25+ Years Serving the Channel
The chief factors during the acquisition process are in business, law and finance matters, not least due diligence. But integration issues should also be addressed early in proceedings, says Elitetele.com COO Alex Cliffe.
Block CEO Marc Chang was always likely to set up and run his own business, but it was the Melissa Worm that proved a critical turning point on his pathway to success in the tech sector.
Not until business owners set out a long-term personal financial plan would it be sensible to consider business strategy, advises Xentum MD Adam Carolan.
Under new ownership Nordic software house PacketFront Software aims to orchestrate and automate the UK’s ‘manual’ networks and processes into the 21st Century, says VP of Sales Timo Kuusela.
In speaking up for smaller resellers ‘left to fend for themselves’, Viegli owner Robert Nunn could not be clearer on his intent to transition traditional players to the hosted world.
It is now more clear than ever that channel partner success boils down to a blend of portfolio breadth and value, says TelcoSwitch Managing Director Barry Kaye.
All business leaders should not hesitate to campaign in favour of, and subscribe to, the organisational values advanced by B Corporations (B Corps), urges Zen Internet founder and Chairman Richard Tang.
Ultimately, any resistance to establishing a policy of organisation-wide disruptive thinking could pose a risk to the long-term sustainability of a business.
Many customers value stability and consistency, so you should not be disruptive for its own sake, argues Andy Wilson, Head of Wholesale, CityFibre.
There are strong arguments in favour of underpinning key elements of a long-term business plan with disruptive approaches, according to Alan Mackie, Chief Marketing and Products Officer, Gamma.
For DWS Sales Director Garry Growns it’s hard to believe that many of the channel’s comms resellers do not sell mobile. It is a scenario he is seeking to reverse urgently.
The mobile market presents an extraordinary opportunity which is reflected by Gamma’s ‘market disrupting’ partnership with Three, according to Gamma’s Head of New Business Mark Lomas.
Two things are clear. One is that the IoT opportunity is growing by the day. The other is that eSIMs should reside at the centre of a reseller’s IoT strategy, according to Jola’s CTO Adrian Sunderland.
In discussing the mobile market opportunity for comms and IT resellers and the buying options available to clients the benefits of leasing become instantly apparent, according to Shire Leasing National Sales Manager Dan Mackrell.
As a multi-million turnover business working with hundreds of partners, Managing Director Dan Cunliffe says his focus is ever sharpening as new IoT opportunities emerge.
Having no mobile proposition is detrimental to a reseller’s prospects, and they should be doing everything in their power to get in touch with the opportunity at their fingertips, says Abzorb’s Head of Indirect Channel Mark Riddell.
On-demand insight of financial performance is critical to the success of service providers in a fast moving market – that means more than a collection of Excel reports generated once a month, says Strategic Imperatives COO Tim Sayer.
FluidOne CEO Russell Horton had a clear vision for growth when he took the job in 2018. Since then he’s nailed the first phase of priorities and is now set on executing the next steps in his five-year plan.
The comms industry can sometimes seem trapped by its heritage of sustaining a less than diverse character, but this continuation is far from inevitable, according to Jola Marketing Director Cherie Howlett.
Since the merger of Union Street Technologies, Aurora and Shaftesbury Systems much attention has focused on the strategic realities underpinning the combined group’s growth plan.
