For this interview, you received’t want espresso as a result of right this moment’s visitor is a strolling ball of vitality. Meet Lee Newman, a gross sales director from LAN3, and our Excessive Champion of the Quarter.
You might be woke up early within the morning by a cellphone name. You’ve simply received a contract with Buckingham Palace. What’s your response?
I knew getting Queen Elizabeth to attend that check flight was an awesome concept!
You’ve been instrumental in LAN3’s income progress over the past fiscal 12 months. What’s the key recipe to nice outcomes?
Lead by instance. Work very laborious and good. Put within the hours. All the time do what you say you’re going to do and encompass your self with a really competent group to assist ship excellent outcomes.
You spent portion of your time within the managed & monitored providers. Earlier than you joined LAN3 in 2010, you additionally labored at 3Com, the place you led an skilled gross sales group for a decade. How did it really feel to be again within the saddle?
Fairly wonderful. I’ve held numerous gross sales roles all through my profession however was initially LAN3’s Service Director, serving to change us from a pure reseller into an answer and managed service supplier. Almost two years in the past I turned Gross sales Director. You can not beat the sensation of understanding prospects’ necessities, closing offers, and receiving these POs.
What’s completely different a few services-oriented enterprise. Would you agree that NaaS ― Community as a Service ― is what the market wants proper now and that LAN3 is poised for vital progress?
Completely. We launched FLEX by LAN3 this 12 months. It’s a subscription-based procurement mannequin, with or with out our managed providers. This permits the shopper to have flexibility within the procurement of community gadgets and assist. They’ll scale up or down as their enterprise wants change, all on a month-to-month cost plan, so it’s OpEx slightly than CapEx.
Nearly all of our proposals supply prospects the normal procurement route and a NaaS various. I’m anticipating and pushing our enterprise to vary our enterprise mannequin over the following three years with NaaS progress regularly changing conventional procurement.
Talking of NaaS, the checklist of your current success tales consists of St Catherine’s Faculty, Oxford’s youngest undergraduate school, which moved its wi-fi to ExtremeCloud IQ with an Excessive Networks Subscription mannequin. How would you price the potential of Excessive’s cloud-managed options within the UK?
I could also be a bit of biased, however I really feel ExtremeCloud IQ is the market-leading resolution proper now for Wi-Fi and LAN and the potential is limitless. Clearly, being cloud-based is right throughout these COVID-19 instances the place the workforce is displaced. However AI and ML-powered analytics give prospects nice insights into their enterprise. Having one worth per license, whatever the gadget on the top, is a really compelling story, together with issues just like the limitless information retention. Prospects can evaluate stats earlier than, throughout, and after we come out of the pandemic.
What’s your favourite Excessive resolution? Do you consider there’s a single one that may open most buyer doorways?
It must be a Wi-Fi resolution: ExtremeCloud IQ Pilot licenses. We’ll additionally quickly offer CoPilot licenses by the way in which. So, IQ Pilot coupled with Wi-Fi 6 entry factors, all surveyed, designed, applied and supported by LAN3. Everybody wants Wi-Fi, it’s turn out to be as essential and as anticipated as another sort of utility like water or electrical energy. Folks assume that it “simply must work.” That positively opens the door and results in additional discussions across the LAN, WAN, and SD-WAN, safety, cabling, and providers.
What do you worth essentially the most in Excessive as a Companion?
That they merely care about you each as a person and as a enterprise and trusted accomplice. Their accomplice packages are the perfect I’ve encountered, giving us sure targets, spiffs and milestones to achieve, each when it comes to gross sales and the expansion of our technical skills. Their Heroes and Champions packages reward people each quarter and there’s a big selection of rebates. In addition they encourage us to give you off-beat advertising plans to make use of our MDF which often brings very respectable ROIs. We additionally work very carefully with their account execs to indicate a seamless joint method to prospects.
A particular shout-out to our personal account supervisor, Anthony Hackett, who’s extraordinarily insightful, useful, attentive, and helps us attain our objectives!
If a movie was product of your life, what could be its title and who would play you?
“The Watchmaker’s Son.” And Steve McQueen, if he was nonetheless alive. I imply, come on, he was the best man on Earth!
Although tea has lengthy been the beloved drink of selection in Nice Britain, you’ve determined to open up a espresso store enterprise within the London space. Why so rebellious?
I’ve all the time been a bit rebellious and risk-taking, and let’s face it, espresso is extra thrilling than tea. The hand-built La Marzocco Espresso machines we now have are a murals. One of many outlets can also be a cocktail bar, so we’re open from morning until midnight, therefore the identify: Fade to Black. My favourite needs to be a flat white espresso within the morning adopted by an espresso martini within the night.
Talking of British issues, we all the time ask our Excessive Heroes and Champions from the UK which well-known music artist or band they evaluate to Excessive to.
Possibly a bit tacky, however I’d say Dido, as her actual identify is Florian Cloudde Bounevialle Armstrong.
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