Logicalis' new UK boss claims there is a renewed "can-do" culture at the integrator following the introduction of a pledge to make every customer a reference.
Bob Swallow (pictured) has been promoted to Logicalis' UK hotseat from his previous post of UK sales director, ending a lengthy spell when the UK was largely run by European CEO Arnaud Spirlet.
Logicalis has been in restructuring mode following the loss of a flagship deal with the Welsh Assembly. For its year to 28 February 2015, the Cisco, IBM and HP partner's UK revenues fell 17 per cent to £169.8m.
The UK management line-up is not yet complete, with a new sales director and service director set to come on board within three weeks.
"Clearly there have been more changes at a leadership level than perhaps the group would have liked, but I think we have now got a very strong team that gels well together," Swallow told CRN.
Logicalis is now moving from a transitionary phase into execution mode and plans to invest heavily in security, analytics and advisory services, Swallow said, adding that plans are afoot to build a second European security operations centre.
"We need to invest more in our people," he said. "We've got quite ambitious investment plans around training and investment and we are moving into new areas. Our acquisition of analytics business Trovus will play a much bigger part in the next three years, and we are also investing in advisory services and security."
Logicalis' two "focus points" for fiscal 2017 are ensuring it achieves its EBIT target, and ensuring every customer is a reference, Swallow said.
"We're trying to effect a new cultural approach to everything we do," he said. "If you set out to make a customer a reference for future business, everyone who touches that customer project knows exactly what you are trying to achieve and therefore the focus on delivering and exceeding customer expectations is set for all. But also, with our internal operations, we are trying to make sure we have a culture of respect and a can-do attitude.
"Even though this has been in place for only six weeks, we have already seen a difference in how people are reacting to challenges."
Logicalis' core vendors are now Cisco, HP, IBM, VMware and NetApp.
"There are always going to be a number of other vendors we work with but it's just that it will be in a more controlled and considered way than it has perhaps been in the past," Swallow said.
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