CRN Channel Awards Australia: Finalist Q&A with Josh Gammer, Director at HAT.

Josh Gammer talks about being a finalist at this year's CRN Channel Awards Australia

What prompted you to enter the CRN Channel Awards Australia this year?

We've never entered awards to collect trophies because that's never really been what motivates us. Our focus has always been on building a business that our vendors and partners want to work with.

This year felt different. We've reached a point where the work our team has put into building HAT's culture, partnerships and enablement model is delivering genuine impact across the channel, and it felt like the right time to put ourselves forward.

The CRN Channel Awards are among the industry's most respected, so being recognised as a finalist is something we're incredibly proud of.

What would winning this award mean to both your teams and your customers/partners?

Winning would be an incredible honour, but more than anything, it would be recognition of the people behind HAT.

Our team works incredibly hard every day to support both our vendors and partners, often behind the scenes, and they're the reason we've been able to build the relationships we

have across the channel. Seeing that recognised by the industry would be something we're all incredibly proud of.

For our vendors and partners, I hope it would reinforce what we've always set out to achieve – that when you work with HAT, you're working with a team that's genuinely invested in your success. We've never set out to be the biggest distributor. We've always wanted to be the one people trust to roll up our sleeves, get involved and help them grow.

What would you say is your company's proudest achievement over the past year?

Growth has been a fantastic outcome, but I'm probably most proud that we've managed to grow without losing sight of who we are.

Over the past year we've expanded our vendor portfolio, invested in our people and significantly increased the level of support we provide to partners. But we've done it while staying true to the philosophy we've always believed in – that distribution should be about enablement, collaboration and creating successful outcomes for everyone involved.

Seeing our vendors trust us with more of their business, and seeing partners continue to come back to us as they expand into new technologies, has been incredibly rewarding. For me, that's the best measure of success.

What lessons do you think the industry has learned over the past year and what changes does it still need to make?

One of the biggest lessons from the past year is that AI adoption has outpaced AI governance. Most organisations have accepted that employees are using AI regardless of policy. The challenge is no longer trying to block AI – it's putting the right guardrails in place around data, access and acceptable use. Shadow AI is now a genuine security and compliance challenge that organisations need to address.

We've also seen vendor consolidation accelerate. Customers are looking to simplify their technology stack and reduce the number of tools they manage, creating opportunities for vendors and partners that can deliver broader, more integrated platforms rather than standalone point solutions.

Finally, technical capability has become a real differentiator. Partners are looking for more than distribution – they want people who can help design solutions, support proof of concepts and provide technical expertise throughout the sales cycle. I think the industry

still has more work to do in investing in that level of enablement because that's where partners undeniably see the greatest value.

What do you see as the main opportunities for the industry in the coming 12 months?

AI security and governance will be one of the biggest opportunities over the next 12 months. As organisations continue to embed AI into everyday workflows, they will need far greater visibility, stronger policy enforcement and more robust data protection to manage Shadow AI, while still enabling employees to work at speed and scale.

Demand for integrated platforms that solve multiple customer challenges, rather than standalone point solutions, will continue to grow. At the same time, as modern IT environments become increasingly complex, deep technical expertise will become even more critical. Partners are increasingly relying on support with solution design, proof of concepts, deployment planning and customer adoption – not just software licensing.

At HAT, we will continue investing in one of the most technically capable teams in the region, while expanding a portfolio of complementary technologies that help partners solve broader and more complex customer challenges across cybersecurity, networking and IT operations.

But just as importantly, we'll continue investing in the relationships that underpin the channel. In a market with more choice than ever, we believe trusted technical advice, responsive local support and genuine collaboration remain the biggest differentiators. They're also what help partners win business and build long-term customer success.

Be part of the celebration that brings the industry’s brightest talent together. Join us at the CRN Channel Awards Australia and experience an unforgettable evening of recognition, networking, and inspiration.

Tables are filling fast – secure yours today and don’t miss the chance to be in the room where excellence is celebrated.