www.comms-dealer.com
VIEWPOINT
COMMENT
Relationships
Now is the
time to
maximise
cloud
built on Trust
computing
A fully transparent relationship between the dealer and distributor can
help both sides of the partnership through tough times, according to
Terry Ambrose and Vincent Leahy, Joint Managing Directors at Trust
DAVE CRUSE, CEO, CONJUNGO
Distribution, which is enjoying significant growth despite the recession.
Quantitative easing – There has been no
end of talk and articles about the recession
and credit crunch to the point where we’re
all sick of hearing it. We’re told that green
shoots of recovery are on their way, so let’s T
rust has dispelled the economic gloom,
bucking the trend with steady growth
throughout the testing times of the
hope the infamous double dip isn’t around past year. Ambrose credits his customers for
the corner. Of course, there is some good successfully pushing for new business and
news: A recession tends to make companies growth despite the adverse conditions, saying
and their owners/shareholders appraise it is a testament to both their determination
the business model, costs and other critical and creativity. “No stone has gone unturned
areas. By aligning those costs and goals with in working together to consider new ways
The Trust team
market conditions your company should to generate income, from the performance
be in better shape to take advantage benefits of the latest NEC and Panasonic Trust Fund incentive scheme as a key
of the recovery when it does happen. solutions to the smallest money, time and contributer to success, saying: “With so
efficiency saving peripherals,” noted Ambrose. many schemes dealers simply lose interest
That said, despite Government initiatives, as they involve extra paperwork, time and
access to credit is difficult. Those companies As sales have increased, Trust has been busily energy. There’s enough to do in the working
that need cash for operational purposes accommodating the growth and adding day already. That’s why Trust Fund was
are struggling to find it. Those companies strength to its sales and technical offering. conceived as a simple scheme, administered
that don’t need it are in fact the only Ambrose commented: “Since the beginning of with zero demands on our customers.”
ones to be able to access cash. So the year we have been recruiting in all areas of
now might be a good time to borrow the business to support our current growth. We Ambrose is looking ahead with enthusiasm,
(depending on your perspective), retain have added more dealer account managers having optimised all areas of the business. He
cash and use someone else’s to expand. to maintain our levels of pre and post sales commented: “In recent months our product
support, and we’ve also recruited field based portfolio has increased significantly, and we’re
As for the cloud... well actually there’s brand managers for both Panasonic and NEC.” also currently working through a number of
been a lot of talk of that as a delivery or support options to bring an extra dimension
business model for years, and it’s beginning Joint Managing Director Vincent Leahy to our customers marketing activities. Trust has
to catch on. Organisations, regardless of highlighted that Trust’s first strategic decision has further bolstered its infrastructure making on-site
size are beginning to investigate the notion been central to its success... a strict policy of support a firm favourite, benefiting more dealers
of cloud computing because of the many only dealing with resellers. Since our beginnings and paying real dividends in ensuring first time
benefits that can be gained. Most of the in 2005 this policy has stood Trust in good installations go without a hitch.”
n
major vendors, if they haven’t already, are stead,” commented Leahy. “It may have meant
developing new schemes and launching turning down all sorts of market opportunities,
programmes that take advantage of the but by staying true to our position we can be
cloud computing model. It is therefore totally transparent with our customers in our
important that channel partners investigate decisions. More than that, we can include them
and embrace this opportunity. While I in the discussion stages because by definition
appreciate that it is easier said than done, if it’s a bad move for them, it’s a bad move for
and of course there is still some sceptics out us. If we’re bringing in a new product range
there, it is in fact the natural evolution from or a new or improved service, it’s because we
outsourcing, managed services, hosting etc. think it’s a great opportunity for our resellers.”
Now is the time to start ramping up efforts While the distribution sector has gone
and making the changes necessary to through a period of flux in recent years, Trust
maximise cloud computing as a delivery has maintained a bespoke approach to
model, a route to new revenues, margins account management that has developed
and new customers. www.conjungo.com the degree of customer loyalty and retention
n
that Trust enjoys. Leahy also points to the
Ambrose & Leahy load up their Trust Fund
www.comms-dealer.com COMMS DEALER NOVEMBER 2009 45
P45 NEW_rhp.indd 1 29/10/09 13:43:12
Page 1  |  Page 2  |  Page 3  |  Page 4  |  Page 5  |  Page 6  |  Page 7  |  Page 8  |  Page 9  |  Page 10  |  Page 11  |  Page 12  |  Page 13  |  Page 14  |  Page 15  |  Page 16  |  Page 17  |  Page 18  |  Page 19  |  Page 20  |  Page 21  |  Page 22  |  Page 23  |  Page 24  |  Page 25  |  Page 26  |  Page 27  |  Page 28  |  Page 29  |  Page 30  |  Page 31  |  Page 32  |  Page 33  |  Page 34  |  Page 35  |  Page 36  |  Page 37  |  Page 38  |  Page 39  |  Page 40  |  Page 41  |  Page 42  |  Page 43  |  Page 44  |  Page 45  |  Page 46  |  Page 47  |  Page 48  |  Page 49  |  Page 50  |  Page 51  |  Page 52