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Dialling into channel services

Dialling into channel services

IPL Communication’s Paul Scanlan is transitioning the distributor to a more services-oriented strategy. He spoke to ARN about family, helping partners through rationalisation and travelling the world.

What's the main focus for IPL this year?

We probably have two. One is to build up new vendors in that IP space and the other is to build up the services division. We believe that without the services division a number of our partners cannot move into new technologies that are emerging. We think there is going to be a rationalisation in the industry and a number of people will drop out, as was the case with IT many years ago. Part of our role is to carry our 200-odd partners with us.

Where do you hope to get your services division over the next 12 months?

I think we've got to clearly define what the services product we offer to the market is. I think we'll just focus this year on our current product sets, making sure we do it right and making sure it's profitable for our channel partners.

What do you do when you're not at work?

I'm a sports nut and rugby tragic. My wife hates winter because I'm glued to any rugby game that's going on, which includes everything from the under-14s to test rugby.

Other than rugby, what sports do you enjoy?

I think swimming is quite exciting and becoming quite a spectator sport. I enjoy tennis and any of those sorts of action sports such as athletics, triathlons, and surf lifesaving - anything that involves endurance, power and speed.

Do you like gadgets?

I do actually. I'm a practical person and not very good with gadgets but I like them. I use a PDA, my kids have notebooks and we're all into the Xbox and gaming.

What are some of your favourite toys at the moment?

I'd have to say the Sony Playstation 3. I think the way things are going PCs are going to blend into the television and the whole lot will be a permanent part of our life - in one way or another - and I can visualise myself playing games against my grandkids eventually.

What did you want to be when you were younger?

I wanted to be an air force pilot flying F1-11s but that didn't materialise. At the time the air force was inflexible in that they don't offer careers like they do now. I used to travel a lot and I got into jobs where there was a lot of travel involved, but that's as far as I went.

Where have you travelled to?

It's more a matter of where I haven't been. I've been through a lot of Europe, through large parts of the US, a little bit of Canada, South America, and chunks of Asia - particularly the eastern part of Asia. Some of the countries I haven't been to yet that I'd like to visit include China and Russia.

What is your biggest ambition?

To be close to my kids as they grow to be adults and have kids themselves. I think the most tragic thing is when the kids leave home and you lose touch with them. Family is very important to me, so if I can manage that I'll be pretty happy.


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Tags IPL CommunicationdistributorCanonPaul Scanlan

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