01732 759725 32 Q&A With Alan Watkins, Managing Director of CETSAT Their vision and drive assure me that CETSAT's future is brighter than ever.” Alan Watkins added: “Taking on the role of Managing Director is an exciting challenge, especially with CETSAT so tantalisingly poised to continue its impressive growth. We’re expanding into new industries, with new services, so it’s a real pleasure for me to be able to help guide this positive development. We are blessed with an incredibly capable team who are delivering an evolving portfolio of ever-improving services for our clients. From cyber security to software development, digital transformation to support services, CETSAT’s unique offering is one that will continue to grow.” Here Watkins gives his view from the channel. Technology Reseller (TR): How’s business? Better or worse than 12 months ago? And how confident are you about the future? Alan Watkins (AW): In one word, better. The previous 12 months have seen an encouraging period of growth, so overall we are happy with progress. Naturally, we are aiming higher, but we can look back with pride at what we have achieved so far. Recent changes in the leadership of the business mean we have a clear vision of increased profitability over the next two years. Good measurement and flexibility will provide proof we are still heading in the right direction. TR: In what areas are you experiencing strongest demand? AW: Without doubt, in our Managed Service Provider (MSP) offering. Too often in the past, there’s been a race to the bottom, but increasingly customers are placing effectiveness and delivery over the bottom line. More and more customers are willing to change things up in search of a better service, and that’s something we have benefited from. This is an area of focus for us, particularly with the introduction of our new Sales Director Paul Rowe. In the past, we have tended to let our work do the talking, with good results. However, we are now taking a more proactive approach to lead generation and reaching out to potential clients, with encouraging results across the first six weeks of the year. TR: What recent wins are you most proud of? AW: Developing software for bespoke applications has always been something we take great pride in. For a customer to come to us with a clear vision of what they want to achieve, and for us to turn that into a reality is an immensely satisfying part of what we do. We have deployed efficient applications that save the customer time, money and effort across a number of industries, including electrical contracting and manufacturing. It can be a painstaking process at times, but the final product speaks for itself. To turn an idea into a bespoke and workable application is something more businesses should explore. Often, an ‘off-the-shelf’ solution, although cheaper and more accessible to start with, will not provide exactly what the business needs. It’s better to make that initial investment and then reap the rewards for years to come. We have several ongoing projects, with potentially more lined up. This is a key growth area for CETSAT and one which we are looking to build on. TR: Where is business proving most difficult? AW: As with many industries, the skills shortage is biting. A lack of experienced and well skilled people has acted as a drag on our growth. We are working hard to navigate this challenge, particularly through our commitment to apprenticeships on the basis that if we can’t find good people in the labour market, then let’s train them ourselves. The number of apprentices we have is at a record high, and we will be looking to add to that. This includes mature apprentices, an area in which we have had a lot of success. When considering apprentices, don’t always look to younger applicants; mature men and women looking for a change of career have a huge amount to add to any business. I would fully recommend exploring that avenue. Founded in 2001, CETSAT specialises in digital transformation, managed technical services, cybersecurity and software development. It is based in the heart of Somerset but has a client portfolio extending up the M4 corridor, into London and from there to the rest of the UK. It recently introduced a new management structure, with company founder Durgan Cooper becoming Chairman and Alan Watkins, previously Head of IT & Cyber, taking over day-to-day management of the company as Managing Director. Watkins is supported by Commercial Director Michelle Dymond, Software Director Tao Ball and Paul Rowe, who was recently recruited to fill the newly created position of Sales Director. Commenting on the changes, Durgan Cooper said: “I'm embarking on a new journey, passing the baton of leadership to the capable hands of Alan Watkins, Michelle Dymond,Tao Ball and Paul Rowe. View from the channel Alan Watkins
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