Who are the UK's top IT distributors, and how do they view the market going into the final four months of 2022?
This three-part feature counts down the 45 largest UK broadliners and VADs on CRN's radar by revenue, beginning with those ranked 45th to 31st*....
45. Prianto Ltd
Revenue: £7.6m (+39%)
Specialism: Enterprise software, virtualisation
Top vendors: Quest Software, Droplet, Osirium, Unitrends, TeamViewer, Runecast, Micro Focus
HQ: Newbury, Berkshire
The UK arm of this pan-European enterprise software distributor turned over £7.6m last year, according to numbers it shared with us. It counts Quest Software and Unitrends among its vendor partners.
Globally, Munich-headquartered Prianto boasts revenues of around €150m and 140 staff. The UK operation, which functions as a sales arm only, launched in 2011, with DACH, France Benelux, CEE, Canada and USA among the other territories now covered.
Q&A with Prianto Ltd CEO Yuri Pasea
Have you made any significant vendor signings in the last 12 months?
Micro Focus. They have been a key partner for the Prianto group for a number of years, and our contract has recently been expanded to the UK. This year we signed Osirium. They are a British vendor specialising in PAM and PEM technologies. Osirium is disruptive, and its technology is at the forefront of the market with new compliance rules.
Which emerging vendor/technology are you tipping for take-off in 2022?
Droplet and Runecast. Both vendors have disruptive and innovative technologies. They have grown significantly, and our pipeline is very healthy. We are excited about the work our partners are delivering in this space.
Do you expect to grow in 2022?
Yes, fundamentally, we have already seen significant growth in FY22, and FY23 we are expecting to continue our growth curve. We are also expanding the team in the UK to continue our growth trajectory and moving to a new office in Q3.
Distributor share prices have cooled over the last 12 months. Is that a concern?
Why would it be a concern? We are not looking to sell any time soon.
How is the chip shortage impacting you, and when will it end?
We haven't seen too much impact from this; being mainly a software distributor! We have seen end users moving more desktops to the cloud as the lead time for laptops has increased.
2022 has seen a couple of blockbuster distribution mergers already. What M&A trends do you expect to see over the next 12 months?
Distribution mergers are cyclical, and I believe we are at the end of this current phase. We see continued consolidation with MSP partners and MSP vendors.
Distribution mergers are cyclical, and I believe we are at the end of this current phase
As most are aware we are seeing a lot of M&A in the industry but also at end-user level, daily we are working on migration projects with our partners to merge environments following acquisitions. This is a subject matter that will not be going away anytime soon we believe.
What, if any, role does distribution have to play when it comes to sustainability?
We think it is the responsibility of all organisations to play a role in sustainability. I'm sure most if not all distributors are playing their part.
What's been your biggest business mistake?
Prianto doesn't make mistakes!
*Brokers, sub-distributors and others not holding direct contracts with vendors were not considered for this report. We also chose to exclude those specialising in technologies outside CRN's core market. This includes distributors of mobile phones, industrial components, gaming software and office supplies. For the top ten, where possible we have isolated a UK distribution total. But the headline revenue numbers of those further down the list often contain international as well as UK sales. For hybrid reseller-distributors, we have attempted to split out just the distribution number. For hybrid manufacturer-distributors, we chose not to do this. The figures in this report are based on data from Companies House, or figures shared by the company.
Which £11m-revenue unified comms distributor is in the process of leading a two-tier transition for one of its key vendors? Find out on the next page...