Exclusive Group’s value-added services strategy delivers results

Exclusive Group’s value-added services strategy delivers results

Group sees 60 per cent year-on- year growth for first half 2016 results

Exclusive Networks Pacific managing director, Dominic Whitehand

Exclusive Networks Pacific managing director, Dominic Whitehand

Exclusive Networks’ parent company, the Exclusive Group, has reported 60 per cent year-on-year growth with total revenues of €575 million, the first half of 2016.

The company said the performance reflects the "successful execution" of the group’s value-added services and technologies (VAST) strategy, strong returns on core vendor business achieved in all global territories, and the integration of Exclusive Group’s Asia operations following the acquisition of regional cybersecurity company, VAD Transition Systems, earlier this year.

Half-year results are also comparable to total income for the whole of 2014, keeping Exclusive Group on target to continue its legacy of doubling revenue every two years.

Exclusive Group CEO, Olivier Breittmayer, said the intention to have a more blended business through its VAST strategy is paying dividends, with each of its ancillary services businesses contributing to strong growth.

“These results also show how well-balanced the group is globally, able to absorb fluctuations in regional geographies and economies with little impact on momentum," he said.

"It is particularly pleasing to see our rapidly expanding BigTec business in the software-defined web-scale infrastructure marketplace returning triple-digit growth.

"This, allied to our strong cybersecurity-focused Exclusive Networks operations and a renewed focus on developing and expanding premium-based services, is having a positive impact on the overall integrated business."

Closer to home, Exclusive Networks Pacific managing director, Dominic Whitehand, commented that specific to Australia and New Zealand, the distributor saw a “fairly challenging half year” with significant foreign exchange fluctuations, political uncertainty delaying major project deals and other general market conditions such as added competition.

But even in the face of that, the trans-Tasman region has grown at a rate of 16 per cent year-on-year in the first six months.

“Growth has been driven by continuous demand for cyber security solutions from our stable of technologies, particularly with those vendors that have developed their local teams and capabilities – Fortinet and FireEye are great examples," he said.

“Moving forward through the second half of FY2016, we expect growth from the addition of our Exclusive Capital business unit providing comprehensive, integrated commercial leasing offerings and also our Data Centre Transformation business unit, Big Technology, creating new opportunities for our channel around virtualised, software-defined, Web-scale IT.

Exclusive Group chief operating officer, Barrie Desmond, said the company is more motivated to extend its value-added model further, resisting the pressure to dilute its specialisms or tone-down its disruptive nature, and instead invest in its future with more services and insight to benefit vendor and reseller partners worldwide.

“At its heart is a commitment to value and the execution of local knowledge and decision-making on a global scale," he added.

"These strong six months have put us ahead of our plan and budget, but more hard work is needed to achieve our annual target and vision of doubling revenue every two years until the year 2020."

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