Meet The Team

Meet the Team

Channel Dynamics Ltd was founded by Tim Barnsley and Richard Griffith, the Partners of the Company. A team of experienced consultants drawn from the ICT industry and grounded in CDL's comprehensive Market Engagement Strategy and Alliance Management methodologies, has delivered effective client benefits in hundreds of projects.

Tim Barnsley, Managing Partner

Tim is a co-founder of Channel Dynamics Limited.

Tim’s career in the IT industry included a range of sales, marketing and general management positions with leading IT manufacturers and resellers. After training in ICL he spent four years in Paris with Honeywell Bull before returning to ICL and the UK where he eventually became responsible for all ICL’s Third Party Operations. He was subsequently appointed as general manager of the UK arm of Computerland which was at the time the world’s largest reseller. Following a period running an Expert Systems software house on behalf of a Venture Capital company, Tim co-founded Channel Dynamics in 1993 with Richard Griffith and the two have overseen the growth of the company since that time.

Tim’s skill as a facilitator of strategy sessions is highly regarded. As a public speaker and industry commentator, Tim frequently leads sessions at industry events and conferences, and he is a regular guest speaker at client company conferences.

6 years ago, Tim drove the CDL initiative to found the Not-for-Profit Association of Alliance Managers with help from a number of leading ICT companies including Accenture, BT, Cisco and Xerox. AAM now forms the UK Chapter of the global Association of Alliance Professionals (ASAP).

Tim blogs on matters related to Alliances and Channels here:

http://tim-barnsley3.blogspot.com/

Richard Griffith, Director

Richard Griffith co-founded Channel Dynamics with business partner Tim Barnsley in 1993.

Richard has created and developed much of the best practice methodology now in use at Channel Dynamics, extending its application beyond its pure marketing roots to encompass strategic business management issues. In his former role within the Strategy and Marketing practice of PricewaterhouseCoopers, he led innovative and ground breaking projects with leading IT and Telco vendors. He specialised in new approaches to market and channels development, working with management teams to change the shape of the clients’ business. This earlier work has led Richard to form a passionate interest in the issue of effective change implementation in fast-moving environments, one of the main drivers in Channel Dynamics’ strategic approach.

With his broad experience across FMCG, Financial Services and IT, Richard brings a powerful mix of creativity and lateral thinking to assignments. He is much in demand as an adviser to Board Directors, often providing specific coaching in strategic marketing matters.

Greg Tanner, Associate Director

Greg has a long and successful career in sales and General Management where he has built several pan-EMEA channel distribution businesses for technology companies.

In 1990 he founded Zebra Technologies' European operations in the UK and grew the operations selling exclusively through channels across EMEA and established Zebra as the clear market leader in its sector. Over ten years the European entity grew to over $100m in sales, merging two acquisitions into the operations in the process.

Subsequently he led the global channel operations for Datalogic, based in Italy, before founding Vocollect's European operations in the UK, growing that business over 6 years to $45m all through channel distribution.

Other international companies in Greg's CV include Toshiba TEC, Savoye Logistics, Esselte Meto and the Rank Hovis MacDougall Group.

Greg's successful experience with complex, multi-channel distribution networks and working across multiple geographies and business cultures provides him with an excellent 'hands-on' perspective to the challenges of the continual evolution of channel dynamics in the technology world. So where better to put that to use than with Channel Dynamics' team!

David Everitt, Associate Director

Dave has an outstanding breadth of experience having come from a successful engineering base, through product marketing, partner relations management, business development, co-operative sales, teaching and more recently general management for a broad range of technologies.

After leaving the early years of hardware and software design he spent many years at AMD, initially in technical sales securing business in military, telecom and datacom. In the role of pan-EMEA marketing, working with multiple partners he secured multi-million dollar design wins in ink-jet, GSM handset and GSM base-station designs for proprietary solutions.

In 2000 moved his focus to the traditional IT area of desktop, mobile and servers, working with ODM’s to enable entry level mobile platforms, with key infrastructure partners to secure high end server cluster designs and with the game developers, graphic card and memory vendors to make the AMD Athlon 64 the choice of PC gamers.

More recently Dave led the EMEA team at Absolute Software, a SaaS provider delivering mobile device track and trace through a hosted (cloud) solution. Leveraging the primary channel of Dell, Lenovo and HP he took the business from an annualised $2m to over $5m in 18 months.

Dave’s experience of bringing success to multi-partner alliances using complex channels in a multi-cultural, international arena coupled with his focus on measured execution, his technical roots and his teacher training form a valued compliment to the Channel Dynamics team!

Tricia Mann, Office Manager

Tricia is the Directors’ PA and has worked at Channel Dynamics for the past 12 years patiently managing their diaries, meetings and daily lives!

She has worked in a similar capacity in international consulting, IT and telecoms companies over the last 20 years, including overseas assignments. She has also worked on process improvement projects based on more effective use of IT, and developed and delivered change programmes and training.

Helen Akitt - Principal Consultant

Helen Akitt has worked in a broad range of business roles spanning a career of thirty years in the IT industry. As a manager in ICL she ran product programmes, marketing programmes and training programmes. She also led a pre-sales support team which serviced both direct and indirect channels, and an indirect sales team for office systems products. She has extensive experience of consulting through working for PA Consulting Group where she devised and implemented office systems strategies for major customers. Helen has also worked in the channel in a services business development role for corporate reseller Corporate Software and Technology.

In her present role as Principal Consultant at Channel Dynamics, Helen delivers strategic marketing consultancy services to the management teams of IT and Telecommunications companies. Her competencies include market segmentation, definition of solutions and target markets and the development of go-to-market strategies. This includes both the development of Partnership Propositions for strategic partnerships and Partnering processes and documentation for Channels. As well as being responsible for delivery project management she has a particular skill in coaching marketing and business development staff in developing their own Go-to-Market plans.