Highlander Computer Solutions is gunning for £30m revenues in the next three years after a year of restructuring its businesses, managing director Steve Brown told CRN.
The Yorkshire-based reseller has spent the past year bringing together its hardware-selling business with its services arm to unite as one Highlander.
The IT and telecoms VAR - ranked 133 in CRN's Top 250 VARs 2017 (available exclusively to CRN Essential subscribers) - generated £20m in its financial 2017, but Brown expects that the restructuring will kick turnover up to £30m in the next three years.
"This last year has been pleasing to us because we focused on the engineering resources, maintenance and the recurring revenue side of the business, and we are seeing growth in those areas," Brown (pictured) explained. "We are forecasting a 30 per cent increase in revenue for next year."
Although the company still sells hardware, it is shifting its focus onto software development and has trained and upskilled its sales and technical teams in order to improve its services offerings.
He predicted that software development will contribute £5m to Highlander's revenues in the next three years.
Brown will celebrate a decade as MD next year, after joining the company in 2001 as a salesperson when Highlander pivoted from selling PCs to students, to a B2B company.
His previous career was as a professional footballer, playing with Sheffield Wednesday for two years before an injury knocked him out of the game for good.
He explained that the move from football to business wasn't completely unnatural as certain core tenets he learned on the pitch have proved fruitful during his business career.
"I've played with some great footballers who had all the talent in the world, but who didn't make it as far as I did - before I got injured," he explained.
"It's really unusual to find someone who has a bag load of talent and they make it without the hard work underneath it. You're not going to get anywhere without tenacity."
"As a football captain you want your team with you and to take the team with you; people will follow you if you lead by example. You have to have that competitive edge and desire to win."
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