11 www.managedITmag.co.uk Logixal opened for business on March 5, 2012, selling Xerox print devices and supporting them with its own service engineers. It quickly became a Gold-level Xerox dealer and, in 2017, was named Xerox Document Technology Partner of the Year and Xerox Finance Document Technology Partner of the Year. Since then, under the leadership of CEO Daniel Hoile and Managing Director Mandeep Kandola, the company has diversified its offering and now offers products and services across the four key pillars of IT managed services, unified communications (UC), managed print and document management. This diversification has powered rapid organic revenue growth, from £3.2 million in 2021 to £5 million in 2023. This year, Hoile is aiming to increase turnover by a further 40% to £7 million. So what are the secrets of Logixal’s success? What factors have enabled it to differentiate itself from its rivals and achieve strong double-digit growth? q It is a true MSP When Covid struck, Hoile took the decision to accelerate Logixal’s transformation from a managed print services provider into a true MSP. He describes this ‘a sliding doors moment’ that has enabled Logixal to be that trusted advisor needed by businesses as they embark on their own digital transformation. “I immediately invested a huge amount of money in transforming Logixal into an MSP. I took on an additional three or four IT specialists and I invested in Datto RMM and Autotask,” he explains. In addition to these popular MSP management and support A platform for growth and service excellence solutions, Logixal uses the ECI service platform. Together, they enable it to provide high levels of remote and on-site support. w A diversified offering At the same time, Logixal has expanded its product and services offering, giving customers a single source for print, document management, UC and IT managed services and a choice of vendors. “From a print perspective, we’ve now got relationships with Xerox, for their office machines, apps and Docushare document management system, and, since 2022, with Konica Minolta, which provides good, reliable kit and exceptional production machines. In December 2022, I took on Sharp for their AV and their touchscreen portfolio, and this January we added Ricoh because they also have DocuWare, which gives us another document management system. “Strategically, I believe we’ve got the best product range in the market. We’re no longer just picking up contracts for print and PaperCut, but for four, five or six other software solutions. We’ve got relationships with Redstor and Acronis for data backup and recovery. We’re offering managed cybersecurity and cyber training through the Huntress platform. We’re selling Microsoft licences (including Teams and Copilot), leased lines, mobiles and mobile device management. We’ve got seven or eight different products that we can sell into clients.” e A choice of service level Hoile believes that the decision to build in-house IT support capabilities, rather than relying on services provided by the likes of Xerox, Ricoh and Konica Minolta, has given Logixal the flexibility and freedom to provide customers with industry-leading service levels. “Everyone has a service offering, and customers are exploiting this by driving down prices. Our autonomy has allowed us to avoid getting into a race to zero by introducing a choice of four service levels – supreme, ultra, ultimate and next level. If a customer is motivated by price, they can choose supreme, the equivalent of gold from anyone else. If their priority is quality of service, they can move up one or more levels. We are now able to have completely different conversations with our customers.” r A focus on quality Logixal’s investment in its support capabilities and expanded product offering is underpinned by a focus on standards. As well as ISO 9001, 14001, 27001 and 20000 accreditations, Logixal has been Investors in People certified since 2014. It achieved Gold certification in 2017 and is now Platinum-accredited. Hoile cites investment in staff development as a key contributor to Logixal’s success and enduring customer relationships. “Over the years, we’ve managed to hold on to an awful lot of our staff. One of our engineers we’ve had for 10 years. The rest we’ve had for seven. Nigel (Pashley), our Chief Finance Officer, has been with us for nine and a half years. Two of our key core telesales people have been with us for 10 and 12 years. The average employee retention within the business is at least four or five years.” To find out more about Logixal’s products and services, please visit www.logixal.co.uk How investment in people, systems and services is helping Logixal meet the needs of its customers MANAGED SERVICES Daniel Hoile EDITOR’S CHOICE AWARD LOGI XAL 4 IN PRINT AND ONLINE
RkJQdWJsaXNoZXIy NDUxNDM=