Intelligent Tech Channels Issue 57 - Page 62

The need for security and mitigating risks will not go away , and in fact will only get more important moving forward . based on pricing alone . Particularly since security has become a key focus for executives at all levels , there has been a shift in what buyers are looking for as they seek out solutions – they want a trusted vendor to work with much more than a deal or a discount . A vendor who can identify the pain points and recognise the customer ’ s needs provides value far beyond those that offer a discount or a deal just to grab attention .
What is your management philosophy ?
We have a rigorous recruitment process to identify the right candidates for each role and once we have hired them , my job is to remove barriers for them to do everything they need to execute on the plan that we have formed with the executive team . My philosophy is to help my team do their job and make sure that nothing stands in their way .
When you look back at your career , what has been the most memorable achievement ?
When I joined the iland team in 2016 ( prior to 11:11 ’ s acquisition of iland in 2022 ), we started with a small channel team of two
We started with a small channel team of two people and 13 % of the company ’ s revenue was conducted through channel partners . Today we have grown to more than 20 team members and that number has risen to 80 % of revenue . people and 13 % of the company ’ s revenue was conducted through channel partners . Today we have grown to more than 20 team members and that number has risen to 80 % of revenue . Growing this programme , the partner base and the team that we have in place , is something that I am truly proud of .
What made you think of a career in technology ?
A passion for networking is what got me started in this field , and now more than 25 years later it ’ s still a huge part of what drives me . I started out in tech support and eventually transitioned to sales engineering . In those roles I was supporting
the channel partners ; moving to sales was just an extension of that relationship and taking it a step further . I shifted my focus towards relationship management which is a significant and important part of my role today .
What do you think will be the hot technology talking point of 2023 ?
In 2023 , security is going to be a conversation that a lot of our partners cannot afford to avoid . The need for security and mitigating risks will not go away , and in fact will only get more important moving forward .
What are your personal interests and where do you like to spend most of your time after work ?
Outside of work you can find me pursuing my love of music by attending a concert or listening to old albums . I still own a bass guitar , but it has been a while since it has been played . •
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