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Channel Vision – Chris Walsh, Sales Director, Alpha Generation

1 What was your greatest challenge in 2017?
Watching my beautiful daughter turn into a monster (she became a teenager!). Seriously, keeping focused on our company goals amid outside distractions, whether that be Brexit, the economy, the day-to-day distractions of running a business or the ever changing landscape of the IT security industry.

2 What was your greatest achievement in 2017?
Growing our company despite all the challenges mentioned above. One of our goals was to stay with a small number of core vendors and grow those rather than sign any old vendor. We have stayed true to our goals and hope to see the fruits of our labour next year.

3 What were the key growth areas for you in 2017?
We live in a seamless world with no boundaries and, with that, I foresee a different approach to securing endpoints that are still reliant upon the legacy methods of reacting to malicious activity. Our industry has to become proactive and close the 1% gap.

4 Any lessons learned in 2017?
Yes, I should have hung up on conference calls or walked out of more meetings as soon as someone used a phrase like ‘Deep Dive’ or ‘Blue Sky Thinking’. Apart from that, don’t have all your eggs in one basket and don’t let one particular entity have too much control over you.

5 What is your main focus for 2018?
To bring some of our newer vendors up to the levels we know they can achieve while maintaining focus on our current vendors. We also need to listen to what our partners are saying – they are the feet on the street and speak to end-users daily.

6 Reasons to be optimistic about 2018?
The bad guys keep trying to attack the good guys, which means we all still have jobs. Seriously, with mandates such as GDPR coming into effect, organisations will have to put into practice projects they maybe have delayed. This is good news for the proactive security channel.

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