The CCU division of
which handles any account below the main hard deck of 450
corporate customers, is the main driver for the corporate VAR’s mid-market push.
“Computacenter is acquiring 1,000 new customers per year and that has driven the need for growing our sales head count. Our aim is to dominate the mid-market,” said Paul Barlow, commercial director at CCU.
CCU is divided into three different teams, the corporate sales team, government sales and SME sales, Barlow said.
The division also runs a Sales School, which trains graduates in sales practices for six months, before employing them in one of the individual sales teams in the company.
“Recruitment will not just be via the Sales School,” Barlow said. “We are looking to take on a number of people from the industry.”
Last week Computacenter posted positive year-end results, with its UK, German and French units showing growth.
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