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5 for 15: Paul Harman, Alloys CEO

5 for 15: Paul Harman, Alloys CEO

The keys to 2015 from industry leaders

Paul Harman, CEO, Alloys

Paul Harman, CEO, Alloys

1. Key channel plays for 2015?

We're a very specialist distributor, so for us it really focusses in on what's happening in the print market and the integrated tech market. So we're focussing very much on the content creation and management to do with print and multi-function devices, and also how energy management will flow across the integrated technology market.

So our channel play is how we actually support our channel partners to be able to engage in that environment.

2. Key technology for 2015?

For us, it will be 3D printers that will be our key driver in the marketplace.

3. Key message to the channel for 2015?

How can the channel commercially manage itself. The channel is an ecosystem, and I think that the ecosystem actually needs to protect all the elements inside it if it is to survive. From supplier to distributor, to reseller, we've got to get a commercial flow so that the channel can continue to grow in the way that everybody wants it to grow.

4. Key warning to the channel for 2015?

We've got to have the money flowing through all our businesses for it to be able to survive. If we're not focusing on cashflow, if we're not focusing on growth or profit, we won't survive.

Let's not forget about developing our people, right across the board. The IT channel has the ability to bring in new people all the time, I'm not sure there's been as much investment in actually making them better people. We need better managers, better sales people, better engineers. If we don't do that, we'll get a skills drain.

5. Key to your company in 2015?

We've got a big new launch in terms of a product category coming up, which will add a new dimension to our business. So that's something that's certainly very important for our market, but again, we're a value-added distributor, and as much as the traditional things we need to do - being a post office and a bank - the key for us is to make sure we keep adding value for our suppliers and our customers, by being there, and being their trusted business advisor. I want to help them make money, help them find new areas to grow and find ways to be a better business.

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Tags alloysPrintersdocument managementvalue added distributionPaul Harman

iasset.com is a channel management ecosystem that automates all major aspects of the entire sales, marketing and service process, including data tracking, integrated learning, knowledge management and product lifecycle management.

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