Integralis remodels its teams for vertical focus

Integralis has restructured its sales, marketing and support teams to form four vertically focused divisions: Telecoms and Technology, Financial Services, System Integrators and Commercial.

Martin Woolley has joined the firm from Cable & Wireless to head up the Telecoms and Technology division. Paul Barklamb, who has a banking and insurance background, will spearhead the Financial Services division.

Existing business unit directors Andy Milton and Brian Robertson will head-up the System Integrators and Commercial units respectively.

Graham Jones, chief operating officer at Integralis, told CRN: “We are an international group and we link up well with our vendors. The way the vendors work is that they are aligned vertically and we wanted to align more closely to our bigger partners.”

Jones added that the specialist teams will ensure Intregralis has experts for the verticals who are better placed to deal with the requirements of specific types of firms.

“If you speak to a bank, you can guarantee that the bank down the road will have the same issues,” he said. “Our team can go in and talk their language.”

Jones added that the new team is part of Integralis’ transition into a bigger player, and its realignment is not a common set-up among its rivals.

Rob Campbell, managing director of integrator Kavanagh, said: “This is a sensible strategy from Integralis. It is a traditional model for companies when they get to a certain size and it is what vendor partners want to see.”

Campbell added that Integralis will have trained sales staff that have specialist knowledge of niche areas.

“This set-up is useful when it comes to regulations in certain areas because this knowledge shows end-users that you understand their market,” he said.

Campbell said that Kavanagh often mulls over a similar vertical move, but due to its current focus on the data centre it has a common message across sectors.

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Integralis adopts hybrid model in business shift