Fabric targets larger deals

London-based Cisco and Microsoft reseller targets ‘M' of SMB market following merger

Resellers Psychosis and Open Business Systems (OBS) are aiming to break into the upper tier of the SMB sector after completing their union.

Cisco VAR Pyschosis and Microsoft applications specialist OBS merged last January, but only rebranded themselves as Fabric Technologies in November after moving into joint offices.

Simon Kentish, former chairman of OBS and a director at Fabric, claimed the merger would allow the enlarged company to compete for larger deals.

“We both had a turnover of £2m and had reached a size where we were being considered for larger contracts. But when it came down to the last three, we weren’t quite big enough to be taken seriously,” he said.

“Now we have a larger balance sheet and wider range of technical skills, we’re tendering into some larger contracts that we hope to win.”

The new office, in London’s Gray’s Inn Road, includes demonstration and training facilities for customers, which neither VAR previously offered.

“What I’m surprised at is the change in attitude from our suppliers. Microsoft and Cisco want to engage with us now we have demonstration and training rooms,” Kentish claimed.

Fabric’s three-year plan targets a doubling in turnover to £10m. Kentish added that the VAR has financial backing to make further acquisitions.