channel ICT
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http://www.dcseurope.info/n/fyox
The future is bright for next generation of distribution
DCS talks to David Galton-Fenzi, Chief Executive Officer of Zycko, excited to be in charge at one of Europe’s premier ICT distribution companies, and with plenty of ideas to take the company to the ‘next level’ - confident that there are more opportunities than ever before for significant Channel growth.
THOSE WHO HAVE FOLLOWED the Zycko story from its early days will remember that there are few more enthusiastic, or astute, Channel luminaries than David Galton-Fenzi. The history of Zycko’s distributorships reads like a Who’s Who of some of the very best, innovative and most successful IT companies of the past decade or so and, for David and the company at least, the good news is that, now he’s at the helm, he has even further scope to pursue his quest for the next ‘big thing’.
David became Zycko’s CEO just over a year ago, following the demerger of Zycko and ProLabs with the objective being to help each fulfil its potential. As David explains: “Each of the businesses is a potential gold mine, but none were getting exactly the right focus. Historically, in Zycko’s case, there was a dependence on ProLabs to help it generate margin. But, with Zycko now reaching a £92 million annual turnover, with 14 offices, in 12 countries and some 170 staff, the time is right for us to move on to the next level.”
David’s strategy is quite simple – to more than double Zycko’s turnover in the next
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three years to over £200 million. This will be achieved through a combination of organic growth and some key new vendor signings.
Much of David’s time in charge of Zycko to date has been spent ensuring that the right company structure is in place to ensure that the ambitious expansion plans are met. As David explains: “As a result of the more focused business model, we can now create the right structure, with the right people, right across operations, technical, sales and marketing.”
David Hopper has recently joined Zycko as the Chief Operating Officer, with 30 years’ experience of international supply chain development and business transformation. According to David: “He’s starting to get under the covers and work his magic already.”
David Hopper’s appointment is part of an overall focus on, in David’s words: “Attracting and retaining the best talent to drive the necessary changes”. For example, while Zycko’s gross sales margin is the envy of the Channel, David recognises that more can
be done to address the company’s OPEX. He has also overseen a streamlining of the company’s own IT systems, so there’s now one integrated sales platform for the whole company.
Crucially, there’s been the recognition, and acceptance of the way that the IT landscape is evolving. Three years ago, seventy percent of Zycko’s turnover was hardware-driven, now seventy percent is through software – virtual licensing – and the services required to deliver these solutions. David explains: “We don’t need a huge warehouse anymore! Of course, nearly all the vendors offer hardware units, so we get an initial intake of hardware orders from customers, and from then on its virtually all licensing.”
David continues: “There’s a major overhaul in progress at Zycko. We’re already very successful, but we’ll become even more so. We now have a very capable operations guy, who’s driving efficiency and managing people. We have just appointed a new Group Sales Director who will be joining us in September and we expect to grow at least 20 per cent this year. Moving forward, my time is
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