Ashley Snelling, managing director at Newbury-based ADA, attributed the VAR’s momentum to ProCurve’s growing emphasis on solutions-focused Elite partners.
“Last year we were ProCurve’s number one Elite partner, but the seventh or eighth largest overall.
“ProCurve has truly changed into a solution sale. Previously, ProCurve’s strategy was to stack it high and sell it cheap through the online stores.”
According to Snelling, ADA is ProCurve’s top-selling UK partner and has outstripped mail order rivals Insight, Misco and PC World.
He added that ADA has shipped another £500,000 ProCurve order this week for the University of Westminster’s largest campus.
Clive Hallam, partner business manager for solutions UK and Ireland at ProCurve, said: “ADA has invested time and money in training people to the highest level and as a consequence is being called into big projects that need these skills.
“It has doubled its business with us this year, but as this is our busiest time of year it’s possible another reseller will still come through.”
Mike Gammie, IT services development manager at ProCurve Professional partner Misco, said: “We also now do more than just box-shifting around ProCurve. The whole channel has become more mature.”
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