"We need a difference in the level of stickiness in the engagement we have with customers. Us increasing our engagement in services and being more proactive to help our partners is key to driving that."
That's the message from Simon England, Nuvias' new CEO.
The former Tech Data exec took over from Paul Eccleston in April. Having had a few weeks "to listen and learn", England's strategies for the upcoming year have begun to crystallise.
Key among them is helping channel partners generate opportunities through an ‘autonomous revenue engine'.
"I'm not saying that there aren't partners already doing this for themselves," England said. "But I think we can do a lot more to add value. There are enormous opportunities for us to be more proactive and take the initiative and help our partners sell more on behalf of the vendors."
He added: "Partners are great at generating opportunities. They have and develop the relationships. I want partners to do this in a more systematic way.
"Business as usual is not good enough."
England also expressed his focus on bolstering Nuvias' service play.
"Again, proactivity is key," he said.
"More than 20 per cent of our staff are involved in services - predominantly in post-sales support, level one and two, professional, marketing and financial services.
"But we're not doing enough; we could do more with services. It helps us and our partners earn the right to have a more sticky, proactive relationship with customers."
"I think the channel may not have seen this need as much, not entirely, four years ago. But you look at the market now, vendors are moving away from point product answers to platforms; to integrated solutions trying to address an aggregate threat landscape."
England was more circumspect about whether Nuvias is soon to be acquisitive once again.
Last summer, Nuvias integrated its Benelux acquisition of DCB into the group.
And Nuvias itself was created out of a a trio of acquisitions in 2015 and 2016: security VAD Wick Hill, networking and storage VAD Zycko, and unified comms VAD SIPHON the following October.
"What I will say is that I think the industry hasn't finished with consolidation. You have to believe that Nuvias as a platform will be ready to recognise how the market is moving."
And what about the ever-pressing issue of Brexit?
"Look I think we're ready," England said.
"I live in Germany and I'm often asked about this. We've already made changes in our supply chain and in our IT infrastructure and sourcing. We've made those investments already.
"So yes, it is a moving target, but we've done what we can do to prepare."
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