you know

it's a team sport at the end of the day and people will see how committed we are but we you know we we tend to look for people in those businesses who are you know up for up for the fight with us and you know hungry to displace and even you know it has to be good for all parties when you bring the disty on.

It's not an easy thing to do because sometimes it means upsetting an incumbent or even ultimately maybe moving one on and I just feel like you need buy-in from all parties to make it work.

As a young distributor, seven years in now I don't think we should say that anymore but you know we have had to go through the hard yards of proving ourselves and 90% of engagements or vendor recruitment was always a challenge you know it's always us doing the doing the pushing and now it's slightly different actually which is a nice place to be and I think even you know last well when I was boarding the flight over here we had one of the biggest resellers in the UK who knew we had seen a a tier one vendor in the last week actively pushing us to sign them so they can put the business for us and you know now we've got that you know i always wondered like how does a distributor get you know loyal fans you know like champions yeah it's such a bad word sometimes isn't it in in the channel um but truly think that you know we we've arrived and landed there now and especially when you've got you know and it was two resellers of ours ultimately pushing for us or pushing for the vendor to sign us because we're such a tight-knit part of their pre-sales team technical team commercial team we understand the business we profiled inside out so i think for us now as well having been you know actively pursuing technologies and vendors over the years it's now the other way around and serious seriously credible ones but they still do all need to tick those boxes which is you know is it a good fit for the business Are the people on board, do they share the same ethics and morals as us about business and how we can go and win together and that partner protection ultimately as well.

We need to be comfortable and confident that if one of our customers brings us an opportunity, we're going to look after them.

I've just been to GYSEC.

Are they that important for your strategy? Trade shows are, you know, they carry different things for different people, don't they? And, you know, vendors often sit at the trade show and scan a badge and job's done.

That's great.