One of the most significant challenges seen in the industry today is the need to implement sustainability within channel businesses , but many partners do not know where to begin . since the programme began in 2018 the company has helped customers save or avoid 347 million tonnes .
Many partners turn to the channel to solve their customer ’ s challenges in terms of energy management , sustainability , and digital transformation , and by collaborating with dedicated teams at a country or regional level , Schneider Electric can understand their business models and help them nurture and generate demand locally .
Terry is working to maintain the longstanding relationships with the existing partner network while investigating the opportunity to build new partnerships across the ecosystem . This includes partner businesses such as IT Solutions Providers , VARs , Systems Integrators and MSPs , and increasing our distribution capabilities .
How can a channel partner disrupt the regional market and gain a leading competitive position ?
For Terry , ensuring high performance in a competitive market comes down to people and their relationships with their partners , ensuring that they are learning from each other ’ s experience and jointly focusing on the business outcome required of the end customers .
Right now , the use of AI and machine learning in automation and data analytics continues to be the hottest point of discussion – both in the channel and outside of it . Terry expects this to drive strong growth in the future , especially within the industrial manufacturing , IT , edge computing and data centre sectors .
Which non-competitive business do you admire for its channel drive and strategy ?
Lenovo is a vendor that stands out for him ; its channel-centric approach and thought leadership over several years have set a high benchmark for others to follow .
Which aspects of your job role do you find rewarding and which challenging ?
The evolution of technology , the acceleration of digitisation and the drive for sustainability , have presented challenges and opportunities for Terry to grow personally and professionally .
Schneider Electric is a great company for people looking to develop and Terry believes mentorship to his team is vital to the sector ’ s continued growth .
How do you best like to de-stress and re-charge off work ?
Outside of work , Terry enjoys spending time with family , travelling , and being outdoors – preferably in a location with a limited mobile signal ; switching off in today ’ s world is hard , so when you get the opportunity , you need to grab it . •
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