Integralis gears up for top-end battle
New management team pinpoints more deals with multi-national firms based in UK
Church: We are no longer competing in the reseller business
Integralis claims its recent UK management refresh has given it the clout to compete with the giant integrators at the top end of the security market.
A string of big names have joined the Juniper, F5 and Check Point partner since new managing director Simon Church took the UK reins last summer. This includes top executives from Verizon, Sophos and Dimension Data.
The latest to come on board is former Symantec EMEA technical director Martin Field, who started in the position of UK pre-sales manager this month.
Church said he aimed to win more deals with multinational firms in the UK.
"The people we have hired give a good indication of the types of firms we are starting to cause pain,” he said. “We are no longer competing in the reseller business, but in the integration market.”
Integralis, which was acquired by Japanese telco NTT last summer, recently logged a 2.9 per cent growth in full-year sales to €173.7m (£155m), although managed services rose by 13 per cent and professional services by nine per cent.
But he denied that Integralis was moving away from being a channel for vendors towards becoming a vendor itself.
“This is not a degradation of our vendor business – we are just putting more of a services wrap around our vendor business,” he said. “We turn vendor solutions into Integralis solutions and the vendors are very keen to engage with that.”
David Hobson, managing director of VAR GSS, agreed that Integralis’ competitive landscape is changing.
“Integralis is moving away from the security VAR space,” he said. “NTT focuses on the high-end managed services space and that’s where Integralis has to be. NTT is not going to be interested in a hos