Welcome!

Agile Computing Authors: Ben Uher, Elizabeth White, Rajesh Ramchandani, Yeshim Deniz, Carmen Gonzalez

Blog Feed Post

Thinking Outside The Box To Beat The Recession

Ian Kilpatrick, chairman of VAD (value added distributor) Wick Hill Group, which specialises in secure IT infrastructure solutions and convergence, describes how the company has not just survived, but also prospered during the recession, having increased sales by 49% in the last three years. The company was recently named by Deloitte as one of the Top 1000 best performing businesses through the recession.

The recession impacted many of the players in distribution, both in the UK and in Germany, our two key markets. At Wick Hill, we took the opportunity in the recession to increase investment in marketing, technical support services and financing initiatives to support our channel and help grow their businesses.

Alongside that, we carried out significant market-making activity for and with our suppliers, to increase their market share. This came about both organically and from competitors.

We, and perhaps more importantly, our channel partners, have experienced notable success with this approach. Their success has helped us grow sales significantly during the recession. Alongside that, M&A activity certainly hasn't been a detriment to us, with some weak and some stronger competitors acquired to our benefit.

Services model
Our services model is based on supporting our channel partners to grow, particularly with solutions that require services. As such, we focus on providing the training, consultancy and support services to enable our channel partners to maximise their services revenues.

While we have a large skilled engineering team, our goal is to use them on a knowledge transfer basis. Unlike many other distributors, we do not treat these services as a profit focus for us, rather as a service to enable our partners to get up to speed for initial deals (or to support them at times of overload) so that they can then make their own service margins.

Good reseller relationships
A golden rule is that we do not sell anything direct. Our goal is to market-make for and with our channel partners to maximise their success. That success then feeds directly back to us. On the services front, we are using those services to support partners to get a bigger piece of the cake. We're not trying to eat their cake.

The more successful we can be for our partners, the more support we get for them from our vendors, the more successful they can be. It's a virtuous circle and it's particularly effective in a recession when many vendors and distributors are cutting back rather than investing

Differentiation
Focus, focus, focus - that's the core of what we do. We have deliberately chosen to restrict our portfolio to ensure that we are able to provide significant focus on our suppliers and to ensure that we are able to focus on the specific areas where we have solutions.

By investing our money alongside our suppliers and customers, we are able to increase the size of the market for solutions, either organically or by taking market share. This is recognised and appreciated by our customers and is one of the reasons we have increased sales in difficult times.

Bio of author
Ian Kilpatrick is chairman of international value added distributor Wick Hill Group plc, specialists in market development for secure IP infrastructure solutions and convergence. Kilpatrick has been involved with the Group for more than 35 years. Wick Hill supplies organisations from enterprises to SMEs, through an extensive value-added network of accredited VARs.

Kilpatrick has an in-depth experience of IT and unified communications (UC) with a strong vision of the future. He looks at these areas from a business point-of-view and his approach reflects his philosophy that business benefits, ease-of-use and cost of ownership are key factors, rather than just technology. He has authored numerous articles and publications, as well as being a regular speaker at conferences, exhibitions and seminars.

http://wickhill.com/; www.twitter.com/wickhill

ENDS

For further press information, please contact Annabelle Brown on 01326 318212, email [email protected]. For reader queries, contact Wick Hill on 01483 227600. Web http://www.wickhill.com/

Read the original blog entry...

More Stories By RealWire News Distribution

RealWire is a global news release distribution service specialising in the online media. The RealWire approach focuses on delivering relevant content to the receivers of our client's news releases. As we know that it is only through delivering relevance, that influence can ever be achieved.

@ThingsExpo Stories
Data is the fuel that drives the machine learning algorithmic engines and ultimately provides the business value. In his session at Cloud Expo, Ed Featherston, a director and senior enterprise architect at Collaborative Consulting, discussed the key considerations around quality, volume, timeliness, and pedigree that must be dealt with in order to properly fuel that engine.
Data is the fuel that drives the machine learning algorithmic engines and ultimately provides the business value. In his session at 20th Cloud Expo, Ed Featherston, director/senior enterprise architect at Collaborative Consulting, will discuss the key considerations around quality, volume, timeliness, and pedigree that must be dealt with in order to properly fuel that engine.
SYS-CON Events announced today that DatacenterDynamics has been named “Media Sponsor” of SYS-CON's 18th International Cloud Expo, which will take place on June 7–9, 2016, at the Javits Center in New York City, NY. DatacenterDynamics is a brand of DCD Group, a global B2B media and publishing company that develops products to help senior professionals in the world's most ICT dependent organizations make risk-based infrastructure and capacity decisions.
"Matrix is an ambitious open standard and implementation that's set up to break down the fragmentation problems that exist in IP messaging and VoIP communication," explained John Woolf, Technical Evangelist at Matrix, in this SYS-CON.tv interview at @ThingsExpo, held Nov 4–6, 2014, at the Santa Clara Convention Center in Santa Clara, CA.
Growth hacking is common for startups to make unheard-of progress in building their business. Career Hacks can help Geek Girls and those who support them (yes, that's you too, Dad!) to excel in this typically male-dominated world. Get ready to learn the facts: Is there a bias against women in the tech / developer communities? Why are women 50% of the workforce, but hold only 24% of the STEM or IT positions? Some beginnings of what to do about it! In her Day 2 Keynote at 17th Cloud Expo, Sandy Ca...
IoT is at the core or many Digital Transformation initiatives with the goal of re-inventing a company's business model. We all agree that collecting relevant IoT data will result in massive amounts of data needing to be stored. However, with the rapid development of IoT devices and ongoing business model transformation, we are not able to predict the volume and growth of IoT data. And with the lack of IoT history, traditional methods of IT and infrastructure planning based on the past do not app...
WebRTC services have already permeated corporate communications in the form of videoconferencing solutions. However, WebRTC has the potential of going beyond and catalyzing a new class of services providing more than calls with capabilities such as mass-scale real-time media broadcasting, enriched and augmented video, person-to-machine and machine-to-machine communications. In his session at @ThingsExpo, Luis Lopez, CEO of Kurento, introduced the technologies required for implementing these idea...
Why do your mobile transformations need to happen today? Mobile is the strategy that enterprise transformation centers on to drive customer engagement. In his general session at @ThingsExpo, Roger Woods, Director, Mobile Product & Strategy – Adobe Marketing Cloud, covered key IoT and mobile trends that are forcing mobile transformation, key components of a solid mobile strategy and explored how brands are effectively driving mobile change throughout the enterprise.
Apache Hadoop is emerging as a distributed platform for handling large and fast incoming streams of data. Predictive maintenance, supply chain optimization, and Internet-of-Things analysis are examples where Hadoop provides the scalable storage, processing, and analytics platform to gain meaningful insights from granular data that is typically only valuable from a large-scale, aggregate view. One architecture useful for capturing and analyzing streaming data is the Lambda Architecture, represent...
SYS-CON Events announced today that delaPlex will exhibit at SYS-CON's @CloudExpo, which will take place on June 6-8, 2017, at the Javits Center in New York City, NY. delaPlex pioneered Software Development as a Service (SDaaS), which provides scalable resources to build, test, and deploy software. It’s a fast and more reliable way to develop a new product or expand your in-house team.
The explosion of new web/cloud/IoT-based applications and the data they generate are transforming our world right before our eyes. In this rush to adopt these new technologies, organizations are often ignoring fundamental questions concerning who owns the data and failing to ask for permission to conduct invasive surveillance of their customers. Organizations that are not transparent about how their systems gather data telemetry without offering shared data ownership risk product rejection, regu...
With major technology companies and startups seriously embracing IoT strategies, now is the perfect time to attend @ThingsExpo 2016 in New York. Learn what is going on, contribute to the discussions, and ensure that your enterprise is as "IoT-Ready" as it can be! Internet of @ThingsExpo, taking place June 6-8, 2017, at the Javits Center in New York City, New York, is co-located with 20th Cloud Expo and will feature technical sessions from a rock star conference faculty and the leading industry p...
The Internet of Things will challenge the status quo of how IT and development organizations operate. Or will it? Certainly the fog layer of IoT requires special insights about data ontology, security and transactional integrity. But the developmental challenges are the same: People, Process and Platform and how we integrate our thinking to solve complicated problems. In his session at 19th Cloud Expo, Craig Sproule, CEO of Metavine, demonstrated how to move beyond today's coding paradigm and sh...
SYS-CON Events announced today that IoT Now has been named “Media Sponsor” of SYS-CON's 20th International Cloud Expo, which will take place on June 6–8, 2017, at the Javits Center in New York City, NY. IoT Now explores the evolving opportunities and challenges facing CSPs, and it passes on some lessons learned from those who have taken the first steps in next-gen IoT services.
SYS-CON Events announced today that WineSOFT will exhibit at SYS-CON's 20th International Cloud Expo®, which will take place on June 6-8, 2017, at the Javits Center in New York City, NY. Based in Seoul and Irvine, WineSOFT is an innovative software house focusing on internet infrastructure solutions. The venture started as a bootstrap start-up in 2010 by focusing on making the internet faster and more powerful. WineSOFT’s knowledge is based on the expertise of TCP/IP, VPN, SSL, peer-to-peer, mob...
As organizations realize the scope of the Internet of Things, gaining key insights from Big Data, through the use of advanced analytics, becomes crucial. However, IoT also creates the need for petabyte scale storage of data from millions of devices. A new type of Storage is required which seamlessly integrates robust data analytics with massive scale. These storage systems will act as “smart systems” provide in-place analytics that speed discovery and enable businesses to quickly derive meaningf...
The Internet of Things can drive efficiency for airlines and airports. In their session at @ThingsExpo, Shyam Varan Nath, Principal Architect with GE, and Sudip Majumder, senior director of development at Oracle, discussed the technical details of the connected airline baggage and related social media solutions. These IoT applications will enhance travelers' journey experience and drive efficiency for the airlines and the airports.
SYS-CON Media announced today that @WebRTCSummit Blog, the largest WebRTC resource in the world, has been launched. @WebRTCSummit Blog offers top articles, news stories, and blog posts from the world's well-known experts and guarantees better exposure for its authors than any other publication. @WebRTCSummit Blog can be bookmarked ▸ Here @WebRTCSummit conference site can be bookmarked ▸ Here
In his keynote at @ThingsExpo, Chris Matthieu, Director of IoT Engineering at Citrix and co-founder and CTO of Octoblu, focused on building an IoT platform and company. He provided a behind-the-scenes look at Octoblu’s platform, business, and pivots along the way (including the Citrix acquisition of Octoblu).
With billions of sensors deployed worldwide, the amount of machine-generated data will soon exceed what our networks can handle. But consumers and businesses will expect seamless experiences and real-time responsiveness. What does this mean for IoT devices and the infrastructure that supports them? More of the data will need to be handled at - or closer to - the devices themselves.