Exclusive Networks delivers growth and increases services revenues

Distributor shares revenue performance numbers for 2019 and outlines plans to provide support for partners coping with coronavirus

Exclusive Networks has continued its established pattern of delivering growth, with its revenues heading even further north of €2bn.

The distributor saw booking revenues of €2.4bn for 2019, a year-on-year increase of 17%. Growth came across the global business, fuelled by demand for security and cloud transformation products.

Growth climbed by 16% in the UK, 44% in the Middle East, 20% in Southern Europe, 18% in the Asia-Pacific region and 17% in Austria, Germany and Switzerland.

Exclusive has also been increasing its subscription-based revenues, which now account for a tenth (€200m) of the overall total.  

The firm launched its Managed Security Services Distributor efforts during the 2019 financial year as part of its drive to increase revenues from that side of the business. It started with a couple of security operations centre (SOC)-based managed security services that partners can take to market – Monitoring & Altering and an option to add to that Prevention & Countermeasures. The plan is to add to the list over the course of this year.

The firm also reported that its top three vendor partners saw revenues improve by 20%, and some of those classed as “development vendors” saw their contribution increase by closer to 40%.

The distributor also made some important hires, including bringing back Barrie Desmond from sabbatical to take up a position as senior vice-president of marketing and communications. Gerard Allison also came on board as regional senior vice-president for Europe, the Middle East and Africa.

“We’ve seen the enterprise market changing how it consumes technology, making it an exciting time to be creating value in the channel”
Andy Travers, Exclusive Networks

“Our journey continues as we register another strong year of generating opportunities for our partners and growing organically ahead of market growth rates,” said Andy Travers, executive vice-president of worldwide sales and marketing at Exclusive Networks.

“We’ve seen the enterprise market changing how it consumes technology, making it an exciting time to be creating value in the channel. Behind the scenes we have been investing in our global operations capability and bolstering our leadership team, but we remain more focused than ever on doing what we do best – being customer centric with a conscious effort to support our partners’ businesses, especially during this uncertain time,” he added.

Keeping on track despite coronavirus uncertainty

The firm acknowledged that the current Covid-19 coronavirus pandemic was having an impact, but indicated that the business year to date “remains on track”, adding that its cash position and overall finances put it in a strong position to weather the storm.

“Business continuity preparations in terms of employee welfare and remote workplace provision, supply chain contingencies and customer care have proved to be invaluable and, thus far, resilient with minimal operational impact,” the firm stated.

“Contingencies are in place to support the fast-changing environment, and the company continues to work in harmony with its vendor and supply chain partners,” it added.

The channel player also revealed plans to launch a partner support package over the coming days to provide more help for resellers coping with coronavirus disruption.

Plans include providing a package that includes a communications pathway plan, operational continuity aids, customer professional implementation and support overflow, consolidated vendor programmes, and well-being and safeguarding guidelines.

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