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16 Oct 2006
Tension is mounting at Computacenter as the final decision over its flagship BT managed services contract renewal draws closer.
The services and infrastructure giant is currently battling several unnamed rivals to renew the contract, which ends in March. However, CRN understands that the final decision over the contract will be made by early January at the latest.
Computacenter last renewed the contract back in 2002, and at the time said it was worth up to £350m over five years (CRN, 2 April 2002).
Mike Norris, chief executive of Computacenter, told CRN: “This is something that is extremely important to myself and Computacenter. We will do our utmost to re-win the contract. We feel our track record of success with BT over many years should enable us to put our best foot forward.”
Norris added there would “always be speculation” surrounding a contract of this size.
One reseller, who wished to remain anonymous, said BT’s outlook had changed, which could make the going tougher.
“BT is pitching itself as a service provider in more than just telecoms, which means it is becoming more independent as a supplier,” the VAR said. “With its recent acquisition of Dabs, it looks like it is trying to get more into mainstream supplying, which could eventually mean it won’t even need suppliers. The contract is important to Computacenter, but it is a shrewd company and I’m sure it is not relying on it to a great extent.”
Jeremy Davies, senior partner at analyst firm Context, said: “Computacenter is one of a very special breed of reseller and is fighting hard to maintain its position in the market. Therefore it must have a ‘plan B’ in place if things don’t work out.
“However, the proposition that Computacenter has is very valid and it has been working with BT for a number of years, so I’m sure that [the deal] will pan out.”
A BT representative said it would not comment on tender processes.
>> Further reading:
Computacenter Distribution wins HP print services contract
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