Trustmarque sets out 2009 plans

Scott Haddow

Trustmarque’s new chief executive has put European expansion, services investment and vendor rationalisation firmly at the top of his agenda for 2009.

Scott Haddow took the reins of the software licensing reseller in February, three months after the exit of Ross Miller.

The VAR generates 90 per cent of its business from just 10 vendors and Haddow said he would closely scrutinise the 100 other vendors Trustmarque works with and evaluate whether they can add value.

Haddow also hinted at future acquisition plans for the LAR.

“With plans to increase our European footprint, we are considering a tactical acquisition around services,” he said.

“The idea of a European office has also been placed on the table, or the option of partnering with some stronger European partners. A lot of European LARs are entering the UK at present, so we will do it in reverse.”

Trustmarque also claims to have boosted its headcount by as much as 10 per cent over the past six months and revealed plans to focus on its Scottish business.

“Our Scottish organisation needs much more focus, because 15 per cent of our business comes from there,” said Haddow.

“We noticed that a business leader was needed for the region. Due to different cultural behaviour in Scotland, customers there expect your business to run fully as a Scottish firm, not as an extension of an England-based organisation.”

Keith Humphreys, managing consultant at market watcher EuroLAN, said: “It makes good business sense to put a leader in Scotland if Trustmarque plans to grow its services there.

“It is important to put a local manager in Scotland, instead of just another sales employee.”