DACH distributor TIM looking for security vendors as it nears €500m revenues

Josh Budd
20 March 2019

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Datacentre distributor TIM is eager to bolster its cybersecurity portfolio this year as it looks for emerging vendors to help break into the DACH market.

The Dell EMC and NetApp distributor currently only works with around 15 vendors.

But co-COO Tim Henneveld said TIM is relatively new to the security space. It only formed new partnerships with cybersecurity vendors Bitdefender and Virtual Solution in 2017 and 2018 respectively.

"We are going to broaden our security portfolio. We are quite new in that segment and it is something we are going to start building out. We want to partner with the smaller vendors. That's great for us, because they need somebody to help them build up the market and this is what we're the experts in," he said.

TIM's financial year comes to a close at the end of April. Henneveld said the datacentre VAD's revenues will land between €450m and €500m, which would mean a 20 per cent increase on the previous year.

Henneveld described TIM's 20 per cent growth as "extraordinary", but was reluctant to suggest that the distributor's revenue growth could be sustained into this year.

"We are working on it. In our business it is very tough to plan. But this year has been an extraordinary year for us. You see the numbers and you see we haven't had that growth all of the years; maybe we've had five or eight per cent or something," he said.

Asked what have been the key growth drivers for TIM for its current financial year, Henneveld said its core vendors, Dell EMC and NetApp, have performed extremely well, but also pointed to relatively new partnerships with Pure Storage and Nutanix.

"We felt that the Dell part of Dell EMC is becoming more of a channel and distribution company, so that has helped. They've become more focusing on channel, so that's great."