Year company founded?
1995
Year you joined?
2002
Best Business Decision?
Joining NetIQ
Biggest regret?
None. Life is too short
What is the hardest part about selling IT solutions in the current market?
The market is very competitive no matter what area you sell to. Buyers are better informed and understand the end-of-quarter pressures of sales people. Also sales cycles are much longer.
What trend in the market gives you most hope for the future?
Companies are spending again and re-investing in technology after a few years of inertia.
What do you find the biggest difference between selling IT in Britain as opposed to Ireland?
In Ireland selling is very much based on the relationship with the customer.
This relationship tends to be more informal and relaxed.
In the UK the relationship is centred on the organisation rather than the individual. This however can shorten sales cycles.
What items do you take everywhere?
Mobile phone and my wallet. I don’t need anything else!
What is your pet hate?
Guess what? Airport check in and airport security. Why not go through security at the check in desk rather than go to another queue in the airport?
What is your fantasy job?
Unfortunately Clive Woodward has it this year. (Manager of the forthcoming British & Irish Lions tour to New Zealand this year)
14/03/05
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