The UK's top 40 IT distributors generated nearly £13bn revenues in their latest years, CRN research has found. Here we count down those ranked 25th to 11th...
"We are investing heavily in Microsoft Azure"
20. Sigma Software Distribution
Revenues: £47.3m (+12%)
UK headcount: 29
Specialism: Software
Key vendors: Canonical, Corel, Flexera, Intel, ManageEngine, MindManager, Quest, SAP, Smartbear, Solarwinds
HQ: Ashburton, Devon
Formed in 2003, this software specialist was part of the privately owned CDF Group (which also owns reseller Grey Matter). In November 2020 CDF was acquired by Wayside Technology Group, a US firm whose distribution arm, Climb Channel Solutions, has a European office in Amsterdam.
According to numbers Sigma shared with us, the group's distribution revenues hit £47.3m in its year to 31 December 2020, with the majority generated in the UK.
Quickfire Q&A with VP of Distribution, EMEA, Jane Silk
Which emerging vendors are you betting big on this year?
Not an emerging vendor but an emerging platform - we are investing heavily in Microsoft Azure - enabling resellers to move their customers to the cloud.
Have you made any significant vendor signings in the last 12 months?
All of our vendor signings are significant to us. Our recent focus has been aligning our current and new vendors with our Microsoft CSP offering - delivering solutions for Microsoft cloud not just licensing.
What's the biggest misconception about distribution?
That it adds no value!
How would you summarise the health of the distribution sector in 2021?
Variable - like many other industries, success in IT distribution is dependent on the relevance of its offering.
What's been your biggest disappointment of the last year?
Not being able to meet up with colleagues and partners in an informal setting where we're able to just enjoy each other's company.
Do you expect to grow in 2021?
Absolutely and the signs are good so far!
At first glance, the rise of cloud must be pretty devastating for distributors if there is no physical product to ship. How have you adapted?
At Sigma, software has always been our focus so the rise of cloud has been more about adapting to and understanding how customers want to consume, access and pay for their software.
How do you see the role of distribution changing in the 2020s?
Distribution will need to continue to evolve to remain relevant recognising that just ‘delivering' products or just providing a platform or marketplace is not enough.
Which UK competitor do you respect the most, and why?
Westcoast - like us they provide great customer service and have loyal resellers who value what they deliver.
Tell us one thing most people won't know about your company?
Our office is in a renovated maltings building where grain was converted into malt and used to make great locally produced beer!
Which distributor has created its own beer? See following page for the answer...
