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Axial Systems: Proudly bringing fresh solutions to IT network challenges


Some years ago, Mike Simmonds was waiting for a plane, when he began reading a magazine article. He missed the plane, 'met two guys at a Californian startup' and gained an important new technology for Axial Systems and its customers, writes John Burbedge


cPacket is today an industry-leading product, simplifying network traffic monitoring and data centre performance management for many worldwide customers.


Throughout its 25 years – like Simmonds’ introduction of cPacket – Axial Systems has been instrumental in bringing market-leading network, security and analysis solutions such as NetXRay, NetOptics, Niksun, and AirMagnet to the UK market.


Spotting young companies with unique and advanced technology products and forming business partnerships to introduce valuable and innovative networking and security solutions to the market is a feature of Axial’s success. As an independent solutions provider it’s a good quality to possess – along with its proven and respected reputation, .


Since 1989, Axial has established robust vendor relationships with a wide portfolio of market- leading IT developers and vendors, and equally long and strong relationships with many customers – large corporates, telcos, banks, financial, legal and public sector bodies – that have been using and relying on Axial’s services for decades.


Such customer relationships are not built overnight, yet can be lost as quickly. In the highly competitive IT consistent quality comes as standard. Suffice to say, Axial gains much work through referrals.


Axial Systems maintains close customer contact, advising on latest technology, upgrading solutions to enhance performance, informing about sector trends. “We’re not always trying to sell to customers; sometimes we provide them with subject-matter expert knowledge. We like to keep our solutions sold and our customers happy.”


Business insight


Company: Axial Systems – MD, Mike Simmonds


Origin: 1989, founded by Paul Spencer. 2008, agreed MBO Southern Tech 100 position: 48


Specialism: Independent specialist value- added IT solutions provider


Main business focus: B2B, 80% private sector, predominantly UK Turnover: Approx £21million


Employees: 52 Locations: Maidenhead (HQ), Runcorn


Independence is a great strength, says Simmonds. “Every customer is different, so are the answers we provide. We understand their needs, and tailor our solutions to deliver precisely what they require.”


That bespoke attitude can only come from knowing the customer’s business, and your own industry’s technical offerings very well. Such knowledge is also vital to build long-term strong and mutually respected working relationships, he adds.


Professional pride also flows throughout this company.


“Fundamentally, we help our customers to meet their business challenges by deploying technology-based solutions that significantly enhance the capability of their IT networks’ applications and services,” says Simmonds. “But, we have to be as happy about the solution as the customer is with its performance.


“We want our customers to gain maximum benefit from their solutions to provide them with business advantage over their competitors.”


Simmonds joined Axial Systems as its technical director in 2006 and became MD in 2013. Since then, he has driven a period of change and growth in which turnover has increased by around 30%.


“We were doing very well, but to grow we obviously needed to do more of the good things more of the time.”


www.businessmag.co.uk Mike Simmonds


Simmonds realigned the company’s management strategies, product offering and sales culture. Axial now focuses on consulting, deploying and managing high-performance network, security and services solutions.


“We don’t spend time seeking work where we can’t add value.” Axial is keen on providing measurable success. “Specifically, we aim to remove the customer’s ‘pain-point’.”


Regular communication, occasionally in a semi-social environment, ensures Axial’s team continues to know and understand the company ‘vision’. “I want our people to be interested in their work and fascinated by the technology and solutions they provide, because that enthusiasm resonates with our customers.”


Where customers require additional technical awareness or knowledge, Axial delivers it. “We know our stuff. We are trail-blazers, and the proven ‘go-to’ guys.”


With IT security a significant customer concern, Axial’s independence has proved beneficial since its bespoke and multi-vendor solutions reduce the likelihood of an overwhelming breach. True to form, Axial already has leading- edge security partnerships among its solutions portfolio.


Equally, cloud connectivity has enhanced not disrupted Axial’s workbook. “Cloud is great for us because we assist many companies that are today providing the cloud platforms.”


Recruitment remains a challenge. Yet despite the shortage of skilled IT technicians, Simmonds admits: “We are quite stringent about whom we take on,” but adds that Axial offers attractive working options. “When we get the right people, we will happily invest time and money helping them become valuable Axial team members with all the training and accreditation necessary to keep us at the front of the pack and bringing value to our customers.”


THE BUSINESS MAGAZINE – THAMES VALLEY – NOVEMBER 2015


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