have come to pass? The All Blacks machinery!). winning the World Cup. At time of How has 2019 been from a writing it’s still a prediction though! business perspective? It’s been What TV show have you binge another really good year for Ancoris. watched this year? I’m not really We continue to grow revenue and profit, a TV binger. I did try Breaking Glass hire great people at an exciting rate and and Homeland but didn’t make it past undertake exciting cloud and mobile series one. projects with our wonderful clients. How has 2019 been from a We are delighted to be recognised with business perspective? Another further industry awards such as the Most record year for sales and EBIT, plus Innovative Cloud Vendor at the 2019 national exposure. We’re positioned as Cloud Excellence Awards run by CRN’s a serious player in the UK SME space. sister publication, Computing. I’m incredibly proud of what James and What annoys you most about his leadership team have achieved in your commute? There’s nothing to three years. He’s taken the business to get annoyed about when it only takes places I would have struggled to achieve seven minutes! these days. If you could witness one past What annoys you most about event, what would it be? The first your commute? Nothing – I love telephone call by Alexander Graham Bell, my commute as it gives me some time to his assistant, Thomas Watson in 1876. to think and listen to Audible. We are Seeing reactions when demonstrating the always learning and Audible is perfect! “art of the possible” is always a buzz. If you could witness one past How do you explain the event, what would it be? The battle channel to people? The network of Waterloo. Napoleon made some huge of organisations that helps clients get tactical errors which were unusual – I’d business value from technology. TODD MCQUILKIN like to know why. What have been your favourite Chief executive, Air-IT & How do you explain the channel and least favourite partner managing partner, Air-MSP to people? Read about the acronyms – conference destinations? I always What was your dream career as MSP, MSSP, TSP, ISP, CSP. The list goes enjoy San Francisco, equally just can’t a child? I fancied myself as a on! But it might confuse them even more. understand Las Vegas! professional sportsman, having played What have been your favourite What is the biggest challenge years of semi-professional indoor and least favourite partner facing the channel in 2020? For cricket. It wasn’t to be. Funny how conference destinations? I love most of our clients adopting the cloud fate led me into the technology sector, them all – I spend quality time with my is no longer primarily about cost- running my own business. peers and vendors, listening and learning, efficiencies and agility. It is becoming What has been your personal building knowledge and taking it back their most critical, and dependable, highlight of 2019? Extending my and used to analyse future trends. One source of sustained technology public speaking engagements, particularly clear favourite has to be ConnectWise’s innovations. Successful service providers to our local Chamber of Commerce. annual US conference, ITNation. It’s well need to become the catalysts for their Sharing my family story and business run, it has great content and the parties clients’ digital transformation, not mere experiences has been very humbling. are off-the-scale. suppliers of technology and related Which famous person deserves a What is the biggest challenge services. We need to co-create the IP that (gentle) slap? Without being dragged facing the channel in 2020? will support the ongoing development into the Brexit debate, it has to be John The consolidation of our market, and of their businesses and focus on the Bercow, current Speaker of the House. unrealistic expectations in business customer experience in each use case to What two things (apart from valuation when it’s time for owners to provide competitive advantage. family) would you grab if your de-risk.
60 ChannelWeb.co.uk MARKET INTELLIGENCE FOR BUSY CHANNEL EXECUTIVES
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Î Top 300 VARs Î 2019 Staff and Salaries Study Î DaaS Adoption Report Î Vendor Report Î Cybersecurity Provider Report Î Print Provider Report
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Leclerc has been more than a match for market that you either have to have a Sebastian Vettel! Other than that, we’re product that’s somehow different or you seeing an increasing appetite for hybrid need to really offer a different level of cloud environments where people find service and quality to be able to succeed. one size doesn’t necessarily fit all and a Ideally you do both – we’re trying. large increase in cybersecurity projects, both of which we were expecting. What TV show have you binge watched this year? Elementary – it is a great alternative take on Holmes and Watson. How has 2019 been from a business perspective? Very good so far. We’ve seen growth in our traditional business and expansion into some new markets. Krome’s intention is to grow RUPERT MILLS across the board and an expansion in our Chief executive, Krome management team is helping create the Technologies bandwidth to look at new opportunities What was your dream career as as they present themselves. a child? Definitely a racing driver; I’m What annoys you most about your not into football so that was the other commute? People who can’t drive their EAMON MOORE ‘boyhood’ option, I guess. Although huge 4x4s blocking the roads outside Co-founder & chief executive, in my very early childhood I thought schools because they can’t park them. Hikari Data Solutions I wanted to be a vicar, I suspect in If you could witness one past What was your dream career as hindsight it was because it came with event, what would it be? For a a child? I always wanted to run my a good benefits package in terms of the single event, I’d quite like to watch them own business, right from an early age. big house. build Stonehenge so I could see how The appeal of being in control of my What has been your personal they actually did it and ask why. If it own destiny and being able to seize highlight of 2019? Moving Krome was a wider time frame, I’d love to have opportunities really drew me in. I had into new, bigger, offices after nine lived in America during the early days of the chance to set up my first business or so years in our previous ones and NASA with the excitement of the moon straight after university and I’ve never continuing to grow our team. We’re landings. looked back. about to go to New York as a big group of How do you explain the channel What has been your personal the ‘10 years served’ team, which will be to people? Traditionally it would highlight of 2019? Launching our fun, so I suspect it will be that by the time have been the car dealership, but these first business intelligence product, Legal this is in print. days with the evolution of service-based BI. We saw a gap in the market to build Which famous person deserves offerings, I’d suggest it’s the equivalent a solution that offers law firms cutting- a (gentle) slap? Pick a politician, of being a good butler. We need to be edge business intelligence and analytics. (almost) any politician… I wasn’t too organised, prepared and there to help. Since launch, many of Ireland’s leading keen on them in my answers to this last What have been your favourite law firms have signed up as customers year either! Career politicians should be and least favourite partner and we are beginning to make our first banned; it should be people who have conference destinations? My steps into the UK market. We will bring seen a life outside of politics as well. favourite would be London as being a similar solution to the accountancy What two things (apart from selfish it means I don’t have to get out sector this month. family) would you grab if your of the business for too long. My least Which famous person deserves a house was on fire? The USB Backup favourite would be Vegas – it’s just so (gentle) slap? The Gallagher brothers disk of all our family photos and history over done in this industry. for depriving us of the Oasis reunion tour and a beer from the fridge to drink while What is the biggest challenge that would allow me to relive my youth! I wait for the fire brigade. facing the channel in 2020? What two things (apart from Which of your 2019 predictions Differentiation, I think. There are so family) would you grab if your have come to pass? Charles many “me too” offerings out there in our house was on fire? My phone and
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LOST VEGAS It seems our A-Listers love and loathe ‘Fabulous’ Las Vegas for conferences! It came top of the ‘favourite’ list with 21 votes, but was definitely least favourite with 39 votes. No less than 10 A-Listers ranked it as both favourite and least favourite! 12 9 7 love love rate San Barcelona London Fransisco (2 don’t (10 don’t as their like it) like it) favourite really didn’t like 7 Birmingham Best of the rest Worst of the rest Toronto (6), Dubai (4), Monaco (4), Venice (5), Houston (3), Berlin (2), Berlin (3), Hawaii (3), Miami (3), Coventry (2), Hawaii (2), Orlando (2), Boston (2), Lake Como (2), Madrid (2) Reading (2), Disneyland Paris (1) my original signed copy of Secrets to on board to join us on this new journey. least favourite is Dublin as it is difficult Success: Inspiring Stories from Leading What annoys you most about to convince both the vendor and my wife Entrepreneurs. I’m featured in Chapter 9! your commute? The fact that most that I need overnight accommodation! Which of your 2019 predictions cars (including mine!) only have one What is the biggest challenge have come to pass? Business person in them. facing the channel in 2020? intelligence would become mainstream If you could witness one past Fragmentation. I think partners need to in the market and for channel partners, event, what would it be? The come together to deliver real value to artificial intelligence would provide Miracle in Medinah as it is widely customers. This can be done through opportunities to build solutions that considered to be one of the greatest various partner-to-partner initiatives, weren’t in reach previously. comebacks in Ryder Cup history. It was but I also think further consolidation What TV show have you binge fantastic to watch on TV but I would is needed in the market. Our exit watched this year? Rewatching have loved to be there in person. and sale of our managed services and Breaking Bad before the movie was How do you explain the channel cloud business EMIT in 2018 is a great released. to people? A network of promoters, example of knowing when the time is How has 2019 been from a partners and supporters that is critical right to exit for the benefit of both the business perspective? We’re a year for an organisation to achieve scale and customers and the team. Spinning out in business with Hikari which is always market share. our BI business into Hikari has allowed a milestone achievement for a startup in What have been your favourite us to enter a high-growth market both my view. It has been a year of significant and least favourite partner in Ireland and globally. In fact, many investment as we built our first line of BI conference destinations? My of our old competitors are now our products to bring to the market and our favourite must be Toronto with commercial partners, given that we no early success is making all the hard work Microsoft in 2016. A fantastic location longer compete. Everyone wins with our really pay off. Personally, I have learned a made all the better with my previous new model – the partners, the vendor, huge amount about the software business company EMIT winning Global Partner the distributor and most importantly, and I’m delighted that others have come of the Year for SMB Cloud Solutions. My the customer.
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What have been your favourite How has 2019 been from a and least favourite partner business perspective? I didn’t conference destinations? I don’t realise 2019 was a business. really have a least favourite, but the best What annoys you most about by for me was Canalys last year. your commute? All the other What is the biggest challenge commuters, how come they don’t get to facing the channel in 2020? work a bit earlier? Amazon is by far the biggest challenge If you could witness one past the entire channel will face next year. event, what would it be? The assassination of Archduke Franz Ferdinand by Gavrillo Princip – I would try and make it look like it was some sort of accident or a suicide instead of the tinder that caused the First World War. How do you explain the channel ADAM MUIR to people? It’s a narrow channel of sea Director, Misco that divides the European continent from What was your dream career as the British Isles. a child? I always wanted to be a vet; What have been your favourite unfortunately I was not clever enough. and least favourite partner What has been your personal conference destinations? My highlight of 2019? Without a doubt, favourite has to be London as I can relaunching the Misco brand into the get the train home from Waterloo market. Roll on 2020. and the worst has got to be Las Vegas Which famous person deserves because it takes ages to get home by a (gentle) slap? That’s easy: David NEIL MURPHY train from there. Cameron, need I say more? Group managing director, Bytes What is the biggest challenge What two things (apart from Technology Group facing the channel in 2020? family) would you grab if your What was your dream career as Stopping people from trying to swim house was on fire? I would probably a child? Chief question maker upperer across one of the busiest shipping lanes in grab both fire extinguishers. for CRN. the world. They are a real hazard. Which of your 2019 predictions What has been your personal have come to pass? Man Utd still highlight of 2019? The one just to the can’t win anything… left of my centre parting. SCOTT MURPHY What TV show have you binge Which famous person deserves Director cloud UK&I, Ingram watched this year? Game of a (gentle) slap? Probably Mike Micro Cloud Thrones, the best series I have watched Tyson – it would be dangerous to slap What was your dream career as in a long time. him any harder… a child? I was fascinated with cars and How has 2019 been from a What two things (apart from really wanted to become a racing driver. business perspective? Extremely family) would you grab if your What has been your personal positive, full of challenges and testing. house was on fire? Some kebab highlight of 2019? 2019 has been a What annoys you most about skewers and the marshmallows. very strong year for me personally. I’ve your commute? That’s simple: traffic. Which of your 2019 predictions been with Ingram a little over two years My journey should be 20 minutes; if it’s have come to pass? I predicted that and we’ve gone from strength to strength over that, traffic is to blame. alien life would be identified on earth and building the team out, onboarding new If you could witness one past that has been proved correct as one of vendors and evolving our GTM to be event, what would it be? D-Day them has taken over the White House. more technology focused, which I’m in the Second World War. I think we all What TV show have you binge proud of. Leading the pitch to secure should understand the sacrifice given. watched this year? The news – it’s exclusivity for McAfee, launching AWS How do you explain the channel a fascinating but frightening dystopian and continuing to grow our cloud to people? Seriously hard work, but daily fictional program that could never business is a massive highlight for me rewarding. be played out in real life. personally as I feel this demonstrates
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business perspective? 2019 has been a great year and we’ve continued N to grow our enterprise business across cloud, hardware and software. This is across existing vendors and signing up new vendors that fit our strategy across cybersecurity, UCC and cloud. What annoys you most about your commute? I have a good balance for my commute as I’m not always in the office. I have a good train connection from Manchester to Milton Keynes with good links from Manchester across the country and the world. If you could witness one past event, what would it be? I’d love to be in the room when Sir Winston Churchill gave his speech. When I hear JAMES NAPP it, I feel immensely proud for what that Managing director, Bechtle UK how far we’re come as a business in the generation defended for us and it always What was your dream career enterprise technology space. makes the hairs stand up on my neck. as a child? Becoming a professional I even managed to get my son’s U10s How do you explain the channel footballer. It’s fairly safe to say that it is team, which I manage, to start to win a to people? I use sports shops & starting to drift out of reach. few games, too! brands like Nike/Adidas. The sports What has been your personal Which famous person deserves a shop you buy your trainers from are highlight of 2019? Watching my (gentle) slap? There’s a few, to be fair! like channel partners and those children grow and develop different skills In all seriousness though I don’t think shops get the items either directly and quirks. it’s appropriate for me to answer this from Nike/Adidas (the vendors) or Which famous person deserves a with the current climate and focus on from wholesalers (distribution). If (gentle) slap? I’d never really advocate language being used, I wouldn’t want it to the wholesalers work closely with the violence, but Gregg Wallace springs to be construed in the wrong way. sports shop to help with promotions, mind for some reason. What two things (apart from advertising and sales techniques, then What two things (apart from family) would you grab if your they become “value added”. family) would you grab if your house was on fire? I’d say my dogs What have been your favourite house was on fire? My old photo but include them in my family so it would and least favourite partner albums and then the garden hose! unfortunately be my phone (I can’t live conference destinations? I went to Which of your 2019 predictions without it) and my car key! San Diego for our WW Cloud summit. have come to pass? It’s a boring Which of your 2019 predictions It’s an amazing place, great venue for answer, but I honestly can’t remember have come to pass? I’m passionate conference as the Gaslamp district is an making any. that end users want/need problems incredibly welcoming place to socialise What TV show have you binge solving rather than point solutions while being conveniently located to the watched this year? TV shows aren’t delivering, which I think has accelerated conference facilities. I don’t really have a really my thing. Amazon Prime tennis in 2019. Technology focus is more and least favourite – obviously Las Vegas is coverage has been great value though. more important (rather than product). used a lot but I like it! How has 2019 been from a That and the fact Manchester United What is the biggest challenge business perspective? Exciting. have won nothing, to my frustration! facing the channel in 2020? There’s so much opportunity and so What TV show have you binge Differentiation. With the continuing many new areas to develop solutions for watched this year? There has been a evolution of technology and the need for and to grow into. few but Peaky Blinders is up at the top. business to innovate at pace, the channel What annoys you most about your Great characters and really good, needs to be prepared to meet these commute? The mobile signal cuts out gripping storylines! demands and make the right decisions going through the dips just before South How has 2019 been from a (and commitment) to partnerships. Wraxall on the return leg.
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If you could witness one past Which of your 2019 predictions DWS. It was a really enjoyable process, event, what would it be? To be a have come to pass? Microsoft and executed really well and taken really well spectator, knowing what we know now, at Samsung working closer together. by the partners we work with. the very dawn of time. What TV show have you binge Which famous person deserves How do you explain the channel watched this year? Better Call Saul. a (gentle) slap? David Cameron – for to people? Using three circles and a How has 2019 been from a his mismanagement that led to the last few lines. business perspective? Challenging three years of stalling UK development. What have been your favourite in a good way. What two things (apart from and least favourite partner What annoys you most about family) would you grab if your conference destinations? your commute? Changeable weather house was on fire? My dog Daisy Barcelona is always a great destination – shortening walks. and my house rabbit Dobbie. Everything it’s close, warm with great food. My least How do you explain the channel else can be replaced – life can’t. favourite: Houston. to people? A way to tap into people, Which of your 2019 predictions What is the biggest challenge skills, items and other help without have come to pass? Man Utd having facing the channel in 2020? needing to have the accompanying a very disappointing season. Not letting the tailwind of digital infrastructure yourself. What TV show have you binge transformation and subsequent stellar What have been your favourite watched this year? Succession. growth lead to any complacency in and least favourite partner How has 2019 been from a terms of continued investment into good conference destinations? business perspective? Awesome. people and technical resources. Manchester and Solihull. I’m loving it. I love this sector, love the What is the biggest challenge channel, love the constant innovation. facing the channel in 2020? True I’m enjoying going to work each day. innovation that is cost effective. What annoys you most about your commute? Sitting next to someone who sucks hard boiled sweets O really loudly or someone who constantly takes small sips from a plastic bottle of water and cracks the bottle each time. I like to chill on the train and reflect on the day. If you could witness one past event, what would it be? England winning the football World Cup. It’s an amazing event that brings a country together. We could do with re-uniting again right now with a common purpose. JP NORMAN How do you explain the channel Technology, security & to people? The most powerful and governance director, Amicus ITS talented salesforce of tens of thousands What was your dream career as a of people you could hope to have selling child? Astronaut. your products or services that you don’t What has been your personal even pay for. highlight of 2019? Spending more What have been your favourite time with family and friends. and least favourite partner Which famous person deserves a TERRY O’BRIEN conference destinations? My (gentle) slap? Schrodinger; that’s no Chief executive, Digital favourite was Alton Towers; my least way to treat cats. Wholesale Solutions favourite was Birmingham Metropole. What two things (apart from What was your dream career as a What is the biggest challenge family) would you grab if your child? I wanted to be the Pope. facing the channel in 2020? Always house was on fire? My mobile phone What has been your personal doing more for their customers than they and my first teddy bear (handmade and highlight of 2019? The rebranding do today. Being their customers’ expert in given to me by a neighbour). and repositioning of our business to this evolving digital economy.
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quantum computing. Further major and least favourite partner reported public data breaches. I also conference destinations? My thought the Game of Thrones finale favourite is Miami. It has a diversity would be a disappointment, and it was. of everything: food, people, music, What TV show have you binge businesses and much more in one watched this year? In this crazy year, place day or night. My least favourite is it’s been all about news channels for me. Houston, Texas – there is nothing there How has 2019 been from a but heat and dull buildings. business perspective? Excellent – What is the biggest challenge the first half of the year has been notable facing the channel in 2020? It for consistent growth and closing off a continues to be skills shortage alongside great Symantec FY end; the second half diversity and inclusivity. has been building to an exciting future. What annoys you most about your commute? How consistently MICHAEL O’HARA trains are unreliable. Group managing director, Data APAY OBANG-OYWAY If you could witness one past Solutions Distribution Director channels & alliances event, what would it be? The What was your dream career as a sales – northern Europe, signing of the Race Relations Act where child? Well it certainly wasn’t in the IT Symantec the country took another giant leap in industry! I’m old enough to have being a What was your dream career as addressing inequality and this time it was child growing up in the 1970s in Ireland a child? An airline pilot. It was a dream race equality. Equality and inclusivity for and back then IT didn’t feature in my of mine while growing up. I was accepted all is what makes us great. world. My parents ran a family business to flying school, however, changed my How do you explain the channel (bar and grocery) and growing up in that decision when I found out they did not to people? Santa’s Workshop. Clients/ environment I always envisaged going have a hockey team. Priorities when you customers are the girls and boys on into some kind of business role. are young. the ‘Good’ list who get the tech/toys. What has been your personal What has been your personal Santa himself is the resellers driving the highlight of 2019? At the time of highlight of 2019? Building many exciting technologies to the market; the writing this Ireland are still in the group new exciting new connections and distributors are the Reindeers driving stages of the Rugby World Cup, the team learning lots more about enabling the the engine; and the Elves are the vendors has had a shaky start to the campaign digital transformation of our customers who make the tech/toys. beating Scotland and Russia but losing and partners. What have been your favourite to Japan. I’m hoping that my personal Which famous person deserves a (gentle) slap? Unai Emery for appointing Granit Xhaka as Arsenal captain. Leadership positions such as this are critical and those within them must exhibit the right behaviours to inspire those around them. What two things (apart from family) would you grab if your house was on fire? My mobile phone – to call the fire brigade, book a hotel and manage all the things I need to in the aftermath of the fire on all the various apps of my service providers. And my African traditional attire I wore to my wedding. Which of your 2019 predictions have come to pass? The breakthrough in the development of
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highlight for 2019 will be Ireland winning markets we focus on – IT security and the Rugby World Cup! #DreamBig datacentres/cloud. Which famous person deserves What annoys you most about a (gentle) slap? Gentle slap! Boris your commute? My daily commute Johnson and Donald Trump come to to the office here in Dublin is only about mind, for some strange reason! 30 minutes so I have no real complaints. What two things (apart from However, I am regularly in the UK family) would you grab if your meeting reseller and vendor partners and house was on fire? This actually the glamour of short haul flying is well happened to a friend of mine who and truly gone! #RedEyeFlights panicked when he realised that his house If you could witness one past was on fire. He grabbed the grocery event, what would it be? Nelson shopping off the kitchen table and left Mandela was freed in 1990 and I would STEFNI OLIVER it on his lawn. When the fire brigade have loved to have been in South Africa Chief executive, Daisy Corporate arrived they hosed down his house to witness it. Why? Because Mandela was Services and lawn putting out the fire but also probably our last great political hero. It’s What was your dream career as destroying his grocery shopping that he especially true when you look at who we a child? Funnily enough, the same as it saved. I would probably panic too and are dealing with around the world today. is now – something that involves being grab the keys for the house and of course How do you explain the channel outdoors a lot in the sunshine (so clearly my phone. to people? Data Solutions is fortunate not in England!) with lots of dogs and Which of your 2019 predictions to be a distributor for a number of horses to look after. have come to pass? Apart from worldwide market-leading IT vendors What has been your personal Ireland winning the RWC? Data such as Citrix, Nutanix, HPE Aruba and highlight of 2019? Buying my 1998 Solutions hit our key growth prediction Check Point. However, sometimes I do Land Rover Defender 110! It’s old and of 30%+ growth pa this year (our year have to explain our business to people knackered but the most fun car in the end is 31 March). As a business, Data outside of the industry. The easiest way I world to drive – and for my four kids Solutions has set a target to achieve find to do it is to say that distributing for to rattle about on the bench seats in €100m in revenues in three years’ time. our vendors is like having the distribution the back. It has always been my dream For the current year we are on course franchise for Red Bull and selling it to our car and has more than lived up to to achieve €60m+, which represents channel partners throughout the country. expectations! another year of 30%+ growth! Two more That usually works. Which famous person deserves years of exponential growth (30%+) will What have been your favourite a (gentle) slap? There’s too many to see Data Solutions hit the €100m target. and least favourite partner choose from if you look at politicians What TV show have you binge conference destinations? in the UK and US at the minute! watched this year? Apart from Favourite: Barcelona; least favourite: Politics aside though, it has to be Paul the obvious Game of Thrones? I really Barcelona. Barcelona is a great city: it’s McCartney. It’s totally unfounded and I’m enjoyed the Loudest Voice about the life got culture, it’s got sun and it’s got great sure he’s a really nice guy – he just gets of TV executive Roger Ailes. Russell night life (not to mention a great football on my nerves! Crowe, who plays Ailes, is fantastic in team). The problem is that every year What two things (apart from the role and barely recognisable due to you could end up going to three or four family) would you grab if your the prosthetic body fat suit he wears. different conferences there. I’m suffering house was on fire? The first one is How has 2019 been from a from Barcelona fatigue! my Irish Doodle (Red Setter/Poodle- business perspective? As What is the biggest challenge cross) who has stolen my heart in the mentioned above, Data Solutions is facing the channel in 2020? Brexit biggest way possible, and second one is in the middle of strong growth spurt! is definitely a massive issue, especially the keys for my Defender! In fact we are currently in year four of as I write this. We are all none the wiser Which of your 2019 predictions exponential growth for Data Solutions, as to what the final exit will look like. have come to pass? The gender of growing revenues each year at 30% plus. Uncertainty like this creates caution, my new nephew is certainly the most #LeaningIntoGrowth which in turn leads to delays in decision accurate one! The IT industry is very buoyant and making, which will ultimately affect sales. What TV show have you binge robust for the last ten years or so but Hopefully it all comes to a happy ending watched this year? I don’t have a specifically for Data Solutions and the in the coming weeks/months. TV. I do watch Netflix on my laptop
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sometimes though and this year it How has 2019 been from a has been Stranger Things, The OA and business perspective? We have Russian Doll. I love the weird ones! seen successful completion of some How has 2019 been from a exciting projects for our customers and business perspective? With seen new customers come on board. household names collapsing, the We are satisfied but there is still plenty pressures of economic uncertainty and to do to ensure we maintain our long- global companies consolidating their term customer relationships and suppliers outside of the UK, it’s been growth agenda. challenging to say the least. But overall, What annoys you most about things are pretty stable and progressing your commute? Having a team and well despite the chaos. customers that span the UK, rarely What annoys you most about are any two days the same. However, your commute? I’m lucky enough backpacks in my face while sat on the to live somewhere where the biggest train is a real bugbear of mine! causes of congestion are sheep and cows If you could witness one past moving between fields, but that’s usually event, what would it be? I entertaining rather than annoying – and would like to have been sat round the the beautiful countryside views are good Cabinet table when David Cameron for the soul and set me up for the day. decided to go to the country and put If you could witness one past the decision around Brexit into the event, what would it be? Queen hands of the UK electorate. I’d love to performing at Live Aid. I’ve watched it understand the advice he was getting at a million times and would have loved to the time, what he thought the outcome have been there in person. was going to be and what was the final How do you explain the channel thing that made his mind up to go to to people? The channel is a collection referendum. of partners that provide skills, knowledge How do you explain the channel and experience that link technology, to people? We act as trusted advisors vendor and carrier products, and services initially on determining the right to the customer. technology to meet requirements. Using What have been your favourite our experience, capability and subject and least favourite partner matter expertise to source, deploy and conference destinations? I haven’t ultimately managing that environment been to any outside of the UK so my best for our customers. and worst are both London! What has been your personal What have been your favourite What is the biggest challenge highlight of 2019? Taking a nine- and least favourite partner facing the channel in 2020? Staying week sabbatical (May & June) to conference destinations? I relevant to customer needs and demands support my children through their rarely get invited to vendor and not getting lost in the next new shiny A-levels and GCSEs. conferences. However, my favourite thing that, most of the time, neither Which famous person deserves a location for a Computacenter event customers nor the channel really know (gentle) slap? Angelina Jolie – she has was Barcelona and my least favourite how to take full advantage of. no girl code! location would be many years ago What two things (apart from when I worked for Compaq. We had family) would you grab if your a conference in Brighton at the Grand P house was on fire? Gin and lip gloss. Hotel and the bombing that had Which of your 2019 predictions happened a couple of years before still CLARE PARRY-JONES have come to pass? Change in our felt very fresh in my mind! Sector director – enterprise, industry is the only constant. What is the biggest challenge Computacenter What TV show have you binge facing the channel in 2020? What was your dream career as a watched this year? Love Island for The same as it was in 2019 – how to child? To be a Charlie’s Angel. the first time. monetise cloud-based services.
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event, what would it be? England What two things (apart from winning the football World Cup as it family) would you grab if your hasn’t happened so far in my lifetime. house was on fire? Tatty and Kiki… How do you explain the channel other parents will understand! to people? The bridge between vendors Which of your 2019 predictions and end users. We are an extension of have come to pass? That we would the vendors we partner with and trusted continue to be blessed with the worst advisors to our clients, ensuring they politicians in our life time. have the right solutions and services to What TV show have you binge drive their businesses forward. watched this year? Blacklist and What have been your favourite The Handmaid’s Tale. I like a little light and least favourite partner entertainment and glass of red with my conference destinations? My wife at the end of a long week. favourite has been Las Vegas and least How has 2019 been from a favourite would be Dallas. business perspective? We are What is the biggest challenge now entering our best trading months facing the channel in 2020? People of the year and it is looking good. and skills. People, because great people We won five significant new vendor are what make and differentiate our agreements this year (Aerohive, business. And skills because the industry Netwrix, Idaptive, Entrust and iBoss) NICK PAUL is constantly changing, and we need to and are set for a big finish. Sales director, Cisilion stay ahead of the curve. What annoys you most about What was your dream career as a your commute? The air quality child? Professional footballer. on the Northern Line is not great – What has been your personal especially at Kennington. It smells like highlight of 2019? Moving house. something died. Which famous person deserves a If you could witness one past (gentle) slap? Jeremy Corbyn, because event, what would it be? The he’ll scare off our best entrepreneurs creation of the universe, because where who are vital for growth, innovation and we come from is life’s biggest question. future opportunities. How do you explain the channel What two things (apart from to people? The channel is much more family) would you grab if your than a supply chain to deliver products house was on fire? My wallet and from manufacture to customer… phone out of instinct. that is only the “bones”. The channel Which of your 2019 predictions MURRAY PEARCE is made up of talented people, with have come to pass? That Brexit Managing director, Infinigate UK many skills and capabilities, that help would dominate the news and Boris What was your dream career as people and companies conduct business Johnson would become prime minister. a child? I don’t recall when I was very successfully. What TV show have you binge young; as a teenager I knew I wanted to What have been your favourite watched this year? Peaky Blinders. work in IT. and least favourite partner How has 2019 been from a What has been your personal conference destinations? I am not business perspective? Great. Our highlight of 2019? Being a dad to my a fan of Dubai. Hawaii and Austria are business has continued to grow, we’ve nine-year-old daughter and six-year-old pretty good. hired some amazing talent and are son. I love being on the journey with What is the biggest challenge working with and providing services to them. Every moment is precious – they facing the channel in 2020? many industry leading businesses. give me so much positive energy and Evolving fast enough to help companies What annoys you most about perspective. in their digital transformation, driven by your commute? Not much as it’s Which famous person deserves a modern workers and hybrid cloud/on- a 15-minute walk. However, rain is (gentle) slap? David Cameron. Does premises networks. Also, in the adoption probably my biggest annoyance. anyone need to ask why right now? What of a managed services business model, If you could witness one past a mess. which has a very big future.
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What TV show have you binge watched this year? Killing Eve. I am sure I am not alone in that one! How has 2019 been from a business perspective? We set a strategy for 2019 to be laser focused on retaining and growing our customer base and less about public accolade. Our customer mix is incredible and as we build through organic growth, we are watching our competitors quickly being acquired or locked into pretty horrible PE-backed deals. That all clears a wonderful growth path for us, and we are really looking forward to our next 10 years free to innovate and invest as we please. ALEX PHILLIPS What annoys you most about Director of strategy, Northamber your commute? I am very lucky What was your dream career as to have a nice commute through a child? I thought I wanted to be a countryside with very little traffic, so I am vet until I realised I hate needles and JOHN PEPPER probably one of the few that can say they blood, and that the job wasn’t just Chief executive & founder, enjoy their commute. I even have a drive- playing with dogs. Managed 24/7 thru Starbucks en-route. If Carling made What has been your personal What was your dream career as a commutes, it would be my one! highlight of 2019? I got married in child? As a child I would have said the If you could witness one past 2018, so 2019 has been about enjoying third drummer in Adam & The Ants. event, what would it be? 4 April family time without discussions about What has been your personal 1975, Albuquerque, New Mexico – I’d go wedding planning. highlight of 2019? 15 September and meet Paul Allen and Bill Gates, and Which famous person deserves a 2019 marked the Managed24/7 10-year offer to put some money into their little (gentle) slap? Who wouldn’t want to birthday. I am incredibly proud of that start-up. slap Piers Morgan? achievement and we had the biggest How do you explain the channel What two things (apart from party to date. to people? The people that go and family) would you grab if your Which famous person deserves deliver the big thinking ideas that vendor house was on fire? My BlackBerry a (gentle) slap? Elon Musk. If only he marketing teams dream up. and my Diet Coke. stayed away from Twitter when hitting What have been your favourite Which of your 2019 predictions the bottle. and least favourite partner have come to pass? I predicted I What two things (apart from conference destinations? My least wouldn’t win the Lottery and I haven’t. family) would you grab if your favourite – Hawaii. Wearing a suit in an What TV show have you binge house was on fire? If family and air-conditioned conference centre while watched this year? Ramsay’s Kitchen pets are safe then it would be my laptop looking out of the window and watching Nightmares is a guilty pleasure. and phone. I’m not very interesting but the happy surfers on the beach will be a How has 2019 been from a they’re more important than my passport moment I will never forget. What was business perspective? Northamber as our operations all run from the UK. I doing? My favourite – I enjoy most continues to make good progress with Which of your 2019 predictions conferences where I learn something our strategy of value-add distribution have come to pass? Automation is (and there isn’t a view of a beach). for a focused portfolio of development something I preached and invested in What is the biggest challenge brands in key technologies (AV, from as early as 2014. It’s a buzzword facing the channel in 2020? The infrastructure solutions and document that is yet to fully show its impact on our service sector will have an exciting ride management). sector but is coming like a tsunami. There post-Brexit with no doubt a few bumps What annoys you most about your is and will continue to be a huge change along the way. I do not envy those having commute? Driving daily from London of vendors in the sector where they to navigate importing lots of boxes from to our office in Surrey, it’s London traffic evolve or disappear. around the globe. – always London traffic.
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If you could witness one past a (gentle) slap? They’re far from not another new ‘silver bullet’. Cyber event, what would it be? England famous, but the creators and marketeers risk reduction is made more complex by winning the World Cup final in 1966. of false reality shows such as Love Island yet another new product with polished How do you explain the channel for fuelling mental health challenges in convincing marketing. A policy- to people? The channel is designed modern society. first approach and trusted partner is to allow companies to do what they What two things (apart from important for customers to work through are best at. Manufacturers develop the family) would you grab if your the noise. best technology they can, value-added house was on fire? Fred and distributors provide flexibility and Wilma… our awesome cats! scalability to support and drive partner Which of your 2019 predictions R growth and systems integrators leverage have come to pass? Let’s exclude their key end-user relationships and Brexit! I predicted there would be a technology knowledge to integrate. It’s landmark GDPR fine… whether BA will all parts of the same machine working in pay it is another matter. harmony, most of the time. What TV show have you binge What is the biggest challenge watched this year? It’s an even facing the channel in 2020? A contest. Black Mirror and Chernobyl. skills gap in the entry-level jobs and the How has 2019 been from a difficulties around recruitment. business perspective? Great. Saepio is young and growing from strength to strength but there is certainly room to do more. We have ambitious plans. What annoys you most about your commute? Nothing. Perfect duration for listening to a book on Blinkist (it’s a great app if you don’t know it). If you could witness one past event, what would it be? My parents’ wedding. I imagine it was a huge PHIL RACE party but also cements the reason I’m Chief executive, AdEPT here, doing what I do. Technology Group How do you explain the channel What was your dream career as to people? Seriously, it’s the supply a child? I was fascinated by the Space chain for all organisations to acquire IT Shuttle, so I guess it’s astronaut. Though related knowledge, products and services. I used to spend time working with my Less seriously, it’s an incredibly fun dad who was a gas fitter and plumber community of like-minded, passionate, – I helped at weekends working as his ROBERT POOLEY forward-thinking individuals that work ‘mate’ handing him tools while he was Solutions director, Saepio hard and play hard. Shoes off at 3am, under various boilers and baths – so I What was your dream career as a conference call at 9am! always thought I’d be on the tools when child? Car design. My father loves cars. What have been your favourite I grew up! My auntie loves art. I love both. and least favourite partner What has been your personal What has been your personal conference destinations? The best highlight of 2019? Being appointed highlight of 2019? My five-year-old is Barcelona: great city, great venues, as chief executive of AdEPT was pretty boy came home with a piece of finely perfect for a conference. The worst is special. I am fortunate Ian Fishwick mounted paper that had been proudly Barcelona: bloody phone thieves! (now chairman) has handed over the displayed on a classroom wall. The What is the biggest challenge keys at such an exciting time. Seeing my teacher’s pristine writing read: “To stay facing the channel in 2020? Again, daughter Emma graduate at Warwick safe on the computer I need to…” My ignoring Brexit, for me it’s distraction was very special, too. son’s scribbled response: “…dont pres on and volume of customer choice. There’s Which famous person deserves eneefing yor not shor of.” just so much out there. The security a (gentle) slap? David Cameron for Which famous person deserves market especially needs consolidation, the obvious reason – why on earth did
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he hold a referendum without a clear different offices each week. I try and understanding of the outcome? On that commute in a bubble, surrounded by day the entire population, and the MPs, work, music or iPlayer, but it annoys all had a different personal view of what me immensely when people are rude – Remain or Leave actually meant. Before courtesy costs nothing! the referendum I walked past David and If you could witness one past Samantha on a clifftop walk in Cornwall. event, what would it be? What a If only I’d known what he was thinking great question. I immediately thought of of doing, I could have literally given him the first flight by the Wright Brothers, a (gentle) slap, though I’d have been or the first trip on the rocket by Robert arrested by his security detail if I had. Louis Stephenson, or the first phone call What two things (apart from by Alexander Graeme Bell. Amazing family) would you grab if your transformations for society. But I’ll have house was on fire? My photos – to settle on the football World Cup in they’re irreplaceable as they’re from the 1966. It’s the year I was born, I’m a keen days before cloud storage, and a painting Liverpool fan and what a day! I bought from the artist Sergio Agostino How do you explain the channel while my (now) wife and I stayed at to people? For me it’s gluing together RAFI RAZZAK his gate-keepers cottage on holiday in building blocks of technology from Chairman, Centerprise Tuscany, Italy, many years ago. multiple providers to solve problems for International Which of your 2019 predictions clients. I grappled hard to refresh our What was your dream career as a have come to pass? I don’t really do company ‘tag line’ earlier this year and child? To be a pilot. predictions. AdEPT’s embodies it for me – uniting What has been your personal What TV show have you binge technology, inspiring people. highlight of 2019? To see the watched this year? I’ve been hooked What have been your favourite success of Centerprise through proper on Outlander, a series about a Second and least favourite partner implementation of our strategy. World War nurse who time travels back conference destinations? I was Which famous person deserves to 1743 Scotland. It’s a great period very lucky to have an international a (gentle) slap? Michael Dell. After drama – Amazon Prime makes painful role in a previous life. We used to run telling us in a number of speeches how train journeys endurable. customer and partner conferences. much he is enjoying managing Dell as a How has 2019 been from a One in Key West, Florida, was special – private company, he has decided to go business perspective? It’s been sun, sea and great Key Lime pie – and public again. great. Our sales have held up in an another in Sun City in South Africa. What two things (apart from interesting political environment Playing golf while watching out for family) would you grab if your and our acquisitions are performing crocodiles on the course was interesting! house was on fire? My glasses and well. We’ve set course to integrate the I don’t really have a least favourite. my pillow. business, transition to the AdEPT brand What is the biggest challenge Which of your 2019 predictions and invest in systems – we’re making facing the channel in 2020? have come to pass? That I will not progress on all fronts, though I’m I’m going to suggest two. First, the give up smoking. impatient so it’s never going to be fast erosion of margin brought about by What TV show have you binge enough. You’re only as good as the team commoditisation. This isn’t unique watched this year? Peaky Blinders. around you, so I’m delighted I’ve to be to 2020. The mega players – AWS, How has 2019 been from a able to strengthen the team – with Alex Microsoft and others – constantly business perspective? It has been a Larcombe and an ex-colleague, Andy bring new technologies under their great year. Lovett, joining as sales director and chief ownership. They then erode the margin What annoys you most about operating officer respectively. that we in the channel can secure from your commute? Other commuters. What annoys you most about reselling this new technology. Second If you could witness one past your commute? I’m very lucky, as I is the damage to trust (and the P&L) event, what would it be? Churchill don’t have to be in the same place every brought about by channel conflict and in his finest hour. day. With an ever-growing AdEPT changing channel strategies by partners. How do you explain the channel group, it’s important that I’m not a We rely on each other so don’t abuse to people? It is the tip of the UK IT stranger to the team, so I travel to our that relationship – it’s crucial! industry iceberg.
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What have been your favourite growth but like everyone we always want and least favourite partner more. We have certainly seen larger conference destinations? CRN, of deals being delayed, going through more course, is the favourite and the European rigor in purchasing and organisations forum is the least favourite. just waiting to see what will happen with What is the biggest challenge Brexit. I hate using it as an excuse, but facing the channel in 2020? it’s reality. Implementing digital transformation and What annoys you most about digital process as well as continuing the your commute? I seem to attract sick/ business analytics development. ill people. The lady or gentleman who insists on sitting next to me on the train pulling their handkerchief in and out of their pocket, sneezing and coughing even when there are seats available on the rest of the carriage. If you could witness one past event, what would it be? To dreams and fuels my ambition to push observe the cracking of the Enigma code. boundaries. The ultimate problem solving with a huge What has been your personal social and political impact. highlight of 2019? Although it How do you explain the channel has not yet happened, my personal to people? The channel is a chain highlight of 2019 is looking forward to of businesses that helps get the right the pending marriage of my daughter in SEAN REMNANT services and solutions to the right December. The opportunity to gather CSO, Ignition Technology customer base at scale through contacts the family together and celebrate the What was your dream career as and strong relationships. wedding at an already special time of a child? Farmer – I always wanted to What have been your favourite year is an absolute joy. work outside with animals. and least favourite partner Which famous person deserves a What has been your personal conference destinations? My (gentle) slap? That would have to be highlight of 2019? Cycling 100 miles favourite has to be the Don Carlos in David Cameron! The reason, for getting in the London 100 for the charity Dreams Marbella. I’ve had many years of going us into this Brexit mess. An ill-thought- Come True. there with great friends, partners and out strategy and poorly executed plan Which famous person deserves customers. My least favourite are hotel has seen the country lurch from one a (gentle) slap? Jeremy Corbyn for conference rooms with depressing tired embarrassing situation to another and obvious reasons. décor. I could be anywhere in the world. leaves us in real danger of becoming What two things (apart from What is the biggest challenge second-class citizens among Europe’s family) would you grab if your facing the channel in 2020? Staying leading countries. house was on fire? Assuming the relevant. Our industry and business in What two things (apart from dogs are safe also then a couple of family general is moving at such a fast rate that family) would you grab if your pictures that I can’t get back from the you can’t assume the old approach to house was on fire? One would cloud. anything will remain the same. You have definitely have to be my iPhone, without Which of your 2019 predictions to stay agile, innovate and stay relevant. which I am literally lost! The reliance we have come to pass? That the place on mobile technology today and the uncertainty around Brexit would information stored on our devices makes certainly have an effect on UK business. MATTHEW RILEY them simply indispensable. The second What TV show have you binge Chairman, Daisy would be my backgammon board, a watched this year? Fleabag and What was your dream career as a source of rest and mental relaxation away Brassic – great low intellect base humour. child? It absolutely has to be astronaut. from the rigours of the business day. Just what I need as an escape. The concept of space fascinated me from Which of your 2019 predictions How has 2019 been from a an early age and as a child the thought of have come to pass? It is always easy business perspective? Everyone exploring new worlds was captivating. to say ‘I told you so’, but when it comes says great, right? Genuinely very good Even today, space is regularly in my to the turmoil that we are in as a result
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of the Brexit mismanagement, I told so many different types of businesses as they await confirmation of contracts you so! The writing was on the wall occupying it, ranging from large being renewed and purchase decisions from the early days and I could see organisations, the size of Daisy, to small being wide. Further afield, political and the political posturing culminating in owner-operated businesses that rely on civil unrest can also create a challenge confusion and indecision. us to keep them competitive and deliver for channel partners with customers What TV show have you binge our services to their customers. But trading overseas. watched this year? That is easy – regardless, the channel is a dynamic, Peaky Blinders! The blend of fiction based vibrant place to be where the mission around actual historical events made this is to provide customers with the full PETER ROBBINS compelling viewing for me. There is so suite of telco products, wrapped in an Chief executive, Probrand much American television on our screens incomparable service model and to help What was your dream career as a that when a brilliantly made British manage their business through change child? Bricklayer or builder. drama is created it emphasises the talent and technology evolution. What has been your personal within this country. What have been your favourite highlight of 2019? My first grandson How has 2019 been from a and least favourite partner being born. business perspective? 2019 has conference destinations? I am What two things (apart from been a great one for Daisy with lots of not really able to answer this, as with family) would you grab if your change, evolution and new opportunity. presiding over the changes to take Daisy house was on fire? My dogs and my We performed an internal restructure to the next level I have simply not had the antique clocking-in clock. earlier in the year to give greater time to attend any! But over the years I Which of your 2019 predictions autonomy to our individual business have been to so many amazing venues – have come to pass? Channel units and are already seeing the results my favourites are always ones where I see transformation getting faster. of this in terms of increased pipeline, Daisy represented and shining! What TV show have you binge revenue growth and better customer What is the biggest challenge watched this year? Luther. engagement. Having absolute focus facing the channel in 2020? Back How has 2019 been from a on individual parts of the business as to Brexit, political uncertainty around the business perspective? Average. opposed to attempting to combine world and business confidence. While the What annoys you most about your disparate areas has certainly proven to be majority of us focus our business efforts commute? How early it is getting. the right thing to have done. here in the UK, the knock-on effect from If you could witness one past What annoys you most about customers who trade and have their event, what would it be? Nelson your commute? Losing mobile signal supply chain in Europe is undoubtedly Mandela coming out of prison – an has to be the single most annoying thing impacting upon UK business confidence incredible event which sticks to mind. about any commute. In this day and age with the technology and innovation available to us, not being able to conduct a continuous conversation when on the move is simply inexcusable. If you could witness one past event, what would it be? This would have to be the release from prison of Nelson Mandela on Sunday 11 February 1990. After having served 27 years in incarceration, he then rose to become the first black President of South Africa. Mandela dedicated his life to philanthropy and the fight against apartheid and acts as an inspiration to us all with his determination and single- mindedness. How do you explain the channel to people? The channel is an amazingly diverse place to operate in. There are
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How do you explain the channel enough time to binge watch this year, but to people? A linear supply chain. The Last Kingdom was good. What have been your favourite How has 2019 been from a and least favourite partner business perspective? 2019 conference destinations? is proving to be a very good year, Birmingham was my favourite; Barcelona with strong organic growth, further my least favourite. opportunities in the M&A area as well What is the biggest challenge as the introduction of exciting new facing the channel in 2020? propositions for Sabio Group. Delivering on digital transformation What annoys you most about objectives; creating IP; staying relevant. your commute? I can’t complain – I travel a lot, so no two days are the same. If you could witness one past event, what would it be? 13 July 1985, Wembley Stadium, Queen’s Live Aid performance – 17 legendary minutes! How do you explain the channel to people? Our goal is to deploy the best products available to the channel, complement those with our own IP expertise and technical skills, and combine these elements to create solutions that deliver real benefits and What has been your personal value for our customers. highlight of 2019? There have What have been your favourite been a few highlights for me and more ANDY ROBERTS and least favourite partner importantly the growing Distology Chief executive, Sabio Group conference destinations? My team of who I am immensely proud. What was your dream career as favourite destination is Cape Town; Personally, it has to be moving house… a child? Watching Ian Botham save the my least favourite would be those finally. It took a gruelling 10 months Ashes at Headingley in 1981 made me destinations that you end up going to and damn near killed me due to a very want to be a Test cricketer – sadly that again and again – it’s much better to be long chain, incompetent people and our never happened. surprised! ridiculous system in the UK. Rant over. What has been your personal What is the biggest challenge Which famous person deserves a highlight of 2019? I’ve been proudest facing the channel in 2020? The (gentle) slap? I will avoid mentioning watching my daughters improve biggest challenge will be the continued any politicians at this time. I think most massively and succeed in their rugby and pace of technological change, with the famous people need a preverbal slap equestrian activities this year. winners being those able to make the now and again to keep their feet on What two things (apart from right interventions at the right time. the ground. Way too much ego in an family) would you grab if your Having great people in place is critical, uncertain world. However, I want to slap house was on fire? Memories are particularly for those organisations the Gallagher brothers and tell them that irreplaceable, so it would have to be looking for a specialist partner to advise they need to bury the pettiness and get photo albums and family paintings. and support them on this journey. back together again. Who doesn’t want to Which of your 2019 predictions see an Oasis reunion? #properband have come to pass? At Sabio Group What two things (apart from we predicted greater interest in digital and HAYLEY ROBERTS family) would you grab if your analytics solutions, and that’s certainly Chief executive, Distology house was on fire? My dog and my worked well for us having broadened our What was your dream career as a car keys. portfolio. As ever, we’ve seen our market child? When I was very young, I wanted Which of your 2019 predictions continue to rapidly evolve and expect this to be an actress as I was totally in love have come to pass? I try not to to continue in 2020. with Shakespeare. Then as I got older, I predict too many things as I am an What TV show have you binge wanted to become a barrister. So, that eternal optimist. But the best predictions watched this year? I’ve not had worked out well then… for my business have come true. I have an
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amazing, strong team with bags of room How do you explain the channel industry success. If you love your job, get for potential growth. The only thing that to people? I explain it from a retail out there and talk to your local schools is predictable is the fact that I still seem perspective. You still buy your Sony TV and colleges and evangelise. to be one of the only women in a room at from John Lewis. You might have your tech conferences. Boring. guarantee with Sony, but your contract of What TV show have you binge purchase is with John Lewis. I have also GLENN ROBERTSON watched this year? Suits and Line likened it to estate agents in relation to Managing director, of Duty. I’ve just about finished Stranger a two-tier channel model but given my Purechannels Things and also Power. I love Netflix! answer to question 2, it’s probably not What was your dream career as a How has 2019 been from a the best parallel. child? Professional goalkeeper. business perspective? Business has What have been your favourite What has been your personal been very good from a sales perspective and least favourite partner highlight of 2019? Winning and we are trebling growth easily quarter conference destinations? To be CRN’s ‘Best Channel Marketing/PR on quarter and year on year. We are honest I don’t often see the location Agency’ – for the second time! Making also building out our tech team, not just itself, just a hotel conference room but Purechannels the only agency to have pre-sales but also post-sales deployment my least favourite is Las Vegas – I am not ever won this award twice. and some in-house development work a gambler and I have been enough to get Which famous person deserves on bespoke integrations for end users the best of it. The best was probably Italy a (gentle) slap? Gazza – for being and partners. By introducing additional in the lakes – just beautiful. brilliant, but not quite as brilliant as he revenue streams, I believe the business What is the biggest challenge could have been. is more viable and also offers a far wider facing the channel in 2020? What two things (apart from and deeper value add in what has been Keeping the value in channel is an family) would you grab if your traditionally purely transactional. We are ongoing challenge, especially as house was on fire? My wallet and also now seeing excellent growth and procurement becomes a streamlined my phone. reach in the Benelux with our office in process and cloud is more accessible. Which of your 2019 predictions Amsterdam and across the Nordics. Value should always come from going have come to pass? MDF is a hugely What annoys you most about your that extra mile and providing agility untapped opportunity for partners. commute? My commute to the office is where you can. There are hundreds More M&A. Partner Programmes are eight miles so not a long time. However, of new products coming to market, changing. Vendors need to be more it constantly amazes me how many bad especially in cyber, every year and understanding of the needs of partners. drivers I encounter en route making bad it’s important to run proper due Facebook can work in the channel to decisions or driving too fast with no real diligence on whether they are drive sales. Partners are becoming control over the car. It ultimately makes right for you as a partner and more powerful. Liverpool win my commute longer having to navigate end user. Most of my time is the Champions League. them. My weekly London commute is spent looking at new tech What TV show have you peppered with annoyances but mainly and the market. binge watched this year? lack of connection to a phone signal! Another big challenge Billions. If you could witness one past is the fact we have a dearth How has 2019 been from a event, what would it be? Assuming for talent. As we trailblaze, business perspective? Very this is a time machine trip and not a we must not forget good. We have turned permanent placement, I would love to that we need to losses from recent have been around when Queen Elizabeth bring a swell years into a 19% I reigned. I am not a staunch feminist, of next-gen net profit in but it must have been extraordinarily talent with FY2019. We difficult for her to gain trust and power us and we have grown in a time when women were mostly are all equally homemakers and considered the weaker responsible sex. It would have been quite good to for this witness the Battle of Hastings also – a bit growth. gory but I often wonder what large-scale Succession battles would have been like to be part of planning is in that time. crucial for our
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the team at Purechannels and brought welcoming new types of partner and need. And this means having the right in some nice new clients. I have been at offering new opportunity! The landscape people supporting and driving change. Purechannels now for seven years and is becoming less and less supportive of 2. MDF: Management, allocation, since I acquired the agency outright in a vendor-dictatorship and the vendors process, structure, wastage, misuse and June 2018 from the previous owner and that recognise and respond to that will the results that come from something founder, we have stabilised, maintained win. We see it a lot, it’s big and getting that should be so good but is too often revenue and become more profitable. bigger. We see M&A in ‘partner-land’ so bad. This sets the scene for the exciting is vibrant with new deals being done 3. Partner experience (PX): There are expansion plans we have in place. almost daily. Partner programmes will so many parts to this, but the premise What annoys you most about need to evolve, based on building a is simple – maximise PX and get more your commute? Actually, it’s not that deeper understanding of the individual from your partners. bad as it’s only 15 minutes. It could be a partner business, providing positive lot worse! partner experience (PX), with a higher If you could witness one past focus on quality rather than quantity. event, what would it be? The 1966 We are going to start seeing a partner- World Cup win for England. A great led approach and this is big news. It game of football, our only ever World flips things around, in much the same Cup win, at Wembley, in the 1960s – it way consumer-land is seeing the buying would have been amazing! behaviour change, B2B channel will too. How do you explain the channel The buyers are changing, their behaviour to people? I normally just explain is changing so reaching and servicing retail, using Nike as the example. them has to change also. It’s really not Nike makes shoes, it sends them to that complicated! But sadly we see a lot of distributors/wholesalers, who send unnecessary complication. Vendors need them to retail stores and/or e-commerce to simplify and focus. They also need to websites and then the end user buys embrace, appreciate and drive channel them. That is a channel model, we then focus at a board level. The channel needs apply it to IT/tech/telecoms in B2B Chief Channel Officers and Chief Partner where the end user is a business, not a Officers. Collaboration via a complete consumer. Failing that, I just say I get paid solution and service sell, creating to have ideas… that’s a lot easier! partner eco-systems, marketplaces and What have been your favourite communities are going to continue to and least favourite partner emerge and vendors will be left at the CHRIS ROCHE conference destinations? That’s disposal of these powerful environments Chief executive, Celerity not really appropriate for me. I enjoy all if they are not careful. We have already What was your dream career as events, regardless of location. seen partners creating their own a child? My dream career would have What is the biggest challenge programmes that vendors ‘need’ to join been either as a professional rugby player facing the channel in 2020? and this will continue. Now this is not to or working in the legal profession. How long do you have?! For me at the be too scathing towards vendors as many What has been your personal moment, the priority has to be the need are responding well and in fact helping to highlight of 2019? The revenue for vendors to wake up and catch up, drive this change… and these will be the growth of Celerity, driven by the closure because the coffee is starting to smell future winners. There is huge opportunity of the largest transaction the business very much of power… partner power! in supporting, understanding and helping has ever won was a personal highlight for Partners are becoming more powerful the new, different types of partners to me. Especially due to the teamwork and and vendors need to embrace and drive success collectively through to end dedication of the Celerity team, working support this movement, rather than customers. hand in glove with our partners and work/fight against it. The traditional, old- Oh, and being very specific, three customers to ensure the desired outcome fashioned vendor-led, vertical, top-down things need serious attention and will help was achieved for all parties. channel model is changing. More types vendors to drive change in their channel Which famous person deserves of partner are surfacing, and their needs activities – both related to the above: a (gentle) slap? Any reality TV and objectives are different. The ‘shadow’ 1. Mentality and behaviour: It’s got to ‘personality’ Why? Why not! channel is growing and it will continue, switch… from vendor want, to partner What two things (apart from
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family) would you grab if your basis, which remains a challenge. a (gentle) slap? It would have to be house was on fire? My phone and What have been your favourite Boris Johnson, for being such a prat old family photo albums. and least favourite partner about Brexit. Which of your 2019 predictions conference destinations? Both my What two things (apart from have come to pass? The transition to favourite and least favourite destination family) would you grab if your ‘services’ in the IT market has continued has to be Las Vegas. I love it and loathe it house was on fire? My wallet and my to increase. However, the move to public in equal measure. iPhone – that’s all I need to operate. cloud is starting to reach the second What is the biggest challenge Which of your 2019 predictions phase, whereby everything is hybrid facing the channel in 2020? This have come to pass? Fingers crossed cloud. These were both things that I have biggest challenge for the channel in and the year isn’t over yet, I don’t believe predicted for a number of years. 2020 remains finding and retaining the Brexit will happen. What TV show have you binge necessary skills to set you apart from What TV show have you binge watched this year? Brooklyn Nine your competition. People in the channel watched this year? I’m not good Nine has been a good bit of light relief. make all the difference, and your business with TV apart from watching sports, so How has 2019 been from a is only ever as good as the people in it; no bingeing this year. business perspective? The market dealing with your customers on a day-to- How has 2019 been from a in 2019 remains incredibly challenging, day basis. In particular, good sales skills business perspective? It’s been very with uncertainty around Brexit, the are becoming harder to find, as business good despite all the concerns with the overall political climate and also models are changing. economy and Brexit. the overall global economy causing What annoys you most about decisions to take longer than normal your commute? It’s mostly good, and investment decisions being delayed. S however travelling on the tube at peak That being said, the data protection travel times can be challenging. and security messaging that Celerity is If you could witness one past currently taking to market is very much event, what would it be? Landing resonating with our customers, aligned on the moon. It would have been to where the investment monies are awesome to be there taking that first step. being focussed. How do you explain the channel What annoys you most about to people? With great difficulty; the your commute? I live rurally and Dell sales evolution helps. really enjoy my commute. I’ve grown to What have been your favourite embrace stray cows/sheep/slow tractors and least favourite partner and errant bales of hay which I thought I conference destinations? My never would! favourite conference must go to Iomega, If you could witness one past held at the original Ice Hotel back in the event, what would it be? I would 1990s. The least favourite has to be the have loved to witness the fall of the Berlin Hilton at Paddington, London. Wall first-hand. I watched it unfold on What is the biggest challenge TV at the time, but I’m guessing that facing the channel in 2020? being in Berlin in that period would have FRANK SALMON Growth, companies postponing buying been very special. Chief executive, CMS decisions and I think there’s a risk of us How do you explain the channel Distribution talking our way into a recession. to people? The channel is now an What was your dream career as a ecosystem of organisations that work child? I dreamt of being a professional together in order to put forward technical footballer for many years. I’m now a NEIL SAWYER solutions that deliver against the business manager of an U12 youth team – that’s as Channel director, HP needs of our customers. This includes close as I’m going to get. What was your dream career as VARs, MSPs, vendors, SIs and many What has been your personal a child? To become a long-haul pilot other organisations, all of whom have a highlight of 2019? Acquiring a for BA. place in what is a very complex business business in France (Avesta) has been very What has been your personal model. We compete against, and partner rewarding and a highlight. highlight of 2019? Seeing my eldest with, the same organisations on a daily Which famous person deserves entering her first year at school and
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have been able to do this twice. It’s a very humbling experience. Which famous person deserves a (gentle) slap? Donald Trump. You’d have thought being able to string a sentence together would be a prerequisite to becoming president of the US. Apparently not. What two things (apart from family) would you grab if your house was on fire? My laptop and phone. With the cloud, that’s all I need to be productive. Which of your 2019 predictions have come to pass? That Microsoft would win the cloud wars. They are now the undisputed number one. hopefully moving to a new house by the with the best group of friends you could What TV show have you binge time this is published. possibly imagine. watched this year? My wife and I Which famous person deserves a What have been your favourite loved What/If. It’s a thriller with more (gentle) slap? I would avoid the slap and least favourite partner twists and turns than a country lane. but definitely would love to have a word conference destinations? Las Vegas How has 2019 been from a with a few of our politicians right now! is always good fun. But there must be business perspective? Our best What two things (apart from other places in the world we should see! year, ever, by several orders of magnitude. family) would you grab if your What is the biggest challenge We hit a fraction under 70% growth, house was on fire? Funnily enough, facing the channel in 2020? which given we are now a reasonable I had to think about this for real a few Managing customer expectations sized business was a fair clip. months back! My children’s cuddly through the choppy waters of Brexit. What annoys you most about toys always buy some favour in a tricky your commute? Train delays. I mean situation. seriously how hard can it be to get a train Which of your 2019 predictions to drive down the tracks. It’s not like they have come to pass? Those partners can take a wrong turn! who have continued to reinvent have If you could witness one past continued to prosper. event, what would it be? The What TV show have you binge Apollo 11 moon landing. Who knew watched this year? Peaky Blinders. you could fly to the moon with less How has 2019 been from a computing power than you’d find in a business perspective? Despite basic watch 50 years later! some macro-economic turbulence, How do you explain the channel another year of growth and to people? The channel is like an development. Our MPS partners have extended sales and marketing team for delivered amazing results along with DAN SCARFE vendors. The channel takes products our end user compute channel. We have Founder, New Signature and propositions from vendors and delivered on all our goals. What was your dream career as a tailors them to solve the specific What annoys you most about child? I’ve always been a geek. I knew I’d challenges for a customer. We go from your commute? Late trains. end up somewhere in technology. the theory to the practice. If you could witness one past What has been your personal What have been your favourite event, what would it be? The highlight of 2019? Collecting New and least favourite partner Wright Brothers flying a plane for the Signature’s award for the Microsoft conference destinations? My least first time in 1903. 2019 UK Country Partner of the Year. favourite destination, by some way, is How do you explain the This is normally a once in a lifetime Las Vegas. It’s just the most peculiar channel to people? The best time achievement, but I’m incredibly lucky to town in the world. It’s big, hot and, well,
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weird. My favourite destination was my digital storage devices. All our Toronto. It’s like a cross between the UK memories are stored on these and would and America. be irreplaceable. What is the biggest challenge Which of your 2019 predictions facing the channel in 2020? have come to pass? Brexit would So everyone is going to say Brexit, effectively lead to political civil war. obviously. For us it’s not. Brexit will What TV show have you binge be jet fuel for us. I believe the biggest watched this year? Peaky Blinders challenge for the channel is the defining has been my favourite and I love the of the relationship between vendors coarse, violent and romantic storyline of and partners. Increasingly vendors will the series. work more closely with end customers, How has 2019 been from a circumventing the channel. This is business perspective? Fantastic. something we are seeing more and more. We started the transformation of our The channel’s opportunity is to continue business three years ago and now we are to demonstrate where they add value. truly a service business. The culture and motivation of the people is aligned to providing superior service and playing the infinity game. PAUL SHANNON What annoys you most about Chief executive, ANS Group your commute? The traffic and the What was your dream career as average speed cameras. a child? A music journalist. There is If you could witness one past nothing I love more in the world than event, what would it be? I would music (apart from friends and family, love to be present at the time when India obviously). Mainly tech house, 90s hip- got its independence in 1947 because hop, outlaw country and soul music. I’m my roots are in India. I was a special getting excited just typing about it. occasion for both Britain and India. What has been your personal How do you explain the channel highlight of 2019? Integrating RICKIE SEHGAL to people? It is an ecosystem for development into our growing digital Chairman, Transputec communicating, product/services business at ANS. What was your dream career as distribution and value creation in so Which famous person deserves a child? I wanted to be a fighter pilot many different ways, which are not a (gentle) slap? David Cameron or an aeronautical engineer. I never possible without the channel. for nonchalantly sending us into suspected I would end up as a software What have been your favourite such a critically important decision for engineer/computer scientist. and least favourite partner our country. What has been your personal conference destinations? I prefer What two things (apart from highlight of 2019? I became a grandad local conferences (London), but there family) would you grab if your of twins. While I was initially shocked, I are so many and they can be a bit ‘samey’. house was on fire? Nothing really. am over the moon about the outcome. My least favourite are the American ones I don’t really own that much ‘stuff’; Which famous person deserves because they are a giant circus providing everything that’s important to me is a (gentle) slap? David Cameron, very little value. related to people and all my music is now because he gambled he would win the What is the biggest challenge stored on music services. All the ‘stuff’ I referendum which was ill conceived and facing the channel in 2020? I do have can be easily replaced. poorly planned. The resulting Brexit has believe it will be human capital, both Which of your 2019 predictions been terrible for the country and it will access to educated and relevant staff have come to pass? That ANS would take 15 years to get past the resultant will be a challenge. Brexit will only sell our first IoT solutions and make IoT instability. impose more tax burden on business and really, very real indeed. What two things (apart from simultaneously restrict fresh young talent What TV show have you binge family) would you grab if your from coming to Britain. Britain has put watched this year? Gomorrah. An house was on fire? I would grab the “you are not welcome” sign out to the incredible Italian mafia drama set in my Mclaren 650s from the garage and world’s brightest people. Naples. An absolute must see.
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How has 2019 been from a will have achieved 12 10K races and two business perspective? Amazing. half marathons. We’ve got so many new people in ANS What TV show have you binge over the last couple of years, working watched this year? Stranger Things on new and exciting technologies and – I was a little late to the party but binged solutions. ANS is even more vibrant all three series. I can’t wait for series four. than ever. How has 2019 been from a What annoys you most about your business perspective? 2019 has commute? The M62 is an absolute been a phenomenal year – we are disgrace. Getting to Manchester at peak tracking 40% growth and not to mention time can sometimes take me as long as it the awards we have picked up, including takes me to get to London on the train. PC Vendor of the Year. Music makes any journey better though, What annoys you most about so I try not to get too annoyed. your commute? Middle lane hoggers If you could witness one past followed closely by people that push in event, what would it be? Easy. and never say thanks. Woodstock 1969. If you could witness one past event, what would it be? The moon landing – did Neil Armstrong really take one small step for man, one giant leap for mankind? I don’t want to believe the conspiracy theorists but… How do you explain the channel to people? Individuals drinking too much coffee, selling stuff. What have been your favourite What has been your personal and least favourite partner highlight of 2019? I made Dell conference destinations? Dubai Technologies’ Chairman’s Club and got to with Samsung in 2004 was amazing and go to Maui with Michael Dell. It was an my least favourite was Acer’s conference incredible trip for my husband and me – in Paris, which was a sugar, caffeine not to mention our first holiday without overload just to work through all the PPT the kids! presentations, not to mention the boat Which famous person deserves ALICIA SHEPHERD trip where everyone was seasick. a (gentle) slap? Kim Kardashian! The Sales director, Terra Computer What is the biggest challenge pressure her image puts on young girls is What was your dream career as a facing the channel in 2020? I see just unbelievable – plus that selfie pout is child? To be an astronaut. two challenges: talent – finding and now out of control. What has been your personal keeping good people; and more and more What two things (apart from highlight of 2019? Running my first vendors dealing directly with end users, family) would you grab if your half marathon in 10 years and coming in cannibalising reseller margin and new house was on fire? My iPhone to with a PB of 1hr 52m. business opportunities. By the way, Terra take pictures of the fire and post them on Which famous person deserves doesn’t sell direct and will continue to be social media and my coat as I’d want to a (gentle) slap? Laura Kuenssberg – 100% channel focused. watch proceedings and not be cold. there really is no need to be quite Which of your 2019 predictions that rude! have come to pass? I did lose three What two things (apart from SARAH SHIELDS stone and did get back to a size 10… Oh, family) would you grab if your Vice president EMEA enterprise and I did predict that we’d continue to house was on fire? My Terra channel, Dell Technologies grow in channel with our partners! notebook and my Garmin watch. What was your dream career as What TV show have you binge Which of your 2019 predictions a child? I wanted to be a police officer! watched this year? Horrible have come to pass? I predicted I The idea came from watchingJuliette Histories with my kids! And I hate to would run 10 x 10K races in 2019; I Bravo as a kid in the 1970s… admit it… Celebs Go Dating while sitting
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on planes – I’ve done two series and after many years of long commuting. it’s utter banal drivel but the comedian If you could witness one past voice over is hilarious. event, what would it be? The How has 2019 been from a tearing down of the Berlin Wall because business perspective? 2019 has the significance of the wall was so wide been fun – it’s been tough and harder ranging in terms of modern history and than the previous few years but I love the impact on Europe. that. This is when good sales people and How do you explain the channel great companies really show what they’re to people? If I’m talking to people made of. outside of the tech industry, I normally What annoys you most about use an analogy like the food industry your commute? People. Whether in making comparisons between food cars, trains, airports or whatever, people manufacturers, wholesalers, supermarkets who are in my way annoy me. If you’re JANE SILK and restaurants explaining how the at an airport, be prepared and know it’s Managing director, Sigma product gets to the end customer. the same security check every time! If Software Distribution What have been your favourite you’re on the M25, stop cutting into the What was your dream career and least favourite partner safe gap I leave in front of me! And if as a child? I always wanted to be a conference destinations? My you’re on a train, your personal hygiene professional tennis player and then the favourite would be Lake Garda – you is important… realisation hit that I probably wasn’t good know who you are! My least favourite If you could witness one past enough so becoming a PE teacher was would be airport hotels where I could be event, what would it be? I’ve spent the fall-back plan. anywhere in the world. the year watching Horrible Histories What has been your personal What is the biggest challenge with my kids – there’s too many to highlight of 2019? Watching my facing the channel in 2020? Making choose from! middle daughter successfully ‘adult’, as sure that the channel remains an effective How do you explain the channel she calls it, as she embarked on a new life route of supply for both vendors and to people? The channel is where all the in France. end customers; reinventing itself where fun people in IT work or end up. Which famous person deserves necessary to build new profit streams and What have been your favourite a (gentle) slap? Nigel Farage for remain relevant to customers. and least favourite partner constantly using highly emotive language, conference destinations? My which distracts from the seriousness of least favourite is Venice as it’s a pain the topic. to get anywhere and it’s so expensive. What two things (apart from The best is Vegas. I hate Vegas itself family) would you grab if your but as a conference destination, there’s house was on fire? My wedding no comparison. and a family photo album, which hold What is the biggest challenge memories from before the digital age. facing the channel in 2020? It Yes, I’m that old! is going to be a tough year and the Which of your 2019 predictions headwinds of 2019 will continue have come to pass? Sales targets will to increase and get stronger. The go up. opportunity for the channel is to really What TV show have you binge add value and show the strength of watched this year? Sadly none, but ROB SIMS true partnerships. When vendors and I have a long list of TV crime dramas Group chief executive, Elite Group partners come together, the customer that I’ll hopefully get the chance to watch What was your dream career as outcome should be extraordinarily through the winter months. a child? That’s an easy one: I always better. The outcome should be based on How has 2019 been from a wanted to be Action Man and joined the application requirements, workloads and business perspective? Fascinating, army at 16. future potential – not a discussion on frustrating but fruitful. What has been your personal price. We need to join together to drive What annoys you most about highlight of 2019? Working with the value and innovation and continue to your commute? Pretty much nothing team at Elite and helping them and the attract amazing talent. – I live five minutes from the office now business develop. There are some really
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great people here and it’s a pleasure to What is the biggest challenge family) would you grab if your work with them. facing the channel in 2020? house was on fire? My first would Which famous person deserves a The continual need to adapt to new be my pre-digital photo albums as they (gentle) slap? Any major politician for technologies and the opportunities that contain so many precious memories, all the delay, confusion and mess created they bring. Recruiting, developing and which are obviously not backed up about Brexit. retaining the right people as always is a anywhere. Second would be my handbag What two things (apart from major challenge. as it’s packed full of important and useful family) would you grab if your stuff. Let’s just say I’m not a minimalist house was on fire? It would have to when it comes to handbag contents! be my phone and photo albums. Which of your 2019 predictions Which of your 2019 predictions have come to pass? That summer have come to pass? Unfortunately, wouldn’t be as good as 2018 and that the the continued mess that Brexit is and the B-word would continue to dominate so never-ending saga. much of our time. What TV show have you binge What TV show have you binge watched this year? Game of Thrones. watched this year? Peaky Blinders. I I’ve resisted until this year then watched love everything about it. all the series back to back. How has 2019 been from a How has 2019 been from a business perspective? It’s been business perspective? A really largely as expected but the uncertainty positive year. We are evolving and surrounding Brexit has been apparent. developing as a business, we have new HELEN SLINGER What annoys you most about strengths through new colleagues Director, BT your commute? Speed limits and this that is allowing us to strengthen our What was your dream career as year, flooding. propositions. a child? I really wanted to be a vet or If you could witness one past What annoys you most about your livestock auctioneer. I grew up on a farm event, what would it be? The commute? I’m really lucky, I only live so I spent a lot of time sat in auctions building of Stonehenge. I’d love to see 10 miles from work and travel through and with vets and was in awe and how they did it. beautiful countryside, so nothing. It’s a inspired by both. How do you explain the channel dream compared with the two-hour each What has been your personal to people? This feels a bit like trying way journey I used to have. highlight of 2019? Workwise it was to explain the offside rule. It’s clear in If you could witness one past watching Satya Nadal’s keynote at Inspire my head, but not so easy to put down event, what would it be? The 2019. He’s a great speaker and very on paper. In a nutshell, it’s a group of Armistice for the First World War. The inspirational. Personally, I’m a director organisations that a manufacturer works relief at the end of all that suffering must on the board of the Greater Manchester with to sell and distribute their products have been overwhelming to witness. Academies Trust and this year one of our to end users, rather than doing it directly. How do you explain the channel schools, Manchester Communications What have been your favourite to people? The channel is like an Academy, was given a ‘good’ rating and least favourite partner extra layer of service, knowledge and by Ofsted. I’m incredibly proud of conference destinations? My expertise between the customer and everything that we’ve achieved despite favourite has got to be Microsoft Inspire. the manufacturer/carrier. We provide the tough social and economic challenges I was truly inspired by their vision and the support and direction to allow our that the school faces. We were rated their tools for collaboration. If there’s one customers to benefit and make the best ‘Outstanding’ in areas relating to student thing I took away it’s that it’s not enough choice for their business. development and welfare, which was the for companies to just find more ways to What have been your favourite icing on the cake. take advantage of technology; they need and least favourite partner Which famous person deserves a to broaden their thinking to include new conference destinations? I’m a (gentle) slap? Jeremy Clarkson – while ways to adopt and use technology. Satya fan of events in the UK where there is I’m a huge advocate for people having Nadal gave a fantastic keynote – what a time and space to network. Conferences an opinion and voicing it, I like this leader! I don’t have a least favourite. are a commitment both ways, so I don’t tempered with politeness and kindness, What is the biggest challenge understand why people don’t make time and he fails so often on this. facing the channel in 2020? for the delegates to get involved. What two things (apart from Ensuring we have the right skills, systems
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and processes in place to make the shift and least favourite partner is Brexit would continue! We are fed up from being a channel that sells product to conference destinations? Nice as a with the B-word and despite so many the selling-as-a-service model. favourite, Birmingham as the least. opportunities to conclude, it’s still a mess What is the biggest challenge and we won’t really see the full impact facing the channel in 2020? To until 2020. adapt quickly to embrace the new ways What TV show have you binge of transacting and providing everything watched this year? Succession. It’s so we supply. amusing with great cast and characters. I watch episodes again just to hear some of the lines! How has 2019 been from a business perspective? It’s been a year of change, with major focus on delivering great service and value to our clients with a drive for operational efficiency to remain competitive. We’ve won some great new clients and specifically in the public sector. What annoys you most about GRAHAME SMEE your commute? The M25! Oh, and Managing director, 4SEC Group drivers who sit in the middle lane. What was your dream career as a If you could witness one past child? To be a policeman, like my Dad. event, what would it be? The What has been your personal first man on the moon. It was such highlight of 2019? Watching my son’s MARK SMYTH an incredible achievement, 50 years first football match. Chief operating officer, Apogee ago, yet we remain fascinated by this Which famous person deserves What was your dream career astronomical object. a (gentle) slap? David Cameron – he as a child? Stockbroker. I loved the How do you explain the channel started the madness. excitement you saw in movies and to people? There are vendors: What two things (apart from thought, that’s a fun way to earn lots they make the product, hardware. family) would you grab if your of money! Distributors: they distribute the product, house was on fire? My record What has been your personal hardware; and resellers provide their collection and photos. highlight of 2019? Joining Apogee products and services to end users. Which of your 2019 predictions as COO. I work with a great team and What have been your favourite have come to pass? We are still in feel we are really making a difference. and least favourite partner the EU, and the patterns of business have We are striving to continually improve conference destinations? My been disrupted. our business and our accomplishments all-time favourite partner conference What TV show have you binge provide me with tremendous satisfaction. destination is London; there is so watched this year? Succession. Which famous person deserves much choice and always options of fun How has 2019 been from a a (gentle) slap? Jeremy Corbyn. He’s things to combine with the event! business perspective? Challenging an absolute… My least favourite is the West Midlands and rewarding. What two things (apart from – the venues are often too large and What annoys you most about family) would you grab if your soulless and its hard to produce a your commute? The unpredictability house was on fire? My favourite great atmosphere. of it all. watch(es) – they’re a passion – and my What is the biggest challenge If you could witness one past mobile phone. facing the channel in 2020? event, what would it be? The fall of Which of your 2019 predictions Continued downward pressure on the Berlin Wall. have come to pass? I predicted margins. Therefore, we must drive How do you explain the channel 2019 would be a year of continued operational excellence and efficiency to to people? We are the glue between consolidation in the channel and that maintain margins and look for new ways products and real people. trend has continued, especially among to drive efficiencies, specifically with What have been your favourite resellers. I also predicted the mess that service delivery.
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business perspective? A bit of a rollercoaster sandwich. The summer filling didn’t taste too good but the start and end are making up for it. The industry seemed to take the summer off and delay decisions until September so we are now in the “can we have it yesterday?” phase – with extra cheese. What annoys you most about your commute? I can’t get a double- mocha whatsitsface coffee at my house. All my team work from home so when I am at home, which is rare, the commute is pretty awesome. DAVE STEVINSON If you could witness one past Chief executive, QBS Software event, what would it be? The first What was your dream career DARREN SPENCE moon landing – that must have been as a child? When I was very small, I Managing director, Boost pretty epic. wanted to work as a combine harvester Technology Group How do you explain the channel driver and by the time I was at secondary What was your dream career as to people? Blatant plug warning: We school I wanted to work as a stockbroker. a child? Like the rest of the world I had have developed a video explaining that. Luckily neither ambition was realised. eyes on being an astronaut – that and It’s part of a training module we sell and What has been your personal running my own company. One of those deliver as part of our brand-new “Early highlight of 2019? Completing phase came true as when I was 20 I set up my Careers Programme” that has been two and three of our expansion of QBS first company – a mobile disco company designed specifically to help all new VAR, into complementary geographies. The while at university. “Dreams, the mobile MSP and tech sales people understand acquisitions in France (February) and disco for every occasion” was born. My about the IT industry so they are able to Lithuania (July) were most pleasing. biggest tip was from a deaf family. be more relevant and successful faster. In Which famous person deserves What has been your personal a nutshell, however, it’s the supply chain a (gentle) slap? Steve Smith, the highlight of 2019? Getting fit again! that connects the IT industry. Australian batsman. Despite his I sleepwalked into fatness during my What have been your favourite technique being unconventional and his early forties. and least favourite partner constant fidgeting, he is very successful Which famous person deserves a conference destinations? My and proved very difficult for England to (gentle) slap? Where to start? Are all favourite by far was when Microsoft held get him out. politicians classified as famous? Inspire (then WWPC) in New Orleans What two things (apart from What two things (apart from – that rocked. They even hired Duran family) would you grab if your family) would you grab if your Duran before they went back on tour. I house was on fire? In that scenario house was on fire? Car keys and my can’t think of a least favourite. I would rescue our pet dog and take my contact lenses. What is the biggest challenge iPhone to call the fire brigade. Which of your 2019 predictions facing the channel in 2020? How Which of your 2019 predictions have come to pass? That’s easy: to generate a materially more margin- have come to pass? Several. I did this time last year I said selling into rich proposition and operating model. I predict that the Brexit would have more the whitespace presented the biggest see an ever-increasing number of JARs twists and turns and would not be at all untapped opportunity for most VARs (Just Another Reseller) and they are smooth, causing further embarrassment and MSPs – the same is true today. Most struggling to make sustainable margins. to our nation. I successfully predicted invest too much time and money chasing The answers are all out there and that there would be a weakening of the next new logo instead of deep mining include selling more things on a lease sterling against the dollar and euro – at their existing ones. (or as-a-service), selling more annuity the time of writing that is correct. What TV show have you binge solutions (for example, air time), and What TV show have you binge watched this year? Game of Thrones selling more niche high-margin ISV watched this year? I do not watch and Bake Off. I like dragons and cake! solutions and so on – all of which we much TV at all but have watched Ozark, How has 2019 been from a can help with! You’re welcome. which was most enjoyable.
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How has 2019 been from a the mess of Brexit has some clarity. business perspective? So far, it As a business we are continuing to has been a good year. We operate in a evolve rapidly, which of course brings tightly defined niche with a laser focus on its own set of challenges; however, they enterprise software through our reseller are slowly being overcome, delivering network. We judge success by our ability some really smart projects, around data to deliver on our publisher’s ambitions, management, governance and cloud, coupled with the quality of service we can giving us plenty to look forward to. deliver to our resellers. We have executed What annoys you most about well on our vision. your commute? Nothing really – What annoys you most about I don’t mind it and it’s great podcast your commute? I have a number of time and a chance to keep up with the commutes depending on where I am tech industry. staying and working. They all have their If you could witness one past idiosyncrasies but on reflection the most event, what would it be? It seems frustrating element is the time taken on apt this year, but to have seen Apollo 11 the commute. take off from Cape Kennedy and witness If you could witness one past man’s first trip to the moon – that would event, what would it be? Without a PAUL STRINGFELLOW be pretty cool. shadow of doubt, it would be the Trojan Technical director, Gardner How do you explain the channel War (1250BC). Did it really happen, what Systems to people? The channel is like a box of actually happened and even if it didn’t What was your dream career as chocolates… but with a trusted chocolate happen, it would just be simply fascinating a child? Footballer and bizarrely a bus partner who helps you understand the to picture life in this ancient civilisation driver… there’s more chance of the bus best chocs that manufacturers make and from more than 3,000 years ago. driver gig, sadly! how they best fit your chocolate needs, How do you explain the channel What has been your personal then helps you to buy the best chocs you to people? The most efficient and highlight of 2019? Attending the can… well something like that! beneficial way to work with a partner Champions League final with my son What have been your favourite network to deliver successful business and watching our team win. We went to and least favourite partner outcomes for enterprises and consumers. Madrid as a family and the four of us had conference destinations? It seems What have been your favourite a great experience. churlish to complain as often I’m at a and least favourite partner Which famous person deserves conference as a guest and many times in conference destinations? My a (gentle) slap? The ‘gentle’ slap places I haven’t been, or may not have favourite destination was Monte Carlo, makes this difficult – there are a bunch gone. If I’ve got to complain probably Monaco – a wonderful location, pleasant of people who I’d liked to do more than London, just because I can go anytime climate and comfortable hotels. My least that to, but appreciate you can’t and getting there is a pain. I’ve been to favourite was Disneyland in Orlando, US. condone violence… Berlin a few times and really like that – What a bizarre choice of location. One What two things (apart from it has fascinating recent history. New of our partners is having an event at a family) would you grab if your Orleans and San Francisco are cool, and beach resort in Sicily this October, which house was on fire? Car keys and I can understand why people get bored sounds most appealing. wallet – we’d need to go somewhere and of Vegas. What is the biggest challenge pay to stay, I guess! What is the biggest challenge facing the channel in 2020? 2020 Which of your 2019 predictions facing the channel in 2020? I don’t will be broadly similar to 2019: the global have come to pass? I predicted I think they are going to change, dealing economy is slowing down, political wouldn’t make any predictions… with the continued moves to cloud and uncertainty pre-Brexit will be replaced What TV show have you binge how those changes affect the traditional by political uncertainty post-Brexit. watched this year? The Good Place channel model. If the country does The biggest challenge will be how we all and The Marvellous Mrs Maisel. indeed shoot itself in both feet and “get’s work together and successfully execute How has 2019 been from a Brexit done”, the impact that is likely to in whatever environment that we face. business perspective? The industry have on our economy could cause some I have no doubt that it will be another continues to be challenging, with many real problems across all sectors, including positive year. of our customers holding projects until the IT channel.
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in the Jungle, Ali vs Foreman – the best would leverage Brexit to further his boxing event ever. career ambitions. How do you explain the channel What TV show have you binge to people? With difficulty! watched this year? Breaking Bad What have been your favourite (late to the party). and least favourite partner How has 2019 been from a conference destinations? My business perspective? Really favourite was Gitex Dubai. My least exciting. We’re doing bigger and better favourite was Infosec. things for our clients on the back of What is the biggest challenge the amazing people we have in this facing the channel in 2020? organisation. We can really feel it. Channel firms adapting to selling service- What annoys you most about your based solutions rather than product. commute? South Western Railway and Waterloo Station: “We are sorry to announce that trains are cancelled.” It PETER SWEETBAUM makes my heart sink. Chief executive, IT Lab If you could witness one past What was your dream career as a event, what would it be? It sounds MARC SUMNER child? Clearly a dream, but lead guitarist geeky but Potsdam in 1945, where three Managing director, Robertson in a band (of course). people literally divided up the western Sumner What has been your personal world – quite surreal . What was your dream career as a highlight of 2019? My personal How do you explain the channel child? Sports agent, Jerry Maguire style! highlight has been to watch my to people? The route to market for What has been your personal kids continue to do amazing things. technology solutions, products and highlight of 2019? Launching the Professionally, the acquisitions of Content services… channel chat podcast show – the response and Code and Mirus. What have been your favourite from the channel has been awesome. Which famous person deserves a and least favourite partner Which famous person deserves a (gentle) slap? Too many options – but conference destinations? My (gentle) slap? Anthony Joshua for his Trump, inevitably. favourite was Gleneagles; my least loss in NYC against Andy Ruiz Jnr, but I What two things (apart from favourite, anything in London – it’s nice wouldn’t actually do it. family) would you grab if your to get away. What two things (apart from house was on fire? Our two What is the biggest challenge family) would you grab if your labradors, Alfie and Milo. facing the channel in 2020? The house was on fire? My mobile phone Which of your 2019 predictions ability to respond to speed of change and back-up charger. have come to pass? In 2018 I driven by the hyper cloud providers Which of your 2019 predictions predicted that in 2019, Dominic Raab unless they have real scale. have come to pass? I predicted that the talent shortage would worsen in 2019, which it has, but I’m a recruiter so I would say that. What TV show have you binge watched this year? Billions. How has 2019 been from a business perspective? Awesome. We’re currently tracking at 30% growth YoY and I have the biggest and best team on board. What annoys you most about your commute? Nothing, I live two minutes from the office. If you could witness one past event, what would it be? Rumble
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If you could witness one past What TV show have you binge T event, what would it be? The watched this year? Game of Thrones. Munich summit in 1938. How has 2019 been from a How do you explain the channel business perspective? So far, to people? The most dynamic way so good. that IT is delivered to the widest range of What annoys you most about your end-users. commute? A slow lorry overtaking What have been your favourite another slow lorry for miles on a dual and least favourite partner carriageway. I have to do 60 miles each conference destinations? Venice way on the A14. answers both questions – it’s a privilege If you could witness one past just to be in such an amazing place but event, what would it be? The getting around is painful. Battle of Britain. It was a turning point What is the biggest challenge in the Second World War and was facing the channel in 2020? The actually visible without being one of the unrelenting excellence of Westcoast – protagonists. ALEX TATHAM why buy anywhere else? How do you explain the channel Managing director, Westcoast to people? Simply the way computer What was your dream career as equipment and services are delivered to a child? Radio 1 DJ – I’m more Radio 4 clients, through a mechanism of value add. these days! What have been your favourite What has been your personal and least favourite partner highlight of 2019? England winning conference destinations? My the Cricket World Cup! favourite was Seville. I had not been Which famous person deserves before, and it is a great city in a warm a (gentle) slap? Neville Chamberlain sunny location. My least favourite was before the Munich summit in 1938. Venice. It is a fantastic city but not an easy What two things (apart from place to get around different sites quickly. family) would you grab if your What is the biggest challenge house was on fire? A portrait of my facing the channel in 2020? The father and my top hat! KEVIN TIMMS geo-political landscape is extremely Which of your 2019 predictions Chief executive, EACS difficult to forecast, and the channel have come to pass? That Westcoast What was your dream career as a supply chain is very global. This could would grow by the largest amount in its child? I wanted to be an airline pilot. well make the channel pretty volatile. history (still a prediction but a safe one!). What has been your personal What TV show have you binge highlight of 2019? Seeing EACS grow watched this year? Chernobyl – 50% in two years, and our team grow ROB TOMLIN amazing mini-series and scarily true. with it. Vice president channels UK&I, How has 2019 been from a Which famous person deserves Dell Technologies business perspective? Strong a (gentle) slap? UK politicians in What was your dream career as in so many areas of our business. general. While I voted remain, they have a child? It would have had to have been Westcoast led on Brexit which, despite failed to deliver what the UK people told a footballer. However, as anyone who the uncertainty, has made no impact. them democratically to do. has seen me play will testify, it was never Now with a new large warehouse due on What two things (apart from going to happen. stream by the end of this year, 2020 looks family) would you grab if your What has been your personal strong too. house was on fire? As the photos highlight of 2019? Passing my What annoys you most about your are backed up to the cloud, I would take probation at Dell Technologies. commute? The four-year roadworks a bronze sculpture that was our wedding Which famous person deserves scheduled to turn the M4 into a smart present and the keys to the E Type. a (gentle) slap? There are far too motorway. When it finishes, Heathrow Which of your 2019 predictions many reality stars to name. starts. I will have retired before the M4 have come to pass? Brexit not What two things (apart from runs properly again! happening (yet). family) would you grab if your
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episodes a night to watch all the series – it left a pretty big hole in our evenings at the end! How has 2019 been from a business perspective? It’s been a great year for the business. We’ve had our strongest year in terms of turnover and profit and have some great foundations in place for a strong 2020. What annoys you most about your commute? Nothing normally as I’m an early riser going to the gym and avoiding traffic, but if for some reason I leave the house was on fire? My iPhone and house later than normal, it’s frustrating car keys. getting caught in rush hour traffic. Which of your 2019 predictions If you could witness one past have come to pass? That Brexit event, what would it be? The would continue to be a mess. beginning of the universe. My nine-year- What TV show have you binge old spent 30 minutes asking me about watched this year? Having a new PAUL TOMLINSON how it all began: “Why this? Why that?” baby, there have been a good few box Managing director, Mirus IT So it’d be good to have the answers! sets. Top of the list has to be Killing Eve. What was your dream career as a How do you explain the channel How has 2019 been from a child? My dad was a PLC programmer to people? I’ve never thought about it business perspective? It’s for a number of large companies and as most of my working career has been been a great first year for me at Dell I had a natural ability when it came to working within the channel, but I think Technologies. Apart from the numbers, using computers, so I guess I was always I’d relate it back to that person’s own life which have been great, I have constantly destined to be in IT. I’m not sure I ever experience so there wouldn’t be a stock been learning, which I love! had a dream career as such, I think the explanation – although one thing I think What annoys you most about hope was just to make enough money to I would make sure they understand is your commute? No two days are the have a fun lifestyle. that it’s an incredibly small world and it’s same, so fortunately I don’t have anything What has been your personal good to be nice, as that will come back to get annoyed about. highlight of 2019? Mirus becoming and reward you in the future. If you could witness one past part of the IT Lab Group of companies. It What have been your favourite event, what would it be? The 1966 marked a huge milestone in the 17-year and least favourite partner World Cup final. Imagine being there! history of Mirus and has started a new conference destinations? I always How do you explain the channel chapter for the team, our customers and love London, not least because it’s close to people? A great industry to get for me. allowing me to get home in the evening into. Constantly growing as our need to What two things (apart from but also because I get to see lots of consume everything IT explodes. family) would you grab if your other UK partners. I also really enjoy What have been your favourite house was on fire? Family photos the ConnectWise events in Florida – and least favourite partner from my childhood as I’ve still not got the negative is the long flight back with conference destinations? Vegas them all digitally stored and the kids’ a hangover! and Vegas. I remember going there when memory books – everything else could What is the biggest challenge I was 21 for the first time and being be replaced. facing the channel in 2020? The amazed. Sadly, after so many trips there I Which of your 2019 predictions uncertainty around Brexit and whether have become Vegas Jaded. have come to pass? None of them! it will impact our coming financial year What is the biggest challenge I’m glad I didn’t have any bets placed on with availability of product and also facing the channel in 2020? my own predictions. whether it will impact client spend. I The race for talent. We all have a What TV show have you binge feel optimistic for us as we’ve got a clear responsibility to recruit young talent watched this year? Game of Thrones. pipeline of projects and our marketing into the industry, ensuring we avoid the I’d never watched it, I’m not sure why but activity is generating a lot of recurring inevitable skills shortage ahead of us. when we started we were on two to three revenue business.
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one giant killing game during the Rugby opportunity for channel partners who are World Cup! able to adapt and broaden their business What TV show have you binge propositions and in doing so help their watched this year? Sadly I haven’t customers continue to evolve. It is here had time yet this year but Killing Eve is on that I strongly believe that Kyocera is my ‘to watch’ list, and I can feel the latest leading the print market and helping the series of Peaky Blinders being added to it. channel adapt with the provision of a How has 2019 been from a fully integrated IT services proposition, business perspective? Rewarding, which our accredited channel partners challenging and a time of ongoing change. are able to leverage and add to their own What annoys you most about capabilities and in doing so, help their your commute? The recent customers put knowledge to work. completely needless and politically ROD TONNA-BARTHET motivated strike action of South Chief executive, Kyocera Western Railway (among others) which Document Solutions (UK) has caused disruption, and put at risk, What was your dream career hundreds of thousands of commuters. as a child? Fast jet pilot but sadly my If you could witness one past eyesight soon put paid to that! event, what would it be? A bit left What has been your personal of field, I think, but the building of the highlight of 2019? Our recent Pyramids at Giza. As one of the Seven Partner Conference at the Grand Hotel Wonders of the World, it would be in Brighton attended by more than 120 fascinating to see how this was achieved delegates, which allowed us to showcase and the sheer scale of the task. and launch the thought leadership How do you explain the channel and changes which Kyocera and the to people? Dynamic and highly MARGARET TOTTEN whole team have been working on. The entrepreneurial businesses who build Managing director, Akari positive feedback was overwhelming and deep-rooted relationships with their What was your dream career vindicated the ongoing evolution of our client base and suppliers, which allows as a child? Writer. I fell in love with business and how we are standing out in them to provide IT and print services books very early and spent most of my the market. to help their customers solve real time lost in the worlds of Narnia and Which famous person deserves business issues. Middle Earth. I used to even read walking a (gentle) slap? I don’t think our What have been your favourite to school with my friends guiding me politicians (no matter what side of the and least favourite partner through traffic, so I wanted to be the one house and of what Brexit persuasion) are conference destinations? Brighton creating those worlds of magic for others. covering themselves in glory currently (favourite – see above) and Las Vegas What has been your personal so although I’d never advocate violence (least favourite). highlight of 2019? Showcasing to our ‘esteemed’ leaders, I’d certainly What is the biggest challenge Akari at Microsoft Future Decoded. As put them on the list, for fundamentally facing the channel in 2020? The a brand-new startup this year, we had failing to deliver on anything over the continued and accelerated digitisation of set ourselves an ambitious challenge to last few years and creating unnecessary workflow process and rapidly increasing showcase our products and services at and long-term turbulence across the move from manual and paper-based one of the biggest technology events of entire economy. processes to much faster end-to-end the year. It went brilliantly. What two things (apart from solutions. This change requires rapid Which famous person deserves a family) would you grab if your and continual evolution of customer (gentle) slap? Boris and maybe most house was on fire? Sorry to be propositions by channel partners with of parliament for the nightmare we have boring, but my mobile phone and wallet. a focus on being able to provide much found ourselves in with Brexit. Regardless Which of your 2019 predictions wider IT service solutions to their of where you land on, in or out, the have come to pass? That Brexit customers. It’s not an easy task for pantomime of the last 12 months has wouldn’t be delivered (so far, although companies who have deep heritage in been more than a little aggravating. I may be proven wrong in the next few a particular discipline. However, while What two things (apart from weeks) and that Japan would have at least challenging, there is also significant family) would you grab if your
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house was on fire? My phone and an and Vegas. I’ve loved the Microsoft Which of your 2019 predictions early edition of Paradise Lost my husband Inspire conference this year and last, and have come to pass? That Microsoft and son got me. Vegas has many benefits – but as a Scot, would continue on its path to go it alone Which of your 2019 predictions the heat kills me. and that everything going wrong in the have come to pass? That Akari What is the biggest challenge world would be blamed on Brexit. would grow quickly and become a major facing the channel in 2020? What TV show have you binge competitor in its space. That Brexit Adapting to emerging technologies as watched this year? Stranger Things. would become the car crash TV show quickly as the market demands it. I think My wife and I couldn’t get enough. we can’t turn off and that accessibility customer needs are starting to outstrip How has 2019 been from a would become a major consideration in capabilities at times, so we need to ensure business perspective? Very good. everyone’s agenda. we are upskilling staff and our own Last year we bet on Brexit being delayed/ What TV show have you binge delivery capabilities to meet it. cancelled for the whole of 2019 so watched this year? There have been focused our company in a way we could a few as I tend to binge watch when help our customers weather the storms. travelling home and it’s also something Not only has it helped them grow but my husband and I do as we have similar us too. taste in shows. My favourite has been What annoys you most about The Spanish Princess, as I have a mild your commute? It’s only around 40 obsession of all things War of the Roses/ minutes each way for me to get to work Tudor period. but on narrow country roads with few if How has 2019 been from a any diversions available. Any road closure business perspective? Absolutely or accident at least doubles that. amazing. My co-founders and I took a If you could witness one past big leap this year with the full belief that event, what would it be? The the market was ready for a technology Second World War. I think we have company with such a strong focus on ANDY TRISH turned in to a snowflake world and I accessibility and assistive technologies, Chief executive, NCI would love to understand the grit and and it has been a great choice. Technologies resolve shown by people in a true hour What annoys you most about What was your dream career as a of need rather than those who cause your commute? I like the commute child? I wanted to go to sea and see the a drama because they can’t get on as it gives me time to put my day in place world. I spent my 19th birthday at war in Facebook. I totally admire people who inside my head, so have to admit nothing the Falkland Islands in the Royal Navy, have lived and survived in conflict. really. Maybe how rain in Scotland makes with Sea Harriers and helicopters flying How do you explain the channel drivers so slow. It’s Scotland – we should all around me. It’s hard to get more of a to people? IT vendors, distributors, be used to the rain by now. buzz than that as a young lad in a career developers and resellers who, despite If you could witness one past you loved. not knowing each other, work together event, what would it be? Maybe the What has been your personal to help each of our businesses and that end of the Second World War. The 40s highlight of 2019? To see the smiles of our customers grow and be profitable was a pivotal decade for the world and and courage of a friend’s 14-year-old while still competing with each other. changed a lot of things, and when you daughter just days after her 18th major What have been your favourite look at the celebrations during VE Day so neuro surgery. Young children who go and least favourite partner much of the world came together, I think through so much teach us how we all conference destinations? Boston, that would have been amazing to witness. should be. Massachusetts. There was plenty to How do you explain the channel Which famous person deserves a do and see in the city and beyond and to people? An ability to work with (gentle) slap? Oh, there are so many. the conference (Microsoft Worldwide the most recognised companies in the Just about every UK and European MP Partner Conference) was very valuable in world. To share excellence with brand for a start. Adults behaving like unruly their early days. Los Angeles, again with recognition and to reach customers in a children for their own gain. Microsoft, had events spread too far and way you couldn’t alone. What two things (apart from wide with travel issues too. What have been your favourite family) would you grab if your What is the biggest challenge and least favourite partner house was on fire? My animals and facing the channel in 2020? conference destinations? Vegas car keys (I live in the middle of nowhere). Without a doubt it is the fighting
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between vendors to be number one family) would you grab if your What have been your favourite in everything. Some major vendors house was on fire? As long as the and least favourite partner are diluting what they are good at to family is safe, nothing else matters. Life is conference destinations? I’m challenge in markets they don’t own too short to worry about material things. a big fan of anywhere warm. Some just to compete because they are scared Which of your 2019 predictions of these conferences can be a drag if they will be left behind. No longer are have come to pass? Late last year badly engineered, so seeing a little bit of vendors leading in innovation, they I spoke to CRN about how 2019 would sunshine can be a welcome respite. seem to be scrambling with their own see growing interest and adoption of What is the biggest challenge products and licensing to gain more SD WAN, the explosion of Crowdstrike facing the channel in 2020? revenue from existing sources. All of worldwide and huge GDPR fines. I’m Ignoring the obvious situation regarding this leaves the resellers and distributors three for three and pretty happy with that. our position in Europe. Knowing what trying to understand where to focus their What TV show have you binge new technology to back. There are portfolios. Resellers sell better when they watched this year? I can’t get a wealth of solutions out there. Are feel loved, they care not about the wars enough of Mindhunter – anything crime customers ready for them? Do emerging between vendors but do have to bear the related is always a good shout. Watching vendors have the channel teams in place brunt of it all. Distributors suffer from the birth of criminal profiling and getting to enable their partners? Our team price increases, low margins and trying into the minds of villains to understand is working hard to gauge where our to keep resellers happy. how they became bad is fascinating. customers see the biggest pain points. How has 2019 been from a There is always a common ground and business perspective? So far, so we pride ourselves on learning who has good considering it has been a difficult the answers and which solution stands period for much of the channel, at least out above the rest. This is where the according to my peers. We are tracking channel ecosystem comes into its own as we did last year and are just entering because we all want what’s best, and our busy period. With a bigger team, an every year we try to figure out how to increase in services and backed by last achieve it together. year’s success, I am expecting big things. What annoys you most about your commute? The lack of a buffet W cart in my car! I must be bonkers as I quite enjoy the alone time. Many a good idea has occurred when I am left with my own thoughts. If you could witness one past IAN TURNBULL event, what would it be? That drop Managing director, Pentesec goal from Jonny Wilkinson in the 2003 What was your dream career as a Rugby World Cup final. It was a special child? Growing up I always wanted to moment and it would have been amazing be a teacher. I didn’t get the grades, so I to see it in person. became an MD instead. How do you explain the channel What has been your personal to people? Separate focuses with a highlight of 2019? Three things stand shared goal. Everybody plays the role out: Pentesec winning the Check Point they’re passionate about. From the GRAEME WATT Partner of the Year award for the second vendor creating a product, distribution Chief executive, Softcat year running, being nominated for the getting it to market and the reseller What was your dream career as a CRN Security VAR of the Year and delivering it to customers. Trying to do child? I wanted to be a vet – a modern- discovering a cracking curry house near all of that yourself is very limiting but day James Herriot. my house. I think the curry edges it. trusting passionate experts to do their bit What has been your personal Which famous person deserves a allows you to play to your strengths. Our highlight of 2019? Our eldest (gentle) slap? I decline to comment as success creates a knock-on effect to a daughter, Alice, graduating in medicine this may affect ongoing investigations. whole ecosystem; we’re like a family that and now embarking on her two years as a What two things (apart from depends on each other. junior doctor.
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Which famous person deserves a We continue to earn the right to serve (gentle) slap? Chris Froome – don’t our customers through the value we take your hands off your handlebars bring, and the fast-changing market gives when riding at over 50km per hour. It’s Tech Data more and more opportunities very dangerous. to support our customers and vendors. What two things (apart from What annoys you most about your family) would you grab if your commute? Nothing. I have learned to house was on fire? That’s a tough chill as long experience tells me that a one – our dog and my bicycle. raised heart rate does not reduce traffic. Which of your 2019 predictions If you could witness one past have come to pass? Brexit will have event, what would it be? Still limited impact on our business, that a no- quite recent history: the Berlin Wall deal Brexit is the most likely scenario and coming down. Imagine the atmosphere, Liverpool to win the Champions League. the rumours, the excitement when What TV show have you binge people were actually crossing the watched this year? Man in the DAVID WATTS border unimpeded. High Castle. Managing director, Tech Data UK&I How do you explain the channel How has 2019 been from a What was your dream career as a to people? We support and sell to the business perspective? It’s been child? Snooker player. I put a lot of time organisations that make IT work for you. phenomenal – I work with some great into playing snooker (sometimes instead What have been your favourite people in a fantastic company and of school) but was held back by a lack of and least favourite partner environment at Softcat. aptitude and talent. conference destinations? What annoys you most about What has been your personal Anywhere hot in winter is good. Las your commute? The unpredictable highlight of 2019? Our annual Vegas in July though = dripping mass of home leg of my commute to Marlow channel partner event, Tech Data Live. sweat – not good. from SW London. We completely changed the format What is the biggest challenge If you could witness one past to focus on solutions and customer facing the channel in 2020? event, what would it be? Waterloo journeys and this massively resonated Political and economic uncertainty – I went there in 2015 on the 200- with our customer. impacting buying decisions. year anniversary of the battle and was Which famous person deserves fascinated about the way the battle ebbed a (gentle) slap? David Cameron – and flowed, the etiquette of fighting at mostly Brexit but lack of any ideals, that time and how many people took principals and humanity. He’s better than credit for what took place. Boris though. How do you explain the channel What two things (apart from to people? It’s not easy, but we family) would you grab if your work with business consumers of house was on fire? Not the cat who infrastructure technology to deliver has never liked me. A picture of Churchill their needs and simplify the design, and a picture of my much-loved Grandad, deployment and pricing as a minimum. neither of which I have digitally. What have been your favourite Which of your 2019 predictions and least favourite partner have come to pass? Not quite conference destinations? I have yet, and hopefully never, but that the really only been to Las Vegas this year for untangle-able Brexit impasse would lead LORRIN WHITE conferences, so there is your answer to to civil unrest. All sides feel like they have Managing director, Bamboo both questions! been failed. Technology Group What is the biggest challenge What TV show have you binge What was your dream career as facing the channel in 2020? Finding watched this year? Mindhunter on a child? I followed the TV I loved as I new talent to expand, moving the needle Netflix. An amazing true story of how was growing up so went from journalist on gender diversity and just keeping up the FBI discovered serial killers. (Lois Lane, Superman) to lawyer with demand driven by further moves to How has 2019 been from a (Moonlighting) to fashion designer (The the cloud and 5G. business perspective? Really great. Clothes Show) to being in the army
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(Soldier, Soldier). At Bamboo I do write, house was on fire? That’s a tough manage legal, design marketing and office one. Irrational, perhaps, but probably my layouts and conduct change that requires phone (who can live without their phone military style control and operations: tick, nowadays?) and my purse as I have tick, tick, tick. some little pictures and mementos of my What has been your personal children in it. highlight of 2019? Seeing my Which of your 2019 predictions youngest brother become a dad. have come to pass? I’m not sure I Which famous person deserves a made any predictions as such, but no one (gentle) slap? Love Island celebrities. could have predicted the level of political But that’s just the start – the list is long! turmoil we seem to be facing right now. What two things (apart from I wish I had a crystal ball to see where it family) would you grab if your all ends. house was on fire? Warm shoes and What TV show have you binge a coat. watched this year? Peaky Blinders. I Which of your 2019 predictions had tried to watch it once before but now have come to pass? I didn’t make any I am officially hooked, even though the 2019 predictions – I’m saving them all excessive smoking drives me mad. for 2020! ANGELA WHITTY How has 2019 been from a What TV show have you binge Managing director, UK&I partner business perspective? The political watched this year? Tom Clancy’s organisation, Cisco climate hasn’t been ideal for any business Jack Ryan. What was your dream career as in or working with the UK, but with the How has 2019 been from a a child? As a child I always wanted to support of our partners and customers business perspective? Different, be a pathologist. For those old enough to we finished very strongly. interesting and challenging – all the remember there was a TV series called What annoys you most about your things that drive me forwards. Quincy that I loved. Unfortunately, my commute? Paying for a seat on a train What annoys you most about pathological fear of the sight of blood but never getting one is very annoying. your commute? Nothing. I commute curtailed that potential career path! If you could witness one past 1,000 miles twice a week and it’s normally What has been your personal event, what would it be? I would my most productive time. highlight of 2019? First and foremost, say the flight of the first aircraft. Still to If you could witness one past we’ve had a great year supported by our this day, no matter how many times the event, what would it be? The fall partner community. physics are explained to me, it amazes me of the Berlin Wall – the embodiment The absolute highlight has been how that we’re able to get a big hunk of metal of war torn down to bring people and we’ve come together in support of the like that in the air. Seeing it for the first voices together. homeless charity, Crisis UK. We’ve run a time must have been awesome. How do you explain the channel number of events alongside our partners How do you explain the channel to people? The channel is a group that have raised funds and awareness for to people? I explained it to my cousin of businesses that work together to the plight of homeless people across the recently who has a nursing background. I support market growth, recognising UK. The response has been amazing. talked about it in terms of the ecosystem the opportunity is big enough to be Most recently 100 people did a 25km around a buying event and who does shared if we utilise each other’s skills Bridge Trek in London from which we what. She seemed to get it… and experience. hope to have raised over £30,000 – it was What have been your favourite What have been your favourite an amazing day and an amazing result. I and least favourite partner and least favourite partner would love to make this an annual event. conference destinations? My conference destinations? You’re Which famous person deserves a favourite is San Diego. We held our probably better off asking my chairman (gentle) slap? Famous probably isn’t Partner Summit there a few years that question. the word, but anyone who appears on ago – lovely city and great event. Las What is the biggest challenge Love Island. It’s addictive TV, but their Vegas is my least favourite. Having been facing the channel in 2020? behaviour both during their stay and after there so many times it’s become a bit Guessing the next big buzz word to hit leaves something to be desired! overwhelming – same hotels, same bars the market, five years before any service What two things (apart from and when we do our Sales Conference in or product is ready to address the need! family) would you grab if your August it’s just too hot.
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What is the biggest challenge intelligent man with a number of valid the flight unless upgraded, the feeling of facing the channel in 2020? views, but often delivered in a manner sheer tiredness on the way home). Two come to mind that are difficult that dismantles the goodness. What is the biggest challenge to separate. Number one is the skills What two things (apart from facing the channel in 2020? shortage faced across the IT industry. family) would you grab if your Understanding how to maximise the We need to identify and train people house was on fire? One storage value of ‘as-a-service’ and dynamic at a faster rate, but also look at talented array with over 30 years of photography software and service procurement people in other industries with different images (my hobby). Another storage challenges. The channel must learn to skills who we can teach the more array with digitised music from a similar engage and deliver differentiated value technical stuff. time span. much earlier in the customer buying This challenge is exacerbated by Which of your 2019 predictions cycle to deliver influence and relevance. the speed of change we are facing, not have come to pass? I chronicled only in technology advancements, but through 2018 that ransomware was commercial structures around how only sleeping and would be back customers want to buy. with a vengeance (sadly it is). On the networking side, that automation would finally deliver value (now the benefits are properly conveyed). What TV show have you binge watched this year? Friends (2018: Friends, 2017: Friends, 2016: Friends, 2015… I think you get the picture). How has 2019 been from a business perspective? A rewarding year with customers challenging vendors, the channel and themselves to deliver measurable and beneficial value. This aligns with our approach to the market as an organisation maniacal ANDY WRIGHT about positive, value led customer Commercial director, XMA engagement. What was your dream career as a What annoys you most about child? Fast jet pilot. your commute? The lack of Wi-Fi in What has been your personal between tunnels. highlight of 2019? I realised I have If you could witness one past now attended more vendor partner event, what would it be? To be conferences in the last 25 years than I COLIN WILLIAMS at Cape Canaveral on the night of 20 will have to in the future. That gave me a Business line CTO – networking July 1969 for the epic moon landing of very warm feeling. and security, Computacenter Apollo 11. Which famous person deserves What was your dream career as a How do you explain the channel a (gentle) slap? Most of them. They child? A mechanic for Porsche (I adore to people? We understand the really do need to get over themselves. 911s) or Alfa Romeo. I actually was an capability of products manufactured by What two things (apart from Alfa Romeo mechanic for a while before vendors and use our advisory, consultancy family) would you grab if your getting into IT. and support services to implement house was on fire? My framed What has been your personal solutions that deliver customer relevant ticket from the Champions League Final highlight of 2019? Personal: my little value. We make ‘IT’ work. in Madrid – I’m a Liverpool fan. And my girl scoring twice in the county U14s What have been your favourite passport – it feels like some form of ID football final. Work: the launch into the and least favourite partner would be useful. real world of 5G and its potential to conference destinations? My Which of your 2019 predictions transform the world. favourite is Vegas (great hotels, energy have come to pass? I don’t really Which famous person deserves of the town and the venues are superb). do predictions. a (gentle) slap? Nigel Farage. An My least favourite is Vegas (the heat, What TV show have you binge
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watched this year? Peaky Blinders – the first time. It was enjoyable but I’m off it’s just the best. box sets for the foreseeable future. How has 2019 been from a How has 2019 been from business perspective? Hard work, a business perspective? transformational and overall successful. Encouraging. We realigned our vendor What annoys you most about relationships to ensure they were your commute? I drive down from serving us and our partners in the right the Midlands to St Albans at 5am on way. We introduced very specific criteria Monday morning for the week, so the for vendor recruitment and we now 5am bit is the killer. have a waiting list for vendors who want If you could witness one past to onboard with us. We have rejected event, what would it be? A boring more vendors than we have recruited. one, but the 1966 World Cup final. I What annoys you most about don’t think it’s going to happen again – your commute? My commute is though we keep dreaming. awesome. I live five miles from the office How do you explain the channel and drive through the countryside to get to people? I’ve never tried to, it’s best to work. left as a mystery. If you could witness one past What have been your favourite event, what would it be? I would and least favourite partner follow Winston Churchill around for conference destinations? Vegas is the years of 1940/41. Our country always a winner in my book. Years ago, was totally alone and under the threat HP Print had a conference in Dudley of imminent invasion. The plans he next to the Merry Hill Shopping Centre. implemented completely transformed Now don’t get me wrong, it was very the ability of our nation to fight back handy for us Brummies, but if you Personally, the RV trip around the after years of appeasement. It would be know Dudley… western US was amazing. a lesson in taking ultimate responsibility What is the biggest challenge Which famous person deserves and the power of an optimistic attitude facing the channel in 2020? We a (gentle) slap? Jeremy Corbyn, under times of extreme stress. get asked this every year, and my answer because I think he has needlessly How do you explain the channel is the same – diversity. We’ve got to alienated a huge demographic and been to people? Being in the channel is like leverage all the talent that is available completely useless as an opposition being in the SAS. You don’t talk about to us. leader in a time of huge political unrest. it to people on the outside. They don’t What two things (apart from really know what you do, but they know family) would you grab if your you mean business, and that’s fine. Y house was on fire? I have first What have been your favourite editions of all six of Winston Churchill’s and least favourite partner RICK YATES volumes on his experience of the conference destinations? My Managing director, Zedsphere Second World War. I feel that they have favourite was the Fontainebleau Hotel What was your dream career as a important historical significance. Apart in South Beach, Miami. I can honestly child? My ambition was always to be a from that, if I have my passport and my say I’ve never been to a disappointing pilot. I was obsessed with planes. I used iPhone, I’m happy. partner conference location. to be able to see a plane in the sky and Which of your 2019 predictions What is the biggest challenge tell my friends what make and model it have come to pass? More demand facing the channel in 2020? was based on the shape of its wings and has been placed on elastic consumption Vendors will continue to seek value the contrail. style billing for software products. from the channel and will strive to take What has been your personal Vendors are increasingly approaching services in-house and sell direct if they highlight of 2019? There has been us to help them make the transition into don’t get it. The channel needs to a couple. Winning the CompTIA the IT services market. ensure it can maintain healthy self- Innovate Distributor of the Year Award What TV show have you binge sustained lead creation and carry its was a big deal for us as a distributor watched this year? We did Game of own weight when it comes to cradle-to- that is less than four years old. Thrones from season one, episode one for grave sales delivery.
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4SEC Group Blue Cube Security Columbus UK Epaton Grahame Smee 85 Gary Haycock-West 37 Mary Hunter 42 Jonathan Lassman 50 Bridgeway Security Commercial Group European Electronique Solutions AdEPT Technology Group Simone Hindmarch 39 Yolanta Gill 27 Jason Holloway 40 Nigel Lomas 52 Comms-care Exclusive Networks Phil Race 72 Boost Technology Group Mark Forster 26 Graham Jones 46 Darren Spence 86 Agilitas Computacenter Exertis Tom Kelly 47 Kevin James 44 Paul Bryan 15 Shaun Lynn 55 BT Bill McGloin 59 Air-MSP Helen Slinger 84 Clare Parry-Jones 69 Colin Williams 96 Gardner Systems Todd McQuilkin 60 Buy It Direct Group Paul Stringfellow 87 Crayon Akari Nick Glynne 28 Richard Lockey 52 Grey Matter Margaret Totten 91 Bytes Technology Group Andrew King 49 Altinet Neil Murphy 64 Daniel Bailey 6 Daisy Matthew Riley 74 Hikari Data Solutions Altodigital CAE Technology Eamon Moore 62 Mark Ash 4 Services Daisy Corporate Services HP Justin Harling 36 Stefni Oliver 68 Amicus ITS Neil Sawyer 79 JP Norman 66 CCS Media Data Solutions Distribution HPE James Hardy 34 Ancoris Michael O’Hara 67 Mark Armstrong 4 David McLeman 59 CDW DCC Technology and Paul Hunter 43 ANS Yvonne Matzk 58 Exertis Group Andy Barrow 8 Celerity Tim Griffin 29 Ignition Technology Paul Shannon 81 Chris Roche 78 Dell Technologies Sean Remnant 74 Apogee Centerprise Sarah Shields 82 Infinigate UK Mark Smyth 85 International Rob Tomlin 89 Rafi Razzak 73 Murray Pearce 70 Arrow Business Digital Wholesale Ingram Micro Cloud Communications CI-Distribution Solutions John Harber 33 Jon Atherton 5 Nathan Marke 56 Scott Murphy 64 AVR International Circle IT Terry O’Brien 66 Insight Helen Hall 32 Roger Harry 36 Distology Emma de Sousa 23 Cisco Hayley Roberts 76 IT Lab DTP Group Peter Sweetbaum 88 Bamboo Technology Angela Whitty 95 Group Cisilion Howard Hall 32 Lorrin White 94 Nick Paul 70 Jola Bechtle UK Clipsham IT e92plus Cherie Howlett 41 James Napp 65 Kay Bruen 14 Mukesh Gupta 30 Joskos Solutions Bell Integration Cloudreach EACS Nick Madhavji 56 Alastair Bell 9 Chris Bunch 15 Kevin Timms 89 Block CMS Distribution Elite Group Krome Technologies Marc Chang 16 Frank Salmon 79 Rob Sims 83 Rupert Mills 62
ChannelWeb.co.uk 99 A-LIST 2020
Kyocera Document Optiv SCC Transputec Solutions (UK) Simon Church 19 Adam Clark 19 Rickie Sehgal 81 Rod Tonna-Barthet 91 OryxAlign Sellerly.co.uk Trilogy Technologies Carl Henriksen 38 Paul Lloyd 51 Edel Creely 21 LAN3 Servium Martin Jones 46 PCM Technology Paul Barlow 8 Ultima Business Lenovo Solutions UK SHI UK Solutions Jane Ashworth 5 Donavan Hutchinson 43 Darren Brodrick 13 Scott Dodds 24 Logicalis Pentesec SICL Utilize Alex Louth 53 Ian Turnbull 93 Joey Hemingbrough 38 Guy Hocking 39 Pinacl Sigma Software Maintel Rob Bardwell 7 Distribution Viadex Rufus Grig 29 Printerland.co.uk Jane Silk 83 Dino Cooper 21 Managed 24/7 James Kight 47 Softcat VMware John Pepper 71 Probrand Colin Brown 14 Alanzo Blackstock 11 Metaphor IT Peter Robbins 75 Graeme Watt 93 Vohkus Richard Callis 16 Purechannels SoftwareONE Loay Lawrence 51 Microsoft Glenn Robertson 77 Richard Best 10 Ella Cockerell 20 Pure Storage Stone Group Wallace Hind Selection Simon Harbridge 33 Joe Macri 55 Gary Matson 57 Zoe Chatley 18 Symantec Mirus IT Pure Technology Group Westcoast Apay Obang-Oyway 67 Paul Tomlinson 90 Cliff Fox 27 Joe Hemani 37 Synaxon Misco Alex Tatham 89 Derek Jones 45 Adam Muir 64 QBS Software M-Tech Systems Dave Stevinson 86 XMA Andy Wright 96 Martin Lulham 54 QuantiQ Target Components MTI Technology Stuart Fenton 25 Paul Cubbage 22 Angelo Di Ventura 23 Tata Consultancy Zedsphere Services Rick Yates 97 ramsac Seeta Hariharan 35 Natilik Rob May 58 Mike Danson 22 Tech Data UK&I Robertson Sumner David Watts 94 NCI Technologies Marc Sumner 88 Andy Trish 92 Technology Associates Kelvin Kirby 49 New Signature Dan Scarfe 80 Sabio Group TechQuarters Chris Dunning 24 Northamber Andy Roberts 76 Alex Phillips 71 Saepio Terra Computer Nuvias Robert Pooley 72 Alicia Shepherd 82 Simon England 25 Sapphire Total Computers Ian Kilpatrick 48 Annabel Berry 10 Aidan Groom 30
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