01732 759725 24 Q&A With John Hayes-Warren, Chief Revenue Officer, Agilitas Technology Reseller (TR): How’s business? Better or worse than 12 months ago? And how confident are you about the future? John Hayes-Warren (JH-W): At Agilitas, we recently announced our new leadership team who are responsible for driving our ambitious business strategy. This places customer experience transformation at the heart of our strategy and is set to make FY24 a defining year in our history. The business has shown strong signs of growth in the last two quarters, with a key focus on revenue and ensuring our cost base is optimised. TR: In what areas are you experiencing strongest demand? JH-W: Agilitas’ mission is to enable our customers to scale and innovate with confidence, delivering global, sustainable, innovative technology services that provide the foundations for customer success and efficiency. We are continuing to invest in the UK and international Technology Channel, with a focus on partnerships to digitise their operating models. As a result, we have seen a significant increase in demand for outsourced logistics expertise from Channel partners needing to focus resources on their core capabilities. With digital transformation breaking down international barriers, we are also seeing strong demand for services that allow our partners to expand without geographical limitations. This includes global Inventory Assurance contracts to support environments for global customers, specifically those in the networking and data centre sectors. In addition, we are seeing a convergence of requirements for the entire ecosystem to support key revenue streams for end customers and to maintain the productivity of dispersed workforces. This is driving increased demand for the deployment of network and wireless projects, as well as a boom in sustainability alignment and investment. TR: What recent wins are you most proud of? JH-W: We’re extremely proud that within the last three months we have transformed four new accounts into top 10 buying accounts. This is testament to our dedicated team, the key driver of our growth strategy, which is already having an impact and successfully growing our customer base at speed. TR: Where is business proving most difficult? JH-W: At Agilitas, one of our biggest challenges is when customers procure maintenance services tactically, irrespective of our need to maintain system availability for end customer productivity and the overall customer experience. In terms of the wider Channel, one of the biggest difficulties is continued supply chain disruption which has massively impacted product availability. This has caused some disintermediation of the Channel value chain, as businesses have streamlined or chosen a different route to market in order to reconfigure logistics networks and delivery partners. The sector is also having to adjust to changes in Channel partner programmes as technology providers react to demand for digital transformation, often by choosing to bypass traditional partners to work with specialists that offer opportunities for high-value collaboration. Today’s Channel ecosystem is all about ensuring value and alignment for both parties, which prioritises quality over quantity – signing as many partners as possible can quickly become unsustainable and unproductive. TR: How have you changed/are you changing business operations to exploit new opportunities? JH-W: We are continually reviewing our portfolio and investments to increase efficiency and to meet demand for global services. With that in mind, our team is focusing on three core areas, Inventory Assurance, Professional Services and Smart Logistics, all underpinned by Agilitas’ sustainability initiatives. Inventory Assure is based on our ability to maintain end-customer environments globally, with Professional Services acting as an extension to a customer's engineering capabilities to accelerate time to revenue and to give For more than 30 years, Nottinghambased Agilitas IT Solutions Limited has been supporting vendors, IT resellers and MSPs with a range of channel services that enable them to take on more business, embrace opportunities presented by new technologies and deliver better customer service. John Hayes-Warren was appointed Chief Revenue Office last September to grow the company’s services business which today encompasses five key offerings: inventory-as-a-service (multi-vendor hardware maintenance), technical services (professional services, remote support and technical resourcing), training services, lifecycle services (from product sourcing and maintenance to secure disposal at end of life) and dedicated hardware sales, with in-depth knowledge of server, storage, networking and workplace products. Here, Hayes-Warren presents his view from the channel. www.agilitas.co.uk View from the Channel John Hayes-Warren
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