Time to pack my bags and burn my case!

So, after a little over 21 years of working in the IT Industry I’ve decided to call it a day. It’s time for an ageing ‘IT-Rex’ like me to step aside and make room for some of the ‘up-and-comers’ in the industry, of whom there are many.

After spending my entire career as a hard working, loyal and committed employee (some might disagree) trying to make someone else’s vision become a reality and executing against someone else’s plan, I’ve reached an age (at least in my head) when I need to know once and for all ‘could I build and run my own business from the ground up?’. A perfect storm sees this growing curiosity collide with an idea that I’m genuinely passionate about, so I’m off to sell suitcases! I bet that took the wind out of your sails, bear with me………During the last two years I've experienced ups, downs, rejections, setbacks, small victories, multiple trips to China, e-mails at 3.00am, glimmers of hope, more setbacks, promising meetings with global brands that don’t quite pay off, more bloody setbacks, the arrival of my second child Jessica and all whilst giving 100% to a day job I’ve genuinely loved (and still do). However, I now have enough confidence and conviction to walk away from the career that has made me the person I am today. It feels like the time is right to try something different, something new, something slightly scary but something that really excites me. I'm certainly not too proud to return to IT with my tail between my legs if it doesn’t work out but I wouldn’t be leaving the best job I’ve ever had if I wasn’t confident of being able to replicate/exceed previous achievements. Admittedly luggage is a completely different industry but it's one that still relies heavily on sales and it also gives me the opportunity to continue working closely with some familiar tech brands who have shown significant interest in our travelcases.

I’ve always been a huge fan of Nelson Mandela’s famous saying ‘I never lose. I win or a I learn’.

Brave or stupid? Probably a bit of both!

It’s still early days but as a result of securing some high profile partnerships primarily with sports teams such as Chelsea, Liverpool, Manchester City, West Ham and England RFU to name but a few, we’re slowly establishing the brand ‘Kitkase’. The next stage is to leverage the brand awareness we have built up to attract more corporate clients who see the value in a branded travelcase as a way of both increasing engagement with their employees, business partners and customers whilst also being a highly effective marketing tool for promoting/advertising their brand – a mobile billboard of sorts! Last year I would never have dreamed that we would have secured orders for nearly 10,000 cases from several global brands within the first two months of opening our first office in Manchester and creating four full time opportunities, with more additions planned. Anyway that’s the Kitkase ‘pitch’ over with and I’ve almost convinced myself I’m not making a huge mistake.

Given almost half of my entire life has been spent ‘selling IT’, I thought it would be a good opportunity to take a moment to reflect on this time, thank a few people and share a few thoughts.

So where did it all start?

As a fresh faced 21 year old graduate at a small IT reseller called DNCS.?A fantastic little company, with some great people (Joan in the canteen was an absolute superstar) working out of a tin-roofed office on an industrial estate in Heywood, just outside of Manchester. We used to produce an IT catalogue (note to all the millennials – the internet hasn’t been around forever!) that featured wild animals, occasionally mating, on the front cover as a conversation starter. On reflection, this was a genius idea as clients kept our catalogue on their desk and used the other 34 similar catalogues featuring boring pictures of Iomega Zip Drives and Microsoft Encarta (now defunct due to Google/Bing search bar or Siri/Alexa) as a makeshift stand for their Oki dot-matrix printer in the corner of their office. One year we printed thousands of copies featuring an offer for free memory with Toshiba Tecra laptops on the back page. It was only when clients started calling in and asking for the part number TOSMEOFF did we realise what we’d done wrong, but again our clients saw the funny side and it simply added to our charm Vs more corporate competitors. This is the place where I cut my teeth in IT sales and learned (somewhat nervously and reluctantly in the early days) how to cold call. First set of ‘thank yous’ go to Chris Kelly, Rick Wallis, Johnny Gupta, Dave Hopps and Harry Afzal for the opportunity they gave me and their guidance/support. DNCS was eventually acquired by Dixons Stores Group and became PC World Business, followed by Equanet. 30 staff became 400 and turnover smashed through the ￡400m barrier with Derek Lloyd as the captain of this ‘super-charged barge’ as he once called it. Unfortunately, it all went a bit wrong due to a series of bad management decisions following Derek’s departure, Dixons never fully understanding B2B and a revolving front door that could have powered the entire building if it had been connected to a dynamo. It was time for me to jump ship or should that be barge. More ‘thank yous’ to Adrian ACK, Daryl Platt, Jon Lang, Geoff Wellen and Paul Barlow – all very different styles but all great managers/leaders who I learned a lot from.

The one memory I’ll never forget as long as I live was seeing the events of Sep 11th 2001 (wow was it really 16 years ago yesterday?) unfold in front of me and the other 400+ staff at our Waterfold HQ. Today we take for granted the real-time, instant-access, always-connected world of Facebook, Twitter and WhatsApp. A celebrity death now goes viral to millions of people round the world within minutes of the news breaking. Back in 2001 we had to largely rely upon the good old BBC website and each story loaded up slowly, section at a time, followed finally by any pictures. It started just after lunch on Sep 11th when someone spotted an article claiming a hang-glider had flown into the north World Trade Centre, the news spread like wildfire. 5 minutes later the article had been updated, it was now a light aircraft, 5 minutes later it was a passenger airplane, another 5 minutes passed and the building was on fire. On it went, a 2nd plane, the towers collapsing one shortly after the other, more planes being reported missing, events unfolding in Washington. It genuinely felt like the world was going to end. There were even reports of low flying planes over Manchester and London. I hope I never experience a day like this ever again as this was the equivalent of my grandparents telling me they clearly remember 22nd November 1963 when JFK was assassinated - only this tragic event was on steroids in comparison.

In 2007 after just over 9 years (or three lots of three years – I’ll come back to this) and various middle-management roles across both the corporate and public sectors, plus 8 months working out of Borehamwood on a large-scale integration project it was time for a change. I decided to dust off my sales skills and pitch myself as an experienced, visionary sales leader - I certainly wasn’t but had always subscribed to Richard Branson’s logic ‘If somebody offers you an amazing opportunity but you are not sure you can do it, say yes – then learn how to do it later!’.

Luckily Insight gave me the opportunity to join as Sales Director for their Manchester Office of about 30 people. One of the main reasons I joined Insight was because of their charismatic MD at the time, Angelo Di Ventura (ADV). I had a great time working for ADV as despite his role being more general management he was a proper sales person at heart, a shark amongst goldfish who could smell an opportunity a mile off. I last saw him at the CRN awards last November and he’s not changed one bit – thanks ADV for giving me the opportunity to step up. Exactly three years from the week I joined (this is when I consciously realised my entire career was made up of three-year terms) I decided I needed a break as by this stage I'd taken full responsibility for Insights Public Sector division and helped grow this exponentially whilst building an amazing team across the Manchester, Sheffield and Uxbridge offices. Too many stars to thank individually but a shout out to Guy Beaudin, Sue Doherty, Jane Taylor, Michael Brodigan (my best man and best mate to this day), Owen Hughes, Tracey Gaspar and Darren Keane. ‘Keano’ was, and probably still is, as mad as a hatter but he was the first person I ever saw cold calling (back at DNCS) who made me stop and think ‘shit that guy is good, I wish I could do it like him’ – Littleborough’s very own Jordan Belfort.

And finally Softcat……

After leaving Insight I had some time off with my wife Angela to rebuild some bridges (the Maldives was an excellent choice as it meant 2 weeks without e-mail) before evaluating what I wanted from my next challenge. I’d come to the conclusion that most IT resellers were broadly doing the same job, selling the same stuff, to the same customers and at similar prices. The only real differentiators were the values of the company you represented, their culture, their capabilities, their aspirations and how they chose to conduct business. With this in mind, I realised that I needed to work for a business that had a soul, personality and real character. A company that I would be proud to work for and talk passionately about to my friends, family, colleagues, customers and partners – this is how it felt in the early days of DNCS/PCWB when I was happiest. I spoke to a number of companies but one stood out by an absolute country mile. In fact, it was actually the person representing that company, a certain Martin Hellawell. An unassuming Brummie guy, clearly confident in himself but certainly no ‘big I am’ who felt the need to reel off all his achievements in an attempt to impress me. Instead he wanted to know about me, my family, my aspirations. Never once did he ask what I could I bring to Softcat by way of customers or staff, this in itself was very different to the other companies I’d spoken to who all gave the impression they wanted me for what I could bring, not what what I could build and develop from the ground up. A couple more ‘chats’ later, it never felt like an interview or an interrogation, with Martin and the other Softcat directors and it was an easy decision to make, so I signed on the dotted line.

A few weeks later the reality hit home - I’d committed to Martin that I would build the best public sector team in the UK, capable of growing to ￡100m+ within the first 3 years. Another ‘oh shit’ moment, the salesperson in me had made another commitment I now somehow needed to deliver. However, as a direct result of quickly assembling an experienced core team in Ant, Braz, Ricey, Smudge, Bezza, Sabine, LeeLa, Sleazy and Andy Bruen, complimenting this with some unbelievably talented potential in Helen, Lamby, Louca, Nick G, Lodz & Stotty and leaning heavily on existing superstar Bowler we achieved the original target and smashed through the ￡100m barrier like it wasn’t even there. I was having that much fun at this stage I thought I’ll stay for another 3 years (my rule of three again) and aim for ￡200m+. And here I am today after just over 6 and half years looking back on by far the most enjoyable and rewarding years of my time in IT. I’ve been extremely lucky to be part of a company that has grown from under ￡200m and 220 staff to one that now has 1,100 staff and is heading towards ￡800m according to City analysts. I’m extremely proud that I was trusted to double the size of the Manchester Office and open new offices in Leeds and Glasgow, both of which are doing amazingly well. Whilst my business and commercial skills haven’t developed significantly in this time, some of the leadership skills and qualities that I probably didn’t even appreciate fully earlier in my career are now almost unrecognisable. Whilst I’m certainly no ‘Level 5’ leader (read Jim Collins – Good to Great), having spent time working with Martin and observing, learning and putting into practice what he does naturally and effortlessly on a daily basis, I’m certainly on the right path.

I’m almost done and this brings me right up to the present day. The highlight of my time at Softcat, but also my career in IT came on Saturday night at the Hilton Birmingham Metropole, following Softcat’s annual ‘Kick Off’ where the entire business gets to hear what we’ve achieved in the previous 12 months and everyone leaves feeling energised and motivated. At the end of a fantastic award ceremony, where Softcat recognised some of its brightest stars (always mission impossible given how many there are), I received an award of my own. It honestly took me by surprise as Martin reeled off an amazing eulogy and I thought ‘wow I wish I was more like this person’, before thinking ‘that bloody Ant Cowen has now got an award on top of the job I probably shouldn't be giving up’. The penny only dropped at the end when Martin said ‘despite having a silly accent (rich coming from him) and going off to sell shit suitcases – Jamie Burke is the winner of this years Inspiration Award’. Getting a standing ovation and being cheered up on stage by 750+ people who I have nothing but the highest respect for was truly humbling and the first time in years I’ve genuinely been speechless. It also highlighted another important lesson in leadership for me. After giving both my previous employers the same commitment and dedication during my respective tenures, when I told them I was leaving they made me feel like a leper. It genuinely felt like I’d told the Godfather I wanted to leave the family, minus waking up to a find a horse’s head in my bed the next morning. Luckily Softcat is very different. Whilst they are disappointed to see me leave (at least I hope they are, or was the party on Saturday night to celebrate getting rid of me?) they have supported my decision and treated me respectfully, and I have reciprocated this.

I’ve still got 6 weeks left at Softcat and I’ll give my all until the day I leave. With a strong succession plan in place, and two great guys - Anthony Cowen and Gareth Price respectively taking over my Public Sector and Corporate responsibilities I leave Softcat with my head held high, knowing I leave them in a stronger position than when I joined and that their success will continue for many more years to come.

Big thanks to Peter Kelly who has always supported me, Colin Brown for being a top boss/bloke, all the other Softcat directors especially Doug Fawell who kick-started Softcat’s public sector journey with founding member and all-round superstar Rachel Bowler, my entire management team and to everyone else at Softcat who has worked alongside me in what has been a truly epic experience. I’ve also been lucky enough to build some great relationships with both partners and customers – thank you.

As for Martin, without doubt, he is the best ‘boss’ I’ve ever had and I’m truly grateful for everything he has done for me both personally and professionally. I’m over the moon that he’s decided to take on the role of Chairman as this will allow him to take his foot off the gas a little and spend more time with Mandy and the kids, keeping fit and enjoying himself more – he tries to pretend these things are mutually exclusive but he’s not kidding anyone.

Since I announced my decision to leave people have been asking ‘are you getting out of IT before it all moves to the cloud and resellers become redundant? or is it because cold calling is dead? or have you fallen out of love with Softcat?’

I can honestly say it’s none of these reasons and my decision is purely down to the fact that I’m pursuing a dream of building my own business, and lucky enough to be doing it with five guys I've known an awfully long time.

To address, and put to bed any conspiracy theories; I honestly think there will always be a place for value-added resellers like Softcat, as long as they keep evolving rather than trying to keep doing what they’ve always done. I’ve no idea what goods and services Softcat will be providing 10 years from now but I have no doubt they’ll keep finding new and innovative ways to add value and ensure their longstanding clients continue to use them, whilst attracting new clients from those resellers trying to resist change rather than embracing it. A little over 10 years ago the name Softcat (Software Catalogue) was a fair reflection of the businesses primary focus. If we used a similar logic to rename today we’d be called something like Soft-Hardware-SAM-DC-Networking-Security-MPS-Support-Services-Cloud-Cat. This said, we’d probably drop the ‘Cat’ reference as the only people still producing catalogues these days are Ikea and Next.

I’m also reading, with increasing regularity, lots of posts and articles on LinkedIn about cold calling being less effective than it once was before the proliferation of social media and if you believed some sources it’s already dead. To some extent I agree, however, in my opinion it’s the actual art of cold calling, and doing it well, that’s dying not cold calling as a valuable and effective way of selling. The simple facts are a generation of unskilled cold callers who are devoid of any passion for the products/services they’re being asked to peddle have been given weapons of mass destruction - a telephone and peoples contact details being easily accessible via the web. Barely a day passes when I don’t take a call from an unknown number only to find it’s someone promising me a PPI refund, a government grant for double glazing/solar panels or a huge compensation payout for an accident they’re hoping I might have had recently or a family member or a friend or anyone I’ve ever known might have ever had. To make it worse, when you go to the trouble of being courteous and explaining that you’ve never had an accident, live in a house with new windows and have never taken out payment protection they think it’s acceptable to simply hang up without having the courtesy to say ‘thanks for taking my call and have a nice day’. I genuinely believe there will always be a place for an expert cold caller, someone who doesn’t hide behind e-mail or social media and who has enough tenacity, perseverance, intelligence, creativity and personality to get past gatekeepers who are trained like assassins to ruthlessly terminate cold calls. Cold calling is a fine art and those individuals who possess the necessary skills will always do well. Additionally, they will always command a premium for their skills and expertise, just like a master tailor who still makes timeless, made-to-measure suits when most people are happy to accept mass produced, affordable, off-the-shelf suits that are ‘on-trend’ today, yet ‘on-sale’ tomorrow.

As for Softcat, I’ll always love what is without doubt the best IT reseller in the UK, possibly the world – don’t’ believe me look at the key metrics. Whilst selling suitcases is a world apart from IT, if Kitkase has the same laser focus on staff, customer and partner satisfaction we’ll sell bucket loads of cases!

Finally (well done if you’ve survived this far), what’s the story behind burning an old briefcase on a bbq?

Whilst it wasn’t quite an antique and won’t ever get the chance to become one, for those of you that have worked with me during the last 15 years you’ll have no doubt seen me carrying this old, brown, heavily worn, tired looking briefcase into the office every single morning. This briefcase has served me well and has accompanied me to every meeting, presentation, pitch and even the occasional 'arse-kicking' that I’ve attended during this time. It’s undoubtedly brought me a lot of luck and success, so much so I’d come to rely upon it as my lucky charm when bidding/pitching for business. However, it now feels like the right time to retire ‘old faithful’ and replace it with a shiny new, and slightly trendier ‘man-bag’ as I enter the next chapter of my career.

I wish everyone I've had the pleasure of working with in my IT career the very best and can honestly say there have only been one or two 'knobs'. I'd like to think they have changed for the better over the years but probably haven't ??

Jamie

PS Apologies for any typos or grammatical errors but I wrote this the day after an award ceremony

PPS If I’ve worked with you over the last 21 years and you didn’t get a mention it’s not because I don’t like or appreciate you, it’s more likely I simply forgot due to old age – sorry x