XMA is planning to review its vendor line-up and work much more closely with some than others, according to its new commercial director Andy Wright.
He joined XMA earlier this year, following 17 years at SCC, and will expand the reseller's presence with corporate and enterprise clients.
Wright (pictured) told CRN that XMA is looking to develop its enterprise infrastructure capabilities through solutions with a select few vendors.
"We've got a dedicated team pushing to that market and I think we're under-indexed in terms of what we can take to clients [at the moment]," he said. "You'll see us build out bed solutions that fit those markets.
"You'll see in the market that we'll start to place some bets around who we work with vendor wise, rather than be a little bit broad based. We'll continue transacting with a broad base, but we'll build solutions out with certain vendors.
"HPE is an obvious one - I'll have a business plan pulled together in the next three to four weeks - Microsoft [as well], and then some of the new wave vendors such as Nutanix - we've already had quite a lot of success with them - as well as Lenovo."
Wright explained that this approach will likely see some vendors fall away, but added that XMA needs to make sure it is adding value and advising customers, not just presenting "a shop window".
"We'll probably end up not as engaged with some vendors as they might like - I'm not particularly looking at Dell EMC as a strategic partner for XMA [for example] - and I very much believe that we need to be able to do a few things really well and become known for being really good at [certain] stuff."
Public cloud push
Wright explained that a public cloud offering will be key to XMA's growth plans in the enterprise space, primarily focusing on Microsoft Azure.
He explained that being less mature in the enterprise space than some of the larger corporate resellers in the UK will give XMA an advantage because it is not tied into lengthy datacentre servicing contracts.
"Some of the stuff we do in education doesn't fit those markets, so we need to reinvent those solutions and you'll see us have some big plays over the next few months with HPE, [as well as] developing plans with Microsoft around Azure.
"One of the big advantages that XMA has in some areas is we don't have a huge legacy in-store base that we're supporting in the datacentre space, hence we can move to new forms of IT - cloud, hybrid cloud, hyper-converged - without eating our own breakfast.
"We're not sitting on lots of long-term support contracts with people's datacentres, so if we shifted a customer from on-premise into the cloud, I'm not eating my own support contracts. That's quite attractive and of course that's problematic for everybody that has a big hardware business; that annuity stream from software renewals and maintenance is what those guys build their business on."
Wright didn't rule out the possibility of XMA acquiring to help build out its enterprise Azure specialist capabilities, but said it is more likely that the reseller will further develop its own skills in-house.
"We're financially sound, and Lee [Hemani] is acquisitive in terms of his nature, so if the right businesses come along that will add what we want to then I'm sure we'll look at them and we'll all play a part in that, [but] I actually think we can grow this quite organically as well.
"You have to be careful. When you buy consultancy businesses, clearly you're buying people and knowledge and you have to be very careful how you integrate them. You have to really pick the right one with the right culture.
"It's certainly not off the table."
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