What’s currently having the greatest impact on your business?
The convergence of IT and communications services continues to change the market. The growing number of IT VARs that are offering VoIP and other types of communications solutions to their customer base and vice versa presents many opportunities. For wholesale players, we have a very unique provisioning product called MOSAIX. This will help IT VARs to create ordering portals that their channel partners can use to price up and order products/services.
Where do you see the next big opportunity?
The rise of subscription services is definitely going to be a game-changer. Increasingly, customers will seek out services that are supplied on an ‘all you can eat’ basis. Getting this right with an attractive pricing model and service proposition will pay dividends. Of course, in a world where customer costs are fixed but a reseller’s are not, the trick is to scrutinise margins to ensure accounts are performing profitably.
What would make your day job easier?
Having two more of me.
What’s the best bit of business advice you’ve been given?
Get the right people around you. It’s so important to surround yourself with a capable team in which everyone knows what they do and are driven to succeed. Challenge them, keep them happy, provide encouragement and guidance. Do this and the benefits will increase exponentially.
If you had had a crystal ball, would you have done anything differently?
I’d have learnt to take time and trust my instincts when it comes to recruiting. Choose the wrong person for a role, whether that’s because of their attitude, character, skill set, experience, knowledge, you name it, and they won’t ever become the right person. It doesn’t matter what you do.
Describe your most embarrassing moment.
You couldn’t possibly put it into print. Let’s just say that I won’t ever look at oysters the same way again.
What was your first job?
At 14, I had a couple. A paper round in the morning. Then, after school, I cycled a four-mile round trip and picked tomatoes for a few hours. By the time I was 17 I’d saved enough to buy a Golf MKII GTI.
What would be your dream job?
I’m living it. What little boy doesn’t dream of telecoms billing?
Money’s not an issue, what’s your perfect car…and where would you like to drive it
Laferrari Spider through the Amalfi Coast or Vegas, depending on the night planned!
Fine dining and good wine, or curry and a pint?
Fine dining every time and some Bollie. Then again, you can’t beat a decent curry and a few beers!
Favourite holiday destination?
I love Ibiza and never leave it too long between visits. Formentera is also a firm favourite.
How do you like to spend your spare time?
Family. Golf and my new grand designs project.