Westcon Group's newest addition, sales director, David Hook, chatted with ARN's JULIA TALEVSKI about his new role, what he will be focusing on and what are some of the hottest trends in business.
How did you get started in the IT industry?
I was running my own businesses for about 15 years in hospitality and retail, and it got to a point where it wasn't very conducive to family life. I decided to get into sales and I knew that IT was a growing and prosperous areas and so I focused on trying to get into the IT industry. I ended up getting a role with a company called Provenco, who were a payment and technology company. I spent three years with them in a couple of different sales roles in Auckland, New Zealand. After three years, I applied for a position with Datastor, which was bought by Westcon in 2010. I started as an account manager and about two years later, I became the national sales manager and then about a year ago was made general manager of sales for Westcon New Zealand. Then three weeks ago started with my new role as a sales director.
How's the transition across the ditch?
The move has been good, but I'm still getting used to commuting at the moment. I feel like I'm part of the furniture now and I've been spending time with my team, meeting with customers, vendors and reaching out to people that I already know in the market. So far, everyone has been incredibly welcoming and supportive. It has been an easy transition.
What will be some of your points of focus?
I'll be getting to know the Australian business. It's a different business from New Zealand and the market itself is also quite different. I've got my ears wide open and I'm asking lots of questions, and I'm looking at the way we do certain things and reason behind doing it that way or whether there's a different way. I'm not looking to make any significant changes, I'm just looking to understand the business before any changes are made or at all.
One of my short-term focuses is getting more cadence and rigor around the way we go to market and also how we report back into the business. We don't have a CRM system at the moment and I'm focused on that as a project, so we can better report internally about how our business is performing, but also giving more support to the sales teams with both guidance and tools to make sure they're effective in the market. Ultimately, the goal is to provide the best customer service that we can, while adding value to our engagement with them. We don't just want to be seen as a logistics business, we have a large sales organisation and focused in the right way, they can add value to the channel.
Sign up for CIO Asia eNewsletters.