‘We’re in a transformative phase’: Bytes cybersecurity evangelist on company evolution

Jamal Lawrence discusses leadership changes, “doubling the double”, and the importance of adaptation

After hitting the £2bn gross income invoice (GII) benchmark, Bytes, the UK-based VAR with a presence in Ireland, has an eye towards further buildouts..

This is what Jamal Lawrence, cybersecurity evangelist and senior cybersecurity solutions specialist at Bytes, tells CRN.

When it comes to figures, the company intends to “double the double” thanks to an expanding cybersecurity market.

“Both businesses and consumers are becoming more aware of the need for cyber resilience.

“There’s more opportunity, and our plans are very much aligned with that.”

But the industry has been deeply affected by the current macroeconomic conditions.

“It’s been tough for everyone,” says Lawrence.

According to Lawrence, Bytes had to adapt, alongside its vendors and customers, and focus on optimisation and consolidation.

“It’s a differentiator, especially when budgets are tight.

“Being able to offer solutions that cover more ground strengthens our value proposition.

“Strategically, that focus, as well as making the most of our strongest vendor relationships, has been critical.”

Partner network

Globally, the VAR transacted with over 1,000 vendors last year.

It also has strategic partnerships in place, which allows it to be agnostic.

“We’re not just pushing a shortlist of favourites; we look at outcomes - understanding the customer’s needs and challenges and proposing the best fit.”

From a cybersecurity perspective, Bytes’ portfolio spans networking, cloud, endpoint, user identity, email, managed services, consultancy, and auditing.

Lawrence also explains that the company has a few strategic partnerships with several key distributors, such as Exclusive Networks and Ingram Micro.

People moves and solid structure

Bytes counts between 1,000 and 1,200 employees among its ranks.

Following the appointment of a new leadership team last year, including CEO Sam Mudd and CCO Hayley Mooney, the VAR’s focus on innovation remains steadfast, according to Lawrence.

“We’re in a bit of a transformative phase, but we’re already seeing new ideas come through - and that’s essential.

“You need new thinking and fresh leadership to sustain growth and keep driving forward.”

In terms of sales, the leadership has brought in a lot more structure to Bytes’ commercial team, according to Lawrence.

“Previously, account managers could be working on anything from 300-user accounts to those with over 10,000 users, but the messaging, enablement, and vendor strategy is completely different for each segment.”

The company has now defined three different focus areas:

• Mid-market (up to 2,000 users)
• Corporate (2,000–10,000 users)
• Enterprise (10,000+ users)

“That structure allows our account managers to work with customers facing similar challenges and communicate more effectively across segments,” the cybersecurity evangelist tells CRN.

International customers with different needs

The firm currently counts around 4,000 customers, most of them in the UK.

“Our sweet spot is probably in the 2,000-user range, but we support everything from very small niche organisations to massive enterprises with hundreds of thousands of users,” explains Lawrence.

“Understanding how to work across all those segments is important.”

The VAR relies on its 70 cybersecurity-focused subject matter experts, including Lawrence, who are aligned to specific market areas.

“They help us understand market trends, build vendor relationships, and address the unique challenges of each segment.

“We’ve got dedicated SMEs for mid-market, corporate, and enterprise.

“That helps keep us sharp and ensures we’re recommending appropriate solutions for each group.”