Interview
“The network and workplace space supports the growth of the data centre world.”
You joined Agilitas in November last year. What attracted you to the company, and what have you achieved so far? I’ve known Agilitas for over 10 years – as a customer, a competitor, and a partner. So, when the opportunity came up, I was already familiar with the brand and saw huge potential. What really stood out to me was the leadership team, especially CEO Sara Wilkes. Her passion and energy are contagious, and she has a fantastic vision for the company’s direction, which really excited me. Agilitas has built a solid brand with fantastic people and some
incredible customers, but there is so much more opportunity for growth. My focus has been on unlocking that potential – driving growth while remaining true to our core principles of delivering an exceptional customer experience. Since joining, I’ve been working closely with our existing customer
base and new prospects, identifying areas where we can help them scale and enter new revenue streams. One of my key priorities has been engagement mapping and aligning our services to meet the evolving needs of the channel better. It’s been an exciting few months, but there’s still much to do!
Can you tell us more about Agilitas’ channel IT services? Agilitas is a channel-only services partner, and we’ve built a strong reputation for our expertise in break-fix hardware maintenance, professional engineering services, and global warehouse and logistics capabilities. Our primary focus is working with channel partners and vendors to support their end-user customers and deliver complementary and scalable services into their portfolio. One of our core strengths is being a multi-vendor specialist. We
provide a single touchpoint to connect all elements of the broader supply chain, offering flexibility to customers who want to enhance their in-house capabilities with our services. Tis flexibility allows us to help clients grow their revenue through annuity and project-based services.
Where do you see the most significant opportunities for growth in the market? Tere are several areas where we’re seeing real potential. First, the ongoing investment in data centres, particularly by hyperscalers, is a significant driver for additional and new services. With the increasing demand for compute power driven by AI, the need for data centre space will continue to grow, which is supported by Microsoſt’s recent announcement of the Majorana chip which is said to deliver quantum computing. Te network and workplace space supports the growth of the data centre world. As more power is generated in the background, there’s
50 | March/April 2025
a growing demand for infrastructure to support and connect to it, and Agilitas is perfectly positioned to capitalise on this. We also see a rising need for physical security infrastructure, mainly as businesses increasingly rely on secure networks. Te need for lifecycle management for infrastructure hasn’t gone away, and Agilitas is ready to provide support throughout that journey.
What makes a good channel partner, and how do you ensure alignment with Agilitas? A strong channel partner is about more than just a transactional relationship. It’s about creating a deep, long-term partnership where both parties understand and value each other’s contributions. While we still engage in traditional sales models, we’re really focused on elevating our relationships and becoming integral to our partners’ portfolio of services and, ultimately, their success. At Agilitas, we have a wealth of knowledge across our business, and
it’s crucial that our partners understand the value we bring to the table, especially in terms of expertise and the people behind our services. We integrate our entire team into the partnership, meaning that partners work directly with subject matter experts in logistics, technical support, service delivery, commercial, marketing, and more. As a service-based business, the people are everything. We don’t just want to be known for what we do; we want to be the best at it.
How does Agilitas plan to develop its channel partnerships moving forward? We’re always focused on helping our partners overcome the key opportunities and challenges they face. For example, my learning journey from a sales and IT point of view was text book, face-to-face driven, learning from people (good and bad). Te younger generations consume and learn in different ways,
through short and to-the-point Tik-Tok style videos, so we must support partners in adapting to this shiſt. Tis drives our investment in learning and development programmes to provide immersive experiences that align with channel partners’ goals. Additionally, data plays a critical role in decision-making, and we’ve made significant strides in improving data availability for our partners. For example, our My Carbon Journey Dashboard helps partners analyse their carbon footprint and meet sustainability goals, offering a real-time, data-driven solution to sustainability challenges.
What are the biggest threats to the technology channel now and in the future? One of the biggest threats (I’m an optimist, so I will also view them as opportunities) is the growing consumer expectation for fast, seamless experiences. Services like Uber and Airbnb have wholly disrupted industries by setting a new standard for convenience and speed. With consumer-based distribution models offering same-day deliveries and easy access through local locker boxes, the channel must adapt to meet these fast-evolving expectations. Can the traditional IT channel keep up with this pace? I think that’s the big question. Looking ahead, channel businesses must be careful they don’t
become complacent. Technology is changing so rapidly, and consumer demands are evolving just as quickly. To remain relevant, the channel must stay agile, embrace change, and be willing to rethink how they deliver value to customers. Te biggest threat is standing still.
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