Smee takes charge of Micro-P's new VAD empire

Micro-P separates B2B activities into VAD and Volume segments

Exertis Micro-P has created a new value-added distributor (VAD) division within its B2B arm as it looks to cover more of the market.

Last year the distie acquired Cohort Technology, which is now the basis of its new VAD offering. Cohort boss Grahame Smee (pictured) will head up the VAD division and work alongside Micro-P director Phil Brown who leads the B2B's existing Volume segment.

Smee's division - which was created to address customer and partner demands for more tech-focus from disties - will comprise four key focus areas around unified communications (UC), security, specialist software and services.

Existing UC staff - based in Micro-P's Altham office and its Stoke-based security staff will now report into Smee's new Baskingstoke-based VAD team but will continue to work from their regional posts.

The Cohort name will eventually disappear as it becomes rebranded as Micro-P, but a timeframe for the retirement has not yet been decided.

Micro-P's managing director Paul Bryan said the new VAD offering complements its existing go-to-market strategy.

"We have three sales channels in retail, B2B and telco, and we're promoting services, services, services, all the way through," he said. "Grahame's team has allowed us to change gear in the B2B VAD channel and we're already seeing some fantastic wins with both vendors and customers.

"There's a lot of rhetoric out there about what value-add distribution is doing, but I'm just pleased that we are really making a tangible difference in all three channels. It is very exciting."