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Meet the revolutionaries – Steve Glaister

Author: Grace Grieve

This week, it’s time to hear how Sales Director Steve Glaister will play his part in the Invosys revolution:

What’s the best thing about working for Invosys?
Freedom to explore new ideas and put new suggestions into the pot. It’s important to feel that you are part of something other than just a number in a business, so suggesting ideas and see them become products or resources is fantastic.

Invosys are on a mission to challenge the telecoms channel and lead a telecoms revolution. How can you help with this through your role?
I’ve worked in the channel since 1999, which gives me a massive amount of experience. It’s great place to be, however other companies do not understand it and can become greedy.
Rule number one is be honest (you will soon be found out), rule two is have empathy to your partner. They are trying to make money, win new business and secure existing- so I always ask “what would I want if I were them?”

Who is your favourite revolutionary, past or present?
Henry Ford- some may say that he changed skilled workers into unskilled workers, he effectively created the production line after he looked at something, saw a better way of doing it and changed the system. Everyone else then copied that style. I am also a huge quote fan, my two favourite business quotes are from Henry Ford
“the competitor to be feared is one who never bothers about you at all, but goes on making his business better all the time”
“If I had asked people what they wanted they would have said: faster horses”

What is the biggest challenge facing the telecoms channel in 2017?
Confusion- who do you trust? The new incumbents are becoming big business, the ones who were the revolutionaries 10 years ago are now the establishment and becoming sluggish, occasionally resting on their laurels. When you have nothing new to talk about the conversation becomes automatically about price and that only goes downwards.

Invosys are all about throwing out the rule book. Tell us about a time that you have thrown out the rule book to achieve better results.
I have sat in meeting in both business and in charitable group meetings (I do some work for charity but don’t like to mention it), where we are prevented from doing something because of the rules. At those points you have to have a think about why was the rule created and is it still relevant to where we are today. The last question to then ask “whose rules are they?”. If they are our rules and we are stopping ourselves making a change or making a difference, then the rules are wrong. As long as its legal, ethical and not fattening, those rules have changed.

And lastly …. Can you rise to the challenge?
Damn ******* right I can!

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