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07 Dec 2007
Magirus
is set to reap the benefits from the sale of its hardware business in 2008, by
turning its focus to fast-growing specialist vendors.
The distributor sold its IBM and HP hardware business the Enterprise
Infrastructure Division (EID) to rival Avnet earlier this year which it
claimed would give it more flexibility to concentrate on its storage, security,
virtualisation and training competencies.
Andrew Binding, UK managing director of Magirus, said: “As time went on we
started to develop more of a technology focus and ended up with almost two
companies internally, so it made sense to sell the EID.
“We now plan to work with smaller vendors to help them develop a channel as well
as our existing partners. It will give us a very different relationship with our
customers.”
Binding said that despite the EID sale, which made up between 65 and 70 per cent
of Magirus’ overall turnover, the distributor has grown its reseller base.
“We have more partners as a result because there are a lot of smaller resellers
that now want the technology we are carrying,” he said.
He added that Magirus is also looking more towards an incubator-style
relationship with its partners.
“This works on two angles,” Binding said. “First, we identify resellers that are
keen to develop their business models or new technology areas and we work with
them to help them achieve their aims. Second, on the vendor side, we find a
number of smaller technology vendors to work with that do not have a set up in
the UK and we help them develop a European market as well as a channel network.”
Binding added that the distributor would also not rule out future acquisitions
as well as organic growth in 2008.
Nick Broadbent, European director of
Datacore
Software, praised Magirus as a partner. “We have a strong relationship with
Magirus, and in 2008 it will be delivering more services and training for us
than before,” he said. “Magirus has opened up a number of new reseller
relationships for us which is exactly what we would expect from a good,
value-added distribution partner.”
Magirus
invests in support portal
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