technologyreseller.co.uk 33 world that requires a new set of disciplines to sit alongside our hardware and services businesses, and this is having a positive effect on both parts of the business. Just over a year ago, we moved into our new HQ, having embarked on a major refurb project. The new space is optimised to support a hybrid work model and is a great place to spend time with partners and customers. We are also embarking on a complete systems upgrade to help drive productivity and better interactions with suppliers and customers. There is a lot of change happening, but this reflects the level of opportunity now and in the future. TR: What do you see as the biggest challenges facing channel businesses today? JH: The pace of change has never felt faster and this demands a constant level of investment across the business, financially, emotionally and in terms of time. Finding a sustainable model to achieve this for the long-term without sacrificing culture is difficult and requires a real commitment to purpose. There are no short-cuts, and it is about more than money. The biggest challenge is maintaining that belief and trusting that acting with the right intent is the route to longevity. TR: Could vendors and distributors do more to help you overcome these challenges? And if so, what? JH: Thinking about reseller businesses strategically instead of through the prism of short-term forecasts and targets would be most helpful. Success is built on long-term planning, not reactive changes from quarter to quarter. A strategic approach to sales, marketing and service development yields stronger results if you trust that approach and remember that together we are trying to support and build trust with customers. TR: Are customers become more demanding, and if so, in what ways? JH: Customers aren’t necessarily more demanding, but they are certainly much more knowledgeable and therefore the value they expect from a reseller is heightened. Over the last few years, customers have shown how resilient they are to change and that translates into a desire to implement transformation decisions that require significant understanding and support. Just doing what has always been done is definitely not an option. Our adaptability must equal theirs. TR: If you could change one aspect of your job, what would it be and why? JH: I wouldn’t choose a different industry, as our ability to transform lives and experiences has never been greater. What I would take every day, though, is more time. I love talking to customers, partners and our people – this is what inspires me and helps shape what we do next. Unfortunately, every day seems to bring at least one more person I wish I had more time to spend with. Anything that gets in the way of those interactions I will always look to change; it’s how I get to have more good days! https://www.thisiscae.com/ One of the UK's leading corporate finance boutiques, Evolution Capital, are delighted to announce the completion of ten deals over the past 18 months. During a time of unprecedented market uncertainty and UK economic instability, the team at Evolution Capital have continued to work closely with buyers and sellers to secure transactions and ensure smooth, stress-free solutions for both parties. But we don't rest on our laurels; we're maintaining our strong work rate as the world comes out of the pandemic and would love to talk you through how our extensive market knowledge could benefit you as you consider an exit. Get in touch now to book your free phone consultation with one of our senior transaction advisors. It could be the most lucrative call you've made all year. LEADS THE FIELD 10 DEALS COMPLETED SINCE THE CORONAVIRUS OUTBREAK Evolution Capital - maximising business value in the post pandemic world T: 020 3696 2810 E: [email protected] W: www.evolutioncapital.com London office: 48 Dover Street, London, W1S4FF Chichester office: The Granary, Oak Lane, Chichester, PO207FD
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