Tech Insights with Alisha Christian

Women in Tech: Breaking Barriers, Building Careers

• Mercury IT • Season 1 • Episode 8

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Sally-Ann brings three decades of tech industry wisdom to this enlightening conversation about her journey from 1980s London to her current role as Mercury IT's Chief Sales Officer. Drawing from eight years with the company and her extensive career, she offers a candid look at how the industry has transformed, especially for women in technology leadership.
 
 The conversation explores how Mercury IT functions as a Managed Security Service Provider (MSSP), positioning itself as more than just technical support—they become trusted advisors embedded within client organisations. Sally-Ann articulates how this approach creates business value through strategic technology implementation that solves real-world challenges. Her passion for helping clients shines through as she describes Mercury IT's ability to scale alongside growing businesses, from supporting startups to enterprises with hundreds of employees.
 
 Cybersecurity emerges as a central theme throughout the discussion. Sally-Ann doesn't mince words when emphasising that cyber threats are inevitable in today's landscape: "It's not a question of if, it's when." She highlights how Mercury IT's dedicated cyber division provides specialised expertise that most organisations couldn't assemble internally, creating a compelling case for the integrated MSSP model.
 
What makes this episode particularly valuable is Sally-Ann's leadership insights. She shares her management philosophy of leading by example and nurturing talent, having helped team members transition from administrative roles to successful sales careers. Her advice for aspiring tech professionals is refreshingly practical: trust your instincts, find a mentor, and commit to continuous learning. As artificial intelligence transforms the industry, she emphasises the importance of staying adaptable and forward-thinking.
 
Connect with Sally-Ann on LinkedIn to learn more about Mercury IT's services or to discuss your organisation's technology challenges. Her willingness to mentor others and share her extensive experience makes her an excellent resource for anyone navigating the rapidly evolving world of business technology.

Speaker 1:

In today's episode, I'm joined by our first female guest, Sally-Anne, our Chief Sales Officer here at Mercury IT. Sally-anne and I work together quite closely on events and marketing, so it's great to have her on the show today as she shares with us her career journey and also how much she loves to help clients get their technology in place. Enjoy the episode. Hi Sally-Anne, Welcome to Tech Insights. Thank you for having me. Thanks for coming along today.

Speaker 2:

Very welcome.

Speaker 1:

So you've been with Mercury IT for quite a number of years now as the Chief Sales Officer, I think, coming up to about eight years now.

Speaker 2:

Yes, correct.

Speaker 1:

So I'm sure you have plenty of tales to tell and a few secrets. Yes, I appreciate you coming on the podcast today. Nice to have a fellow female on the pod, indeed. So I guess would you like to share with the listeners a little bit about your background and your career over the years.

Speaker 2:

Wow over the years. Yes, I started in this very male-dominated industry back in the late 1980s in London and just loved tech, just loved IT, just loved the sales, the chase, the win, the deal, but also making a difference to people's environments and their businesses and solving solutions. So I moved out of tech for a long time but found Mercury, as you say, eight years ago and I've been loving it ever since and it seems like it's been a year, two years. Eight years is a bit crazy, but yeah.

Speaker 1:

Well, yes, well, we've worked together for six years now, so and we work on a lot of things together marketing, events, getting out and about together. So tell me a little bit about any challenges that you've faced in your career not necessarily at Mercury, but just obviously as a woman in tech over the years.

Speaker 2:

Sure, being a female, as I say, back in the 80s or late 80s I'm giving my age away here it was very much. I was one of few. I'm very pleased to say that has changed. Today there's a lot more females at my level, certainly in sales, certainly in in cyber I'm seeing it, which is which is very, very good. Um, not so much in the tech, um, the engineer type environment. Um, I'd love to see that improve, um, but it's it's just getting that start. And who doesn't like a little bit of tech? Um, I like gadgets, very, very big, very big on gadgets, and I'm getting to work with them every day and getting to see where it's going, especially with AI coming in. I think that is going to be a game changer for us.

Speaker 1:

Yeah, for sure, and I think one of the amazing things about working for a technology company is being able to hear about all those AI changes and things that are coming into play long before you probably would if you're working for a different company or industry. So, yeah, that is pretty fun and scary at the same time. As I've mentioned many times on this podcast Yep, sure is. So you spend a lot of time, obviously, on the road meeting different clients and people. I know we've spoken many times about how you do love to you know get the right solution for clients. Can you explain a little bit to the listeners about managed services and how they kind of differ from, like, your normal IT team?

Speaker 2:

Look, we're a managed service and security partner, so we're an MSSP, so that makes us a little bit different in the market today. We have a siloed, separate cyber division that Chris, who you guys in the podcast would have met before heads up. And what's really interesting is just watching this space and how it's playing out. I feel that managed services is just an extension of what we do now. The solutions we deliver changes business outcomes. You don't use tech for the sake of using tech. You use it to solve current business problems and managed service is part of that. We become infused into a business whereby we are that trusted advisor for our clients. We are their internal IT, and it's a responsibility we take very seriously and we are well I'm proud of the services that we deliver. I absolutely think we are best of breed in what we do, and managed services, as I say, is becoming that infused IT department internally.

Speaker 1:

And managed services, as I say, is becoming that infused IT department internally.

Speaker 2:

And what do you think you know the biggest benefits for businesses when taking on like a MSP or MSSP? It's that knowledge that we bring to the party. The depth we've got within Mercury is very exceptional. We do have, as I say, best of breed advisors that can tell a business where they need to be going, build out that roadmap and really bring that strategy piece to a business and, as I say, let businesses leverage IT to solve their problems in an agile, scalable fashion.

Speaker 1:

And I think that is a huge thing too is that, having just so much experience within the company, you would never get that if you had just an IT team of you know two, three, four people, you just wouldn't have that scope at all. So I can definitely see how that would be a benefit, for sure, and for someone that's either looking at getting a managed service provider or changing managed service providers. How would you go about that?

Speaker 2:

Well, it's very simple. I mean, it's a question of just changing some access and some passwords and onboarding in a seamless fashion. Some people say it's hard to do. That's not my experience at all. It's relatively quick and simple. We've done it in a day whereby the relationship is broken down with, let's say, the outgoing provider and we're coming in. It can be a bit bumpy sometimes, but everything in life is a little bit bumpy sometimes, but it is relatively easy and, as I say, we can do it as quick as you need to and have you, you know, seamlessly, just carrying on.

Speaker 1:

Yeah well, you certainly make it sound nice and easy, and I'm sure you'll be holding some hands along the way there.

Speaker 2:

You do, and that's why we have the dedicated account managers that we do. Every account managed service client has an account manager and they walk them through that process. We have a project team, we have an onboarding team. We've got all of the people and the personnel and the experts in place to do it relatively seamlessly, okay.

Speaker 1:

Yeah, excellent, and most people that you talk to that are sort of looking to go down that avenue. Are they looking to do projects or are they looking for cyber security, or are they just looking for IT support? What are you finding at the moment? That most people are sort of chasing.

Speaker 2:

All of that. Look, definitely the cyber is a big one. At the moment we are seeing an increased challenged world for cyber, with threats coming from various countries and ramping, no matter how big or how small you are. It's not a question of if it is when, and I've been talked very well by Chris, oh, yes.

Speaker 2:

I think we all have, we all have, and suitably scared. I think we all have, we all have, and suitably scared. But look, projects. We are deploying lots of projects at the moment. Managed services is always required. It's just giving that advice. I'm seeing a lot of road mapping happening because of where AI is coming into this, where we're going to, you know, automate and utilise and enhance businesses using AI. That's going to be starting to ramp up, which involves projects, which involves support and everything else. So all of that.

Speaker 1:

Yeah, I mean, it certainly is ramping up with the AI, that's for sure, and we've been doing a bit of content around that ourselves just to try and help educate people about that. We had an event recently. If you would like to see any of the snippets on that, you can reach out to Sally-Ann or Chris. So, yeah, we're constantly trying to put that information out there, aren't we? To help businesses? Absolutely, yeah, just to kind of stay abreast of what's happening out there.

Speaker 2:

Awareness is key.

Speaker 1:

Definitely, if someone was to engage a managed service provider such as Mercury, is it easy enough to scale Like? If you know they start out as kind of a smaller business and then ramp right up?

Speaker 2:

Yeah, I mean, we've had clients that have been with us for years and they've now got even embedded technicians, so we actually provide staff on site, at the client site, for constant support. Uh, we do that for a number of clients, um, currently. Um, so we can scale, we're very agile as a business and we're really proud of that and it's something we really protect because of the fact that we can ramp, we do scale um and and support and go with our clients is on on their journey and on our journey, just as that internal IT department, so we can turn it on as fast or turn it off as fast. It's very, very scalable and very agile.

Speaker 1:

And I mean you don't have to name names. However, any clients that kind of stick out in your mind that came to you and were a little bit disillusioned about their IT and you were able to sort of help them get on their way.

Speaker 2:

There's quite a few. Actually, there's some that I'm actually very proud of. I mean, in Yatlo it's scaling rapidly, both in Fiji and in Australia. They're a very big one. We've got a very large veterinary company that we work with that have done exactly that and are continuing on that path and that growth. They've gone from like 20 people now to about 600. So we support them all the way through that journey.

Speaker 2:

So all through those acquisitions and integrating the systems. That's always a challenge because you inherit sometimes notoriously bad it and you need to get it to a place where the actual you know, the head company is actually happy with from a security point of view, but also a a company compliance point of view and policy and governance point of view as well. So we've done a lot of that type of work as well. I think one of AJ's major projects was we had to launch 90 dentists in 90 days, oh my goodness. And we actually did it. So we broke a few people, don't get me wrong, but we've patched them all back together now and they're still here and they're still loving working for Mercury and you know, it's just so many of those that I can talk about.

Speaker 1:

I think you don't mind the challenge, do you I? Don't mind the challenge, I don't mind and you definitely don't not like to be told no, so no, it's not my favorite word in the world no and um, is there anything else that you would uh share with the listeners about, you know, getting IT happening for them or their cyber security journey?

Speaker 2:

I think when especially when choosing your managed service provider about getting IT happening for them or their cybersecurity journey, I think, especially when choosing a managed service provider, go with your gut. Your gut is a really good gauge of who you can trust, because you've got to be able to trust your IT partner, because it is the keys to your kingdom. Everything's about data these days and getting access to data and securing it and making sure that it's constantly available to you and that you have that peace of mind is probably the most critical thing when choosing a partner. Look at the longevity, look at their staffing turnover and things like that is really really key. We believe in family first in Mercury. We like to be an employee of choice and I believe we are. I've been here eight years and, as I say, it seems like two.

Speaker 1:

Yeah, time has definitely gone fast, that's for sure.

Speaker 2:

It has gone very, very fast and you've got to like you spend so much time at work. You've got to like the people you work with. I trust implicitly everybody that works with Mercury and firmly believe that. You know we've had 20 great years. I wish I was here for all 20.

Speaker 1:

Well, I don't know, they sound a bit wild back in those early days.

Speaker 2:

Yes, but I know that the future is very exciting for where we're going and how we're projecting. So yeah, yeah.

Speaker 1:

Excellent, and because you head up your own team obviously your team of account managers and salespeople. And how do you find that? What's your favorite thing about managing a team?

Speaker 2:

We're all competitive people. We're salespeople. At the end of the day, being number one is obviously my biggest goal every month. I like to lead by example. The team that I've got is exceptionally talented and committed. They've all come from industry, been in industry for many years and we've even taken people through the admin journey that wanted to get into sales. And we've got now Jess, who's just phenomenal and she's great and she's hitting some goals internally. I love that. The mentorship and, as I say, lead by example is my motto when it comes to running a sales team. I'm on the tools all the day, every day, as well as at night, with you doing some networking and what I call the fluffy stuff.

Speaker 1:

Yes, we're always out and about and I'm always dragging you along to something. Yes, yes, we have some fun, we do. And what sort of advice would you offer to someone wanting to either get into sales or even just into the technology space? Just sort of, they're a bit curious and you know what sort of words of wisdom would you share?

Speaker 2:

Be persistent, know your market, know the players in the market. So do your research. Um, and I, I believe that if you're a good salesperson, that's natural. I don't think courses really help sales people, but I come from the old school where just throw in the deep end sink or swim. I still do that to this day. I still feel that that's a good way of learning. As I say, learn on the tools, find a mentor, somebody that will take you the journey. I still speak to my mentor to this day, the guy that took me into IT back in the day. In fact, I went back to work with him a couple of times, but he and I. He's been over from the UK and he's stayed at my house. He's my friend and I think finding that mentor is key as well, because they can guide you, they can introduce you to their network, to the people that they trust. That's it. Find a mentor and hit me up.

Speaker 1:

Yeah, give me a call.

Speaker 2:

I'm happy to have a conversation with anybody who's keen to get into sales, and I'd love to nurture them and set them on the way.

Speaker 1:

Yeah, I think that's some great advice, because having someone to look up to that's in the industry and has sort of seen all the ins and outs is a great place to start. I mean, to have the wisdom of someone else that's already sort of walked that road is, yeah, would be very beneficial. Uh, is there anything else you'd like to add to the listeners, anything else that you'd like to share? Um?

Speaker 2:

I'm always available to take a call. I'd love to have a chat. I'm very passionate about what we we do and everything else and what I do. I'm very happy to have conversation with anybody and everybody.

Speaker 1:

Can find Sally-Anne on LinkedIn.

Speaker 2:

Very active on LinkedIn, very active on LinkedIn. Unfortunately, social media is not really my friend. I like to do the face-to-face more than anything else, but it's the necessity apparently.

Speaker 1:

Yeah, but you can reach out to her on DM if you would like to do that, and also often pushing out our events on your LinkedIn page.

Speaker 2:

I think we've got one coming up actually.

Speaker 1:

Yeah, we do have. We're trying to do them as regularly as possible to try and obviously get that information out to people about AI and cybersecurity and what to look out for. So, yeah, keep an eye on either Sally Ann's page or the Mercury IT page and, yeah, we'll keep that information coming. Anyway, well, thanks for joining us today. I appreciate you coming along Very welcome. Thanks for having me See you next time, thank you.

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