Microsoft appoints new OEM distributor
VIP regains authorised status to target system builder channel
VIP UK has been appointed a Microsoft OEM distributor to target the systems builder channel.
The Warrington-based distie has held the status in the past but lost out in an RFP process around seven years ago, managing director Rich Marsden (pictured) told CRN.
The firm started to rebuild its direct relationship with Microsoft around four years ago and, after a period of strong growth, has now regained its official status.
"It was slow to get around the table again after the RFP and deliver some of the objectives and the messaging, so to get to a point where we can announce it after all of the work that has gone in is really pleasing," Marsden said.
"Microsoft spent a lot of time evaluating what we can do for them. They don't need us to sell copies of software - they'll do that with or without us - but they wanted a partner that could focus on the OEM space, which is where we are.
"We cranked up the pressure from a transactional perspective and would buy from an authorised distie, but it was quite difficult to grow that without being fully authorised, so it became clear that we could have success but if we weren't growing towards a full contract, that success would be limited."
Marsden said that Microsoft did not carry out an RFP process on this occasion, instead adding VIP to the four incumbent OEM distributors: Ingram Micro, Westcoast, Tech Data and Exertis.
Microsoft sales director Anjana Srinivasan said: "We're very pleased to welcome VIP UK to our network of Microsoft Authorised Distribution partners here in the UK.
"The team at VIP UK has a wealth of expertise and experience in serving the system builder channel, and we believe the addition of Windows will complement their existing portfolio and enable mutual growth for both parties.
"I wish VIP UK all the very best as an Authorised Distributor and look forward to working with them as we enter the next phase of our partnership."
Marsden added that VIP is on track to record its "best year by a significant margin", explaining that a dwindling number of players in the space has opened up opportunities for the remaining businesses.
"Over the last five years we have doubled down our investment in the PC components space and we're starting to see the fruits of our labour now," he said.
"Ten years ago there was Realtime, KMS, Enta; there were multiple distributors. But now there is VIP, Spire and Target - who both do good jobs - but there's a really big opportunity in this space."