Lisa Fortey tells ADAPT why she thrives on challenges, leading Logicalis Australia through customer-driven change and major vendor market shifts.

After 25 years in tech sales, including a decade at Logicalis Australia, Lisa stepped into the role of General Manager earlier this year.

She describes the transition as one of the most challenging and rewarding phases of her career, requiring a shift from execution to enabling others.

“The more chaotic and challenging it’s becoming, the more my enthusiasm is growing.”

Now accountable for value delivery, financial resilience, people, and strategy, Lisa has leaned heavily on her team’s operational expertise while building trust and empowering them to lead.

She believes transparency, even without all the answers, deepens trust and connects people to strategy.

 

Turning customer feedback into action

In 2024, Logicalis invited more than 20 customers into its offices for open discussions on technology challenges, asking what they wanted the company to start, stop, and continue doing.

Lisa says the sessions revealed that customers were less interested in pitches and more focused on making sense of complexity spanning AI, security, skill shortages, and integration issues.

In response, Logicalis refined its pricing approach, especially in managed services, introducing tiered structures that show customers where value is being built and delivered.

These changes, Lisa says, have strengthened trust and clarity in relationships.

 

Guiding through VMware disruption

The Broadcom acquisition of VMware in 2024 triggered significant cost increases for customers and prompted architecture reviews.

Lisa says some clients have doubled down on VMware, while others see the moment as an opportunity to modernise.

Logicalis’ consulting and advisory teams have been leading strategic discussions to balance cost, complexity, and risk.

She sees confusion as an opening to deliver real value, ensuring customers achieve the right outcomes for their investments.

Gain deeper insight into her leadership approach, customer engagement strategies, and how she is guiding Logicalis through major vendor disruptions.

Contributors
Lisa Fortey General Manager at Logicalis Australia
Lisa Fortey is a future-focused and results-driven sales leader with a successful background in leading high-performing sales teams within the IT industry... More

Lisa Fortey is a future-focused and results-driven sales leader with a successful background in leading high-performing sales teams within the IT industry across State and Local Government, Health, Financial Services, and Retail. Her team has consistently achieved a strong record of outperforming sales goals by developing new business and strengthening customer relationships.

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Byron Connolly Head of Programs & Value Engagement at ADAPT
Byron Connolly is a highly experienced technology and business journalist, editor, corporate writer, and event producer, and ADAPT’s Head of Programs and... More

Byron Connolly is a highly experienced technology and business journalist, editor, corporate writer, and event producer, and ADAPT’s Head of Programs and Value Engagement.

Prior to joining Adapt, he was the editor-in-chief at CIO Australia and associate editor at CSO Australia. He also created and led the well-known CIO50 awards program in Australia and The CIO Show podcast.

As the Head of Programs, Byron creates valuable insights for ADAPT’s community of senior technology and business professionals, helping them reach their organisational and professional goals. With over 25 years of experience, he has a passion for uncovering stories about the careers and personal philosophies of Australia’s top technology and digital executives.

When he is not working, Byron enjoys hot yoga, swimming, running, and spending time with his family.

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leadership customer experience employee experience