ALIST 2018 MEET SOME OF THE MOVERS AND SHAKERS THAT MAKE UP THE CHANNEL ELITE - Blue Cube Security
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A LIST
2018
MEET SOME OF THE MOVERS
AND SHAKERS THAT MAKE
UP THE CHANNEL ELITE
CRN A-List cover spine.indd 3 20/11/2017 11:06
A-LIST 2018
Welcome to the
CRN A-List 2018
Hello and welcome to the CRN A-List 2018. temptation of nominating their own boss – or
CONTENTS We’ve been producing this supplement since in the case of one A-lister, themselves – as their
2005, and this year we completely shook up tech hero!
A 3 what we asked the 119 executives featured. I must stress, as ever, that this is not a
B 4 If you’ve ever wondered what super-hero definitive list. The CRN A-List is by invitation
C 9 power Softcat’s Martin Hellawell wishes he only and selected by the editorial team, and
D 14 possessed, which three famous people Insight’s there will be some big hitters that were not
Emma de Sousa would like to invite to dinner, approached, accidentally or through ignorance.
F 19
or which tech figurehead Westcoast’s Joe But if you know of anyone that you feel we may
G 21 Hemani most admires, read on. have overlooked, please get in touch and we can
H 23 The idea behind the CRN A-List is to give aim to rectify this for next year.
J 32 some of the channel’s top names a chance to A big thank-you – and congratulations – to
K 33 show their playful side, although as ever we all of those who feature in this year’s CRN A-List
have also thrown in some more sober, business- and happy reading.
L 36
related questions too. Doug Woodburn, editor
M 39 The most common response we got when
N 45 emailing out the questions this year was “oh,
O 46 these are tougher than last year”, and we
P 47 hope you enjoy reading some of our A-listers’
R 49 thoughtful and thought-provoking answers.
From the reseller boss who has sampled
S 51
a kobe beef burger wrapped in gold leaf and
T 58 topped with caviar, to the vendor exec who
V 59 shared a poisonous Fugu fish with the president
W 60 of Sony, our CRN A-list respondents have
Y 62 certainly enjoyed some interesting business
lunches, judging from the responses.
Company index 64
And hats off to those who resisted the
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Editor Doug Woodburn (020) 7484 9817 Deputy editor Trevor Treharne 9734 Reporter Tom Wright 9797 Channelnomics.eu Senior reporter Josh Budd 9854 Reporter Nima
Green 9781 Senior production editor Amy Micklewright Production executive Hyrie Mehmet 9779 Commercial director Matt Dalton 9896 Head of global sales Nina Patel 9943
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A-LIST 2018
If you could eat one type of food for business lunch you’ve ever had?
A the rest of your life, what would it Silver service with our most important
be? Mexican – Wahacca. customers in the executive boardroom
Sum up the channel in three words dining suite on the 37th floor at Samsung
Vibrant, innovative, on-it. HQ. Looking out over your own city is
quite special.
Which global city best matches your
personality? It’s got to be New York.
Ferocious pace, direct personality, larger
than life, very loud and doesn’t sleep.
Perfect.
What would be your super-hero
power? Being able to fly. That would
help with the commute.
Complete this sentence. The worst
MARK ARMSTRONG thing about our rivals is… their
UK&I vice president, Enterprise willingness to stay the same. (This is also
Group, Channel, SMB and Service the best thing as it enables us to shine).
Providers, Hewlett Packard What makes you nervous? It’s always
Enterprise MARK ASH been heights. However, some self-
Which tech figurehead do you Head of print UK&I/director, hypnosis and mindfulness is helping me
admire the most? Charles Babbage – Enterprise Business, Samsung conquer the fear and I continue to
where would we be without him? Electronics challenge myself to track my progress.
What’s the biggest challenge facing Which tech figurehead do you If you could eat one type of food for
the industry no-one is talking about admire the most? Martin Hellawell, the rest of your life, what would it
yet? “Good enough” tech and the decline Softcat chief executive. He has a unique be? Mexican. I love fresh, spicy food and
of consumerisation. business model and style that has this fits the bill perfectly.
If you could invite three famous transformed Softcat into one of the Sum up the channel in three words
people to dinner, who would they leading players in our industry. They Exciting, opportunity, home.
be? Henry VIII – was he just continue to grow at pace and don’t lose
misunderstood?; Stan Laurel – is he as themselves along the way.
funny as his films?; Albert Einstein – did What’s the biggest challenge facing
he wish he’d had his hair cut before that the industry no-one is talking about
famous headshot? yet? The GiG economy. We have many
How has 2017 been for you? Brilliant, long-established businesses that are
non-stop and an incredibly positive year typically built around a hierarchical
for HPE. model. This may mean that we miss out
What’s the most extravagant on top talent that wants a different way
business lunch you’ve ever had? of working and it would be prudent to
Harry Ramsden’s with mushy peas. look at alternative ways of working to
Which global city best matches your address this.
personality? London. If you could invite three famous
What would be your super-hero people to dinner, who would they
power? Cutting through it to get stuff be? Sir Richard Branson, Sir Alex
done. Ferguson and Barack Obama. LOUISE ASHBROOK
Complete this sentence. The worst How has 2017 been for you? Senior sales director, Partner
thing about our rivals is… nothing. Interesting. The impending acquisition of Business – UKI, CA Technologies
Competition is one of the key things that Samsung’s print business by HP has Which tech figurehead do you
drives our industry forward. presented us with some unique challenges, admire the most? Steve Jobs. He was
What makes you nervous? My which I am sure in hindsight will mark out able to think differently and see into the
recurring nightmare about waking up as a ‘great learning experience’. future. His ability to design and develop
having forgot to revise for my finals. What’s the most extravagant devices that focused on user experience
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A-LIST 2018
(Mac, iPod, iPhone) changed the world. What’s the most extravagant
What’s the biggest challenge facing business lunch you’ve ever had?
the industry no-one is talking about I have to be honest: anyone who takes me
yet? Cyber security in the new world of for a Wagamama is always up there. I’m
AI and machine learning. Do we really not a fussy eater… I just love food!
understand the vulnerabilities to us as Which global city best matches your
individuals and organisations of having personality? That is a hard one. Perhaps
a fully networked world, without London because it is the best city in the
thinking about security up front as world. I also love Hong Kong – it is
part of the design? amazing and full of culture. One minute
If you could invite three famous you are surrounded by Western influence
people to dinner, who would they and business and the next you fall straight
be? Sir Winston Churchill – “Success into traditional Chinese culture that
consists of going from failure to failure JON ATHERTON makes you feel like you have been taken
without loss of enthusiasm”; Anne Frank Group director, Centerprise back 100 years. It’s a mix of successful
– “How wonderful it is that no one need International/CI Distribution business and industry, vibrant night life
wait a single moment before starting to Which tech figurehead do you and traditional culture.
improve the world”; Charles Darwin – “It admire the most? I would have to say What would be your super-hero
is not the strongest of the species that my boss, Rafi Razzak. For more than 33 power? Making people smile.
survive, nor the most intelligent, but the years he has managed to evolve and adapt Complete this sentence. The worst
one most responsive to change”. the business and his hunger and drive for thing about our rivals is… many of
How has 2017 been for you? success (especially at his age, which he them do a great job!
Astonishing so far! It has been a year of won’t thank me for!) is an inspiration. What makes you nervous? Watching
transition and change in line with the What’s the biggest challenge facing the mighty West Bromwich Albion FC
market but highly rewarding from a the industry no-one is talking about score more than one goal.
partnering perspective as we build out yet? Everyone is talking about the If you could eat one type of food for
our joint offerings to address strategic economy and Brexit. the rest of your life, what would it
business outcomes for our customers. I fear 2018 will be a difficult year for be? Peking-style. Not over spiced.
What’s the most extravagant the channel, and I am further convinced Sum up the channel in three words
business lunch you’ve ever had? that “specialisation and service” are the Inventive, resilient, inspiring.
I couldn’t possibly say other than to state keys to growth. With talk of interest
that “all my business lunches are in line rates rising, Brexit, further public
with CA Expense Policy Guidelines”. spending cuts, I do believe many B
Which global city best matches your companies within our sector need to
personality? San Francisco – culturally continue to drive their service offering
rich, highly diverse, a city with soul. and specialise in certain technologies.
What would be your super-hero If you could invite three famous
power? A healing power would be very people to dinner, who would they
beneficial. be? JRR Tolkien, Frank Sinatra and
Complete this sentence. The worst Richard Burton. A guaranteed knees up!
thing about our rivals is… they do an How has 2017 been for you? It’s been
excellent job and keep us on our toes. great. A huge amount of hard work by all
What makes you nervous? A lot of within the business has gone into
things make me nervous, but it’s part of growing our marketing footprint across
life and a positive sign of self the group companies, which has been MIKE BACON
development. very satisfying. Work is currently in Managing director, Academia
If you could eat one type of food for progress to revamp our HQ reception Which tech figurehead do you
the rest of your life, what would it and sales floors. We’ve also opened an admire the most? Boring to say but
be? Vegetables. There are many of them office in Telford, which will shortly grow Steve Jobs. A fascinating mix of genius,
and they are full of vitamins and nutrients. to 10 employees. In a nutshell, 2017 has arrogance and ignorance.
Sum up the channel in three words been a year of investment in our people What’s the biggest challenge facing
Change, value, essential. and future. the industry no-one is talking about
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yet? Resolute customer care and support the industry no-one is talking about are no experiences to date or certification
– thankfully an area we excel in. yet? One of the large cloud providers process by which to measure either your
If you could invite three famous going out of business. own or others’ customers.
people to dinner, who would they If you could invite three famous If you could invite three famous
be? David Gold, David Sullivan and people to dinner, who would they people to dinner, who would they
Karen Brady so I can discuss West Ham, be? Sir Alex Ferguson, Sir Winston be? Joe Strummer, Muhammad Ali and
The Apprentice and Penthouse Magazine. Churchill and Marilyn Monroe. Leonardo da Vinci.
How has 2017 been for you? Positive. How has 2017 been for you? Full-on. How has 2017 been for you? It has
The Academia Company continues to What’s the most extravagant been an exceptional year – great growth
grow with strength in depth and new business lunch you’ve ever had? On in our geographies with increased
services with BoxED, ConnectED and the a boat, in Monaco watching the F1 GP. revenues and profits. Our unique
exciting launch of MacTwo soon. Which global city best matches your offerings are being adopted by our
What’s the most extravagant personality? Gothenburg – it is seen to existing and new customers, I’m working
business lunch you’ve ever had? be the most sociable and open-minded with talented colleagues and enjoying
Every week when I take my new staff for city in the world! watching the growth.
a welcome lunch. What would be your super-hero What’s the most extravagant
Which global city best matches your power? Healing hands. business lunch you’ve ever had?
personality? Tokyo – dynamic, Complete this sentence. The worst Not saying…
forward-thinking and technology driven. thing about our rivals is… over- Which global city best matches your
What would be your super-hero promising and under-delivering. personality? Portsmouth, for all the
power? The power to see the future. We What makes you nervous? My wife’s right reasons!
all want to know what Apple will do next. credit card bill. What would be your super-hero
Complete this sentence. The worst If you could eat one type of food for power? Time travel, both for correction
thing about our rivals is… their the rest of your life, what would it and advancement.
customer service. As mentioned above, be? Fresh fruit. Complete this sentence. The worst
we hear it all the time. Sum up the channel in three words thing about our rivals is… A wise man
What makes you nervous? West Ham Complex, challenging, evolving. once said never to slag your competition
getting relegated. off!
If you could eat one type of food for What makes you nervous? Chair lifts
the rest of your life, what would it in a ski resort, once they stop and reverse
be? Sushi. at speed back down the mountain.
Sum up the channel in three words If you could eat one type of food for
Proactive, productive, passionate. the rest of your life, what would it
be? Does wine count? If not, it would
have to be curry.
Sum up the channel in three words
Route to market.
ALASTAIR BELL
Founder, Bell Integration
Which tech figurehead do you
admire the most? Scott McNealy of
Sun Microsystems. He advocated open
PAUL BARLOW system architecture, while at Stamford
Managing Director, Servium University (in the floor above Cisco)
Which tech figurehead do you created TCPIP and delivered Java as open
admire the most? Michael Dell. Not source to developers and the business
only has he built a very successful community. ANNABEL BERRY
business, he then keeps going and keeps What’s the biggest challenge facing Chief executive, Sapphire
on building. the industry no-one is talking about Which tech figurehead do you admire
What’s the biggest challenge facing yet? The future impact of GDPR as there the most? Sheryl Sandberg. COO of
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Facebook and one of the world’s 100 most If you could eat one type of food for Which global city best matches your
powerful women according to Forbes. She the rest of your life, what would it personality? Tokyo – it’s a blend of the
also works hard to give back through her be? Indian food. I’m slightly addicted to traditional and the unexpected.
philanthropic work. Enough said. chilli and love a curry or anything spicy. What would be your super-hero
What’s the biggest challenge facing Sum up the channel in three words power? I’ve always wanted to be able to
the industry no-one is talking about Thriving, talented, (sometimes) time travel. The implications are slightly
yet? The uncertainty around the undervalued. mind-bending, but the chance to change
potential skills shortage following Brexit. things for the better, or do things over
Skills, specifically in cyber security, are again is very appealing.
already in short supply, so we may see an Complete this sentence. The worst
impact on much needed talent. thing about our rivals is… that they
If you could invite three famous never give up. But nor do we!
people to dinner, who would they What makes you nervous? My
be? Coco Chanel, Robin Williams and daughter becoming a teenager next
William Shakespeare. All of whom have month…
unanswered questions about their lives If you could eat one type of food for
that I’d want to uncover. the rest of your life, what would it
How has 2017 been for you? Pretty be? I’m going to cheat a bit and go for a
good so far, thanks! We hit our half year cuisine – Italian would do me well for
with very strong double-digit growth on NEIL BERVILLE evermore.
last year, so I’m a very happy chief Executive director, EMEA Channels Sum up the channel in three words
executive right now. & Alliances, Lenovo Relentless customer focus.
What’s the most extravagant Which tech figurehead do you
business lunch you’ve ever had? admire the most? The inventor of the
I think the days of extravagant business world wide web – Sir Tim Berners-Lee.
lunches are probably gone now. The best Not only did he lay the foundations for
lunch ever though had to be in Monte the third industrial revolution, but he did
Carlo, overlooking the harbour with a it without an objective for personal gain.
couple of bottles of Côte de Provence’s What’s the biggest challenge facing
finest. the industry no-one is talking about
Which global city best matches yet? The need for greater diversity across
your personality? Sydney – I think it our workforce, providing fresh ideas and
has the right balance of city and beach fresh approaches to business.
life and the ethos is work to live. I think If you could invite three famous
it would sum me up – a lot of hard graft, people to dinner, who would they
but never happier than when I’m by the be? I’ve always loved stimulating, BEN BOSWELL
coast relaxing. challenging conversation, and we’d have Area vice president, Europe,
What would be your super-hero it in abundance with these three – David Worldwide Technology
power? Teleportation so I can spend less Bowie, Nelson Mandela and Eva Perón. Which tech figurehead do you
time travelling around our three UK How has 2017 been for you? A year admire the most? Jim Kavanaugh, chief
offices and also to travel to some amazing when we’ve refined, revised and executive of Worldwide Technology. His
places at the push of a button. re-invigorated our programmes and our will to win, relentless drive for
Complete this sentence. The worst relationships with our partners. innovation, combined with his mandate
thing about our rivals is… I think we What’s the most extravagant for hiring the most talented people, that
have some great competition and that’s business lunch you’ve ever had? I differentiate themselves not only by their
healthy and keeps us on our toes. I think much prefer the simple pleasures of life knowledge but the way in which they
companies who spend their time publicly nowadays, but I do have fond and distant approach the customer. He has an
dissing the competition probably have memories of the real jeopardy of eating unparalleled passion for learning, a
too much time on their hands. the poisonous Fugu fish with the natural ability for creating market
What makes you nervous? I have a president of Sony (I’ll let you decide disruption and differention by embracing
completely irrational fear of thunder whether the food or the company was change. Jim inspires his team through his
storms. more risky)! simple company mission, to be “a
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profitable, growth company, that is a Complete this sentence. The worst If you could invite three famous
great place to work”. It’s like a “three- thing about our rivals is… I don’t people to dinner, who would they
legged stool” – take one leg away and it really have an opinion here, I am focused be? Margaret Thatcher, Alan Turing and
immediately falls over. on our people and customers. Michael Jackson – I’m not sure at the
What’s the biggest challenge facing What makes you nervous? Pollution same time!
the industry no-one is talking about and waste. We are destroying the planet; How has 2017 been for you? An
yet? The channel must evolve quickly to there must be a different way for the exciting year of lots of change both in the
stay relevant. I believe that both population to expand. Fear of failure market and with partners. There is lots of
customers and manufacturers are stifling creativity. Complacency from uncertainty ahead with Brexit round the
becoming frustrated with the diluted role people or companies who do not corner, but similarly lots of opportunity
that large global partners are playing in embrace change. Businesses that lose the and an overwhelming desire from
the wider ecosystem. Being a point of culture of coaching to nurture and bring customers to digitally transform.
product procurement is not enough; through new talent. Which global city best matches your
partners need to have a point of view, If you could eat one type of food for personality? Barcelona or Miami – both
deliver value quickly and be more the rest of your life, what would it are warm and fun.
accountable for helping customers to be? I absolutely love Spanish tapas. What would be your super-hero
drive innovation to deliver faster, tangible Sum up the channel in three words power? To be able to stop time – it is so
business outcomes. Diverse, threatened, lethargic. precious and there’s not enough of it.
If you could invite three famous What makes you nervous? President
people to dinner, who would they Donald Trump.
be? Nile Rodgers, Nelson Mandela and If you could eat one type of food for
Robin Williams. the rest of your life, what would it
How has 2017 been for you? One be? It would be pretty boring, but
word: amazing. My wife and I overcame perhaps a breakfast buffet as that could
all of the odds to become proud parents include a wide variety of foods.
to a beautiful baby girl. On the Sum up the channel in three words
professional front, WWT won third Transforming, consolidating, energetic.
place in the UK 2017 “Great Place to
Work” awards, our global customer base
continues to grow, and our European
business is on track to break through the
$750m mark in 2017. I am humbled to
be surrounded by so many fun,
inspirational friends and colleagues all LAURA BOUCHARD
around the globe. Channel sales director, Microsoft
What’s the most extravagant Which tech figurehead do you
business lunch you’ve ever had? I admire the most? Predictably, Satya
tend not to do lunch, but enjoyed an Nadella! Having worked with many egos
amazing private dining experience at for many years, I feel so fortunate to work
Mario Battelli’s Babbo when I was living for a company where our leader is so DARREN BRODRICK
in New York a few years ago. There were humble and focuses on people, culture UK general manager, SHI UK
12 of us, and the great man cooked and and making a difference. Which tech figurehead do you
curated the wine. What’s the biggest challenge facing admire the most? Our very own Thai
Which global city best matches your the industry no-one is talking about Lee, a humble and inspirational leader.
personality? London – diverse, yet? The talent/skills gap – it is being What’s the biggest challenge facing
cosmopolitan, vibrant and always talked about but not enough, in my the industry no-one is talking about
changing. opinion. The world is changing faster yet? Whether Microsoft will leave the
What would be your super-hero than we can keep up and the opportunity device business. It was interesting
power? Teleportation – so everyone is vast so needing skills is vital. Focusing hearing some of the predictions during
could cover more ground, visit more on developing the talent pool early in this year’s channel Canalys event; I’ve not
places, solve problems and help people their career, specifically getting girls into seen any comments from Microsoft to
faster. STEM, needs more effort now. validate or deny that one.
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SUM UP THE CHANNEL IN THREE WORDS
If you could invite three famous the rest of your life, what would it people to dinner, who would they
people to dinner, who would they be? I’m a pasta man, I’m afraid. be? George Best, Joe Strummer and
be? George Best, Sir Winston Churchill Sum up the channel in three words Orson Welles.
and Princess Diana. Stronger than ever. How has 2017 been for you? Fantastic
How has 2017 been for you? I have – a great year for Softcat and I’ve
been very lucky this year to have gone to achieved a lot of personal goals this year
some fantastic places for both business like running my first ever 10K (I know
and pleasure purposes. Venice and Lake I’m a bit of a late starter).
Geneva are amazing places. What’s the most extravagant
What’s the most extravagant business lunch you’ve ever had? We
business lunch you’ve ever had? Last don’t do those in Softcat!
week at the Olympic museum in Which global city best matches your
Lausanne, Switzerland. A stunning personality? Boston – friendly,
location surrounded by lots of sporting welcoming, strong Irish roots and happy
records. to play second fiddle to New York/Martin
Which global city best matches your Hellawell.
personality? I’m a London boy and it’s What would be your super-hero
still the best city on the planet – fast, power? Mind reading!
furious and full of diversity. Complete this sentence. The worst
What would be your super-hero thing about our rivals is… that they
power? It’s got to be a bit of Spiderman keep improving!
for me. COLIN BROWN What makes you nervous? Any letter
Complete this sentence. The worst Managing director, Softcat that comes from HMRC. No specific
thing about our rivals is… they don’t Which tech figurehead do you reason for me to be nervous, just innate
realise how big our UK business will admire the most? Satya, for the fear.
become. reinvention of Microsoft from being If you could eat one type of food for
What makes you nervous? Watching yesterday’s news to the industry leader the rest of your life, what would it
and coaching my under-13 rugby team once again. be? Potatoes – there’s such a variety of
on a Sunday morning. I’m not sure what’s What’s the biggest challenge facing ways to eat the humble spud. And I’m
more time consuming, running SHI or the industry no-one is talking about Irish, so what do you expect.
coaching a kids’ team. yet? AI salespeople! Sum up the channel in three words
If you could eat one type of food for If you could invite three famous Darwinian natural selection.
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What makes you nervous? Running at $1,300. I must say I will not forget the
out of red wine. taste of this Bordeaux, St-Julien, Château
If you could eat one type of food for Ducru-Beaucaillou, and I had a steak
the rest of your life, what would it with it!
be? Curry. Which global city best matches your
Sum up the channel in three words personality? I would go for London
Sociable, fun, necessary. because it is so vibrant, cosmopolitan, a
bit chaotic, stylish, open, forward-
looking, setting the trend… as you can
see I have a good opinion of myself!
What would be your super-hero
power? As a small child I used to be
fascinated by a series called The Invisible
Man starring David McCallum. I think
that would give me the edge in life.
Complete this sentence. The worst
thing about our rivals is… they keep
KAY BRUEN coming from all angles. It never stops.
Managing director, Clipsham IT What makes you nervous? Not being
Which tech figurehead do you BÉATRICE BUTSANA-SITA prepared, not understanding the full
admire the most? Jeff Bezos because he Managing director, Capita picture.
continually pushes the boundaries of Networking Solutions If you could eat one type of food for
what everyone else thinks his company Which tech figurehead do you the rest of your life, what would it
represents and can achieve. admire the most? Probably Jeff Bezos be? I actually love bread and butter, but I
What’s the biggest challenge facing for his tenacity and bold thinking. control my intake if it. I wish I could eat
the industry no-one is talking about What’s the biggest challenge facing that all the time.
yet? I think people are talking about it, the industry no-one is talking about Sum up the channel in three words
but the skills gap in cyber security is a yet? Security and data protection. It is Dedicated, humble, knowledgeable.
major challenge now, and will get worse. not that we are not aware of these things,
If you could invite three famous but I don’t think we fully realise or want
people to dinner, who would they to realise the consequences of being ill C
be? Sir Winston Churchill, Peter Ustinov prepared in that field. It is scary.
and Dave Allen. If you could invite three famous
How has 2017 been for you? It has people to dinner, who would they
been a cracking year so far in terms of be? I am going to go with three
new customers, and working on bigger exceptional people and furthermore they
projects for existing clients. happen to be women: Mother Theresa,
What’s the most extravagant who lived entirely to help others; Marie
business lunch you’ve ever had? Curie, for her exceptional contribution to
Sadly I don’t get invited to many science in times when women were not
extravagant lunches any more but one expected to be scientists; and Cleopatra,
that stands out was a five-course lunch at for her beauty, intelligence and incredible
Le Manoir Quatre Saisons. self-belief and confidence.
Which global city best matches your How has 2017 been for you? A bit of
personality? Rio de Janeiro. rollercoaster as we are in a
What would be your super-hero transformational phase and we have got RICHARD CALLIS
power? The ability to fly, hover and be to keep going, believing we can do it. Managing director, Metaphor IT
invisible at the same time – imagine what What’s the most extravagant Which tech figurehead do you
you might see! business lunch you’ve ever had? A admire the most? I’ll go For Elon Musk.
Complete this sentence. The worst lunch in Hong Kong (I was not working I love the ambition he has; build electric
thing about our rivals is… they are at Capita!) paid for by a business partner cars without compromising performance,
still there despite themselves. and the wine (two bottles only) came in Hyperloop, colonise Mars! He isn’t
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phased by how hard (or near impossible)
something might be.
What’s the biggest challenge facing
the industry no-one is talking about
yet? People are talking about AI and
robots but I’m not sure people yet
understand how big this is for both our
industry and society as a whole. Have a
read of this: https://waitbutwhy.
com/2015/01/artificial-intelligence-
revolution-1.html
If you could invite three famous
people to dinner, who would they
be? Albert Einstein, Neil Armstrong ANDREW CARR
and Christopher Columbus. I’m sure Managing director, Trustmarque
they would have some unbelievable Technology Solutions
stories to share. Which tech figurehead do you
How has 2017 been for you? Great! admire the most? Lou Gerstner, former
The work/life balance is in a nice place CEO and chairman at IBM. He managed
following starting a business, building a to turn around IBM in the late 1990s and
house and growing my family the year early 2000s with passion and momentum,
before. by recognising that culture and people
What’s the most extravagant drive change, regardless of the size of
business lunch you’ve ever had? What’s the biggest challenge facing company, and the technology then
I’m vegetarian, so I leave the posh the industry no-one is talking follows. The title of his book sums it up
lunches to others! about yet? The ability to adapt and work nicely: Who Says Elephants Can’t Dance?
Which global city best matches your at the same pace as technology change What’s the biggest challenge facing
personality? London – fast-paced and and growth. the industry no-one is talking about
always changing. If you could invite three famous yet? Sales enablement: why? As we know
What would be your super-hero people to dinner, who would they people buy from people and we are
power? I’d love to be able to fly – fast. be? Shakespeare, Aristotle and Mel moving into a world of more complex
That would be awesome. Gibson. solutions that encompass ecosystems of
Complete this sentence. The worst How has 2017 been for you? An capability and not commoditised
thing about our rivals is… they say adventure, with high growth but also products with defined functionality. For
they can do something when they can’t. It strong reality checks, to help us refocus. example, what is and how do you sell the
doesn’t help anyone. What’s the most extravagant Internet of Things? We need to invest in
What makes you nervous? Brexit, to business lunch you’ve ever had? enabling our frontline resources to have
some degree. Not necessarily the final Kobe beef burger, wrapped in gold leaf the requisite skills and knowledge to
outcome but how we get there. and topped with caviar. support our customers’ demands during
If you could eat one type of food for Which global city best matches your this transitional period.
the rest of your life, what would it personality? New York. If you could invite three famous
be? Pizza – no doubt about that. What would be your super-hero people to dinner, who would they
Sum up the channel in three words power? Super speed. be? Brian Clough, Arnold Palmer and Sir
Friendly, incestuous, useful. Complete this sentence. The worst Alex Ferguson.
thing about our rivals is… they aren’t How has 2017 been for you? 2017 has
run by me! been a good year, bringing plenty of
CHRIS CALVERT What makes you nervous? Public excitement, change and opportunity,
Managing director, Millgate speaking. which we should reap the rewards from
Which tech figurehead do you If you could eat one type of food in 2018.
admire the most? Amazon founder Jeff for the rest of your life, what would What’s the most extravagant
Bezos, for his tenacity in the pursuit of it be? Curry. The flavours are a delight business lunch you’ve ever had? I am
expansion and innovation. to eat. not one for extravagance. Nothing beats a
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good solid ham and cheese sandwich If you could invite three famous future for the same reseller community as
smothered in salad cream. people to dinner, who would they the kit sellers cross-sell the MSP services
Which global city best matches your be? Steve Jobs, Queen Elizabeth I and as a single supplier.
personality? Nottingham: “Born and Walt Disney. If you could invite three famous
bred, me duck.” How has 2017 been for you? So far so people to dinner, who would they
What would be your super-hero good. Very busy even during quiet times be? Nelson Mandela, John F Kennedy
power? I always wanted to be able to fly. so no complaints here! and Robin Williams.
Complete this sentence. The worst What’s the most extravagant How has 2017 been for you? Dynamic,
thing about our rivals is… I am not business lunch you’ve ever had? eventful but most of all fulfilling.
one to disparage our rivals; however, the Lunch at the Ivy in London was lovely. What’s the most extravagant
industry generally tends to set unrealistic Their bang bang chicken is so good! business lunch you’ve ever had?
expectations through the powerful Which global city best matches your Lunch at the Ivy with two business
marketing machine for new technologies personality? Austin, Texas. colleagues. The wine alone… you don’t
which the channel then has to convert What would be your super-hero want to know!
into realism. power? Strength and speed! Which global city best matches your
What makes you nervous? Birds flying Complete this sentence. The worst personality? Las Vegas. It’s active 24/7,
around me. thing about our rivals is… their always up for a game, a gamble and a risk,
If you could eat one type of food for inability to truly understand the channel and never dull.
the rest of your life, what would it and its requirements. What would be your super-hero
be? Sausages. What makes you nervous? Waiting on power? Time travel. I’d love to see my
Sum up the channel in three words potential offers for candidates! Dad again… and see if he wants to come
Dynamic, transitioning, chaotic. If you could eat one type of food for to Vegas, too!
the rest of your life, what would it Complete this sentence. The worst
be? Cheese! thing about our rivals is… we have
Sum up the channel in three words not caught up for a beer recently.
Diverse, exciting, passionate. What makes you nervous? Only one
thing: heights. The top of a ladder and
beyond is a definite no.
If you could eat one type of food for
the rest of your life, what would it
be? Fresh fish – cooked to perfection.
Sum up the channel in three words
Challenging, rewarding, fun.
ZOE CHATLEY
Associate partner, Wallace Hind
Selection
Which tech figurehead do you
admire the most? Martin Hellawell. WAYNE COCKERILL
What he and the team have done at Managing director, Aindale BMS;
Softcat is nothing short of incredible. Chairman, Network Group
From a recruitment point of view, its Which tech figurehead do you
employment branding and how it attracts admire the most? Elon Musk. He has
staff is amazing and should be admired. inspirational ideas and vision, from Tesla
What’s the biggest challenge facing to space travel. I want to ensure I take a
the industry no-one is talking about trip in all his successes. STEVE COX
yet? Retaining good-quality staff and the What’s the biggest challenge facing Chief operating officer, Chess ICT
next generation of hires. Hiring new the industry no-one is talking about Which tech figurehead do you
talent and training them in the channel yet? The ‘gap’ being generated as resellers admire the most? Steve Jobs. I love his
isn’t easy and graduates these days seem move more to MSP and service-only unwavering focus and constant strive for
to give in too easily. Training them and models, of physical equipment sales, perfection.
getting them passionate about the likely to be left to the larger organisations What’s the biggest challenge facing
channel should be a big focus. which could lead to a squeeze in the the industry no-one is talking about
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yet? How to take the complex list of underdog compared with US titans like Which global city best matches your
technology available today and build IBM and Microsoft, but with calm personality? San Francisco.
simple to understand solutions for determination, a distinctive style and a What would be your super-hero
non-technical buyers. Imagine a compassion for his staff which sets him power? Magic, specifically abjuration
business owner with no knowledge of apart from the likes Jobs and Bezos, (healing/protective powers). I always
technology being confronted with cloud, Hauser eventually helped create ARM seem to end up playing such characters
on-premise, hybrid without even getting which has gone on to become one of in MMORPGs!
into security and GDPR. It’s a minefield Britain’s most successful tech Complete this sentence. The worst
without good advice. companies. Your phone will use one of thing about our rivals is… always
If you could invite three famous their processors. putting profits or growth before what
people to dinner, who would they Hauser was foremost a scientist who is right.
be? Steve Jobs, Marie Curie and Nelson went into business and helped make the What makes you nervous? AWS, the
Mandela. world a little better while remaining true unstoppable behemoth.
How has 2017 been for you? A good to himself and his integrity. That is If you could eat one type of food for
year and one of continuous learning to something to which I aspire. the rest of your life, what would it
keep track of the fast pace of change. What’s the biggest challenge facing be? Tea! Food is fuel. I’d rather do
What’s the most extravagant the industry no-one is talking about without it.
business lunch you’ve ever had? yet? An increasing diversification of PaaS Sum up the channel in three words
Brightstar once flew us by private jet to technologies and lack of standardisation. Evolving ever faster.
Reims for a champagne lunch and then It makes sense that developers shouldn’t
flew us back for a night at the Aviator be worrying about scaling at the level of
hotel. servers, storage and so on. PaaS is where
Which global city best matches your the industry can really take the fight to
personality? London. It’s lively and the AWS. But for that to happen the
best city on earth. ecosystem needs to be more inviting,
What would be your super-hero with less vendor lock-in. Technologies
power? Invisibility. like Docker or CloudFoundry are great
What makes you nervous? What is but nobody is certain which will win out,
happening around the world and how it and by the time we make up our minds it
affects my children in the future. may be too late.
If you could eat one type of food for If you could invite three famous
the rest of your life, what would it people to dinner, who would they
be? Indian from my local curry house. be? Alan Turing, Richard Feynman and
Sum up the channel in three words Marie Curie.
Changing, complicated, hype. How has 2017 been for you?
Challenging but transformative. The
biggest change for me has been the
appointment of my deputy chief
executive, Annalise O’Rouke. There
came a point where I had to accept that EDEL CREELY
my strengths lie in strategy and Group managing director, Trilogy
innovation rather than managing a Technologies
medium-sized organisation, particularly Which tech figurehead do you
now Memset has grown. While difficult, admire the most? Elon Musk. What a
it has also been rewarding; Memset has visionary, from space travel to sustainable
been able to take on more projects energy production! A close friend of mine
KATE CRAIG-WOOD allowing further growth and my stress works for him at SpaceX and a visit to the
Chief executive, Memset levels are a lot lower. facility is high on my bucket list.
Which tech figurehead do you What’s the most extravagant What’s the biggest challenge facing
admire the most? Herman Hauser, business lunch you’ve ever had? I the industry no-one is talking about
founder of Acorn Computers. When I don’t tend to do fancy business lunches. I yet? Speed of change and ability/cost for
was growing up Acorn was always the have quite simple tastes! companies to adapt.
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If you could invite three famous If you could eat one type of food for
people to dinner, who would they the rest of your life, what would it
be? Beethoven – a musical visionary. be? I could probably survive on bread
What would he compose now?; Charlotte and gravy at a push.
Bronte – how would she view women’s Sum up the channel in three words
place in world today?; Oscar Wilde – “To Next to France.
define is to limit”.
How has 2017 been for you?
Extremely busy. We are investing heavily D
in our cloud and security competencies.
As the pace of change accelerates it’s a
challenge we get to help our clients with
on a regular basis.
What’s the most extravagant
business lunch you’ve ever had? What’s the biggest challenge facing
Well, Irish food is among the best in the the industry no-one is talking about
world and I was lucky to be invited by a yet? What happens when interest rates
long-time channel friend (thanks Emer) start to rise. We’ve had cheap money for
to savour the tasting lunch menu at so long now, it’s taken for granted. And
Greenhouse in Dublin. #AmuseBouche given the level of consolidation in recent
Which global city best matches your years, we could see some suffer where
personality? Paris. A combination of you’d least expect to.
art, culture and style. If you could invite three famous
What would be your super-hero people to dinner, who would they
power? Superman speed so I could do a be? Nelson Mandela, Mahatma Gandhi, MIKE DANSON
bit of space travel! and Karl Marx. Interesting conversation Chief executive, Natilik
Complete this sentence. The worst and they should get on. And hopefully Which tech figurehead do you
thing about our rivals is… they one of them can cook. admire the most? What John
highlight your imperfections. But How has 2017 been for you? Busy and Chambers did with Cisco is pretty
perhaps that’s the best thing? exciting. amazing. He joined as head of sales when
What makes you nervous? Waiting for What’s the most extravagant the company was turning over less than
election results. business lunch you’ve ever had? It’s $200m and employed 500 people. As he
If you could eat one type of food for normally butties in the office, so any retires this year, the company now has
the rest of your life, what would it business lunch is extravagant. I can’t more than 70,000 people and turnover of
be? Chilli. think of any that stand out. $50bn. Not bad!
Sum up the channel in three words Which global city best matches your What’s the biggest challenge facing
Partnerships, forward-thinking, personality? That I’ve been to, probably the industry no-one is talking about
inter-dependent. Sydney. No airs and graces. Everybody yet? Our industry does not suffer from a
seems relaxed, down to earth and happy lack of talk!
to be there. If you could invite three famous
PAUL CUBBAGE What would be your super-hero people to dinner, who would they
Managing director, Target power? To be able to see into the future. be? John Lennon, Sir Winston Churchill
Components Complete this sentence. The worst and Steve Jobs.
Which tech figurehead do you thing about our rivals is… When How has 2017 been for you?
admire the most? Tech has moved at you’ve been in the channel as long as we Amazing! A 10th consecutive year of
phenomenal pace in the last 30 years, so have, you realise there’s plenty room for growth for Natilik and a successful
it would have to be someone from the everyone to do their own thing. Our resettling of my family to Guildford after
modern era and there are so many to success comes down to the things we do, two decades of living in London.
choose from. If I have to pick one, based not what others do. What’s the most extravagant
on the impact the web has had and will What makes you nervous? business lunch you’ve ever had? Our
have on our lives, I’d go with Sir Tim Questionnaires. And I’m not good with monthly company lunch is pretty
Berners-Lee. heights. extravagant – 150+ people sharing lunch
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all in one location is pretty awesome! investment into private cyber security power? Mind reading. I love psychology.
Which global city best matches your companies at any point in the last five Complete this sentence. The worst
personality? London. Vibrant, resilient, years, to the value of $509m. As a result, thing about our rivals is… false
tolerant and always looking to develop. we’ve seen more than 500 new vendors promises, creating a false economy.
What would be your super-hero wanting to enter the EMEA market – the There’s too much dishonesty about what
power? The ability to teleport myself and challenge is that each one of them targets clients can hope to achieve. As a result,
others; there is always so much to do and the same customers and markets, so clients get burned, it impacts budgets
so little time! end-users are bombarded with sales across the industry and agency teams get
Complete this sentence. The worst pitches. In such a competitive market, burned out trying to deliver on someone
thing about our rivals is… when they these companies need a solid channel else’s promises. Clients deserve honesty.
have no value to add and so sell purely on strategy, clear differentiation and What makes you nervous? Not
price, winning business at zero margin. messaging. It’s an opportunity for the being prepared for a pitch or a
What makes you nervous? Our channel, but a challenge as well. meeting. Planning and preparation is
politicians’ current approach to Brexit. If you could invite three famous everything.
If you could eat one type of food for people to dinner, who would they If you could eat one type of food for
the rest of your life, what would it be? My dinner party would host some of the rest of your life, what would it
be? Sushi. the 19th and early 20th century’s most be? Époisses – the type of French cheese
Sum up the channel in three words important figures: Mary Ann Evans that is so stinky, people are banned from
Never stops evolving. (George Elliot), Ada Lovelace and taking it on public transport in France
Mahatma Gandhi. All of them challenged – and crackers.
social norms, shattered glass ceilings and Sum up the channel in three words
paved the way for this generation’s Scalable, powerful, fun.
opportunities. The diversity they
represent is still important today, because
what they demonstrate is that it takes
people of all backgrounds, sexes and
races to bring about innovation and
inspire change.
How has 2017 been for you? It has
been an incredible year at FMXA. We’ve
doubled our client base and introduced
new client services; we’ve built a PR team
to offer integrated PR and marketing for
ALISHA DATTANI our clients, which adds real value to new
Chief executive and founder, FMXA vendors looking to gain credibility in the
Which tech figurehead do you UK market. In addition, our brand team
admire the most? I’m a huge has doubled in size through its work in ADAM DAVISON
Facebooker and social media champion, helping vendors differentiate themselves Sales & marketing director, Cloud
so Sheryl Sandberg – the first woman in a crowded market. GDPR is on our Distribution
appointed onto the board at Facebook mind constantly – both through the work Which tech figurehead do you
– stands out as someone I admire hugely. we’re doing for clients that have solutions admire the most? Steve Jobs. He
A significant part of FMXA’s business has in this space, and because of its impact created a technology company that made
been built on the opportunities that on the marketing discipline. awesome things – but with the absolute
Facebook’s platform provides in social What’s the most extravagant best user experience. He totally
selling services. I’d also give a shout out to business lunch you’ve ever had? understood the balance between value,
my ex-boss, Nick Lowe, who has acted as Noma, Copenhagen. The most gorgeous design and technology.
a superb mentor throughout my career. and decadent lunch I can remember. What’s the biggest challenge facing
What’s the biggest challenge facing Which global city best matches your the industry no-one is talking about
the industry no-one is talking about personality? London, the absolute best yet? IoT adoption is beginning to take
yet? Many of our clients come from the city on the planet and a melting pot of serious hold – but few are talking about
cyber security industry. The first quarter culture, food and opportunities. the security implications of potentially
of 2017 was the most active quarter for What would be your super-hero hundreds of thousands of devices being
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connected to the core, enterprise Which global city best matches your
network. #MiraiBotnet The ability for a personality? New York – lively,
hacker to take control of thousands of fast-paced and busy!
IoT devices and then use them to create a What would be your super-hero
massive DDoS attack and bring down power? I’d love to be able to fly so I can
multiple large enterprises at once would move around more quickly (and avoid
have a significant effect on the economy. airport delays!).
If you could invite three famous Complete this sentence. The worst
people to dinner, who would they thing about our rivals is… they are
be? Albert Einstein, Steve Jobs and formidable.
Giuseppe Farina. What makes you nervous? People I
How has 2017 been for you? Pretty don’t trust, and travelling without an iron!
good so far, with some challenges and If you could eat one type of food for
opportunities along the way! Following the rest of your life, what would it
the Brexit decision, we saw a rapidly be? Cake – the more indulgent the better.
changing FX situation, which is now EMMA DE SOUSA Sum up the channel in three words
more stable and I believe Cloud Managing director, Insight UK Exciting, dynamic, challenging.
Distribution handled this well both for Which tech figurehead do you
itself, vendors and our partners. We’ve admire the most? It has to be Elon
created three separate sales teams to Musk – one of the most audacious men
bolster the company for the next stage of on the planet. He is brave and fearless,
our growth, which is already bearing two qualities I admire the most.
fruit with the signing of some marque What’s the biggest challenge facing
vendors including Arista Networks and the industry no-one is talking about
Blackberry. yet? Optimising the workforce of the
What’s the most extravagant future – the acceptance that in the future
business lunch you’ve ever had? One an increasing percentage of our
of the most memorable lunches I’ve had workforce will not be human.
was a couple of years ago in Kiev. We If you could invite three famous
took a bunch of resellers there and had a people to dinner, who would they
fantastic vodka tasting session! be? Benazir Bhutto, Audrey Hepburn
Which global city best matches your and Frank Sinatra. Each come with their
personality? Las Vegas – it never sleeps own fascinating stories and insights into BARRIE DESMOND
and life’s one big party! days and attitudes of old – this would Chief operating officer, Exclusive
What would be your super-hero make for an interesting, entertaining and Group
power? My superpower would be flight. glamorous evening! Which tech figurehead do you
I’d be able to squeeze in many more How has 2017 been for you? 2017 has admire the most? I really admire those
weekend breaks in far-flung regions of been a great year so far. I returned to who follow their passion and stand by
the world. work from maternity leave in February their ideas, contrary to logic and opinion.
Complete this sentence. The worst and while balancing my career and trying People like Terry Matthews, who inspired
thing about our rivals is… The best to be ‘Super Mum’ can be demanding, me to get into disruptive technologies in
piece of advice I’ve been given is if you I’m loving every second. I consider myself the first place. Mitel and Newbridge
can’t say something nice, say nothing at extremely fortunate to have a fantastic Networks are both companies that went
all. So, I’m not going to answer this one! job and an incredibly supportive family. It against the grain and challenged legacy
What makes you nervous? Going makes life both fun and rewarding. vendors.
home to my wife after a heavy night with What’s the most extravagant What’s the biggest challenge facing
the boys. business lunch you’ve ever had? On the industry no-one is talking about
If you could eat one type of food for a yacht in the South of France. It was a yet? Block-chain technology. Its ability to
the rest of your life, what would it team lunch for exceptional performance bring people together digitally and cut
be? KFC. so not only was it a fantastic setting but out many of the ‘middle men’ gives it the
Sum up the channel in three words we were celebrating as well – a great way potential to replace the traditional ways
Challenging, fun, rewarding. to recognise success! of exchanging currency. In terms of the
16 ChannelWeb.co.uk
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