‘We’ve made the right strategic choices’: Onnec global head of sales and business development

Jason Bottomley talks 2026 forecast, global consolidation, and the importance of client retention

After reaching over £200m in revenue this year, London-based reseller Onnec is confident in its growth across 2026, fuelled by customer retention and international operations.

Jason Bottomley, the organisation’s global head of sales and business development, tells CRN customer pipeline is looking healthy, blended and balanced moving into the new year.

Looking ahead, sales are expected to rise between 15 to 20 per cent.

“We look at sales bookings from a revenue perspective and a margin perspective. Both are pretty much tracking in line,” he says.

This performance reflects strategic choices on sectors, geographies and which clients the company works with, giving it the confidence that next year’s evolution can match audited levels.

Geography evolution

Bottomley sees EMEA and APAC as driving good momentum.

In Europe, while the firm has sales infrastructures in the UK, Ireland and the Nordics, he identifies the Netherlands, Iberia (Spain, Portugal) as well as Italy as strong areas around tech and datacentres verticals.

The reseller is also building in the DACH region, especially Germany and Switzerland, mainly across financial services and some tech.

“APAC is key,” he highlights.

“Australia, Malaysia, Singapore have seen significant growth in 2025 and expect it to continue into 2026 with existing and new global clients.”

On the other hand, he sees the US as more opportunistic.

“We have infrastructure but not at a US scale.

“Big US tech and finance clients expect huge presence, which we don’t have yet.”

Client base retention, a top priority

Bottomley notes that retention, engagement and continued growth within its existing customer base are “absolutely a priority.”

The global sales boss tells CRN Onnec’s top 20 accounts make up 80 per cent of its business.

The next step, he says, is moving up the value chain with these firms by becoming a valued partner higher up inside their organisations.

While it intends to double down on client retention, the reseller has a target of around 15 new customers per year targeted by sector, sub-sector and geography.

People and M&A moves

To supercharge these ambitions, Bottomley highlights how the company invests in people, notably new staters, partly due to growth and future investment.

“A lot of investment is around expertise in the datacentre vertical.

“We treat three areas separately: hyperscalers, colos, and AI NEOs.

“We are recruiting people who specialise in datacentres, both account management and new business.

“We’ve been strong at account management, retention, and growth, but now we need to blend in true new business.

“We’re hiring people with pure business development skills and datacentre background.”

The company has also made many execs reshuffles this year, with the appointment of Claire Keelan as UK MD, as well as other leadership changes around the world.

While Onnec is set on organic growth, it does not intend to purchase other firms in the foreseeable future, as 65 to 70 per cent of its sales is project-based.

“Services are constant and important, but the heavy demand right now is construction and project-based work, especially datacentres.

“We need to repeat, find, and grow with both existing clients and new ones.

“Acquisitions are not part of that. Pure sales only.”