DEEP DIVE
move their operations out
to a colocation facility. This
is quite interesting, as the
economies of scale and value-
added services that colocation
providers offer their customers
can become very complex (at
the backend) and tempting for
end users to help them get a
better handle on their costs.
What are the region-
specific challenges you
encounter in your role?
EMEA is a fascinating region. Every
corner is totally different. The
languages, cultures and business-
wise, the attitudes to technology
and pricing. I’ve been working in
this region for 20 years and I believe
that my experience enables me to
work around these challenges. Yet for
those just starting it can be daunting to
piece together a single view of such a
patchwork continent.
www.intelligentdatacentres.com
What changes to your job role
have you seen in the last year and
how do you see these developing
in the next 12 months? who were not able to fulfil customer
requirements. As a result, almost every
customer is asking for a POC (proof of
concept) before making a final decision.
There are so many different solutions
on the market right now. I believe our
industry has suffered from many vendors As a result, the sales cycle is longer and the
effort is much greater on the vendor side.
I LOVE WORKING
IN AN INDUSTRY
WHERE WE
CAN SHOW
OFF ALL THESE
ATTRIBUTES
AND HAVE
SUCCESS BUILT
ON SUCCESS.
This situation hasn’t helped anyone and
could have been avoided with more
honest selling techniques from the
vendor community.
What advice would you offer
somebody aspiring to obtain a
senior position in the industry?
You’ll need to have a lot of patience.
Work hard, keep learning and be aware
of the differences and similarities that lie
between different industries and cultures
– then you’ll know how to behave in very
important situations. The best advice might
ring true for any industry though – treat
people well, do a great job and always
strive to be solving people’s problems. ◊
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