CHANNEL INSIDER
Glyn Yates is Principle Consultant , GTM International . In this monthly column for Intelligent Tech Channels , he shares his expertise and views on the channel and partner community .
DISCLAIMER : I have walked many roads and worn many hats and , although my experience and expertise can be valuable , my outlook on the world at large is my own and does not necessarily represent that of ITC .
An individual reflection on a most fascinating year
As 2020 draws to a close , business
priorities focus on closing out the year , reviewing the previous 12 months and planning the next – the now , the past and the future . It is a busy time , executing plans while planning the execution of execution planning . We do it every year , and we know the score – and to some it is merely an administration exercise – while for others , there is huge stock and delight in visualising success .
Whatever your field , experience or position , if you are reading this then we are somehow connected through an interest in all things IT channel . If this is not your first read , then throughout the year we have been connected and laser-focused on business by engaging on a variety of hot topics . I hope that you either empathised with my commentary or challenged my views with good reason .
But we do not live to work , we work to live – so in this last column of the year I would also like to appreciate and include the human side of things . It has been a strange year , to say the least , and I could never presume what 2020 held for you , so I will take this opportunity to reflect on my own salt and pepper 12 months , and to look forward to what the year ahead brings .
A bittersweet year gave and took in equal measure , a chance to spend less time ‘ work ’ travelling and more time at home with my family , something that would have normally sounded wonderful , had it not been tainted with the restriction of less travelling to see extended family . There was also personal loss , not as a result of COVID , however these restrictions did mean those last moments could not be shared , and I sympathise with all those who also experienced similar in whatever shape .
We do not live to work , we work to live – so in this last column of the year I would also like to appreciate and include the human side of things .
Glyn Yates , Principle Consultant , GTM International
There were fantastic achievements of GTM , as many vendors assessed their goto-market risk / reward . GTM were perfectly designed to support and enable this strategic shift towards new low risk , low investment models . The business is on budget and next year will include the inevitable pressures of scale , but at a time where pressures surround us , it is not the worst pressure to have . . . and it does highlight that those who spot opportunity and adapt to changing market conditions and customer demand can drive growth – something that I have alluded to in previous articles .
I have also seen throughout the Middle East , my home market , that shifting market demands have brought an added maturity – a focus on business outcomes , not technologies , a focus on value propositions , not ‘ shisha ’ relationships and a focus on overall operations , not silo decisions .
In fact , as much as most of us would like to see the back of this annus horribilis , there are a number of silver linings we can celebrate . Personally , professionally and from a global community perspective , I believe we are more robust and resilient than before , and the empathy of this shared global experience brought us all a little closer together . It will take some time for the world to return to ‘ normal ’, but I do feel that we can look forward to 2021 with great optimism and excitement .
I would like to thank all those that have contributed to the GTM journey and story this year , including our great team , our fantastic partners and our visionary customers . I wish you all the best for remainder of the year and continued success ahead . •
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