PROFILE
Twickenham Stadium April 1st & 2nd, 2009
www.comms-dealer.com
Hats off to Commsworld
Commsworld is one of
Nicol stresses that selling hardware
the UK’s leading ICT
is distinct from selling a solution:
“Our focus is on identifying client
services organisations
needs to devise a solution that
and delivers fully
delivers performance and reduces
costs to achieve a high Return
integrated voice and
on Investment. The numbers tell
data solutions from
the story. Only about 20 per cent
of our revenues are generated
its HQ in Edinburgh,
by hardware sales. It’s how you
and branch offices in
use the hardware that creates
a solution to deliver benefits.
Glasgow and Aberdeen.
We spoke to CEO Ricky
“The basis of our success is the
increasing sale of profitable
Nicol to get his story.
services. We have contractual
recurring revenues of more than
£4 million out of our £8 million total.
It means that we are in sound
financial health – in 2008, profits
C
ommsworld was grew by over 50 per cent.”
formed by Nicol and
Dave McKenzie in He finds that, even in a recession,
1994. “Our progress opportunities grow. “Dr Johnson
in 15 years has been dramatic,” said that if you knew you were to
says Nicol. “We started with a be hanged in the morning, it would
five strong team selling basic concentrate the mind wonderfully.
low end systems and in our first Now, companies who were willing
year had revenues of £300k. The to accept a level of service and
opportunity we identified was cost as reasonable in good times,
based on the realisation that are thinking actively about working
the competition and choice smarter. We can show a healthy
possible in a free market wasn’t RoI, short pay back time and a
translating into supplier attitudes
Ricky Nicol
healthier bottom line. You could
that put customers first. Dave say that we are essential allies in
sold his interest a few years Gamma, Murphx and Opal,” he scale of services that he claims painless, profitable downsizing.”
ago and currently our revenues commented. “Our objective is are unique in the country. “We
are running at £8 million.” to be a sole point of contact for are particularly experienced A key factor, he believes, is the
customers in fields where integrity in the oil and gas sector which quality of Commsworld’s 55
Nicol said the company ‘changed of communication is vital. So we has transformed the economic strong staff. Nicol added: “We
gear’ in 1996/7 when it partnered offer a total service portfolio that structure of the north east in have a stable, experienced and
with SDX to sell the INDeX. “That includes telephony, VoIP, LAN/WAN, the last 25 years. We are also exceptionally intelligent workforce.
enabled us to target a larger fixed voice and data, mobiles, closely involved with many of You have to think clearly about
scale of customer and we’ve hosted solutions, structured cabling Scotland’s principal legal practices client objectives and how your
maintained that relationship and maintenance services.” and have a strong base in the technology is going to meet
with Avaya, with whom we are automotive sector,” said Nicol. them – all the way from project
Gold Partners. We’re also a Mitel Commsworld’s growth has been management to installing cable.
Select Partner. In 2007 we were both organic and driven by “In these fields our client base That’s where we score and the
Mitel’s fastest growing Business acquisition. In 2000, it bought is distinctively Scottish, but while specialist partners whose skills
Partner, and our Technical Services Scotia Telecom and Nicol is quick we don’t actively target a cross we also use, share our view.”
Division has an enviable roll of to emphasise that the company, border market, it’s inevitable that
accreditations. On the network with a fully national Scottish as our clients create or expand Commsworld has appeared in the
services side we partner with Thus, presence, provides a range and their presence in England, we go Deloitte & Touche fast 50 league
with them. Much of Scotland’s table three times since 2001 and
Only 20% of our revenues are
economy depends on owner won the highest revenue growth
managed businesses and this gives award as a UK Thus partner in
from hardware sales. It’s how
us a broad target audience that 2006. As Nicol says: “We’re an
you use the hardware that creates
operates on a significant scale. owner managed business, too.
A typical example would be It’s reassuring that we can do for
a solution to deliver benefits
Kwikfit with whom we worked on ourselves what we persuade our
creating a call centre in Corby.” clients to let us do for them.”
�
Hugh Symons Communications
providing total support, not just handsets...
- The Mobile Solution
visit yourhsc.com
46 COMMS DEALER MARCH 2009 www.comms-dealer.com
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