COMPANY PROFILE Intrinsic Technology emb
This year’s developments will be all about UC, cloud computing and desktop virtualisation, says Mike Mason, Managing Director of Intrinsic Technology.
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ntrinsic has come a long way since it was established in 1999 as a value added reseller focused on the design and implementation of data networks. The company is now a leading provider of UC, IP Telephony, contact centres, networks, mobility, carrier solutions, and has just set out a cloud computing strategy. Commenting on the transformation that has taken place within the company, Mason said: “This increase in expertise and services came as a result of our clients demanding additional services to drive efficiencies and lower costs, and our improving relationships with key channel partners, which have allowed us to combine best of breed technologies with some of the best expertise in communications and IT infrastructure.”
Intrinsic’s growth record speaks for itself. The company increased turnover by 35 per cent to £28 million in its financial year ending 30 November 2010 and posted 117 per cent profit growth, with operating profits reaching £2.5 million. Its recent acquisition of Dataplex Systems will add a further £10 million to the top line. “However, we cannot rest on our laurels,” noted Mason. “There are opportunities for us to realise our growth potential more during 2011 through further strategic acquisitions to bolster our
developing cloud and Virtual Desktop Infrastructure (VDI) proposition – in which I have previous experience – as well as taking advantage of existing synergies between Intrinsic and our latest acquisition. The market for our core services has not diminished. With all this in mind, we are targeting 40 per cent organic growth.”
Dataplex Systems is a leading converged infrastructure and desktop virtualisation provider, and was snapped up by Intrinsic in December 2010. Intrinsic now intends to deliver significant growth from the provision of scalable cloud computing solutions to its growing client base, and the man at the centre of this strategy is the former Dataplex Business Development Director, Charles Barratt. As head of cloud computing and VDI solutions, Barratt will take responsibility for the cloud computing strategy across the enlarged business. Intrinsic will provide public, private and hybrid cloud architectures through combining best of breed technologies with its advisory services. Barratt will also lead the development of VDI solutions that will focus on a tiered architecture comprising virtualisation of storage, servers, operating systems and applications.
Barratt commented: “The appetite for cloud computing
solutions for public and private sector organisations is growing. However, it is essential that these solutions focus on strong return on investment at every step of client engagement. Security will also be key, taking into account industry concerns around data management, logical security and disaster recovery. Through the combined expertise of Intrinsic and Dataplex, alongside our strong vendor relationships, we are in a prime position to deliver these solutions.”
Acquisitive growth Mason added that Intrinsic had reached a stage where it could effectively integrate a strong channel solutions provider with a complementary proposition into the business. “Acquisitive growth is a key step in our growth strategy and Dataplex was an excellent fit,” he noted. “The investment will strengthen our market position in the UK and create operational synergies. The collective skills of our employees will drive innovation and enhance value for our clients. The deal effectively completed our enterprise data centre or private cloud environment proposition.”
Mason is well qualified to drive the projected business growth. He joined Intrinsic Technology in 2009 from ABSNet, taking over from
2011
Marriot St. Pierre, Chepstow,Gwent. 16th June 2011
20 COMMS DEALER MARCH 2011
Allan Gauld who decided to pursue other business interests. While ABSNet‘s Chief Executive Mason led the company’s sale to Capita Group in 2008. Previous senior management roles include General Manager for BT’s ICT division and Head of Global IS Sales at Equant, where the team achieved annual sales in excess of $650 million.
According to Mason, cloud computing presents a ‘huge opportunity’ for channel businesses that continue to develop their respective propositions, working closely with partners to consider the best service wraps. “The channel must also look to address the barriers preventing large organisations from embracing this new technology en mass, such as adequate security provision and, crucially, return on investment,” he
commented. “Resellers that are tightly focused on providing partner products and less agile in developing new service propositions are in a precarious position at present.”
Natural evolution Cloud and VDI solutions are the natural next phase of Intrinsic’s development, observed Mason. “There is market appetite for private cloud solutions, where companies retain core applications and storage infrastructure, ensuring corporate data is safe and secure. Through building a virtualised data centre with strong application availability, as well as providing a seamless user experience through voice data integration and fixed mobile convergence, we can realise significant growth in this market. However, as with all of our solutions, we
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