My management philosophy has always been around building teams of people who work together , for the better of the team . and use cases that we can solve for their customers . We see our partners as part of our sales organisation , rather than as competition . As such , we focus on their customer success , ensuring that both their brand and our brand are seen as providing positive outcomes .
What are the latest trends you see emerging across the channel ?
The change in the market to
SASE-based services has meant our partners have had to change their business models , and as a result we have needed to find more ways to find value in their customers . For us , the challenge is the ability to deliver services as friction-free as possible . It is important that we help our partners deliver services as quickly , but as targeted as possible , through partner portals , fast deployment , and appropriate billing .
What is your management philosophy ?
As a long-term sportsman and a coach , my management philosophy has always been around building teams of people who work together , for the better of the team . I think it ’ s important to encourage individuals to meet and exceed their own personal expectations – which will result in the team exceeding theirs .
When you look back at your career , what has been the most memorable achievement ?
When SASE first started coming to the market , I secured a multi-million-pound deal with a large telco provider , working closely with one of our large channel providers . Still to this day , it is one of the biggest one-year SASE contracts the company has ever done – and something I look back on with pride .
What made you think of a career in technology ?
As a child , I was fascinated by how things worked , and much to my parents ’ dismay , used to take electronic equipment apart . They would often find the hoover or record player in pieces on the floor , it ’ s a wonder I never blew myself up ! When it came to thinking about the future , I thought a career in electronic engineering would suit me perfectly – and went on to study electronic and computer engineering at university .
What do you think will be the hot technology talking point of 2021 ?
In 2019 it was work from the office , in 2020 and 2021 it was work remotely . In 2022 it ’ s work from anywhere . This change has brought about the rampant spread of ransomware and bad actors across all sizes of companies – with ransomware attacks increasing by an astonishing
485 % in 2020 compared to 2019 . For Egnyte , it ’ s about ensuring our customers are able to survive an attack on their content while ensuring business continuity and avoiding potential financial demands .
What are your personal interests and where do you like to spend most of your time after work ?
Sport has always been , and continues to be , a personal interest . I spend my time both playing and watching cricket and golf , as well as coaching ! I also enjoy working in my garden – keeping the lawns cut while my wife makes it look pretty . •
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