Five Minute Interview: Andy Harcup, Imperva

We chat to Imperva channel sales manager Andy Harcup in this week's Five Minute Interview

Tell us what you do for a living.

I look after channel sales for Imperva across Northern EMEA.

Why are you the right person for this job?

I have very good grounding in the channel from my sales engineer days and I also have a whole lot of energy and direction to throw at my role.

What gets you up in the morning?

Normally, the light coming through the window and an aircraft as I live right next to London Heathrow airport.

I love what I do and although running the whole North EMEA region is challenging I feel that I make a big difference to our partner community by being an active and helpful part of their business.

Who helped you get to where you are today?

I owe my success to everyone that I have worked with. Each and every person along the way has taken a “chip of the block” to make me who I am. I do owe a big thanks to a Mr Neal Lilywhite who has made me realise that I can do things I never thought possible. I think we all need pushing along at points in our career and it really helps to have the right individuals supporting you when you need it.

What is the best or worst business advice you have received and from whom?

It is as follows: There is no such thing as luck. My definition of luck is being prepared to meet opportunity. My uncle actually taught me this in my early teenage years.

What advice would you give to someone starting out today in IT?

Work hard! If you enjoy something you will naturally be good at it, so make sure that whatever it is you are doing in IT that it’s an area you really enjoy.

What’s running on your smartphone?

LinkedIn, Stock Ticker, RSS Feeds, Twitter, Flipboard

What does the next five years hold for the channel?

It’s interesting times for the channel as physical slowly becomes virtual. I believe that this will present a challenge and an opportunity to the channel. More and more VARs are realising that the VALUE part of the acronym is key to survival. As more services are wrapped around a technology sale, more value is realised by the end user and as a result a longer lasting and sticky relationship forms. It is vital moving forwards that the channel takes advantage of the vendors’ training and development resources for both the sales and technical teams. The threats associated with the data centre are widely being recognized as a key focus for IT security professionals. This will be a key driver behind the evolution of next generation security products aimed at protecting the data centre.

Tell us something most people do not know about you.

I have a burning passion for photography and spend a lot of my free time exploring my hobby. You can see some of my work here.

What goal do you have to achieve before you die, and why?

To ride a Harley Trike (tent included) from the East to West coast of America. America is such a diverse and beautiful country and I only ever get to see it whilst travelling on business.

What is the best book you've ever read?

The Kite Runner.

And the worst film you’ve ever seen?

Bad Taste.

What would be your Desert Island MP3s?

The best of U2, Coldplay – Mylo Xyloto and anything by Mark Knopfler.

What temptation can you not resist?


What was your first car and how does it compare with what you drive now?

My first car was a Vauxhall Viva (with a blue spoiler I might add). I loved that car and back then it was just as good as what I have today. I don’t ever rate an individual by what car they drive.

Who would you least like to be stuck in a lift with? Why, what did they do?

This is a great question because when I sit and really think about it I can honestly say that I hold no grudges. I truly believe that ‘forgive and forget’ is good for your own well-being. I still would not like to be stuck in a lift with my mother-in-law though ;-)

If you could be any animal for a day, what would you be and why?

I would become our dog, Millie. She is such a happy little girl and gets to walk and swim a lot, and receives bags of love and attention from the whole family.

If you could take part in one event at the Olympics, which would you choose and why?

White-water kayaking. It’s totally exhilarating.

If you were facing awesome peril and impossible odds, which real or fictional person would you most want on your side and why?

I would choose Dynamo the magician. I think Dynamo would be able to change almost any odds whatever the peril!

And finally, a grizzly bear and a silverback gorilla are getting ready for a no-holds-barred rumble. Who is your money on and why?

It’s a good question! Probably the silverback as I have seen the awesome strength they have when angry and they also have a proper set of teeth.

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