Channel Awards 2024: Carl Bagshaw, ECS Resource Group on award nomination

Carl Bagshaw, managing director - IT channel and resource-as-a-service (RaaS) at ECS Resource Group, talks Channel Awards nod

Carl Bagshaw, managing director - IT channel and resource-as-a-service (RaaS) at ECS Resource Group, leads a team that is proud to have been shortlisted for the prestigious CRN IT Channel Partner of the Year – Support award. This recognition is especially significant, as it marks the first time ECS has entered the competition, demonstrating their growing influence and commitment within the IT channel.

ECS, formed in 1989, originally provided both permanent and contract recruitment services to the IT industry, catering to clients directly and within the channel. Over the years, ECS evolved its business model to become more IT channel-centric, positioning itself as a true channel partner. This shift is encapsulated in their RaaS offering, which has been a key part of their service within the channel since its launch in 2019.

In the financial year spanning July 2023 to July 2024, ECS generated a combined turnover of £30m, with an impressive £27m attributed to the IT channel. This represents a staggering 90 per cent of the company's total turnover, underscoring the significant role the IT channel plays in ECS's growth.

ECS’s RaaS framework is specifically designed to help value-added resellers (VARs), managed service providers (MSPs), and system integrators unlock untapped potential within their customer bases. This unique approach offers a robust, value-driven model that has become increasingly popular among IT channel clients.

In April 2024, ECS launched RaaS version 2, featuring enhanced Discovery, Promotion, and Bid Support processes, along with enriched content and data capabilities. The RaaS framework is constructed to support IT channel clients in productizing their go-to-market staff augmentation offerings. It also aids in identifying new revenue streams from existing end users, strengthening customer relationships, and connecting clients with a network of highly qualified and accredited IT professionals with specialized skills—all delivered at no additional cost.

• The RaaS framework is composed of six phases designed to streamline and maximize the resource provision process:
• Discovery – Utilizes data analysis to support account management and identify new business opportunities.
• Promotion – Provides a library of content to enhance sales processes, including case studies, example CVs, and marketing collateral.
• Bid Support – Offers unlimited support to channel sales teams, ensuring that all opportunities are both profitable and deliverable.
• Delivery – Resources are provided by trusted, accredited professionals, ensuring high-quality service.
• Continuous Management – Offers ongoing support for onsite resources to mitigate any risks and maintain smooth operations.
• Opportunity – Focuses on maximizing additional opportunities through relationships built onsite, expanding business potential.

According to Carl Bagshaw, ECS stands out as no other IT resource partner works with channel clients in quite the same way. The added value and trusted partnership offering through the RaaS framework have led ECS to support a growing number of organizations within the channel, including renowned names such as Computacenter, Ricoh, Daisy Corporate Services, Fujitsu, Digital Space, Nebula, and iOmart.

ECS’s commitment to its clients is evident through its comprehensive training and support for sales teams within the IT channel. The RaaS framework equips these teams with the necessary knowledge, content, and confidence to market their professional resource services effectively. Under ECS's guidance, over 100 sales professionals across various IT channel clients have been empowered to generate new revenue streams through IT contract resources, contributing to the company’s notable £27 million revenue for the financial year 2022-2023.

In summary, ECS Resource Group has developed a partnership-driven approach that not only offers significant value to IT channel clients but also supports their growth and development. This strategy has proven to be successful and transformative, establishing ECS as a leading partner in the IT channel.