Armadillo plans strategic shift to consultancy services

Security integrator hopes management changes will lead to expansion of its customer base

Security integrator Armadillo has ambitious growth plans for 2007 as it plans a strategic shift to focus more on technical expertise and consultancy services.

The firm has appointed David Radley, formerly divisional director at Computacenter Direct, as its new managing director, and has recruited Soli Khan as its technical director, who joins the firm from BT.

Speaking to CRN, Radley said Armadillo has good growth prospects.

“I helped to build Computacenter Direct into an £80m business in 20 months, but felt I had done all I could there,” he said. “It is a change for me to be at a firm like Armadillo because it focuses on a specific market place, primarily around access and security. It is my job to develop the team here and grow the business to maximise the opportunity in the market.”

Radley claimed there is growing demand for security services, particularly as more companies are trying to get to grips with legislation and compliance issues.

He added that Armadillo had spoken to all its customers to inform them of the management changes and is planning on winning more business.

“We definitely want to expand our customer base and help more organisations get into access and security,” he said, adding that the public sector space is a particular target area for Armadillo in 2007.

Radley added that he would not rule out future acquisitions.

“If the right organisation was to present itself, then we would not rule out the potential to enter into acquisition talks,” he said.

Nick Garlick, managing director of rival VAR Nebulas Security, said: “To be able to provide security and compliance consultancy services takes a lot of resources and dedication. It is not about box-shifting, it is about offering solutions.

“This is something we have been working on for years and the competition is tough. It is not easy to just walk into this market.”

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