Ex-Equanet head steps back into channel

Paul Barlow bounces back with new VAR

Barlow: We have less baggage than some of the more established players

Channel veteran Paul Barlow is returning to his roots by setting up a mid-market reseller called Servium.

The former managing director of Equanet has secured private investor backing from an unnamed firm for his venture, and has acquired the business of reseller IT Instore, which is an HP, VMware, Citrix and NetApp partner, among others.

Speaking to CRN, Barlow said: “We are in the process of setting up a brand-new office in Leatherhead to complement our existing office in Warrington.”

Barlow said the firm would offer a mixed model covering product sales, but also offering a range of services.

“Our target turnover for the first year is £10m,” Barlow said. “This is a great time to start a new business. We have less baggage than some of the more established players in the market.”

He admitted he has received “quite a few” applications from his old colleagues at Equanet, but stressed his new company will be run differently.

“I want a balance between product and services and don’t want the company staffed entirely by former Equanet people,” he said.

Damien Harold, managing director of Xact Marketing, said there was a new generation of resellers appearing on the scene.

“This is a new era for the channel, with a lot of new companies emerging as customer attitudes start to change,” he said. “Paul is determined and will lead from the front.”