UK leads the charge as Infinigate hits €650m revenues

Justin Griffiths tells CRN that the UK business grew 43 per cent in its 2020/2021 fiscal year

Infinigate's UK business has led the charge for the group and spurred the business to reach €650m in its last fiscal year.

The cybersecurity distributor posted UK revenues of £32.64m for its year ending 31 March 2021 - up 43 per cent on the previous year.

At a group level, Switzerland-based Infinigate grew revenues by 24 per cent to €650m.

Infingate, which turned over just €18m fifteen years ago, claims the numbers represent its fifteenth record-setting year in a row.

Speaking to CRN, UK boss Justin Griffiths said the growth stemmed from its mid-market, MSP and cloud business while its enterprise sales remained "stable but steady".

Griffiths said that some structural changes in the business towards the end of 2020 have had a positive impact on its sales figures.

These include expanding its sales team by six to fill customer-focused roles and the appointment of former CMS Distribution exec Tanith Russell to sales director in November last year.

"We're taking share and we've added more resource in our mid-market team, so we're selling to more customers. Traditionally Infinigate has been more vendor led, but now we're a lot more customer focused, so we have a lot more people focused on looking after segments of our customer base and selling them lines of business and talking about our portfolio. A lot of customers didn't realise how much we can do for them," he said.

Infinigate changed private equity hands earlier this year, receiving investment from Bridgepoint while US investor of four years, H.I.G Capital, exited the business.

Griffiths said that he expects to add around two or three new vendors to Infinigate UK this year, while also bolstering its service provider platoform, which it acquired through its 2019 acquisition of German distributor Acmeo, through adding new technology and services .

Infinigate's group CEO Klaus Schlichtherle adds that the distributor plans to step up its M&A focus in Europe and even further afield as it looks to scale its operations.

"Our manufacturers keep asking us to expand geographically as they appreciate our focused strategy and the quality of our Value Add services," he said.

"We will therefore be increasingly looking for suitable takeover candidates in the future in Europe, but also outside Europe, and to integrate them into our Group in accordance with our quality requirements."