XMA has appointed former Insight and Misco vice president Tony Brooker as its new UK corporate sales director.
Brooker left Misco in February and will be a key part of XMA’s moves to bolster its corporate sector business as it tried to expand beyond its traditional public sector clients.
Before working for Misco Brooker worked for Insight, then SCC and then back to Insight.
XMA has always been renowned in the public sector, mostly in education. However it has been quietly developing its corporate space profile and the plan is to grow that in the next six to 12 months across the four locations.
XMA’s corporate team currently accounts for just over 20 percent of XMA’s total business, according to sales and marketing director Ian Cunningham, who harbours ambitions to have a 50/50 profit split between public and private business in three years’ time.
Brooker said the size of the corporate team will be expanded, but it is unclear if the team will be dispersed across the reseller’s offices in Glasgow, Halifax, Nottingham and St Albans – or based in one location. He also didn’t rule out opening “a fifth or sixth” office down the line.
XMA also recently head-hunted Andy Wright from SCC and Kelvin Lee from the Crown Commercial Service,
In its most recent financial report XMA recorded a year-on-year revenue jump of 52.6 percent for the 12 months ending 31 December 2016, up to £358.5 million.
Fruity tax-dodging cargo-cult Apple has just staged a night-of-the-long knives on its education partners culling them down to just 14.
Word on the street is that between 24 and 26 Apple Solution Experts – Education (ASE) previously, with Softcat, Insight and Misco are off the books.
All that are left are Academia, MCC, GBM, Trams, Albion, KRCS, Western Computer, Toucan, Jigsaw24, XMA, BT Direct Business, JTRS and for Ireland Wiggle and Compu b.
The theory is that Jobs’ Mon wants to push more through a smaller number of harder working channel partners in the education sector. Apple wants more sustainable services which wrap-around either the iPad or the Mac, apparently.
Apple’s relationship with the channel is fraught due to it being a little inflexible and always wanting things its way. It has been slowly reducing its resellers over the years as it leant on its own retail channel. This way it can have greater control over how its products are presented and with Apple, presentation is everything.
This being the case, the recent cull will probably do more to lesson Apple’s influence instead of promoting it.
Software king of the world Microsoft has been expanding its channel for its Surface tablets by adding more partners.
Six UK resellers into its authorised device reseller (ADR) programme including O2, Academia, XMA, PCS Business Systems, Storm and Total Computer Networks have signed up following a competitive tender process.
This means that there are now 14 ADR’s peddling the Surface in the UK.
Being an ADR gives resellers access to special bid pricing on volume Surfaces and the ability to provide extended warranty and a range of other value-add services around Microsoft’s slow-burner of a tablet.
The first batch of nine ADRs included Insight, SCC, Misco, Softcat, Phoenix Software, Kelway, CCS Media, Computacenter and SoftwareOne. Phoenix Software was less interested in hardware and left the programme two weeks ago to concentrate on software sales.
Microsoft’s Surface distribution strategy after the launch of Surface 3 was likely due its popularity and the fact that Microsoft’s tablet is being demanded by those who need a tablet for business rather than consumer use.
Surface sales started off poor but picked up and demand had been “very strong” since the ADR scheme was launched. Surface sales grew 24 per cent in 2014 driven largely by the Surface Pro 3 and accessories, he said.