VAR 350 VAR 350 Welcome to VAR 350 The 350 firms featured in this report are the more  rms than last year’s VAR 300, with 74 new guardians of nearly £22bn in B2B tech spend and entrants in total this time around. employ enough people to fill Murrayfield Stadium. In a new development, we have opted to examine From £1.6bn-revenue juggernaut Computacenter gross as well as net pro t, and a breakdown of the to the 20-employee niche consultancies that former can be found on p31. tail these rankings, they are together the prime Meanwhile, we re ect on some of the quotes and in uencers of B2B tech spending decisions in deals of last year on p28 and p35, respectively. this country.  is ranking list is far from exhaustive, but Any vendor wanting to crack the UK market encompasses the VAR-type businesses on our radar must  rst win over this hugely in uential army of which publicly disclose revenues and pro ts (in a few trusted advisers. cases, we have had to rely on estimates). As well as acting as the primary route to market Outside reselling and servicing B2B tech, the for vendors including Microsoft, Cisco, HP, HPE, companies featured often have little in common, with Dell, AWS, Canon, Check Point and Crestron, this all-purpose enterprise tech powerhouses such as elite squad are uniquely positioned to advise UK Computacenter, Softcat and CDW rubbing shoulders enterprises, SMEs and public sector organisations in the rankings with niche suppliers of computer- as they digitally transform and weigh up which aided design software, managed print, cybersecurity, workloads to move to the cloud, and when. audio visual kit and – in one interesting case – With demand for their services continuing to assistive technology. rise, the top 350 resellers, MSPs and other front-line Despite a slight bias towards London and the tech providers on our radar grew collective revenue M4 corridor, they are also a geographically diverse by 12.4 per cent year on year to £21.8bn in their bunch. Some 14 VAR 350  rms’ UK headquarters are latest  nancial years on record, equivalent to the in Scotland, six are in Wales and three in Northern GDP of Latvia. Ireland (see p44). And picturesque Devon is called  ankfully, margins are also on the rise, with home by four representatives. median net pro t margins across the 341 eligible Whatever their specialism or geographic  rms rising from 2.3 to 2.7 per cent (see p7, 8, 38 and positioning, what is clear is that the role they play 52 for more), and just two of last year’s crop going continues to evolve, with the ongoing push into out of business last year (see p48). services very much evident in the commentary of Available exclusively to CRN Essential subscribers, numerous VAR 350  rms as we explore on p12. VAR 350 is – we believe – the most comprehensive As we head into a new decade, and technology attempt ever to map the front line of the UK IT continues to move to the heart of what all channel, and each year our data becomes more organisations do, few would bet against the potent. companies featured in this exclusive CRN Essential Having grown out of Top VARs, which we report becoming even more in uential. launched in 2011, this research encompasses 50 ■ Doug Woodburn is editor of CRN. With demand for their services Incisive Media, New London House, 172 Drury Lane, London WC2B 5QR Tel: (020) 7484 9000 continuing to rise, the top

Editor Doug Woodburn 9817 Managing editor Tom Wright 9797 Reporter Marian McHugh 9883 350 resellers, MSPs and Content editor Josh Budd 9854 Multimedia editor Nima Green 9781 other front-line tech providers on Production editor Amy Micklewright Commercial director Matt Dalton 9896 Head of global sales Nina Patel our radar grew collective revenue by Global account director Jessica Feldman 9839 12.4 per cent year on year to £21.8bn Account manager Jessica Richards 9923 in their latest financial years Managing director, Technology Division Alan Loader on record, equivalent to the Managing director, Incisive Media Jonathon Whiteley “ GDP of Latvia © 2020 Incisive Media ”3 VAR 350 VAR 350

350. AVEX International Ltd units in Manchester and London, six per cent to £1.7m in its year customers, this London-based IT outfit began a search for a buyer support, hardware, managed print Revenue: £714,000 (-25%) Atlas partners with an array of to 31 March 2018. The Veeam support outfit posted a £140,000 amid concerns over its long-term and networking. Net profit: 2.3% Staff: 7 technology and telecoms vendors, and SonicWall partner specialises net profit on revenues of £1.6m ability to turn a profit. Despite Having incorporated its including HP, Cisco, Datto and in technology design and in its shortened nine-month efforts to reduce its cost base, 338. Communicate UK business in 2013, this Openreach. implementation for new builds financial period to 30 September it slipped to a £40,000 net loss Technology plc Netherlands-headquartered and refurbishments, with clients 2018. Since its year end it has sold on revenues of £3.5m in the 15 Revenue: £3.5m (+192%) Microsoft Surface Hub partner 348. Business Connexion including Hoxton Hotels and a controlling stake to Ridgewall, a months to 30 April 2019. Net profit: -47% Staff: 29 saw revenues on this side of the Revenue: £1.5m (+8%) Hotel Indigo Leicester Square. 100-employee reseller which itself Harbouring ambitions to list North Sea fall for the first time Net profit: 9.3% Staff: 10 was recently bought by private 341. Scotia on AIM, this fast-growing Tees in its year to 31 December 2018. Based in Stevenage, the UK 346. Datcom LLP equity house Inflexion. Revenue: £3m (+36%) Valley-based firm specialises in Counting Crestron, Samsung arm of this South African Revenue: £1.9m (+3%) Net profit: 7.9% Staff: 17 providing network infrastructure and Bose among its 39 vendor tech supplier specialises in Net profit: 10.8% Staff: 23 344. IC Technology This Edinburgh-based audio visual solutions to landlords and partners, Utrecht-based AVEX digital transformation for the Part of accountant and tax Revenue: £2.1m (+29%) reseller returned to profitability developers of business parks recently kitted out sports brand mining/energy, healthcare and adviser Duncan & Toplis, Datcom Net profit: 5.2% Staff: NA in its year to 30 April 2019 thanks and multi-tenant buildings. Its ASICS’ new EMEAR head office government sectors. It counts provides IT support, solutions Targeting schools and businesses, to a winning combination of belt revenues virtually trebled in with Samsung welcome screens Dell EMC among its vendors. and services to 150 SMEs in this Telford-based outfit claims to tightening and higher revenues. calendar 2018, although hefty and videowalls. Globally, Business Connexion the Midlands from offices in be one of the largest resellers of Founded in 1963, Scotia designs depreciation, amortisation and employs 6,000 staff in South Lincoln and Grantham. Calendar Dell client equipment in the UK, and installs a full range of AV goodwill write-off charges relating 349. Atlas Business Group Africa, Mozambique, Namibia, 2018 saw it treble net profits to and also partners with Lenovo, equipment including projectors, to its acquired cybersecurity of Companies Tanzania, Zambia and the UK. It £208,000 on roughly flat revenues Fujitsu, Acer, Zoostorm, HP and digital signage, whiteboards and business dragged it to a £1.6m loss Revenue: £1.1m (+4%) was acquired by South African of £1.9m. It recently renewed its Ruckus Wireless. Its top and videoconferencing systems. Its for the year. Net profit: 15.2% Staff: 12 carrier Telkom SA in 2015. Premier status with Cisco and also bottom lines both advanced in client base spans the UK, Europe, Operating its own datacentre partners with Veeam, Microsoft, calendar 2018, with net profits Middle East, North America and 337. Pinnacle from a former nuclear bunker, 347. Fluent2 VMware, Symantec, Citrix and nearly trebling to £110,000 and the Far East. Revenue: £3.7m (-3%) this Cheshire-based managed IT Revenue: £1.7m (-6%) Sage. revenues bouncing by more than Net profit: 21.3% Staff: 26 and infrastructure services outfit’s Net profit: 3.7% Staff: 9 a quarter to £2.1m. 340. Deans Computer Despite seeing revenues shrink year to 31 March 2018 went off London-based Fluent2 claims 345. Connecting London Services by three per cent in its year to 30 with a bang as net profits almost to manage the IT systems of Revenue: £2.1m (-1%) 343. Minttulip Revenue: £3.3m (+7%) September 2018, this London- trebled to £169,000. Revenue more than 50 hotels and other Net profit: 8.9% Staff: 16 Revenue: £2.6m (+35%) Net profit: 12.2% Staff: 48 based fixed and mobile comms topped £1.1m. With a second enterprises. It banked a £61,000 Aiming to be the sole supplier of Net profit: 15.7% Staff: 13 Bolstered by the contribution of specialist is one of this report’s office in Leeds and operating net profit on revenues that fell the IT needs of its small business Founded in 2011, this Microsoft 2017 acquisition Leckhampton most profitable firms. Having Gold partner’s impressive client Computers, this Wetherby- merged with Mac Consultants roster includes REED Recruitment, based IT support and accounting in 2013, Pinnacle counts Apple VAR 350 in numbers Sainsbury’s and HPE. Specialising software specialist grew seven per among its key vendors alongside in helping organisations grow cent in calendar 2018. Targeting Avaya, Vodafone and Microsoft. Between them they employ 69,166 staff, Revenue breakdown through investment in Microsoft owner-managed SMEs, the Sage It recently formally merged with enough to fill Murrayfield Stadium, and up 20 20 technology, Minttulip enjoyed and Pegasus partner said it is mobile arm, The Word Telecom. 4,111 on the previous year ➔ 13.2% a barnstorming calendar 2018, generating a “growing proportion” £17.4bn 15 15 logging a £407,000 net profit of sales from bespoke software. 336. Eurotech Computer on revenues that vaulted 35 per Weaker hardware and software Services 10 10 cent to £2.6m. It claims its secret sales moderated its growth during Revenue: £3.8m (-19%) £bn weapon is ‘Sally’, a Labrador the period, however. Net profit: 2.4% Staff: 14 2 of last year’s VAR 5 5 who regularly visits its London Starting life delivering tape-

➔ 9%

300 firms (Gaia and ➔ 10.2% WeWork office. In 2017 it sold 339. Green Cloud IT based solutions to the oil and gas 74 £2.8bn £1.6bn Solutions Inc) went 0 0 up to Aberdeen-based MSP Revenue: £3.3m (+180%) industry, this Surrey-based storage New entrants Top 100 101-200 201-350 Net profit: 5% Staff: 5 bust in 2019 (see in VAR 350 Sword IT. specialist today operates offices p46 for more) Founded in 2014 by former in Scotland, Norway and South PROFILES EXPLAINED 342. European Office Equanet salesman Dean Mason, Africa. Its top and bottom lines Year-on-year growth Products this Manchester-based firm has set took a knock in its year to 30 April 343. Minttulip ➞ Revenue: £2.8m (-5%) itself the goal of being a CRN top 2019, with revenues down nearly At £21.8bn, Net profit: -1.2% Staff: 16 Revenue: £2.6m (+35%) 100 UK reseller by 2024. Revenues a fifth and net profits halving to their collective revenues Net profit: 15.7% Staff: 13 This office supplies specialist is virtually trebled to £3.3m in its £90,000. Its vendor allies include – up 12.4% year on year – are equal to in the process of transitioning year to 31 July 2019, according IBM, Nutanix and Avere. ➞ ➞ the GDP of Latvia Net profit expressed Average monthly its brand to new owner Clare’s to accounts the company shared as a percentage of staff numbers Office Supplies after selling up in with us. Claiming to stock 80,000 335. Trustco plc revenues during the year February 2019. An HP Platinum products, the Lenovo, HP, Brother Revenue: £4m (-5%) partner, the West Sussex-based and Dell partner specialises in IT Net profit: 4.3% Staff: 12

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Specialising in hybrid cloud and datacentre design and build, outlook remains positive as efforts datacentre consolidation, this hybrid cloud, and cybersecurity to reposition the business pushed XxxxxxxMargin momentum Hove-based solutions provider and comms. The APC, Cisco it to a £90,000 loss. Revenues hit The wafer-thin margins inherent in reselling and servicing business tech were branded as “bonkers” at CRN’s admitted it is yet to see sales Meraki, Datto and Carbonite £2.3m, up 18 per cent on a pro- A-list dinner in November 2019. rise back up to pre-referendum partner fell to a £100,000 net loss rated comparison. “We say we’re providing cutting-edge digital transformation, but Lidl has a higher percentage EBITDA,” Chris levels as it unveiled a five per cent in its year to 30 June 2018, as revenue drop for its year to 31 revenues dipped four per cent. 328. WTL plc Gabriel, director of technology at Logicalis, said during the discussion. March 2019. Net profits fell from Case studies trumpeted on its Revenue: £4.7m (+8%) It is worth noting, however, that profitability is on the rise among the firms in this report, with average net £285,000 to £171,000. It recently website include its work helping Net profit: 2.7% Staff: 11 profit margins across the 350 hiking significantly on the previous year. completed a “full refresh” of its Cardiff University create a high- This Birmingham-based Solaris/ In a bid to negate the undue influence of outliers (including M&A-focused monsters such as Daisy and Six strategic vendors, with HPE, performance computing facility. Linux and managed services Degrees, which make huge losses at a net level), this year we have opted to look at median rather than mean HP, Extreme Networks, Veeam specialist grew revenues by eight net profit margins. and VMware among those now 331. SecureCloud+ per cent in its year to 31 October Of the 341 firms included in the analysis, median net profit margins stood at 2.69 per cent, up significantly on board. Revenue: £4.4m (+51%) 2018. Counting Siemens, DPD on the 2.28 per cent average the previous year. Net profit: 6.7% Staff: 39 and MG among its clients, WTL Some 273 made a net profit, and 68 a net loss, which compares favourably with a 261:80 ratio a year 334. Nolan Business Specialising in public sector is a VMware Enterprise Solution Solutions previously. The majority (179) saw median net profit margins widen year on year, with only 162 seeing secure managed IT services, this Provider and Oracle Gold partner, them shrink. Revenue: £4.1m (+0.5%) Reading-based outfit swelled and also partners with NetApp, Net profit: 3.1% Staff: 47 revenues by 50 per cent in its year HP, Dell EMC, Veeam, Veritas, Splitting out profitability by company size, two of the three groups – namely the top 100 and those ranked This Fleet-based NetSuite and to 31 March 2019, an achievement Red Hat and Cisco. It cited from 201 to 350 – saw average median net profit margins rise. Those ranked from 201 to 300 were the Microsoft Dynamics partner’s it expects to match in its current growing its cloud provisioning only group to register a fall (see pages 8, 38 and 52 for a raison d’être is to improve the fiscal 2020. It also returned to business as its priority for the breakdown). Average median net profit margin processes of the IT solution the black, banking a £293,000 net year ahead. Although we can only speculate as to the factors behind percentage (vs previous year) providers featured in this report, profit. During the period it bagged this trend, considering the 341 sets of accounts together as well as firms in the professional a strategic contract to deliver a 327. Absoft far fewer grumbled about the exchange rate and currency Most recent Previous services and internet/technology collaborative network platform for Revenue: £4.8m (-8%) fallout in the wake of the Brexit referendum than a year year year sectors. Despite flat revenues, net the UK’s new combat air system. Net profit: 4.6% Staff: 48 previously. Countless firms also said efforts to embrace Top 350 2.7 2.3 profits for its year to 30 June 2018 This Aberdeen-based SAP services and snub low-margin product deals has already more than halved as it admitted 330. Lynx Networks consultancy is looking to exploit 1-100 1.9 1.7 Revenue: £4.5m (+11%) boosted – or will eventually boost – their bottom lines (see that staff and related costs had rising UK demand for SAP 101-200 2.3 2.4 stunted its bottom line. It recently Net profit: 6.3% Staff: 50 S/4HANA with ‘Adima’, its own p12 for more). achieved Microsoft Gold status Counting the British F1 Grand pre-packaged version aimed at In any case, the UK channel is enjoying not just growth, 201-350 3.4 2.7 for ERP. Prix at Silverstone among its IT SME manufacturers. Defying but profitable growth. support customers, this Milton an eight per cent revenue drop, This is also confirmed by our analysis of gross profits on 333. KRCS Keynes-based VAR put its foot net profits in its year to 30 April p31. It shows that – on average – the 350 firms in this report posted roughly flat gross profit margins on Revenue: £4.2m (-21%) to the floor in its fiscal 31 March 2018 widened from £191,000 to higher sales in their latest years). Net profit: -2.6% Staff: 20 2019. Its top and bottom lines £219,000. One of only 30 SAP Operating three stores in both accelerated, with net profits Gold partners in the UK – and Nottingham, Derby and Hull, this widening from £224,000 to the only one based in Scotland – Margin distribution of top 350 (net profit in most recent year) Apple Premium Reseller has been £282,000 and revenues rising 11 Absoft claims 80 per cent of its 80 providing Apple solutions since per cent. Founded in 1988, its business is from repeat customers. 80 the days of the Apple II. Although vendor partners comprise Cisco, 7070 avoiding the fate of bankrupt rival IBM, VMware, Veeam, Ruckus, 326. Capito 60 Solutions Inc, KRCS endured a HPE, Microsoft and Apple. Revenue: £4.8m (+14%) 60 Net profit: 3.3% Staff: 38 tough year to 30 June 2018, as 5050 revenues dived by over a fifth and 329. Evaris Solutions This Livingston-based VAR net losses reached £109,000. It Revenue: £4.6m (+18%) claimed it is “poised for major 4040 Net profit: -2% Staff: 22 recently offered 10 per cent off nationwide expansion” as it 30 any Apple iMac or MacBook in a Formerly King of Servers, this unveiled former Bloxx sales 30 Black Friday promotion. Hertfordshire-based HP, HPE, director Mark Gibson as its new 2020 Dell EMC and Microsoft partner managing director in July 2019. 10 332. Comtec Enterprises rebranded as Evaris in December Starting life as a computer rentals 10 Revenue: £4.3m (-4%) 2018 after acquiring Manchester- specialist, the Microsoft, Pure 0 0 Net profit: -2.4% Staff: 27 based MSP Think4IT. In its Storage, HP and Citrix partner > -10% 0 to 2% 2 to 4% 4 to 6% 6 to 8% >10% Founded by Nick Claxson in 1994, accounts covering a truncated, turns 30 this year. Calendar 2018 -8 to -10% -6 to -8% -4 to -6% -2 to -4% 0 to -2% 8 to 10% this Surrey-based consultancy six-month period to 31 December saw it post flat net profits of works across the fields of 2018, Evaris insisted its trading £157,000 on revenues that vaulted

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and running SAP HANA marketing agency, alongside Customers include Cockermouth Profit analysis: 201-350 platforms, Nottingham-based e-health specialist Telehealth Hospital and Defence Centiq recently bagged top-tier Solutions. Net profits of £695,000 Infrastructure Organisation. When it comes to profitability, the firms Most profitable firms status with open source software on revenues that rose by a tenth ranked from 201 to 350 are the pocket vendor SUSE. The LDC-backed to £5.8m in its year to 30 April 315. TIG dynamos of this report, making up in Net profit business succeeded in trimming 2018 put the Avaya and Microsoft Revenue: £6.4m (+21%) bottom-line buoyancy what they lack Company margin net losses from £933,000 to £4,000 partner in an elite pack of VAR Net profit: NA Staff: 48 in scale. in its year to 31 March 2019. This 350 firms commanding a double- Billing itself as “the UK’s most CSPI 113.3% Relatively speaking, these sub-£20m follows a “transformation” of the digit margin. trusted cloud managed service Bistech Group 29.4% business the previous year which provider”, Watford-based TIG revenue firms are by far the most profitable 318. Optimity group, boasting average median net Pinnacle 21.3% saw it pivot away from hardware grew by over a fifth in its year to and towards managed services. Revenue: £6m (-5%) 31 March 2018. Holding Cloud profit margins of 3.39 per cent in their Network Telecom (UK) Ltd 19.0% Net profit: -51.1% Staff: 74 latest financial years on record, up Productivity and Cloud Platform Codestone Group 19.0% 321. BSI Cybersecurity and This wireless broadband provider Gold badges with Microsoft, the significantly on the 2.69 per cent average Information Resilience Ltd DMW Group 18.7% and MSP saw net losses widen to Business Growth Fund-backed registered the previous year. Some 119 Revenue: £5.5m (+3%) £3.1m in calendar 2018 as efforts firm strengthened its toehold made a net profit and 29 a net loss, which Minttulip 15.7% Net profit: -12% Staff: 52 to invest in its management in the financial services sector compares favourably with a 110:38 ratio Atlas Business Group of Companies 15.2% Having snapped up UK Info- team and network under private last January when it acquired the previous year.* Assure in 2016, UK standards equity backer FPE Capital pushed netConsult. Stand-out performers include Dorset- Certus Solutions Consulting 14.9% body BSI has developed it further into the red. The based comms specialist Bistech, which Services a penchant for acquiring Hackney-based firm did, however, 314. Möbius Business generated a sky-high £4.8m net profit United Carlton 14.3% cybersecurity VARs in other achieve its goal of returning to Technologies on £16.5m revenues in its latest year; countries as well (most recently monthly EBITDA profitability by Revenue: £6.5m (+51%) Net profit: 2.4% Staff: 10 London-based Microsoft partner Minttulip buying US outfit AppSec the end of the year. In March 2019 and managed print VAR United Carlton 201-350: Total revenue Consulting, in April 2019). BSI it secured an additional £2.5m of Having achieved a 51 per cent 2.0 2.0 (see table, right). Cybersecurity and Information funding from Clydesdale Bank. revenue hike in its year to 31 Resilience UK logged a £666,000 January 2019, this Reading-based Looking at the top line, this group 1.5 1.5 net loss on revenues of £5.5m 317. Silverbug virtualisation specialist promptly generated £1.57bn in collective revenues, £1.57bn in calendar 2018. The wider BSI Revenue: £6.1m (+21%) announced its sale to IBM partner

£bn £1.42bn a 10.2 per cent growth on the £1.42bn 1.0 1.0 business turns over more than Net profit: 4.6% Staff: 49 Recarta in May. Founded in 2010, they hauled in the previous year. Some £500m. This Milton Keynes-based VAR Möbius makes a virtue out of not 100 grew, while 50 shrank. 0.5 0.5 bills itself as a “go-to provider for employing any salespeople. Its 320. Fitzrovia IT all things cloud” after last year new owner, which ranks 282nd 0 0.0 Revenue: £5.8m (+18%) snaring triple Gold status with in this report, was attracted to *Two firms – Cinos and TIG – weren’t Most recent year Previous year included in the profit analysis. Net profit: 11.9% Staff: 47 Microsoft for Cloud Productivity, the firm’s vendor partnerships Taking its name from the district Cloud Platform and Data Centre. with HP, AWS, Microsoft and of central London in which it is Silverbug returned to profitability Mimecast. 14 per cent to £4.8m. It recently 324. Anchor Computer Following a disappointing 2017, situated, this managed services in calendar 2018 as revenues leapt made the cut for G-Cloud 11. Systems this Bradford-based, AIM-listed provider last year celebrated by over a fifth to top £6m. It has a 313. NS Optimum Revenue: £5.1m (+2%) cybersecurity provider’s second 20 years in business. Revenues near two-decade association with Revenue: £6.7m (+7%) 325. Transparity Net profit: 9.7% Staff: 54 full year as a public company pogoed by nearly a fifth in its year Wolves FC, and is currently the Net profit: 1.8% Staff: 42 Revenue: £4.8m (+47%) Founded in 1981, this Bangor- was more encouraging, as GDPR to 31 May 2018, with net profits club’s official junior kit sponsor. This Leamington Spa-based Net profit: 12.2% Staff: 31 based outfit has amassed over and high-profile data breaches of £616,000 putting it in a select schools ICT specialist saw net Dorset-based Transparity’s ploy 300 customers for its in-house helped fuel a 35 per cent revenue squad of VARs with a double-digit 316. Workspace Technology profits almost halve to £122,000 of focusing solely on Microsoft loan and lease management hike in calendar 2018. Aided by bottom line. Fitzrovia’s vendor Revenue: £6.4m (12%) in its year to 30 September Cloud appears to be paying systems. Working with Veeam, its decision to invest in a SOC partners include Microsoft, Net profit: 7.9% Staff: 23 2018 amid a tough backdrop for dividends as it logged a fourth Azure and AWS, it is also a cloud in Brisbane the previous year, Mimecast, HP, Custodian360, Specialising in datacentre edtech suppliers. The Microsoft, straight year of “significant and managed services provider, managed services sales bulged VMware and Cisco Meraki. design and build, this Sutton Lenovo and Clevertouch partner growth” in the 12 months ending snapping up MSPs VTG Managed 56 per cent to £1.7m. Net losses Coldfield-based outfit counts described its inclusion on Crown 28 February 2019. Dented by Services and Databax last year. for the year narrowed from £3.5m 319. Microtech Group APC by Schneider Electric, Aqua Commercial Service’s £550m investments in people, skills, Net profits halved to £496,000 in to £1.2m. Revenue: £5.8m (+11%) Cooling and Bryland among its Education Technology framework systems and processes, net profits its calendar 2018, with revenues Net profit: 11.9% Staff: 62 vendor pals. It generated roughly last June as an “exciting rose by a more modest six per roughly flat at £5.1m. 322. Centiq Starting life in 1986 as an IT flat net profits of £507,000 on development”, however. cent to £588,000. It claims to be Revenue: £5.4m (-9%) and telecoms support outfit, revenues that pogoed 12 per cent among a “small number” of UK 323. ECSC Net profit: -0.07% Staff: 34 Kilmarnock-based Microtech in calendar 2018. During the 312. CSPI partners that hold 10 Microsoft Revenue: £5.4m (+35%) Billing itself as the UK’s “leading broadened its repertoire in 2015 year it invested in improving its Revenue: £6.8m (-29%) Gold Partner accreditations. Net profit: -23% Staff: 82 specialist” in designing, building when it acquired a failing digital rack hosting co-location facility. Net profit: 113% Staff: 9

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Based in Wokingham, the UK returned to the black in its placements. Unaudited accounts OST’s global clients with a UK £408,000. Seventy-sixth-ranked IT and videoconferencing, posted a arm of this global VAR’s net year to 30 November 2018 as for its year to 30 September 2018 presence. It generated net profits Lab said the deal would swell its net profit of £403,000 on revenues profits exceeded its revenues in revenues inched up three per cent. show revenues tumbling four per of $249,000 on revenues that rose revenue run rate to £75m and add of £11.9m in its extended its year to 30 September 2018 Formerly known as IP Solutions, cent and net profits sliding from from $11.7m to $12.1m in its a managed print string to its bow. 15-month period ending 31 as the proceeds from the sale of the London-based outfit £747,000 to £566,000. News that it year to 31 March 2018 (although March 2018. German arm Modcomp GmBH rebranded in 2018 under private recently completed the CompTIA using historical conversion rates 299. Pythagoras artificially inflated its bottom line. equity backer LDC and is now on Managed Print Trustmark is revenues fell eight per cent in Communications 296. Pennine Telecom (now With revenues of close to $80m, an M&A push. It claims its cloud- proudly trumpeted on its website. pound terms). Revenue: £9.1m (+5%) Avoira) NASDAQ-listed CSPI offers its based approach puts it “ahead of Net profit: 0.9% Staff: 115 Revenue: £9.5m (-2%) own cybersecurity products under the market”. 305. Rail Asset 302. Amicus ITS Holding six Microsoft Gold Net profit: 6% Staff: 74 the ARIA brand, and also partners Management Solutions Revenue: £8.7m (-10%) competencies in total, Pythagoras This Bury-based unified comms with Aruba, Veeam, Netwrix, Dell 308. Peach Technologies Revenue: £8m (+37%) Net profit: 1.5% Staff: 63 bills itself as the UK’s largest specialist claims it is now a EMC and Juniper. Revenue: £7.8m (-4%) Net profit: 2% Staff: 52 This Southampton-based MSP privately held Microsoft £27m-revenue business after Net profit: 6.3% Staff: 69 Trading as EAMS Group, this saw revenue drop 10 per cent in Dynamics partner. The London- combining with two of its sister 311. Kick ICT Group This Whitley-based comms enterprise asset and safety its year to 30 September 2018 as based firm returned to profit in companies under a new brand Revenue: £7.1m (+197%) provider described 2018 as a management specialist was former parent Care UK continued its year to 31 March 2019, with – Avoira – in July 2019. Pennine Net profit: 7.8% Staff: 105 “transformational year” as its acquired by Dutch group Arcadis to in-house elements of service the successful deployment of enjoyed a “steady” calendar 2018 This Scottish buy-and-build acquisition of fellow south-coast in March 2019. Partnering delivery. Net profits also more its Evolve product – which uses as net profit and revenues hit outfit claims it is a £12m-revenue MSP, Taylor Made (ranked 287th with the likes of IBM Maximo, than halved to £127,000. In low code to streamline business £566,000 and £9.5m. Avoira Ltd business following its quick-fire in this report), propelled its SAP, Autodesk and Infor and November, Amicus was snapped processes – underpinning a five encompasses fellow Nycomm acquisitions of Talon Business revenue run rate to £20m. In an specialising in verticals including up by local peer Aura Technology, per cent revenue hike. It expects Group companies Videonations Solutions, Roxxap, Vorezo and elongated 16-month financial rail and transportation, the a fledgling MSP that counts to grow at least 10 per cent in its and Co-Channel, which focus on Castle Computer Services. period ending 31 December Canary Wharf-based outfit posted Sir Clive Woodward as a non- fiscal 2020. audio visual and two-way radio Specialising in Microsoft 2018, Peach banked a £654,000 a £160,000 net profit on £8m executive director. The duo boast technology, respectively. Dynamics and Infor software, the net profit on revenues of £10.4m. revenues in its year to 31 August a combined turnover of £10m. 298. Excalibur Glasgow-headquartered group During the year the Mitel and 2018. It recently won a deal with Communications Group 295. SCC AVS doubles up as an MSP, counting O2 partner invested further in Transport for London. 301. Cinos Ltd Revenue: £9.2m (+13%) Revenue: £9.7m (-20%) SolarWinds, Citrix and Lenovo an Autotask service management Revenue: £8.8m (-15%) Net profit: 6.2% Staff: 64 Net profit: -10.6% Staff: 55 among its allies. Revenue in platform. 304. Akhter Group Net profit: N/A Staff: 49 Excalibur’s staff were handed their This Chessington-based its year to 30 September 2018 Revenue: £8.3m (+73%) Having folded comms arm Cinos second payout of the company’s audio visual reseller blamed a virtually trebled to £7.1m. 307. Boston Networks Net profit: 6.7% Staff: 24 Communications Services into £1m bonus scheme after the “disappointing” annual revenue Revenue: £7.8m (-17%) Founded in 1979 by Professor its business in August 2019, this Swindon-based comms VAR slump on the transition of its 310. Christie Data Net profit: 9.6% Staff: 85 Humayun Mughal, this Harlow- audio visual integrator claims it is recorded solid top and bottom- business under new owner SCC, Revenue: £7.5m (+9%) This Glasgow-based smart based public sector specialist now a £20m-turnover business. line growth in its year to 30 June which acquired it in November Net profit: 3.6% Staff: N/A buildings and IoT specialist assembles its own hardware and Cinos Ltd generated £10.2m 2019. It acquired IT services 2018. Revenues stood at £8.1m for This Stroud-based storage and was recently picked to lead a also partners with a wide range revenues in the 14-month period outfit Sensata during the period. the 10 months ending 31 March virtualisation reseller recently £6m project to commercialise of third-party vendors. Supplying to 31 December 2018, according The Vodafone and Microsoft 2019, down a fifth pro rata, while rolled out an HPE Nimble the Internet of Things across 820 Acer tablets to cadets at to numbers it shared with us. partner announced last month net losses hit £859,000. Its rollout Storage solution for leading Scotland. Having acquired Sandhurst is among the case That represents a 15 per cent that former CEO, James Phipps, of a Polycom comms solution for bakery supplier British Bakels. Boston Networks in 2018, Aliter studies displayed on its website. drop pro rata. Its new head office will leave his role as executive Bupa Dental Care is among the Revenues plumped up nine per Capital has since combined the Despite citing a “challenging in Frimley, Surrey, showcases chairman in April 2020, marking case studies adorning its website. cent to £7.5m in its year to 31 Aruba, Cisco and Axis partner business environment”, Akhter technology from Crestron and the completion of a management March 2018, with net profit with Welsh counterparts Pinacl grew revenues 73 per cent pro rata Cisco. buyout performed in April 2018. 294. Pentesec hitting £273,000, compared with Solutions and Pinacl GDA (ranked in calendar 2018 as it pushed into Revenue: £9.7m (+42%) a £116,000 loss a year earlier. Part 183rd in this report) to form a the green energy market. 300. Mirus IT 297. Pacific Computers Net profit: 6.9% Staff: N/A of AIM-listed hosting provider UK-wide organisation with over Revenue: £9m (+19%) Revenue: £9.5m (-6%) Check Point’s reigning UK growth iomart, Christie Data offers seven 300 staff. Revenues hit £7.8m in 303. Open Systems Net profit: 4.5% Staff: 96 Net profit: 3.4% Staff: 47 partner of the year enjoyed a services on the new G-Cloud 11 its year to 30 April 2019. Technology In a last hurrah as an independent Counting Madame Tussauds barnstorming year to 31 March framework. Revenue: £8.7m (-8%) outfit, Milton Keynes-based MSP among its clients, this 2019, with accounts it shared 306. Insight Systems Net profit: 1.8% Staff: 1 Mirus IT registered solid annual Basingstoke-based audio visual with us showing revenue bulging 309. Babble Cloud Revenue: £7.9m (-4%) Founded in 1997 in Grand Rapids, top and bottom-line growth ahead and IT integrator recently bagged 42 per cent to £9.7m and net Revenue: £7.8m (+3%) Net profit: 7.2% Staff: 41 Michigan, this US HPE, Dell of its sale to IT Lab in August a spot to supply AV equipment profits widening to £665,000. Net profit: 0.6% Staff: 34 Working from offices in Kent, EMC, NetApp and Microsoft 2019. Fuelled by higher Azure through public sector-owned The Peterborough-based Counting Which? and Essex, London and throughout partner expanded into the UK in and Office365 sales, revenues buying organisation ESPO. The firm launched in 2014 with a Birmingham Royal Ballet among the Home Counties, this Ricoh 2013. Open Systems Technology in its year to 31 October 2018 Crestron, Logitech and Polycom “technology-first” approach to its customers, this newly minted and Papercut partner claims maintains space in the offices of hiked 19 per cent, while net partner, whose offering spans reselling, making it one of the UC and contact centre outfit to have over 3,000 machine its primary UK client and services profits widened from £251,000 to DaaS, digital signage, videowalls youngest firms in this report. It

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At your service ■ “The directors are pleased to report ■ “Our strategy has been to acquire a improved results together with increased higher proportion of our revenues from Although Computacenter, Softcat, CDW, SCC and Insight grew UK product revenues by a collective momentum in the transformation of Sol-Tec multi-year managed services contracts and £808m in their latest years, this pattern was not repeated across the wider VAR 350. Countless into a cloud-first firm.” large-scale migration projects, with less firms outside the top 10 either reported lower demand for traditional hardware and software deals or moved to deliberately snub them. 288th-ranked Sol-Tec trumpeted its cloudy efforts in reliance on product sales. The board is Indeed, the continued shift to managed and cloud services emerged as a defining trend across the its latest annual accounts. delighted to note that this strategy is 350 sets of accounts encompassed in this report. Here we round up some of the best soundbites: starting to pay off.” 179th-ranked Bluesource Information said it ■ “As the reseller market comes under customers require help with this. As they ■ “The improvement [in profitability] has enjoyed a “good year” as it pushed deeper into greater pressure, we have focused on philosophically move from a DIY approach been realised from the new services and services. planning and implementing the changes and to consumption of a service, many also growth in managed services, which has investments required to migrate our business find it desirable to outsource the day-to-day replaced previous hardware transactions.” from a VAR to an MSP and consulting management of it. Both create opportunities 322nd-ranked Centiq claimed its services ■ “The increase in recurring revenue reflects business.” for the technically able reseller-cum-service transformation was the key to improved numbers a move from one-off capital projects to 81st-ranked Viadex revealed it is in year two of a provider.” in its fiscal 2019. recurring cloud services and SaaS products, “five-year evolution” which will see it migrate towards 57th-ranked Total Computers claimed in its full-year and we expect this trend to continue.” “higher-value technical, commercial and operational strategic report that the reseller opportunities around 193rd-ranked IP Integration said its reorientation services”. cloud abound. ■ “During the year, Lima have made solid towards cloud and SaaS enabled it to boost progression in strengthening recurring recurring revenues from 58 to 68 per cent of its revenue, with a deliberate shift away from revenues in its fiscal 2018. ■ “Global systems integrators recognise that ■ “While this move [away from the supply traditional variable product sales into widespread adoption of cloud is inevitable of product towards public cloud] continues, proactively promoted managed services in the future, but opportunities to implement there remains an appetite in the market for and cloud services, resulting in longer-term ■ “This [increase in turnover and profit] is cloud solutions for [their] clients have the on-premise solutions, in particular around contracts and increased due to the company moving more firmly into disadvantage of cannibalising [their] existing a transition to a hybrid cloud methodology, consistent revenue the role of a managed cybersecurity service revenue streams.” combining the best of public cloud solutions streams.” provider, driven by customers’ demand for a more turnkey solutions as they themselves 47th-ranked Cloudreach predicted that a small with on-premise solutions for mission-critical 248th-ranked number of cloud-native services businesses, including workloads.” Lima Networks struggle to recruit and retain skilled Cloudreach itself, will dominate the global cloud 64th-ranked Celerity claimed many customers are said it made cybersecurity expertise.” market due to the split loyalties of established SIs. gravitating towards a hybrid approach rather than “significant changes” 262nd-ranked Satisnet said it is looking to grow going all in on public cloud. to its strategy in its latest its SOC to meet growing demand for outsourced fiscal year. cybersecurity services. ■ “There is an accelerating trend towards accessing data via the cloud, and recently inked a pact with email to 31 August 2018 as it doubled for renewable energy firm customers are seeing IT more security vendor Proofpoint. down on its niche of selling cloud Lightsource BP is among the case as an operating expense rather services through G-Cloud. Net studies highlighted on Autodata’s than a capital expense. In moving our own 293. Fordway Solutions profits hit £670,000, compared website. It counts AWS, Palo Alto infrastructure… the company has given our Revenue: £9.7m (+14%) with a £371,000 loss a year earlier. Networks, Cisco and Alienvault technical team the first-hand experiences that Net profit: 6.9% Staff: 51 among its key vendor chums. This Microsoft and AWS partner 292. Autodata Products should prove beneficial in the future.” Revenue: £9.9m (+8%) 291. Incremental Group 95th-ranked TET commented on eating its own claims it recently helped Brent Council cut IT power consumption Net profit: 2.3% Staff: 14 Revenue: £9.9m (+51%) dogfood when it comes to cloud. by 80 per cent through Based in London’s trendy Tech Net profit: 8.3% Staff: 108 using desktop virtualisation. City, this cybersecurity-focused Backed by Dunedin LLP, this Despite facing “increasing VAR fell tantalisingly short of highly ambitious Scottish ■ “The move from on-premise to cloud commoditisation” in its traditional the £10m revenue mark in its Microsoft Dynamics partner can be technically challenging, so many IT infrastructure market, Fordway year to 31 March 2019 on the is targeting a headcount of succeeded in boosting both back of eight per cent growth. 600, annual revenues of £75m revenues and profits in its year A Meraki wireless LAN project and EBITDA of £15m by 2022.

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Accounts for Incremental Group six Gold badges with Microsoft profits widening from £269,000 281. Frontline Consultancy visual and collaboration key supplier O2, this converged Ltd covering the year to 31 March and also partners with Archive to £324,000. M&A is now on the Revenue: £10.5m (+3%) specialist’s website features comms provider succeeded in 2019 show a £820,000 net profit 360, Corent, Cloudamize, agenda, it said. Net profit: 7% Staff: 101 several case studies with NHS trebling net profit to £783,000 in on revenues that rose by more Peer Software, Barracuda and Cheshire-based Frontline said its trusts, including a project to its year to 30 June 2018. Revenues than a half to £9.9m. Its customers RiverMeadow. 284. Certus Solutions core ERP and managed services provide “state-of-the-art” multi- slumped nine per cent, however. include Total, Aggreko, Shelter, Revenue: £10.3m (+39%) activities are both continuing to disciplinary team rooms to United Since year end it has kicked off Scottish Leather Group and 287. Taylor Made Computer Net profit: 14.9% Staff: 58 grow as it unveiled solid results Lincolnshire Hospitals NHS a buy-and-build drive, grabbing Aberdeen City Council. Solutions Having been gobbled up by for its year to 31 December 2018. Trusts. Part of the PSNI global fellow Cheltenham firm Tech Revenue: £10.1m (+4%) Accenture in October 2018, Revenue ticked up three per cent, network of AV integrators, Involve OP – an IT managed services 290. SAGlobal Europe Net profit: 3.6% Staff: 114 this Guildford-based Oracle while net profits slipped from slipped to a £6,000 net loss in its provider serving SMBs across the Revenue: £10m (+151%) This Fareham-based MSP consultancy was recently £758,000 to £729,000. Billing year to 31 December 2018 on South West – in May 2019. Net profit: 6% Staff: 49 claimed it created a “formidable liquidated following the transfer itself as “the UK’s leading SAP revenues that dropped 13 per Having entered the UK in 2017 technology and telephony” of its trade and assets to its Business One and Sage X3 ERP cent – results it said reflected a 274. MBA IT by grabbing Cardiff-based M4 company when it joined forces new owner. For what it’s worth, consultancy”, it operates two “competitive marketplace”. Revenue: £11m (-5%) Systems, this global Microsoft with comms counterpart Peach the now defunct G-Cloud datacentres and also partners with Net profit: 2.6% Staff: 21 Dynamics partner recently in August 2018. Due to a lack of specialist enjoyed a bravura 15 IBM, Veeam, VMware and Cisco. 277. New Signature UK This London-based outfit claims opened a third local office in group accounts reflecting Peach months to 31 August 2018, hitting Revenue: £10.8m (+57%) its decision to double down on Leeds. The site will act as a Technologies’ enlarged scale, we a £1.9m net profit on revenues 280. Microlink PC Net profit: -14.9% Staff: 75 its core VAR and consultancy hub for its legal360 product. have opted to split out TMCS’ of £12.9m (up from a £199,000 Revenue: £10.6m (+25%) Microsoft’s reigning UK partner activities (it sold off its MSP arm Headquartered in Hong Kong, numbers one last time. Revenues profit on £7.4m revenues the Net profit: -8.7% Staff: 77 of the year saw revenues pogo in 2016) is paying off as net profits SAGlobal employs 700 staff in 26 for its 13 months to 31 December previous year). This assistive technology 57 per cent in its year to 30 more than doubled in its year offices across 19 countries, and 2018 hit £11m, a four per cent specialist declared the 12 months June 2018 as recent acquisition to 31 December 2018 – defying claims to support over 250,000 pro-rata hike. Net profits rose 283. Snelling Business to 31 July 2018 a “breakthrough Paradigm Systems and organic a five per cent revenue dip. As Microsoft Dynamics users sharply to £397,000. Systems year” as it delivered 25 per cent growth combined to bolster its well as partnering with HP, IBM, worldwide. UK revenues hit Revenue: £10.3m (+28%) growth. Its top two customers, top line. Globally, Washington Lenovo, Dell, Cisco, Microsoft, £10m in calendar 2018. 286. CloudCoCo Group Net profit: 1.7% Staff: 50 which together contribute 60 per DC-based New Signature employs VMware and Nutanix, MBA has Revenue: £10.2m (-1%) This Norfolk-based audio visual cent of total revenues, have both 500 staff in the US, Canada, the a tab on its website dedicated to 289. Explorer UK Net profit: -37% Staff: 102 integrator recently helped create renewed since year end, it added. UK, Philippines and South Africa. backup vendor Veeam. Revenue: £10.1m (+25%) Formerly Adept4, this AIM- a “multi-sensory, experiential Net losses for the Eastleigh-based The “cloud-first, full-service” Net profit: 7.5% Staff: 33 listed ‘IT-as-a-service’ provider design” for Stella McCartney’s outfit, which claims to have Microsoft partner’s recent client 273. JT Global This Leeds-based Oracle database ended 2019 with a different CEO, Bond Street store. Revenues enabled over 250,000 people with wins include Virgin Atlantic. Revenue: £11m (-19%) specialist enjoyed a bumper year strategy and name than it began vaulted by more than a quarter health conditions to succeed Net profit: -8.6% Staff: 56 to 31 August 2018, with revenues the year with. Having acquired in its year to 30 April 2019 as its in education and employment, 276. SICL Founded in 1888, JT claims it is of £10.1m representing a 25 per CloudCoCo for £6.1m in October, membership of the PSNI global narrowed slightly to £920,000. Revenue: £10.8m (+19%) the oldest and largest telecoms cent hike on a pro-rated basis it formally assumed the Microsoft, alliance of AV integrators helped Net profit: 10.5% Staff: 60 operator in the Channel Islands and net profits widening to Citrix, AWS and Alibaba Cloud it generate £1.6m in overseas 279. Plan-Net Counting Chester Zoo and Nissa and is fully owned by the people £756,000. It was recently anointed partner’s identity on 3 December. business. Founded in 1954 by Revenue: £10.6m (-7%) Retail among its clients, Leeds- of Jersey. UK trading entity, JT as the UK Oracle User Group The firm completed a cost-cutting Roy Snelling, it is owned by a Net profit: 4.9% Staff: 136 based SICL claims it was one of (Global) Ltd – whose customers database partner of the year for programme in March after charitable trust. Specialising in the financial and Cisco’s first ever partners, and include Kraft Heinz– saw net a fifth year running and last fruitless endeavours to land new legal verticals, this Microsoft remains a Premier partner of the losses widen to £953,000 on month moved to a larger HQ. business pushed it to a £3.8m net 282. Recarta IT and VMware partner sold up networking giant to this day. Net revenues that fell nearly a fifth to Customers include Premier loss in its fiscal 2018. Revenue: £10.4m (+14%) to fellow London-based MSP profits of £1.7m on revenues of £11m in its year to 31 December Farnell and Prudential. Net profit: 5.6% Staff: 20 Acora (ranked 221st in this £16.2m in its 18-month fiscal 2018. A Cisco Gold and Avaya 285. Utilize This Surrey-based IBM partner report) in August 2019, creating period to 31 December 2018 rank Platinum partner, JT employs 288. Sol-Tec Revenue: £10.2m (+13%) moved to a new HQ in August a £30m-revenue company with it among an exclusive double-digit 600 staff and turns over £261m Revenue: £10.1m (+60%) Net profit: 3.2% Staff: 100 after posting double-digit growth 250 customers. Plan-Net suffered margin club. Having acquired globally. Net profit: 6.6% Staff: 26 Having broken the £10m revenue in its year to 31 March 2019. a seven per cent revenue dip in SICL in 2018, owner MXLG last This Reading-based public barrier in calendar 2018, this Touting itself as Big Blue’s second- its year to 31 December 2018 year bought two other VARs, 272. HighSpeed Office cloud migration outfit boasts Essex-based IT support outfit largest UK support partner, as it pursued recurring support including 256th-ranked Revenue: £11m (+10%) one of the fastest-growing top unveiled plans to move into a Recarta’s 300 clients sit mainly services and tightened its focus 365 ITMS. Net profit: 3.3% Staff: 45 and bottom lines in this entire new warehouse and HQ in in the banking/finance, retail, on profitability. As well as partnering with 31 report, with revenues and net Basildon in 2019. Despite a 10 distribution and manufacturing 275. Bamboo Technology vendors including AWS, Cisco, profits swelling a respective per cent hike in staff costs, the sectors. Net profits widened 278. Involve Visual Revenue: £10.9m (-9%) Fortinet and Equinix, this cloud 60 and 320 per cent in its year Microsoft, HP and Avaya partner from £337,000 to £580,000. Last Collaboration Net profit: 7.2% Staff: 47 and telecoms supplier operates its to 30 June 2018. Counting the succeeded in growing gross May it snapped up virtualisation Revenue: £10.7m (-13%) Despite the “major logistical own MPLS network. Management DWP among its customers, the margins from 31.7 to 32.3 per specialist Möbius (ranked 314th in Net profit: -0.1% Staff: 122 exercise” created by changes to revealed they are in the process public sector specialist holds cent during the year, with net this report). This Warrington-based audio its commercial agreement with of raising additional funds to

14 15 VAR 350 VAR 350 finance expansion as they unveiled Boasting offices in Hitchin and to 30 September 2018, even as at London’s V&A in 2017 among 30 September 2018, a 24 per cent to 31 March 2019, roughly flat a 10 per cent revenue hike for Leeds, this networking specialist international revenues hiked 41 its claims to fame. Having logged pro-rata fall. It sold up to larger pro rata. Seventy-sixth-ranked IT the firm’s year to 31 March 2019. was recently crowned an HPE per cent to £3.9m. a £319,000 net profit on £11.4m rival Banner (ranked 21st in this Lab told us it achieved pro-forma The London-based outfit recently Aruba Platinum partner. Revenues revenues in calendar 2018, the St report) just before its year end, and revenues of £69m last year. made it onto two Lots of the for its year to 31 May 2019 268. Jade Solutions Albans-based outfit last summer is currently styling itself “part of Network Services 2 framework. rocketed 17 per cent to £11.1m, Revenue: £11.3m (-9%) bought the goodwill and assets of the Banner Group” on its website. 260. Tryzens with net profits of £766,000 Net profit: 0.7% Staff: 44 fallen rival Feltech in a pre-pack A hybrid reseller and distributor, it Revenue: £12m (+70%) 271. Acuma Solutions ensuring it possesses one of the In perhaps the most lugubrious administration. Feltech founder claims to offer 4,000 products. Net profit: -12.5% Staff: 172 Revenue: £11.1m (+5%) healthier bottom lines in this business review of all 350 firms in Peter Fell and about 30 other staff This digital commerce specialist Net profit: 5.3% Staff: 16 report. Specialising in Aruba’s this report, this Merseyside-based moved over, CEO Michael Breen 263. Smarter Business chalked up a 70 per cent revenue Counting Microsoft, Talend and switching, wireless, Clearpass and WiFi specialist described 2018 told CRN. Revenue: £11.9m (+139%) boom in its year to 31 March 2019 SAP as its three core vendor Introspect offerings, Switchshop as a “very disappointing year” as Net profit: 8.3% Staff: 197 to “tremendous focus around chums, this Stockport-based also partners with SonicWall, it admitted its acquisition by 266. Network Telecom This utilities services company digital growth and transformation business intelligence specialist Ruckus, Splicecom and Fortinet. Belgian reseller Econocom did Revenue: £11.7m (+4%) is now a major player in the in retail”. Partnering with has generated over £6m in not pan out as hoped. After Net profit: 19% Staff: 96 government IT space following Salesforce, Microsoft Dynamics, sales through the government’s 269. Vetasi anticipated sales growth failed This comms provider assured its 2018 acquisition of tech IBM and Adobe-owned Magento, G-Cloud framework. Its legacy in Revenue: £11.2m (-9%) to materialise, its two directors its clients in September that consultancy Visionist. Founded Tryzens’ customers include the resell space “provides it with Net profit: 3.3% Staff: 85 bought back the 85 per cent stake “business will continue as usual” in 2015, Smarter Business strives Sweaty Betty, TM Lewin and an outreach to seek additional This globe-trotting work and they’d sold in July 2019. On a as it sold up to 750-employe to save SMEs money on energy, Liberty London. Overseas and sticky revenue”, Acuma said enterprise asset management sunnier note, it recently won WiFi Dutch telecoms and IT group water, waste and other utilities. revenues bulged from £2.5m to in its strategic report for its year consultancy recently set up an deals worth over £5m with four Enreach. Founded in 1997, the With Visionist on board, some £7.1m in its latest year. to 31 March 2019, which showed Australian office and invested in major retailers. Telford-based Gamma, Microsoft £3.5m of its £8.3m revenues in revenue swelling five per cent. It is Polish peer Opsenio. The IBM and Panasonic partner boasts calendar 2018 were from digital 259. Port-P owned by Chennai-based IT firm Maximo partner – which targets 267. Media Powerhouse more than 2,000 customers. Net transformation. Net profits Revenue: £12.1m (+6%) Saksoft. the FM, utilities, transportation, Revenue: £11.4m (+14%) profits for calendar 2018 were widened from £410,000 to Net profit: 4.7% Staff: 17 oil and gas, life sciences, Net profit: 2.8% Staff: N/A flat at £2.2m, making it one of £664,000. With a 220-strong client-base, 270. Switchshop manufacturing and mining This audio visual reseller counts the most profitable firms in this 25-year-old, Birmingham- Revenue: £11.1m (+17%) sectors – saw revenues dip by supplying the video systems for this entire report, relatively 262. Satisnet based reseller claims it is “a Net profit: 6.9% Staff: 27 nine per cent to £11.2m in its year the sell-out Pink Floyd exhibition speaking. Revenue: £11.9m (+16%) little bit different from the rest”, Net profit: 8.2% Staff: 48 citing the fact its owners still 265. Risual This Luton-based security come into the office and roll up In one’s own image Revenue: £11.8m (+10%) provider credited an uplift in their sleeves every day. A drive Net profit: 6.5% Staff: 141 Most VAR 350 firms have names that loosely describe what they do – or at least did – top and second- its performance in its year to 31 towards annuity and service Recently named a Microsoft October 2018 to its evolution business helped the Microsoft, ranked Computacenter and Softcat (or ‘Software Catalogue’ as it began life) being prime examples. Azure Expert Managed Services into an MSSP and cyber-training HPE and VMware partner post One simple variation on this theme is to do this but in Latin, a tactic both Servium (to serve) and Teneo Provider, this Staffordshire- organisation. As well as reselling record gross profits in calendar (to know or possess) have deployed. based consultancy returned to security software from the likes 2018. Its website is currently Some have sought to associate their brands with a famous role model, with both Columbus and Natilik both growth and profitability in of Tenable Networks, IBM and pushing Microsoft 365 and HPE naming themselves after explorers. its year to 31 December 2018. Splunk, Satisnet operates three GreenLake. Clearly keen to make hay from the reputation of their founders (or perhaps just lacking ideas!), others, It attributed the upturn to an UK SOCs. Net profits more than however, have gone down the Michael Dell route by selecting eponymous investment in its sales operation. doubled to £971,000 on revenues 258. Escape Technology names for their businesses. According to government data, that jumped 16 per cent. It claims Revenue: £12.2m (-25%) Net profit: -0.5% Staff: 25 In some cases, the figurehead behind the company remains actively Risual has bagged over £4.3m it now has more than 35 SIEM involved in the business. This includes 251-ranked Pugh Computers in sales through G-Cloud to employees in-house. With clients including post- chief executive Jeffrey Pugh (pictured), who last May scooped a date, including a £366,000 cloud production studio MPC, this support deal with Highways 261. Content and Code London-based reseller provides Director of the Year award from the Institute of Directors for Wales – England in November 2018. Revenue: £11.9m (-1%) workstations, software and having founded the Aberystwyth-based schools supplier in 1981. Net profit: 9.6% Staff: 83 services to computer graphics Other eponymous firms in the top 350 include 26th-placed Bell 264. Spectrum Computer With new owner IT Lab not yet artists and studios. Revenues Integration, which was founded by Alastair Bell in 1996; 334th-ranked Supplies having recognised a full year of tumbled by a quarter in its year Nolan Business Solutions; and 287th-ranked Taylor Made Computer Revenue: £11.8m (-24%) Content and Code’s revenues, to 28 February 2019 as the Solutions, whose founders Nigel and Aly Taylor sold the business Net profit: 5.6% Staff: 43 we have opted to break out Autodesk, Adobe and Chaos to fellow South Coast-based MSP Peach in 2018. Having turned over more than this highly profitable Microsoft Group partner swung to a £56,000 283rd-ranked Snelling Business Systems’ founder, Roy £50m as recently as 2012, this Sharepoint consultancy’s numbers net loss. It is part of server and Snelling – who launched the Norwich-based audio visual Bradford-based IT consumables in a separate profile one last time. storage manufacturer Boston specialist in 1954 – sadly passed away in 2012 aged 88. specialist saw revenue limp in at The London-based outfit posted Limited, which turns over £10.9m in the 11-month period to £14.8m revenues in the 15 months nearly £90m.

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257. Wanstor Billing itself as the world’s largest is among the case studies for the period rocketed from delays and the disposal of its AX transform. In its year to 30 June Revenue: £12.4m (+11%) Microsoft communications featured on the website of this £164,000 to £875,000 on roughly business the previous year. The 2018, Arcus narrowed net losses Net profit: 10.1% Staff: 141 and collaboration practice, this Aberystwyth-based VAR, which flat revenues of £12.7m. In August not-for-profit sector specialist to £763,000 on revenues that rose Counting restaurant chain St Albans-based VAR boasts was founded in 1981 by Jeffrey 2019, the Microsoft, Citrix, counts Solent Mind, Amnesty by a third. Wagamama among its long- operations in the US, Asia and Pugh. Specialising in software VMware and Cisco partner International and Oxfam among standing customers, this highly Australia. It was snapped up last licensing for the education and snagged a £12m investment led its clients. 241. Blue Cube Security profitable, London-based MSP June by larger rival GCI (ranked charity sectors, the Microsoft, by private equity house Maven Revenue: £13m (+63%) aims to provide a single service 45th in this report). Its most Adobe and Sophos partner Investor Partners. 244. Roche Audio Visual Net profit: 1.9% Staff: 12 desk for clients in the retail, recently filed annual accounts, enjoyed a solid year to 31 January Revenue: £12.8m (+8%) This West Sussex-based hospitality, finance, education and covering calendar 2017, show a 2019, with net profits widening 247. Universal AV Net profit: 4.7% Staff: 50 cybersecurity VAR posted not-for-profit sectors. It banked £2.2m net loss on revenues of from £329,000 to £366,000 on Revenue: £12.7m (+2%) This Leeds-based audio visual revenues of £19.4m in an flat net profits of £1.2m in its year £12.5m. The Microsoft Skype for revenues that hiked 10 per cent. Net profit: 6.2% Staff: 85 integrator claims its “unique” elongated, 18-month period to 30 September 2018 on revenues Business and Teams specialist Installing a lecture capture bulk purchasing policy enables it ending 30 June 2018, according that rose 11 per cent to £12.4m, holds 10 Microsoft Gold badges. 250. Codestone system for Leeds University to obtain “extremely competitive to unaudited accounts it shared making it one of only 34 firms in Revenue: £12.7m (+13.1%) is among the case studies pricing” from its suppliers, which with us. That equates to a 63 this report with a double-digit net 253. Prodec Networks Net profit: 19% Staff: 107 plastered on the website of this include Casio, Clevertouch, per cent rise, pro rata. As well as profit margin. Revenue: £12.5m (-5%) This Poole-based consultancy Bradford-based audio visual Epson, Hitachi and Smart. It launching a dedicated professional Net profit: 0.6% Staff: 81 recently won recognition from specialist. Counting universities posted roughly flat net profits and managed services team under 256. 365 ITMS This Reading-based Cisco, SAP for generating the most as its main stomping ground, of £605,000 on revenues that the Cynergy banner last year, the Revenue: £12.4m (-11%) HPE, Aruba and Palo Alto Business One revenue of any Universal Group Holdings said rose eight per cent in its year to Fortinet, Trend Micro and Sophos Net profit: 1.7% Staff: 77 Networks partner recently UK partner in 2018. Its website its performance in its year to 31 31 December 2018. Founded in partner recently became an AWS If there were a prize for announced a partnership with features case studies with December 2018 was “on a par” 1973, Roche claims to feature on a Consulting Partner. undergoing the most rapid video collaboration and meeting diamond company Graff and with the two previous years, unique combination of education series of ownership changes, this solution vendor Zoom. Despite e-cigarette maker Totally Wicked. as revenue inched up two per purchasing consortia. 240. York Telecom Reading-based MSP would be some “significant” new business Organic growth underpinned a cent and net profit slipped from Revenue: £13m (-3%) the winner. Having bought 365 wins, the networking specialist 13 per cent revenue hike in its £834,000 to £784,000. 243. Vysiion Net profit: -11.8% Staff: 70 ITMS for £5.4m in 2017, 103rd- registered a five per cent revenue year to 30 September 2018. Net Revenue: £12.8m (-13%) Based in Basingstoke, the EMEA ranked IDE Group flogged it for drop in its year to 30 April 2018. profits of £2.4m, meanwhile, make 246. SysGroup Net profit: -7% Staff: 147 arm of this global visual comms £2.84m in an MBO in October It is part of £25m-revenue outfit it one of the most profitable firms Revenue: £12.8m (+22%) This Chippenham-based G-Cloud powerhouse suffered a contraction 2018, only for investment vehicle Barstone Group, whose other in this report. Net profit: -5.7% Staff: 87 supplier recently deployed a in both its top and bottom lines in MXLG to snap it up in May 2019. subsidiaries include schools AV This acquisitive, AIM-listed MSP Microsoft DaaS solution for its year to 31 December 2018 as The Microsoft and Cisco partner specialist Smarter Interactive. 249. Man and Machine is expanding at pace, generating Forestry England’s 1,200 users. it complained of “uncertainty in returned to profitability in its year Revenue: £12.7m (+17%) £9.3m revenues in H1 of its fiscal Several projects of this nature the economy”. A “large” exchange to 31 December 2018, despite a 10 252. Symec Technologies Net profit: 2.5% Staff: 33 2020 after gobbling up rivals propelled its cloud, enterprise and rate loss caused net losses to per cent revenue dip. Revenue: £12.6m (-5%) One of the few hybrids in this Certus IT and Hub Network colocation revenues from £6.2m widen from £1.2m to £1.5m, while Net profit: 1.9% Staff: 43 report, this Autodesk software Services in quick succession. to £7.6m in its year to 30 June revenues fell three per cent to 255. Prolinx This Bristolian Samsung, reseller doubles up as a graphics Some 80 per cent of its revenues 2018. Delays to multiple major £13m. The Microsoft Teams and Revenue: £12.5m (+9%) Honeywell, Zebra, Panasonic, cards distributor through its are now recurring in nature, with offshore wind farm contracts, Surface Hub reseller’s global HQ is Net profit: 7.1% Net profit: 77 SOTI and Scandit partner claims Elmtec brand. Total revenues the remaining 20 per cent drawn however, ensured wider revenues in New Jersey. This Oxford-based provider of over 30,000 mobile devices passed bulged 17 per cent to £12.7m in from reselling. In its last full year, dipped 13 per cent, as various secure managed services for the through its Polish technical centre its year to 31 December 2018, ending 31 March 2019, SysGroup charges dragged it to a £894,000 239. Transputec defence, government and public for repair or configuration work with its VAR arm leading the posted a £722,000 net loss on net loss. Revenue: £13.1m (-11%) sectors enjoyed a stellar calendar in its year to 31 July 2018. Efforts charge with a 44 per cent uplift. revenues that leapt by more than a Net profit: 1.1% Staff: 50 2018 as its success landing multi- to pursue recurring revenue The Oxfordshire-based outfit its fifth to £12.8m. 242. Arcus Global A ploy to focus more on high- year contracts and renewals streams caused net profits to sink part of 750-employee German Revenue: £13m (+34%) margin services and less on bolstered its top and bottom lines. by nearly two thirds to £244,000 powerhouse Mensch und 245. m-hance Net profit: -5.9% Staff: 111 hardware helped this London- Revenues rose nine per cent, with during the period, as revenues Maschine Group. Revenue: £12.8m (-8%) This AWS partner’s ‘Arcus based MSP maintain gross profit net profits more than doubling to dropped five per cent to £12.6m. Net profit: -4.9% Staff: 119 Answer’ platform provides a levels in its year to 31 March £886,000. The secure, long-term The mobile technology supplier 248. Lima Networks This Cheshire-based Microsoft bot for local authorities that 2018, despite registering an 11 nature of its core business makes recently rolled out 800 Samsung Revenue: £12.7m (+2%) Dynamics partner is “progressing will interact with customers and per cent revenue dip. A £217,000 it “well placed to succeed and smartphones for Arriva. Net profit: 6.9% Staff: 58 well” under the leadership of complete basic tasks. In May 2019 loss at newly established grow”, the Cisco, Fortinet and Dell This Salford-based MSP made new CEO Alan Moody, private existing investor YFM Equity subsidiary Crises Control Ltd EMC partner added. 251. Pugh Computers a “deliberate shift” away from equity backer Better Capital said Partners pumped a further £2.5m ensured its bottom line nearly Revenue: £12.6m (+10%) traditional variable product in its annual results last July. in Series A funding into the halved to £138,000, however. 254. Modality Systems Net profit: 2.9% Staff: 17 sales towards managed and Revenues for m-hance’s year to Cambridge-based outfit, whose Founded in 1977, Transputec Revenue: £12.5m (+43%) Rolling out Microsoft Surface cloud services in its year to 31 31 December 2018 tumbled eight cloud solutions are designed to boasts overseas offices in Dubai, Net profit: -17.5% Staff: 101 devices for Wellington College December 2018. Net profits per cent, however, due to project help the public sector digitally India and Manila.

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238. Western Computer Having been acquired by partner said as it unveiled a new customers in calendar 2018 nearly quadrupling to £2m. Last 222. Park Place Revenue: £13.6m (+7%) German reseller Cancom in 23 per cent revenue uplift for as it grew both revenues and net May it opened a Singapore office. Technologies Net profit: 1.1% Staff: 64 March 2018, this London-based calendar 2018, along with a small profits by double digits. Founded Revenue: £15.4m (+334) Founded in 1984 by mathematics unified comms, collaboration £18,000 net loss. In April 2019 it in 1993, it recently scooped the 225. Principal Net profit: -0.7% Staff: 98 graduate Keith Courtman, this and cloud specialist now goes sold its £3m-revenue Autodesk Sage 200cloud Partner of the Year Revenue: £15m (-5%) The UK arm of this global Apple Premium Reseller opened by ‘Cancom Collaboration and division to rival Symetri, marking award for a sixth straight year. Net profit: 9.5% Staff: 96 datacentre maintenance giant two new stores in Chelmsford Communication’, and recently the completion of a strategic Along with IT sister company, more than quadrupled in size in and Chester in 2019, adding to its moved into Cancom UK’s new organisation at the Brentwood- 228. Circle IT 4th Platform, this Horsham-based calendar 2017 thanks to an M&A existing outlets in Cheltenham, Shoreditch HQ. It claimed it based outfit. Revenue: £14.9m (+39%) managed print provider claims frenzy. After laying down £5.7m Cirencester, Leamington Spa, put in a “strong performance” Net profit: 2.5% Staff: 75 to supply and support more than to buy Prestige Technologies Oxford, and Bristol HQ. Targeting in its fiscal year to 31 August 231. ITM Communications Circle IT founder Roger Harry 5,000 UK organisations. Holding Solutions, it then grabbed third- businesses and education as well 2018 as a 31 per cent uptick in Revenue: £14.4m (+20%) admitted last May that the Welsh company Principal Corporation party maintenance specialist NCE as consumers, Western enjoyed managed services revenues shored Net profit: 2.3% Staff: 76 VAR needed “a more grown-up managed to maintain net profits Group in August for £33m. Ohio- “continuing progress” in its year up its top line. The holding company for this attitude to take the business to at £1.4m in its year to 31 March based Park Place also owns 105th- to 2 January 2019, with net profits Milton Keynes-based ICT the next level” as he unveiled 2018, despite suffering a five per ranked MCSA, whose numbers and revenue both rising modestly. 234. Retail Assist infrastructure specialist posted former Esteem Systems boss cent revenue slippage. The HP, we have split out separately due to Revenue: £14m (+2%) a sixfold rise in net profits in its David Jones as his successor in Konica Minolta, Kyocera, Canon a lack of consolidated accounts. 237. Cloud Direct Net profit: 9.8% Staff: 238 year to 30 September 2018 to the chief executive role. Having and Microsoft partner also has Revenue: £13.7m (+35%) Counting Oasis, Selfridges £332,000 as it added £2.4m in grown revenues a whopping offices in Ashford, Fareham 221. Acora Net profit: -25.4% Staff: 135 and Harvey Nichols among its revenues “with no significant 39 per cent in its year to 30 and London. Revenue: £15.9m (-5%) Calendar 2018 was a “significant customers, Retail Assist provides increases in overheads”. Targeting November 2018, the Dell EMC Net profit: -3.8% Staff: 155 and successful year” for this Bath- managed services and software blue-chip clients in the UK and partner is now gunning for £50m 224. Comcen Computer This Burgess Hill-based Microsoft based cloud migration specialist to retailers and hospitality firms. Europe, the HPE Aruba partner revenues through organic and Supplies partner claims it is now a near- as it completed the acquisitions Despite logging revenue growth counts structured cabling and acquisitive growth. Revenue: £15.1m (+11%) £30m-revenue firm following of Ezis and Think S3, and became of just two per cent in its year to wireless, datacentre infrastructure, Net profit: 3% Staff: 58 its acquisition of 279th-ranked a Microsoft Azure Expert MSP. 30 June 2019, the highly profitable, and converged solutions as its 227. ZenOffice This Swansea-based audio visual, Plan-Net in August. Revenues Revenues for the period pogoed Nottingham-based outfit said it sweet spots. Revenue: £15m (+1%) managed print and IT reseller for its year to 31 August 2018 35 per cent, although net losses expects its growth to accelerate Net profit: 1.5% Staff: 79 defied “diminished confidence” clocked in at £15.9m as net losses reached £3.5m as amortisation of as its retail customers outsource 230. Covenco Targeting SMEs in the North- in its core markets to more than hit £596,000 on the back of a goodwill associated with historic to save internal costs. It recently Revenue: £14.4m (-7%) West of England, Manchester- double net profits on revenues whopping £1.63m exceptional acquisitions left their mark. It celebrated its 20th birthday. Net profit: -1.4% Staff: 71 based ZenOffice offers managed that jumped 12 per cent in its year charge. Acora’s service offerings made a “significant” investment Starting life in 1989 selling IBM’s print solutions alongside an array to 31 December 2018. During the span managed services, cloud, in its Cape Town service centre 233. Reflex System 36 and AS/400 servers, of office supplies including staples, period it merged its Leeds and workspace and business software. during the year. Revenue: £14.1m (-5%) this hardware broker still puts safety signs, lanyards and hard Harrogate offices into a central It claims to employ 40 Microsoft Net profit: 1% Staff: 57 Big Blue at the heart of its hats. The HP and Xerox Gold location in Harewood. The HP Dynamics specialists. 236. Britannic Technologies This Reading-based ‘full service’ business 30 years later, buying, partner, which was acquired in Gold partner, which is currently Revenue: £13.9m (-4%) audio visual integrator recently selling and renting IBM hardware 2018 by Better Capital-backed leading on HP supplies on its 220. Form IT Solutions Net profit: 10% Staff: 79 helped replicate a modern alongside kit from Lenovo, HPE, OfficeTeam, attributed a one per homepage, claims to stock 100,000 Revenue: £16.1m (+21%) Despite recording its first annual newsroom for students of City, Cisco, Dell EMC and NetApp. cent revenue rise in its year to 31 products in its warehouse. Net profit: 3.3% Staff: 38 revenue dip for six years, this University of London’s journalism Covenco slipped to a £105,000 net December 2018 to increased sales This Luton-based reseller defied Surrey-based comms VAR grew school. Delays in the completion loss in its year to 31 December and marketing activity. 223. Krome Technologies “difficult market conditions” to net profits from £1.3m to £1.4m of multiple projects sparked a 2018 as revenues fell seven per Revenue: £15.4m (+12%) post flat net profits of £525,000 in its year to 31 March 2019. five per cent revenue rollback cent. It claims to manage more 226. Nettitude Net profit: 1.6% Staff: N/A on revenues that vaulted by over During the period, it extended its in Reflex’s year to 31 December than 170,000 items in its Banbury Revenue: £15m (+20%) Having broken the £15m revenue a fifth in its year to 31 March software development to include 2018, with net profits more than warehouse. Net profit: 13.2% Staff: 125 barrier in its year to 31 October 2019. Form IT Solutions has DevOps. A Mitel Platinum, halving to £134,000. It recently Rowland Johnson, founder of 2018, this Dell EMC partner last seven strategic vendor partners Avaya Sapphire and Skype for bagged Elite Partner status with 229. Pinnacle Computing this fast-growing, Leamington year moved into a new head office in the shape of Dell EMC, HP, Business partner, Britannic Crestron. (Support) Spa-based penetration testing in Chertsey, two miles from its Lenovo, Microsoft, HPE, Cisco recently rolled out a cloud-hosted Revenue: £14.9m (+10%) specialist, is also a director of previous Addlestone HQ. Net and Sophos. The two case studies Mitel contact centre platform and 232. Majenta Solutions Net profit: 7.7% Staff: 116 not-for-profit cybersecurity profits during the period were currently displayed on its website new voice infrastructure for the Revenue: £14.1m (+23%) With 11 offices across the UK certification body Crest. Nettitude flat at £240,000. In business since concern Office 365 migration and Kennel Club. Net profit: -0.1% Staff: 47 and Ireland and 1,300 customers, sold up to professional services 2009, Krome also has offices in penetration testing, respectively. The digitalisation of the UK Pinnacle claims to be the UK’s giant Lloyd’s Register in March London and Manchester. Rolling 235. Ocean Intelligent manufacturing and construction largest Sage 200 Business Partner. 2018 in a move Johnson said would out a Citrix VDI solution for law 219. Galtec Communications industries is handing Majenta The Belfast-based firm claimed “supercharge” its growth. Revenues firm Davies Arnold Cooper is Revenue: £16.2m (+16%) Revenue: £13.9m (+19%) Solutions “great opportunities for “exceptional” customer service for its year to 31 March 2018 among the case studies featured Net profit: 3.4% Staff: 29 Net profit: 3.3% Staff: 52 growth”, the Dassault Systèmes levels helped it retain and attract vaulted by a fifth, with net profits on its website. A 16 per cent calendar 2018

20 21 VAR 350 VAR 350 revenue hike prompted this partner nearly treble revenues three years. The Portsmouth- to 31 March 2019, said the deal 206. ONI 203. Stanford Marsh Leeds-based reseller to dish out a in its year to 31 December 2018. based outfit, whose founder Rod will boost its technical resource Revenue: £18.5m (+4%) Revenue: £19.3m (+3%) six-figure bonus allocation to its Specialising in authentication, Neale stepped down as CEO in and technology offering. Recent Net profit: 2.8% Staff: 76 Net profit: 0.5% Staff: 118 longer-serving staff. Net profits data risk management and CASB, July to be succeeded by Scott Mac acquisitions Quorum and AMA A recent top management This wide-format print specialist also rose, from £386,000 Somerford recently snared a deal Meekin, saw revenue fall six per Business Systems added to its overhaul – which included the pinpointed its diversity as a key to £548,000. Founded in 2004, to roll out Splunk’s VictorOps cent in its year to 30 September top line. reappointment of founder Kevin strength as it logged a three per HPE, Fujitsu, VMware, HP, solution at the security operations 2018. Net profits more than Kivlochan as chief executive – cent revenue uptick in its year Lenovo, Dell EMC and NetApp centre of a central government doubled to £744,000. 209. 1Spatial has helped to “drive a more to 31 January 2019. Net profits partner Galtec said it is on course body. In October, it signed a Revenue: £17.6m (+4.1%) dynamic culture” at ONI, the halved to £90,000, however. to break £20m revenues in its sponsorship deal with Gloucester 212. Khipu Networks Net profit: -8.1% Staff: 167 Luton-based Cisco Gold partner Alongside its core business, where fiscal 2019. It recently appointed Rugby Club. Revenue: £16.9m (+37%) Specialising in managing claimed in the strategic report it works with vendors including four new directors. Net profit: 1.5% Staff: 63 geospatial data for utilities, for its year to 31 March 2019. HP and Canon, the Worcester- 215. United Carlton Having grown by over a third in transportation and government “High-profile” wins for its based outfit operates 3D print 218. Diversified Ltd Revenue: £16.5m (+1%) its year to 31 December 2018, organisations, this AIM-listed Nimbus private cloud platform, and CAD arms, the latter of Revenue: £16.4m (+89%) Net profit: 14.3% Staff: 115 this network security specialist Oracle Gold partner branded including with two retailers, which it bolstered in May 2019 Net profit: 9.3% Staff: 58 This Gateshead-based managed is gunning for £50m revenue its year to 31 January 2019 one helped push revenues four per by acquiring Bridgend-based US-based audio visual integrator print provider was snapped up within five years, all via organic of “refocus and realignment”. cent higher during the period. Autodesk partner Envisage. Diversified said its acquisition by southern rival DMC Canotech expansion. With offices in Fleet Revenues rose by four per cent ONI claims it has achieved eight of UK counterpart Digitavia in June, creating a 250-employee and Cape Town, Khipu develops despite its decision to dispose of years of 100 per cent uptime for 202. 4NET Technologies in June 2018 would expand outfit with 4,500 customers, seven and supports its own-brand £7m-revenue MSP arm Enables its clients. Revenue: £19.4m (+50%) its international footprint to offices and major partnerships managed services. In September IT during the year for a nominal Net profit: 3.2% Staff: 63 EMEA and propel its offering with Sharp, Toshiba and Canon. it bagged a spot on the Palo Alto sum of £1. Net losses hit £1.4m. 205. DMW Group This Manchester-based Avaya in standardised meeting rooms United Carlton’s holding company Networks, Proofpoint, Alcatel- Since year end it has acquired Revenue: £19m (+29%) partner recently snagged a “to the next level”. Diversified generated £2.4m net profits on Lucent and Infobox Lots of Jisc’s French outfit Geomap-Imogis. Net profit: 18.7% Staff: 66 £16.3m, three-year deal to provide Ltd posted net profits of £2m revenues of £16.5m in the year to new public sector framework. With offices in London, Leeds its ANTENNA cloud comms on revenues of £21.8m in the 30 June 2018, making it one of 208. Complete IT Systems and Manchester, this independent service to HM Courts & Tribunals 15-month period to 31 December the most profitable firms in this 211. Perfect Colours Revenue: £18.1m (+9%) tech consultancy claims it has Service. Having moved its 2018 (figures we have annualised entire report. Revenue: £17.2m (-11%) Net profit: 2.6% Staff: 61 managed over £1bn of cloud financial year end from 31 March for this profile). Globally Net profit: 0.8% Staff: 55 The directors of this Bradford- projects and migrated more than to 30 June (to alleviate pressure Diversified turns over $950m, 214. OCF This London-based large-format based VAR said they were 250,000 workloads to the cloud created by the January to March employing 2,400 staff. Revenue: £16.6m (-9%) printing specialist’s revenues “pleased” that it maintained an 18 over “the last few years”. In line spike in public sector business), Net profit: 1.6% Staff: 42 contracted a further 11 per cent per cent gross profit percentage with expectations, DMP grew YFM-backed 4NET’s revenues 217. Bistech Group Having swept to power in in its year to 31 December 2018 while boosting revenues by revenues by over a quarter in its hit £24.3m in its elongated, Revenue: £16.5m (+7%) an MBO in November, new amid continued efforts to focus £1.5m in its year to 30 April 2019. year to 31 March 2018, with net 15-month fiscal 2018 – a 50 per Net profit: 29.4% Staff: 73 management have promised on profitable product lines. It Net profits rose from £168,000 profits of £3.5m making it one cent spike pro rata. This highly profitable networking “business as usual” for this high- did, however, return to the black, to £177,000. The Lenovo and of this report’s most profitable and comms VAR expanded its performance computing and posting a £130,000 net profit. Kasperksy Lab Platinum partner outfits, relatively speaking. 201. Exception Ltd Dorset HQ last year after logging storage integrator. The Lenovo, The HP, Canon, Xerox and Epson specialises in IT support, IT Revenue: £19.5m (-12%) a ninth consecutive year of growth IBM and NetApp partner is now partner, whose clients include hardware/infrastructure and 204. IT Professional Net profit: 7.8% Staff: 41 in the 12 months to 31 July 2018. bossed by Russell Slack, who Disney and Hamleys, recently software/licensing. Services (ITPS) This ‘digital solutions company’ The Mitel, Cisco, Microsoft and joined the Sheffield-based outfit invited customers to its Sheffield Revenue: £19.2m (+15%) claims it became the first Juniper partner’s swish website in 1995 as a systems engineer. innovation centre to witness 207. swcomms Net profit: 2.6% Staff: 124 Scotland-headquartered partner features an array of video case Revenue fell by nine per cent in HP’s new ‘Stitch’ dye-sub printer Revenue: £18.4m (-0.5%) The website of this Gateshead- of ServiceNow in May 2019, and studies from customers including its year to 31 March 2019, with in action. Net profit: 0.03% Staff: 134 based IT managed services also holds AWS Select Consulting Reading Buses. Founded in 1988, net profits halving to £271,000. It Rolling out a converged comms provider is currently plastered Partner status. Edinburgh-based it is one of a minority of VAR recently earned Platinum Solution 210. Complete I.T. solution for Sandy Park Stadium with warnings of the dangers Exception saw net profits swell 350 companies to have a female Provider status with Dell. Revenue: £17.5m (+19%) (which houses the Premiership of remaining on Windows 7 from £935,000 to £1.5m in its year managing director in the form of Net profit: 6.1% Staff: 151 rugby club chaired by its founder following its end of life. Founded to 31 December 2018, even as Jocelyn Brown. 213. Circular Computing This High Wycombe-based IT Tony Rowe OBE) is among the in 2000, ITPS saw revenue bounce revenue rolled back 12 per cent to Revenue: £16.8m (-6%) support outfit will retain its case studies trumpeted on the 15 per cent in its year to 31 May £19.5m. Its first large contract, in 216. Somerford Associates Net profit: 4.4% Staff: 224 name and operate as an website of this Exeter-based 2018 as a £1.5m outlay helped 2003, was leading the infrastructure Revenue: £16.5m (+183%) This sustainable IT specialist independent business following comms VAR. The Mitel, Gamma, it bag new datacentre contracts integration of Churchill Insurance Net profit: 5.4% Staff: 42 claims it now has the capacity to its acquisition by Japanese Cisco and Veeam partner broke and bolster its cloud services and Direct Line. Winning new customers and remanufacture 10,000 laptops a electronics giant Sharp in August. even on flat revenues in calendar offering with the introduction of selling more to existing ones month after expanding its United The Microsoft and Datto partner, 2018. It recently launched an Azure Stack. During the year it 200. Clarity Copiers helped this Cheltenham-based Arab Emirates facility, a figure it which saw revenues vault 19 energy arm, swcomms-energy, in implemented ConnectWise as its Revenue: £19.5m (-13%) Splunk, Okta and Varonis hopes to increase to 50,000 within per cent to £17.5m in its year partnership with Fidelity Energy. new ERP system. Net profit: 5.9% Staff: 21

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This print and copier dealer that EACS had shelved a barnstorming year to 28 February claims it enjoyed “another good planned M&A spree due to an 2019, with revenues powering Q&A: Mark Garius, ASL Group year” as a restructuring drive “overinflated value” of businesses up by more than a quarter and enabled it to maintain profits on in the channel. Although net profits bouncing from £2.5m This ambitious managed print specialist is looking moving their IT operations to the cloud, and they are lower revenues in the 12 months informally it told us 2019 revenues to £3.6m. A project to install a to double in size in the next three years, the 184th- looking for a trusted partner to optimise their print, to 31 August 2019. Based in hit £23m, the last set of accounts Mitel telephony system and IT ranked outfit’s managing director tells CRN comms and IT infrastructure. Newton Abbot in Devon, the filed on Companies House as infrastructure for a distillery in Sharp, Kyocera, Ricoh and OKI we went to press – covering the the Lake District is among the Is the print market in decline, and how important Where are the growth hotspots in print? partner operates a franchise year to 31 March 2018 – show case studies trumpeted on its is it for print specialists such as ASL to widen Production print, as mentioned above, is undergoing model aimed at helping sales a £565,000 net profit on £20m website. Its portfolio spans hosted their repertoire? a transformation due to the transition from litho to pros start a local business with revenues. It now generates more services, datacentre solutions, The outlook from analysts is that the market is digital within the commercial print environment as national backup. Its empire than half of its top line from communications and IT support. quite stable. Many of our customers are looking to it offers flexibility of digital technology to high- and comprises 31 offices, from recurring revenues. optimise their print and document infrastructure, low-volume jobs. Bodmin in Cornwall all the way 193. IP Integration up to Argyll in Scotland. 196. Highlander Business Revenue: £20.4m (+1%) which is fuelling growth in technology solutions, Other areas of growth that we see include Solutions Net profit: -1.5% Staff: 101 cloud computing, document management and technology-based solutions that improve 199. Midshire Business Revenue: £20m (-0.4%) This Reading-based contact software applications. sustainability, enhanced security for print and Systems Net profit: 2.3% Staff: 76 centre specialist said its success in Production print is a growth market, especially cloud-based print management. Revenue: £19.6m (+11%) Rolling out a Nimble Storage boosting recurring revenues from with the migration from litho to digital print, which Net profit: 1.1% Staff: 147 hybrid array for building services 58 to 68 per cent of its total top gives businesses an economically viable solution for Will we see any changes in your M&A strategy This West Bromwich-based firm TB+A is among the case line in its year to 30 September short print runs. under your new private print and telecoms VAR claims studies adorning the website of 2018 helped it to invest in the equity backer, it smashed industry averages by this Sheffield based reseller – business by increasing visibility You finished your fiscal 2018 on £21.4m revenue. Primary Capital cutting its key metric of average which bills its staff as “a bunch of future revenues. Total turnover Can you give us any insight into your fiscal 2019 Partners? response time to three hours and of Yorkshire lads and lasses who inched up one per cent to £20.4m performance or the longer-term growth ambitions Our strategy remains 14 minutes in the seven-month love IT”. Highlander registered a as the Avaya Diamond partner period ending 31 March 2018. small dip in both revenues and – whose clients include Direct of ASL? the same, organic Its main trading arm hit £11.4m net profits in its year to 31 Line and Autoglass – benefited We grew our 2019 revenue by almost 30 per growth and further revenues during the truncated August 2018 as it admitted from three months of sales from cent, finishing the year on £27.8m, although with acquisitions. Our financial period, an 11 per cent that trading “continues to be June 2018 acquisition Managed acquisitions our run rate is over £37m. Our aim is new private equity pro-rated fall. Having acquired challenging”. Its 15 strategic Networks. to double our turnover in the next three years, which backing will enable Midshire in 2017, Japanese parent vendors include Cisco Meraki, we’ll achieve through a strategy of organic growth us to accelerate new Sharp acquired 207th-ranked MSP Dell EMC and Netsuite. 192. Axial Systems and further acquisitions. business Complete IT in August. Revenue: £20.5m (+3%) Unified communications remain a growth hotspot acquisitions Net profit: 0.1% Staff: 54 195. QUANTIQ for us. We see increasing demand from customers in 2020. 198. Xantaro Revenue: £20m (+27%) This Maidenhead-based network Revenue: £20m (-5%) Net profit: 5.4% Staff: 146 security integrator saw net profits Net profit: 3.3% Staff: 12 Feverish mid-market demand fall by three quarters on virtually 2019. Offering cybersecurity, revenues climb by over a quarter Aylesbury-based outfit aims to Specialising in carrier-class for Microsoft Dynamics fuelled static revenues in its year to 31 technology, comms and interiors, in its year to 31 December 2018. improve security and performance network technologies, this Juniper a higher-than-anticipated 27 per May 2018 as it encountered delays ACS has showrooms in its The directors admitted they are for critical, large-scale networks. Networks Elite partner employs cent revenue hike for QUANTIQ to projects it expected to win. native Northampton, as well focusing on cost control after net 150 staff across four offices in in its year to 31 December 2018, Under new CEO Antony English, as in London and Glasgow. In profits tumbled from £1.2m to 188. Meridian IT its native Germany and one in CEO Stuart Fenton told CRN. Net the McAfee, Ixia and Gigamon 2018 it supported the first high- £177,000, however. Revenue: £20.9m (+14%) London. Opened in 2010, its UK profits widened from £704,000 to partner is, however, anticipating density stadium WiFi solution for Net profit: 1.3% Staff: 39 arm registered a small dip in both £1.1m. The London-based outfit, growth in both its top and bottom Gloucester Rugby. 189. Phoenix Datacom Boasting Bernard Matthews, revenues and profits in its year which claims to have delivered lines following some “hard Revenue: £20.8m (+49%) Admiral and Debenhams among to 31 August 2018. At a group over 1,000 Microsoft Dynamics preparatory work” carried out 190. Kinly Net profit: 3.9% Staff: 33 its clients, this Warwickshire- level, Hamburg-based Xantaro 365 projects, recently acquired across its business. Revenue: £20.8m (+26%) Large-scale security breaches based IBM partner is part of also partners with the likes of the Dynamics business of Profile Net profit: 0.9% Staff: 88 and new compliance requirements Meridian Group International, A10 Networks, Nokia, Arista Enterprise Solutions and opened 191. ACS Systems A Cisco Master Collaboration fuelled higher demand for this an Illinois-headquartered global Networks and Smartoptics. an office in Manila. Revenue: £20.6m (-5%) partner, this Amsterdam-based Ixia, Riverbed and ExtraHop solution provider with 800 Net profit: 1.1% Staff: 103 videoconferencing specialist turns Networks partner’s products and staff. Revenues for its year to 31 197. EACS 194. Aspire Technology This office solutions specialist over €150m globally, employing services in its year to 31 March March 2019 hiked 14 per cent Revenue: £20m (+25%) Revenue: £20.2m (+26%) admitted economic conditions 600 staff in seven countries. Its 2019, with new orders doubling. to £20.9m, with net profits more Net profit: 2.8% Staff: 89 Net profit: 18% Staff: 139 “continue to be challenging” as UK arm – whose HQ in London’s Targeting telcos, broadcasters, than doubling to £267,000. It was The CEO of this Huntingdon- This Gateshead-based managed it logged a five per cent revenue Threadneedle Street includes government ministries and recently crowned HPE’s UK&I based MSP recently admitted services provider enjoyed a dip in its year to 31 March demonstration facilities – saw financial services firms, the Rising Star.

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187. G3 Comms 184. ASL This Kidderminster-based threat to its business, this revenue uplift in calendar 2018 rights to Misco the previous Revenue: £21.2m (+19%) Revenue: £21.4m (+8%) Microsoft, HP, WatchGuard and acquisitive print and telephony to winning new customers and month, it relaunched the historic Net profit: 9.2% Staff: 81 Net profit: 7.1% Staff: 108 Kaspersky partner delivered solid provider is embracing the green selling more to existing ones. Net brand on 1 July 2019, before last This Avaya partner is being This managed print specialist is growth in calendar 2018, with agenda, having recently launched profits dropped by £100,000 to month buying the rights to the merged with similar-sized rival already delivering on its pledge revenues up eight per cent and a “Save the Toner” campaign. £403,000 as the cost of opening Comet brand. Connect Managed Services to accelerate M&A under new net profits rising from £1.6m to London-based Corona enjoyed an office in Glasgow drove up under new private equity owner private equity backer Primary £1.8m. It operates three divisions a bumper year to 31 March 2018 overheads. Founded in 2010, 171. IDN Supplies Apiary Capital. Apiary bought Capital Partners, snapping up focused on business software, IT as revenues rose by over £4m Servium last year bagged Platinum Revenue: £23.4m (-4%) G3 Comms in March before dealers Reprotec and Smart Print solutions and cybersecurity, the and net profits virtually doubled partner status with Lenovo. Net profit: 1% Staff: 66 grabbing Connect in July, with in July and November 2019, latter of which it only launched to £1.7m. It gobbled up three The major shareholder of IDN Connect chief executive Alex respectively. The Cambridge- in 2017 under the CyberGuard print dealers in 2019, including 174. Wavenet Supplies, Gareth Stocks, departed Tupman now leading the enlarged based Kyocera and Ricoh partner banner. Originally named ‘Oliquip’, Coventry-based Konica Minolta Revenue: £23m (+60%) in November 2018 as part of – £55m-revenue – outfit. London- saw revenue pogo eight per cent to OGL began life in 1976 as an partner BBT. Net profit: 1.5% Staff: 97 a management buyout at this based G3 – which sells directly £21.4m in its year to 30 September Olivetti typewriter dealer. This Birmingham-based unified Bolton-based IT VAR. Starting to the mid-market and through 2018, and has told CRN informally 177. Capital Document comms provider has a revenue life in 1988 punting IBM printer a reseller channel via its ‘Genius’ that its 2019 haul rose to £28m 180. CCE Solutions run rate of close to £50m ribbons, today it offers a range of brand – generated a £2m net (see interview, p25, for more). Revenue: £21.9m (+3%) Revenue: £22.7m (+7%) following its acquisition of IT and audio visual products. In profit on revenues of £21.2m in Net profit: 1.9% Staff: 155 Net profit: 1.4% Staff: 205 similar-sized rival Solar its year to 31 July 2018, revenues its year to 30 April 2019. 183. Pinacl Solutions Based in West Drayton, Counting St Andrews University Communications in August 2018. slipped four per cent to £23.4m, Revenue: £21.5m (+15%) Middlesex, this Microsoft, HP, among its customers, this Ricoh, Results for its year to 30 April while net profits were flat at 186. Concept Group Net profit: 6.5% Staff: 108 Dell, Cisco and VMware partner Konica Minolta, HP and Canon 2018 show its top line rising 60 £224,000. Revenue: £21.3m (+3%) Adding in the £11.9m claims to work with over 430 partner claims to be Scotland’s per cent to £23m thanks mainly Net profit: 9.1% Staff: 185 contribution of sister company customers. Although its core leading managed print provider. to three acquisitions made during 170. Shearwater Group This Xerox-owned office Pinacl GDA, this North Wales- maintenance business was Steady growth in the number the year. The Beech Tree-backed Revenue: £23.5m (+276%) equipment dealer saw net profits based smart cities and IoT “steady” during the year, growth of machines in field helped outfit was recently crowned one Net profit: -25% Staff: 102 hike from £1.5m to £1.9m in its specialist broke the £20m revenue in its managed services and IP the Edinburgh-based outfit of only three UK Silver Peak This fledgling cybersecurity group year to 31 December 2018, an barrier in its year to 30 April solutions arms enabled CCE to swell revenue seven per cent to Platinum partners. announced in October that its “exceptional result” it attributed 2019. Having sold up to private deliver three per cent growth in its £22.7m in its year to 31 March VAR arm, Brookcourt Solutions, to higher revenue, improved equity firm Aliter Capital in April year to 31 March 2019. Net profits 2019. Net profits fell by two 173. ACS Business Supplies had bagged an enormous, £8.5m productivity and tight control 2019, Pinacl and Pinacl GDA now were flat at £410,000. thirds to £321,000 due to a hefty Revenue: £23.1m (+31%) managed services deal with of overheads. Based in Sterling, sit in a holding company that exceptional write down relating to Net profit: 1.5% Staff: 105 a “FTSE 100 global telecoms Concept also has offices in houses three other recent Aliter 179. Bluesource a 2013 acquisition. The “steady and consistent company”. Five and a half months’ Glasgow, Dundee, Aberdeen, acquisitions – including 307th- Information growth” achieved by this West contribution from Brookcourt Newcastle and London, counting ranked Boston Networks. Revenue: £22.2m (-9%) 176. Columbus Global UK Yorkshire-based office supplies, fuelled a 275 per cent rise in AIM- not only Xerox but also Kofax Net profit: 0.3% Staff: 92 Revenue: £22.9m (+22%) IT solutions and managed print listed Shearwater’s revenues in and ELO among its vendor 182. Commsworld This London-based Veritas and Net profit: 9.5% Staff: 179 specialist prompted it to move its year to 31 March 2019. It also partners. Its clients include Revenue: £21.6m (+40%) Microsoft partner’s fiscal year to Rolling out a Microsoft Dynamics to a larger HQ in Baildon in late owns 2FA vendor SecureEnvoy brewery and pub chain Brewdog. Net profit: 8.1% Staff: 100 30 September 2018 saw it tilt its AX solution for the UK’s second- 2019. The HP, Fujitsu, Lenovo, and acquired security testing firm This Edinburgh-based outfit has business away from product sales largest branded cereal maker, Microsoft, Brother, Canon and Secarma last April. 185. Vision Group in recent years transformed itself and towards more multi-year Weetabix, is among the slick Xerox partner saw revenue leap Revenue: £21.3m (-6%) from a telco reseller into a “stand- managed services contracts and video case studies featured on by almost a third in its year to 31 169. Arena Group Net profit: 6.4% Staff: 101 out” national network operator, large-scale migration projects. this ERP specialist’s website. December 2018, with net profit Revenue: £23.6m (-0.1%) This managed print specialist according to new investor LDC. Revenue consequently dipped Headquartered in Denmark, fattening to £353,000. It aims to Net profit: 8.6% Staff: 208 exited its fiscal year to 30 In calendar 2018, Commsworld nine per cent, with net profit also Columbus saw global revenue boost headcount to 150 before the This Wakefield-based Toshiba, September 2018 with lower tripled net profits to £1.7m on contracting due to investments rocket 54 per cent to DKK 1.9bn end of 2020. Kyocera, Xerox and Epson partner’s revenues but higher profits revenues that powered up by 40 in its own services and software. (£220m) in calendar 2018. Its calendar 2018 results were as flat after taking the decision to per cent to £21.6m. Established The data protection, governance local UK arm grew by over a fifth 172. UK Computer Group as the paper that accompanies the wind up its telecoms business in 1994, it provides connectivity, and management specialist’s as recent acquisition Cambridge Revenue: £23.4m (+54%) printers it sells, with revenue and the year before. The cloud, security, unified comms, customers include Toyota Online Systems was completely Net profit: 4.7% Staff: 57 net profit static year on year at Hertfordshire-based HP, Ricoh, and IT infrastructure services. Financial Services. hived up into its business. Trading under the UKCS £2m and £23.6m, respectively. As Samsung, Canon and Nuance Clients include Taylor Wimpey brand, Northampton-based UK well as supplying and supporting partner is now looking to shore and Edinburgh Airport. 178. Corona Corporate 175. Servium Computer Group lived up to its MFDs, Arena develops its own up its core business via Services Revenue: £23m (+4%) claim of being “one of the fastest- electronic document management acquisition, and in 2019 gobbled 181. OGL Computer Revenue: £22.5m (+25%) Net profit: 1.8% Staff: 34 growing end-to-end IT partners and workflow software. Following up two print dealers in the shape Services Net profit: 7.7% Staff: 83 This Chessington-based HP, HPE, in the UK” by logging 54 per cent a “lengthy” handover, co-founder of Unidoc and Abbey Business Revenue: £21.6m (+8%) Despite flagging up the rise of the Lenovo, Microsoft and Dell EMC growth in its year to 31 December Harry Wells exited the business Group’s print division. Net profit: 8.1% Staff: 264 “paperless office” as a potential partner attributed a four per cent 2018. Having acquired the naming during the year.

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QUOTES OF THE YEAR 168. Charterhouse Voice Having acquired Cisco Gold This London-based cybersecurity & Data partner Axonex in November integrator registered a 10 per Revenue: £23.7m (+16%) 2017, this Stockport-based, PE- cent revenue dip in its year to Net profit: 9% Staff: 119 backed networking and comms 31 December 2018 as it was “Expansion into North America is the logical next step for Edenhouse, as it is for This highly profitable, London- VAR smashed the £20m revenue unable to fill the hole created by any ambitious tech company.” based unified comms VAR barrier in its year to 31 March a “substantial, one-off contract” Paul Solomon, CEO of Edenhouse Solutions, on the opening of the 110th-ranked firm’s first described its fiscal 2018 to 30 2019. Although both its brands that closed the previous year. international office in Canada in October. November as “another good were profitable, the holding Static overheads on lower sales year” as an acceleration in cloud company fell to a £523,000 also meant net profits halved to deployments helped it log 16 net loss as it ate nearly £1m in £253,000. Awarded McAfee’s “We’re at 26 per cent and it’s not enough.” per cent growth. Replacing law amortisation of goodwill related UK & Ireland Commercial Cliff Fox, COO at Pure Technology, admitted in December that there’s still “some way to go” to firm Plexus Law’s existing Alcatel to the deal. The BT, Vodafone Partner of the Year for both achieve a balanced female-to-male ratio at the 147th-ranked VAR. telephony with a cloud-based and Cisco partner counts retail 2017 and 2018, Caretower was Mitel solution is among the case and hospitality among its core recently approved as a supplier studies publicised on its website. verticals. on G-Cloud 11. “We’ve noticed in the marketplace at the moment that there is an overinflated During the year it received value of businesses right now, and I think it’s because there has been a reasonable investment from PE house 164. ITC Secure 161. Dacoll Group amount of M&A activity over the last couple of years.” August Equity and achieved Revenue: £24.1m (+64%) Revenue: £25.1m (+12%) Net profit: -6.9% Staff: 110 Net profit: 0.8% Staff: 249 Kevin Timms, CEO of 197th-ranked EACS, admitted in May that the Huntingdon-based MSP had Mitel Platinum status. shelved a planned M&A spree amid concerns that targets are overvaluing themselves. This ambitious MSSP promised This Scottish outfit topped £25m 167. Teneo further investment in the revenues in its year to 31 March Revenue: £23.8m (+20%) orchestration and automation 2018, with its main arm, MSP “The management team was talking about Brexit in more ways and more detail Net profit: 2.2% Staff: 44 capabilities of its SOC as it Dacoll Ltd, contributing £18.7m than they have before, and we quickly shut them down on that, as we’re trying to Riverbed Elite partner Teneo moved into a new “state-of-the- to the total. Dacoll’s interests hold them accountable to results that don’t factor in that backdrop.” is one of the UK’s most art” HQ in London’s Canary span an array of fields, from In April PCM CEO Frank Khulusi refused to accept Brexit as a reason for a potential slowdown geographically diversified VARs, Wharf in October 2019. A brace making electrical cables and in the growth of its UK arm, ranked 118th here. In August PCM sold up to larger rival Insight. drawing a respective 49 and 13 of recent acquisitions, including automatic number plate per cent of its £55.6m group that of Washington-based SBD, recognition systems, to MOTs revenue in its year to 30 June helped the C5 Capital-backed and vehicle repairs. With offices “We need that more grown-up attitude to take the business to the next level.” 2018 from the US and mainland firm to record 64 per cent pro- in Bathgate and Aberdeen, Roger Harry, founder of 228th-ranked Circle IT, admitted that the Welsh VAR needed more Europe. Although UK revenues rated growth in the 13 months Dacoll Ltd counts Microsoft, experienced management to fulfil its ambitions of hitting £50m turnover as he unveiled former leapt by a fifth to £23.8m, gross to 31 December 2018. Its VMware, Dell EMC, Fortinet, Esteem CEO David Jones as Circle’s new chief executive. margins slipped from 24.4 to 20.8 impressive roster of clients HPE and Commvault as its key per cent, which the Reading- includes Schroders and British vendors. based firm chalked up to product American Tobacco. commoditisation. 160. PCS Business Systems “We are truly solving a growing need, and I want to be part of that journey, also for 163. Northdoor Revenue: £25.1m (+12%) the positive environmental aspects of it.” 166. Jarvis Tech Revenue: £24.4m (-7%) Net profit: 4% Staff: 60 Robbert Bakker highlighted the green credentials of the video collaboration market as he was Revenue: £23.9m (-1%) Net profit: 7% Staff: 56 This Kettering-based reseller unveiled as the new CEO of 190th-ranked Kinly in October. Net profit: 4.5% Staff: 34 This London-based IBM and and MSP claims it “bucked the Billing itself as the UK’s largest Microsoft partner saw revenue general market trend” by growing stockist of HP Renew PSG and net profit both contract in its gross profit margins (from “We are now moving on to the next stage of our growth strategy and ramping up equipment and new ‘end of line’ its year to 31 May 2019 due to 19.6 to 20 per cent) in its year activity with an aggressive acquisition trail.” HP equipment, Jarvis Tech’s a fall in high-margin project to 31 May 2019, which it said Lorrin White, MD of 275th-ranked Bamboo Technology, revealed in May that its acquisition of top and bottom line were both revenue. Billing itself as an IT highlights its “comfortable mix fellow Cheltenham firm Tech OP Solutions marks the start of a planned M&A drive. virtually static in its year to 31 consultancy specialising in data, of service sales and product sales”. March 2019. It claims to hold Northdoor claims it has delivered The HP, Microsoft and Dropbox £3.2m of HP stock in the UK and IBM solutions for more than partner also smashed the £25m configure over 20,000 desktops, 250 customers, and holds four revenue barrier, while net profits “This new investment from existing shareholders is a huge sign of confidence in the notebooks and workstations Microsoft Gold competencies. nearly doubled to £1m. Born in execution of our strategy to deliver innovative cloud solutions to enable the digital each year. Headquartered in East The sale of intellectual property 1995, PCS today claims to have transformation of the public sector.” Sussex, it also has an office in to a customer brought in £365,000 1,200 active accounts. Tamworth. during the year. Denis Kaminskiy, CEO of 242nd-ranked Arcus Global, pledged in May to invest a £2.5m Series 159. Ethos Group A funding round in its product portfolio, particularly its flagship local government platform and 165. Vodat 162. Caretower Revenue: £25.2m (+28%) Amazon Alexa-powered voice solution. Revenue: £24.1m (+81%) Revenue: £24.8m (-10%) Net profit: 7.1% Staff: 152 Net profit: -2.2% Staff: 98 Net profit: 1% Staff: 55 This acquisitive VAR’s six brands

28 29 VAR 350 VAR 350 claim to serve a combined 4,000 geographically diverse, highly Revenue: £26.1m (+42%) Gross injustice customers, working with a profitable SAP partner recently Net profit: 0.4% Staff: 113 selection of comms and managed completed the implementation A 42 per cent annual revenue For the first time – and in response to feedback from SBL, Phoenix Software, Bytes and SoftwareONE – print vendors including Xerox, of a new VAT system in the boom at this Manchester-based our readers – we opted this year to track the gross or retail and e-tail-focused outfits such as eBuyer, Ricoh, Konica Minolta, Nuance Kingdom of Bahrain. A lack of cloud migration specialist was Scan, Technoworld and Stormfront. and Gamma. The London-based fresh accounts means we have “a decade in the making”, chief as well as net profits of each firm to capture an outfit’s last set of results filed on had to fall back on numbers for executive James Doggart alternative picture of what is happening to margins The largest firms in this report tend to have fairly Companies House, covering its its year to 31 March 2018, which told us. “We were early to the across the industry. modest gross profit margins, relatively speaking, with year to 30 November 2017, show show net profits doubling to cloud space and were waiting Average gross profit margins across the 339 Computacenter, for instance, ranking 308th out of an impressive £1.8m net profit £5.5m on revenues of £25.5m. for the market to catch up,” he firms* that disclosed the relevant figures in their 339, SCC 295th, Softcat 288th and CDW 263rd. on revenues that bounced 28 per Invenio employs 950 staff in the said as the NorthEdge Capital- latest accounts held up year on year, with the mean Unlike gross profits, median net profits among cent to £25.2m. UK, Germany, Mauritius, Saudi backed Google Premier partner figure falling fractionally from 32.44 to 32.38 per the top 350 were up fairly sharply year on year (see Arabia, Dubai, Fiji, India and posted net profits of £108,000 on cent and the median swelling slightly from 28.5 to p7) – a contrast some would see as evidence that 158. D4t4 Solutions the US. revenues of £26.1m in its year to 28.7 per cent. resellers are doing a better job of cutting their cloth Revenue: £25.2m (+37%) 31 March 2019. During the year Net profit: 23.1% Staff: 122 155. Navisite Europe Owing to the varying nature of what these 339 to suit a tough trading environment. it acquired Dutch counterpart firms do, gross margins ranged spectacularly, Starting life in 1985 as a Revenue: £25.8m (+10%) Qlouder. Gross margins hardware reseller under the IS Net profit: -10.5% Staff: 55 from as high as 92.8 per cent in the case of Solutions brand, today D4t4 is The “uncertainty surrounding 152. HighPoint retail-focused MSP Retail Assist, to 2.8 per cent 100100 a data analytics specialist that Brexit” resulted in lower than Revenue: £26.3m (+75%) for volume Apple reseller GBM. Almost half (49 touts its own ‘Celebrus’ software expected growth for the UK Net profit: 3.8% Staff: 34 per cent), however, had a gross profit margin of 8080 alongside solutions from Dell arm of this US-headquartered Based in Greenford, Middlesex, between 10 and 30 per cent. 82 83 EMC, Teradata, Microsoft and managed cloud provider in the UK arm of this global Those with the highest gross margins tend to Adobe. The AIM-listed firm calendar 2018. A Microsoft Azure networking reseller enjoyed be services-focused outfits whose main asset on 6060 proclaimed its fiscal 2019 ending and VMware partner, Navisite a barnstorming year to 31 sale is their staff. This includes classic MSPs such 53 31 March “another excellent boasts offices in Massachusetts, December 2018, with revenues as Mirus IT, Complete I.T. Redcentric, SysGroup, 48 year”, with net profits doubling Surbiton and Haryana, India booming 75 per cent to $33.4m 4040 Kick ICT and Fitzrovia, and business software 36 to £5.8m on revenues that and has six global datacentres. and net profits more than consultancies such as Invenio, Columbus, soared 37 per cent to £25.2m, It changed ownership in trebling to $1.3m (as its primary 2020 £18.8m of which were generated September 2019 when previous denomination, HighPoint reports Sapphire, Datel, Deans Computer Services and m-hance. 15 13 5 in the US. parent, NASDAQ-listed Charter its UK numbers in dollars). Its 4 1 Communications, sold the New Jersey-based parent works In contrast, those in the lower echelons of the 00 157. Smartcomm business to acquisitive cloud with 12 ‘foundational’ vendors, table below tend to be either volume product Revenue: £25.5m (+30%) 0-10% 20-30% 30-40%40-50% 50-60%60-70% 70-80% MSP RDX. including the likes of Cisco, shifters – including Microsoft partners Comparex, 10-20% 80-90%Over 90% Net profit: 0.3% Staff: 90 Arista, Fortinet, Pure Storage This fast-growing Crestron 154. SecureLink and NetApp. *The 11 firms excluded from this analysis were BT, WWT, Capita, SHI, Egton, KCOM Enterprise, Crayon, Lombard and Polycom partner recently Revenue: £25.8m (-7%) Technology, Cooper Parry, Snelling and Cinos completed a 22-month audio Net profit: -0.5% Staff: 48 151. Castleton Technology visual, lighting and IT installation French telco Orange followed Revenue: £26.4m (+13%) project at Centre Point Residences up its purchase of 96th- Net profit: 15.5% Staff: 177 GP% Previous Blue Chip SysGroup plc 61% 57% year Customer 72% 70% in central London. Despite ranked Top VAR SecureData David Payne, non-executive Mirus IT 61% 65% seeing 30 per cent revenue by acquiring pan-European chairman of this AIM-listed Retail Assist 93% 94% Engineering growth in its year to 31 December MSSP SecureLink for €300m in supplier of software and Redcentric 60% 60% Nettitude 88% 84% Acora 70% 68% 2018, the High Wycombe-based May 2019. Netherlands-based managed services to the public Deans Computer 69% 64% Park Place 60% 74% outfit admitted that its results SecureLink had built itself into and not-for-profit sectors SecureCloud+ 86% 75% Services Complete I.T. 59% 58% were “adversely impacted” by a €250m-revenue business via admitted in November that Invenio Business 80% 74% project cost overruns that led it a raft of acquisitions, including the first half of the outfit’s fiscal Solutions Datel 66% 64% Silverbug 58% 69% to eat a £589,000 writedown. It the UK’s Nebulas. Its UK arm 2020 had been “challenging”, Columbus 80% 80% Data Intensity 65% 58% Corona Corporate 58% 58% recently inked a partnership with blamed heightened competition with lower one-off sales and Services videoconferencing vendor from general IT infrastructure an unexpectedly disruptive Somerford 78% 74% Network Telecom 64% 65% Zoom. providers and the move to reorganisation pushing it into Associates Fitzrovia IT 64% 62% Navisite Europe 58% 63% cloud for a seven per cent dip in the red. Its last full-year accounts, m-hance 74% 75% TIG 64% 66% Britannic 58% 58% 156. Invenio Business sales and a £137,000 net loss in however, are a picture of Technologies Solutions Sapphire Systems 73% 73% Kick ICT Group 64% 71% calendar 2018. buoyancy, with net profits Centiq 58% 49% Revenue: £25.5m (+51%) roughly flat at £4.1m on revenues Castleton 72% 69% Node4 61% 62% Net profit: 21.7% Staff: 468 153. Cloud Technology that ramped up 13 per cent to Technology CACI 58% 60% Headquartered in Reading, this Solutions £26.3m.

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OGL Computer 58% 57% Pythagoras 49% 46% Wavenet 42% 47% Transparity 35% 36% Boston Networks 30% 26% AVI-SPL 25% 28% Services Communications Solutions Incremental Group 42% 42% Comtec Enterprises 29% 32% NS Optimum 25% 25% D4t4 Solutions 57% 57% Content & Code 49% 54% Wanstor 35% 29% Blusource 42% 41% Edenhouse 29% 34% OneCom 25% 22% Pinnacle Timico 49% 48% Information Certus Solutions Solutions Computing 57% 57% Consulting 35% 26% Prodec Networks 25% 26% Tryzens 49% 50% RM 41% 39% Shearwater Group 29% 58% (Support) Services Plan-net 25% 23% Pinnacle 49% 46% Proact 41% 39% Arcus Global 29% 16% Adept4 56% 60% Explorer UK 35% 36% Concept Group 25% 24% Excalibur NTT Security 49% 34% Elite Group 41% 45% ProAV 34% 36% Recarta IT 29% 26% (xerox) Communications 56% 60% Communicate 49% 66% Avanade 41% 34% The Saville Group 34% 37% Roche Audio Visual 29% 28% Vysiion 25% 19% Group Technology plc Arena Group 41% 37% EACS 34% 37% Maintel 29% 29% Vetasi 25% 29% Capital Document 56% 56% Babble Cloud 49% 48% Solutions NCC Group 41% 41% Hardware UK 34% 31% Lynx Networks 29% 29% Axial Systems 25% 29% SecureData 48% 50% Pennine Telecom 56% 56% ANS 40% 36% DMC Canotec 34% 27% Excitech 29% 32% York Telecom 25% 24% (now Avoira) CCE 48% 47% Covenco 40% 40% eBECS 34% 33% Jade Solutions 28% 29% Securelink 24% 24% Connect Managed 55% 59% Vision Group 48% 44% Universal Group 40% 39% Focus Group 34% 29% gv multimedia 28% 29% PTS Consulting 24% 24% Services Scotia 47% 41% Holdings Axians 34% 31% Risual 28% 23% Highlander 23% 23% Nolan Business 55% 53% United Carlton 47% 47% Minttulip 39% 19% Business Solutions Solutions Taylor Made 33% 33% 9 Group Ltd 28% 28% SICL 47% 47% Insight Systems 39% 39% Symec 23% 22% Prolinx 54% 50% Khipu Networks 33% 35% Business 28% 30% Technologies ASL 47% 43% QUANTIQ 39% 34% Connexion CSI 54% 47% Xeretec 33% 27% Man and Machine 23% 22% Excell Group 45% 47% South West Transputec 28% 25% Solid Solutions 54% 53% Communications 38% 37% Pacific Computers 33% 33% Circle IT 23% 28% Management Involve Visual 45% 45% Group Satisnet 28% 21% Collaboration Capita Workplace 32% 39% Q Associates 23% 22% JT (Global) Limited 54% 44% Media Powerhouse 38% 37% Technology Block Solutions 27% 34% Cloud Direct 45% 57% Meridian IT Limited 23% 21% Microtech Group 54% 65% Connecting 38% 59% Chess 32% 33% Cadline 27% 27% Northdoor 44% 45% London Papergraphics M2 Digital 23% 33% Six Degrees 53% 57% Utilize plc 32% 32% 27% 26% Arrow Business 44% 44% New Signature UK 37% 39% Apogee 23% 31% I.P. Integration 53% 51% Communications Stanford Marsh 32% 34% Phoenix Datacom 27% 27% TSG 37% 38% Cancom UK 23% 24% Optimity 53% 46% Olive 44% 41% Caretower 32% 31% Dacoll 27% 32% Communications Workspace 37% 36% Banner Group 23% 21% Datcom LLP 53% 50% Lima Networks 32% 25% Tectrade 27% 26% Technology Cloud Technology 22% 26% K3 53% 52% DMW Group 44% 42% ACS Business 27% 31% Frontline 37% 35% Diversified 32% 27% Solutions SAGlobal Europe 44% 69% Supplies Ethos Group 52% 41% Consultancy Eurotech Computer 32% 28% Bytes Security 22% 25% Holdings Krome 27% 25% Smarter Business 44% 42% European Office 37% 38% Services Partnerships Ltd Technologies 1Spatial 52% 53% Products Ensono 31% 38% Cloudreach 22% 9% CommsWorld 26% 22% Charterhouse 52% 54% Anchor Computer 44% 47% Fluent2 37% 48% Systems Highspeed Office 31% 29% Roc Technologies 22% 23% Voice & Data (HSO) Fordway Solutions 26% 16% Aspire Technology 36% 35% Rail Asset Modality Systems 52% 51% GCI 43% 46% 365 ITMS Limited 26% 47% Vodat Cisilion 31% 28% Management 22% 13% Bistech Group 52% 52% Intercity 43% 41% Communications 36% 39% Switchshop 26% 23% Solutions Technology Version 1 31% 29% Group Pinacl Solutions 22% 11% Claranet 52% 54% Microlink PC 30% 30% Pure Technology 26% 26% Altodigital 43% 67% Group Principal 52% 48% Inoapps 36% 29% Xantaro 22% 21% AVMI 42% 44% Peach Telecom 30% 26% Absoft 36% 36% Capito 26% 25% Advanced 365 22% 16% ITC Global Security 51% 57% Bamboo 30% 26% G3 Comms 42% 42% MCSA 26% 21% ECSC 51% 41% Natilik 36% 35% Technology High Point 22% 26% IT Lab 42% 43% Logicalis 26% 18% Solutions Daisy 50% 51% 4NET Technologies 35% 41% Cristie Data 30% 26% Atlas Business Annodata 35% 38% ExcelRedstone 25% 19% Pentesec 22% 21% Ocean Intelligent 50% 49% Group of 42% 45% Commercial 30% 29% Communications Companies Adarma 35% 33% Limited Novosco 25% 30% LA Micro Group 22% 21% (UK) Adept Technology 49% 49% Sabio 42% 38% zenoffice 35% 30% Codestone Group 30% 28% CAE 25% 22% Group Printerland 21% 21% ONI plc 42% 40% Kinly 30% 32% Sol-Tec 25% 28% Acuma Solutions 21% 24%

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IT Professional 21% 22% Western Computer 17% 18% TET 13% 12% Services The year in pictures EOS IT Solutions 17% 15% Grey Matter 13% 12% SCC AVS 20% 22% IDN Supplies 17% 17% Computacenter 13% 13% World Cup winner Sir Clive Woodward joined fledgling Form IT Solutions 20% 23% managed services provider Aura Technology – which Reflex Limited 17% 18% Galtec 13% 12% April Exception Ltd 20% 17% went on to acquire 302nd-ranked Amicus ITS – in a a2c services 17% 15% Viadex 13% 11% non-executive role. NSC Global 20% 16% (circular computing) ACS Systems 12% 11% Majenta Solutions 20% 20% Trustco plc 17% 17% Bytes Software 12% 13% July Perfect Colours 20% 18% Services Albion Computers 17% 14% Midshire Business 20% 28% Zones 12% 13% Systems Escape Technology 16% 12% Compu b 12% 7% Cliff Fox, COO of 147th-ranked VAR Pure Technology, PCS Business 20% 20% Stone Computers 16% 15% was among those criticising the government for Systems Autodata Products 12% 12% IDE Group 16% 30% banning Huawei from the core of the UK’s 5G AVEX International 20% 58% Millgate 12% 11% network. Fox argued there had been a “concerted Storm 16% 15% political barrage” against the Chinese vendor, adding MBA Information 19% 17% Technologies Academia 11% 11% Technology Smartcomm 11% 14% that this had “undoubtedly had an effect on Huawei’s Blue Cube 16% 20% business and its partners”. Esteem 19% 20% OCF 15% 16% CCL Computers 11% 11% Tangible Benefit 19% 20% Phoenix Software 11% 14% 248th-ranked Lima Networks announced a £12m Centerprise 15% 18% injection by Mavern Capital partners, which CEO ECS Europe 19% 18% SoftwareONE 11% 14% Novatech 15% 16% July Lisa Thornton (pictured, second from left) said Dimension Data 19% 20% Clarity Copiers 15% 13% DTP 11% 14% would bolster the Salford-based outfit’s “unrelenting WTL plc 19% 19% Jigsaw24 15% 11% UK Computer 11% 12% ambition to become the UK’s ‘go-to’ cloud and Comcen Computer Group managed services provider”. Electrosonic 15% 12% Supplies 19% 17% XMA 10% 9% Softcat 15% 16% Evaris Solutions 18% 17% eBuyer 9% 9% October Ampito Group 18% 18% Ultima Business 15% 16% Solutions IGX Global 9% 10% Buy IT Direct 18% 19% CCS Media 15% 15% Getech 9% 10% KRCS 18% 15% PC Specialist 15% 15% Pugh Computers 9% 9% Vohkus 18% 19% Graitec 15% 15% CSPI 8% 9% The Misco brand was relaunched after 172nd-ranked ITM 18% 19% Scan Computers 8% 7% UK Computer Group bought the rights to the name Communications PCM 15% 15% in June. Port-P 14% 13% Stormfront Itelligence 18% 16% (Professional 8% 5% 291st-ranked Incremental Group became the first SCC 14% 16% Reseller Group) Teneo 18% 24% Microsoft partner to host an event at Microsoft Store Jarvis Tech 18% 18% IC Technology 14% 13% Green Cloud IT 7% 10% October in Oxford Circus, following its opening in July. Complete IT 18% 18% Servium 14% 15% Software Box 7% 6% Limited Systems Bechtle 14% 14% Technoworld 7% 8% CDW 18% 18% Amicus ITS 14% 16% November Celerity 7% 13% Telent Technology 18% 21% Mobius Business 14% 20% Services Technologies Comparex 5% 6% Spectrum 18% 18% Bell Integration 14% 9% European 5% 4% Computer Supplies Electronique Insight 14% 14% ANS CEO Paul Shannon (pictured left) admitted at NG Bailey IT 18% 15% Trams 14% 14% Open Systems 5% 5% CRN’s Channel Conference that he and CTO Andy Services Technologies BSI Cybersecurity Barrow (right) “massively underestimated” the MTI 18% 18% and Information 14% 19% GBM 3% 2% challenge of reinventing the 73rd-ranked VAR as a Akhter Group 18% 25% Resilience AVERAGE 32% 32% public cloud consultancy. Probrand 18% 19% Total Computers 13% 13%

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150. Albion Computers VAR recently set itself the goal of 31 March as “another successful universities specialist said at the 137. Connect Managed Tectrade’s sizeable US arm and Revenue: £26.5m (-18%) growing to £50m revenues and year”, as revenues bounced 29 per time that it was on track for an Services data protection prowess convinced Net profit: 0.8% Staff: 104 200 staff by 2021. Its last accounts cent to £28.7m and net profits “exceptional growth year” in its Revenue: £29.9m (+43%) fellow IBM partner CSI to buy Despite seeing revenues tumble by filed on Companies House, swelled from £1.5m to £1.8m. fiscal 2019. Net profit: 3.6% Staff: 161 the Godalming-based outfit in 18 per cent in calendar 2018, this covering the year to 31 May 2018, The HP Gold partner claims London-based Connect was one of November 2019. Its revenues fell Apple Premium Reseller (APR) show a net profit of £1.1m on its central London, co-located 140. Inoapps two unified comms VARs gobbled by a fifth in its year to 31 March said in its strategic report that revenues that bounced by nearly warehouse allows it to achieve Revenue: £29.3m (+33%) up by new private equity house 2019, with UK sales slipping from it was “geared towards greater a quarter to £27.8m. Informally, “unprecedented delivery times”. Net profit: 5.5% Staff: 204 Apiary Capital last year (the other £14.7m to £13.8m on the back of performance” in 2019. Net profits the HP, Dell and Huawei partner An international expansion drive being 187th-ranked G3 Comms). a 32 per cent dip in product sales inched up from £190,000 to recently announced a 2019 143. Olive Communications in the previous year bore fruit for Connect boss Alex Tupman was and related services. Tectrade £212,000. Based in the Strand, turnover “verging on” £33m, Revenue: £28.9m (-8%) this Oracle Platinum partner in its named CEO of the enlarged firm, CEO Alex Fagioli will now head up Albion operated nine APR stores attributing the record haul to Net profit: -1.7% Staff: 124 year to 30 April 2018 as it returned which boasts a £55m revenue run CSI’s US expansion efforts. during the year under the iStore higher cloud, managed services This BGF-backed comms VAR to the black and added over £7m rate. Connect’s revenues for its brand, and has since opened a and transactional sales. took its long-standing partnership to its top line. Overseas revenues year ending 31 December 2018 133. Hardware tenth. It also targets businesses with Vodafone to the “next level” boomed from £6.8m to £11.2m. rocketed 43 per cent to £29.9m as Revenue: £32m (-23%) and education. 146. Papergraphics in November 2019 by inking a Backed by BGF, Aberdeen-based recent acquisition Cool Harbour Net profit: -4.3% Staff: 117 Revenue: £28.4m (+0.1%) five-year, £125m deal to broaden Inoapps claims Big Red has been turbo-charged its top line. Juniper’s reigning EMEA 149. Datel Net profit: -0.01% Staff: 99 its portfolio of Vodafone products. “in its DNA” since it was founded Commercial Partner of the Year Revenue: £26.7m (+18%) The holding company for this Contracting mobile sales fuelled in 2006. It was the first UK firm 136. Q Associates saw group revenues tumble by Net profit: 5.2% Staff: 201 large-format print supplier, Pure an eight per cent revenue dip in to implement Oracle Cloud in its Revenue: £30.2m (+0.2%) nearly a quarter in its year to Billing itself as Sage’s largest UK Genius Holdings, posted a £4,000 Olive’s year to 31 January 2019, back office. Net profit: 0.6% Staff: 60 31 March 2018 following its Platinum partner, Datel’s website net loss on flat revenues of £28.4m although cloud and contact centre This Newbury-based decision to scale back its loss- features countless case studies in its year to 31 December 2018 revenues leapt 20 per cent to hit 139. Cooper Parry IT infrastructure and storage VAR making American operation. UK trumpeting its successful Sage as an uptick in UK business was £14m – nearly half the total. Net Solutions said efforts to transition towards revenue also went south, falling X3 projects, including at law firm wiped out by lower mainland losses narrowed from £1.3m to Revenue: £29.6m (+7%) IT services helped it push up from £22.5m to £16.7m. Based HGF. The Warrington-based outfit European sales. In April 2019, £496,000. Net profit: 2.8% Staff: 341 revenues and gross margins in in Cirencester and with offices attributed a sharp hike in both Crawley-based Papergraphics The IT solutions arm of this its elongated, 13-month financial in the Nordics and South Africa, revenue and profits in its year to installed the UK’s first HP Latex 142. Cadline accountancy firm specialises in period to 30 April 2019. Net Hardware underwent a rebrand in 31 May 2019 to “strong customer R2000 printer, which boasts Revenue: £29m (+2%) moving SMBs off Sage, Quick profits fell from £263,000 to 2019 to reflect the expansion of its retention and satisfaction”. production speeds of between Net profit: 1.2% Staff: 88 Books and Xero and onto £180,000, however, as higher cloud solutions provision. Specialising in Sage 200, X3, 1000 45 and 100m2 per hour. Autodesk’s recent switch to a Microsoft Dynamics 365 Business administration costs weighed on and Line 500, Datel claims to have subscription model doesn’t appear Central, for which it recently won its bottom line. Billing itself as a 132. Novatech the UK’s largest team of Sage- 145. ExcelRedstone to have had a adverse impact on global partner of the year. The digital transformation specialist, Revenue: £32.1m (+9%) accredited experts. Revenue: £28.4m (+24%) the performance of its largest UK wider Cooper Parry business, Q Associates is NetApp’s reigning Net profit: 1% Staff: 114 Net profit: 9.3% Staff: 136 Platinum partner, Cadline. For which has offices in London, EMEA HCI Partner of the Year. Supplying powerful workstations 148. Graitec This Essex-based datacentre, its year to 31 January 2019, the Bristol, Farnborough, Birmingham to support the University of Revenue: £26.9m (+8%) cloud, workspace and smart Middlesex-based outfit saw revenue and Nottingham, saw revenues 135. EOS IT Solutions Portsmouth’s motion capture Net profit: 2.2% Staff: 79 buildings specialist was formed in climb two per cent to £29m, with rise seven per cent to £29.6m in its Revenue: £30.8m (+85%) studio is the most recent project The UK arm of this global 2018 when its predecessor, Excel net profits down only slightly to year to 30 April 2018. Net profits Net profit: 10.9% Staff: 99 highlighted on the website of this Autodesk Platinum partner IT, acquired two businesses from £346,000. Cadline claimed in its fell from £1.4m to £822,000. A specialist in video comms, Hampshire-based PC builder, enjoyed a solid year to 31 RedstoneConnect for £21.6m. commentary that Autodesk’s about- this Cisco Gold partner is which sells to consumers, business, December 2018, with revenues In December 2018 it expanded turn would benefit its business in 138. LA Micro Group headquartered in Banbridge, schools and the public sector. vaulting eight per cent and net further by acquiring Irish MSP the long term. Revenue: £29.8m (+22%) Northern Ireland, and boasts A lack of fresh accounts means profits widening from £538,000 to Kedington. It branded its results Net profit: 2.6% Staff: 48 operational offices in the US, we’ve had to recycle old numbers £594,000. France-headquartered for its year to 31 March 2018 – 141. GV Multimedia This Windsor-based hardware Ireland, Singapore, Australia, covering Novatech’s year to 30 Graitec bills itself as a global leader which do not convey its enlarged Revenue: £29.2m (+4%) supplier claims its principal arm, Brazil, Germany, India and Japan. April 2018, which show a £334,000 in building information modelling scale – as “excellent”, as net profits Net profit: 6.2% Staff: 89 LA Micro UK, is one of Europe’s UK arm EOS IT Management net profit on revenues of £32.1m. (BIM), employing 550 staff in rose from £1.9m to £2.6m and This London-based audio visual largest stockholders of Dell Solutions (UK) posted an 50 offices globally, including 300 revenue ballooned by nearly a integrator leapt into Scotland in systems, spare parts and options. impressive £3.3m net profit on 131. Technoworld BIM engineers. It made four quarter to £28.4m. January 2019 by acquiring the The group, which encompasses revenues that nearly doubled to Revenue: £32.6m (+18%) acquisitions in 2019, including that integration business of Dundee- LA Support, LA lifecycle and LA £30.8m in its year to 30 June 2018. Net profit: 3.9% Staff: 13 of UK EDM provider OpenTree. 144. Tangible Benefit based Vision Sound and Light. Its Connect, saw revenue pogo by EOS’ clients include Google, BT, This online laptop and PC reseller Revenue: £28.7m (+29%) last accounts filed on Companies over a fifth in its year to 30 April Vodafone and Apple. defied “market uncertainties 147. Pure Technology Group Net profit: 6.2% Staff: 48 House, covering the year to 31 2018. Despite “continued margin associated with a possible Brexit” Revenue: £27.8m (+23%) The directors of this Angel, March 2018, show a net profit pressure”, gross margins held up at 134. Tectrade to post an 18 per cent revenue Net profit: 3.9% Staff: 88 London-based reseller of £1.8m on revenues that rose 22 per cent but net profits dipped Revenue: £31.2m (-20%) bounce in its year to 30 September This fast-growing Leeds-based characterised its fiscal 2019 ending four per cent to £29.2m. The from £946,000 to £764,000. Net profit: 3.3% Staff: 58 2018. Net profits were flat at

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Profit analysis: 101-200 £1.3m. A Microsoft Authorised gross margins rising from 37.8 to 124. 9 Group Owned by Sage founder Graham Education Reseller, Technoworld 41.7 per cent. During the year it Revenue: £33.8m (-23%) Wylie, this Sage, Microsoft, Net profit: 1% Staff: 157 The firms sitting in the second tier of this report were the only group to buys stock in bulk before flogging invested in a new tier 3 datacentre. Sophos and Datto partner it via its telesales team and on its Selling both direct and through returned to the black in its year to register a fall in average net profit margins year on year. 127. Electrosonic Across those ranked 101 to 200, median net profit margins hit website. It holds Platinum, Gold partners, this Gloucestershire- 31 March 2019. Although building and Preferred status with Lenovo, Revenue: £33.3m (-17%) based business telecoms provider its own applications “remains 2.25 per cent, compared with 2.43 per cent a year earlier. Relatively HP and Dell, respectively. Net profit: -1.5% Staff: 267 claims it has processed 1.5 billion a strong focus”, “challenges” speaking, that makes them more profitable than the top 100, but less Founded in 1964, this London- minutes since it was founded in relating to its Tribe membership profitable than smaller counterparts ranked from 201 to 350 (see p8 130. Adarma based audio visual integrator 2001. Its cloud-based comms management solution prompted and p52 for more). Revenue: £32.6m (+24%) recently helped deliver the largest platform, ‘eve’, is based on Mitel TSG to eat a £341,000 impairment Slightly more than half of them – 53 – saw net profit margins grow Net profit: 10% Staff: 171 museum project in the world in technology. Recent changes to its charge during the year. A failure year on year, however. Some 80 of this century made a net profit, Private equity house Livingbridge the shape of the Sheikh Abdullah company structure and reporting to grow recurring revenues, which with 20 making a net loss (compared with a ratio of 78 to 22 the is aiming to build a cybersecurity al Salem Cultural Centre in dates mean the most recent figures were flat at £22.4m, was also red- previous year). business “of real scale” after Kuwait. Electronic lighting control, we could locate for 9 cover an flagged by management. Stand-out performers include leasing specialist Lombard – whose backing an MBO at this multi-image slide projection and 18-month period to 31 December Edinburgh-based managed videowalls are among its fortes. 2017, when net profits hit 120. Getech net profit margins top 25 per cent – SAP houses Edenhouse and Revenue: £34.6m (+5.4%) Invenio, and newly minted security VAR Adarma (see table below). security services provider – Electrosonic’s top and bottom line £516,000 on revenues of £50.7m. previously known as ECS Security both headed south in its year to Net profit: 0.4% Staff: 75 With revenues ranging from £19.5m to £41.6m, those ranked from – in June 2019. The Splunk, 31 December 2018, with a £7m 123. Advanced 365 This Ipswich-based reseller and 101 to 200 boast a collective top line of £2.83bn in their latest years ServiceNow and Tenable partner, revenue descent dumping it out of Revenue: £33.9m (-7%) distributor reversed a three-year on record, up 8.8 per cent on the £2.6bn revenues they generated the which has its own security the top 100. Net profit: -15.2% Staff: 386 period of decline in calendar 2018 previous year. Some 71 grew, and only 29 shrank. operations centre, racked up net A division of Advanced Computer as “significant” wins and renewals 126. CCL Computers Most profitable resellers profits of £3.3m on revenues that Software, this managed services in its higher-education team surged 24 per cent to £32.6m in its Revenue: £33.5m (+13%) provider flagged up its success helped it pack on an additional Net profit year to 31 December 2018. Net profit: 2.1% Staff: 60 in boosting recurring revenues £1.8m in revenue. It now claims Company margin This Bradford-based PC builder from 68 to 78 per cent of its total to be Lenovo’s largest partner on 129. Lombard Technology said customer fears over further intake in its year to 29 February the NDNA framework. Also a Lombard Technology Services 25.4% Services currency-induced price hikes 2019. Total revenues tumbled thin-client distributor, Getech said D4t4 Solutions 23.1% Revenue: £32.9m (+13%) ensured brisk business in its seven per cent, however, as the its decision to invest in its high- Net profit: 25.4% Staff: 30 Invenio Business Solutions 21.7% year to 31 August 2018, with Cisco, Microsoft, Oracle, Red performing sectors caused net A subsidiary of RBS, this revenues vaulting 13 per cent. Hat and IBM partner’s product profits to halve to £172,000 during Aspire Technology 18.0% technology-leasing specialist saw As well as assembling bespoke, sales halved to under £2m. Net the year. Edenhouse Solutions 16.0% revenues bulge by 13 per cent in own-brand machines for gaming, losses widened to £5.1m as its year to 31 December 2018. Net education and pro users, CCL administrative costs rocketed 119. Esteem Systems Castleton Technology 15.5% profits were roughly flat at £8.4m. doubles up as a wholesaler from £7.6m to £13.7m. Revenue: £35.3m (-2%) EOS IT Solutions 10.9% The Dell EMC partner’s product and retailer of components. It Net profit: -0.1% Staff: 238 122. NG Bailey IT Services Adarma (formerly ECS Security) 10.0% offering spans PCs, servers, recently won an accolade for This Wetherby-based MSP is comms, printers, telephony, AV, its international growth, with Revenue: £33.9m (-44%) currently branded as ‘Esteem – Columbus 9.5% datacentre and software. It also overseas generating £2.5m of the Net profit: 1.5% Staff: 299 part of Roc Technologies Group’, ExcelRedstone 9.3% offers procurement, deployment £33.5m total last year. This networking and cabling following its acquisition by the and IT disposal services. specialist has plunged 61 places 104th-ranked firm in October 125. Data Intensity 101-200: Total revenue in the rankings after “highly 2018. As it did not contribute 128. Intercity Technology Revenue: £33.7m (-22%) competitive” market conditions to Roc’s most recently filed 3.0 Revenue:3.0 £33.2m (-21%) Net profit: -21% Staff: 503 prompted it to rein in which accounts, we’ve opted to split Net profit: -3.8% Staff: 185 Having gobbled up Essex-based contracts it bid for and accepted. out its numbers one last time. 2.5 £2.83bn £2.60bn Having2.5 sold its £7m-revenue Oracle partner Red Stack Tech in Revenue consequently sank from The Citrix and Oracle partner, Dutch business in April 2018, 2016, this global MSP saw its UK £60.7m to £33.9m, but a net loss whose favoured verticals include 2.0 2.0 this Birmingham-based MSP’s arm stumble to a £7m net loss in of £421,000 the previous year local government, retail and 1.5 revenues1.5 tanked by over a fifth its year to 31 December 2018 as was reversed to a £515,000 profit. universities, posted a £21,000 net £bn in its year to 31 December it absorbed a £5.5m impairment Parent NG Bailey turns over loss on revenues of £35.2m in its 1.0 2018.1.0 Revenue from continuing charge. Revenues fell by over a £500m and bills itself as the UK’s year to 30 June 2018. operations fell eight per cent fifth due to lower resale activities. “leading independent engineering 0.5 to0.5 £31.6m as lower IT product It is currently in the process of and services business”. 118. PCM and mobility sales were partially liquidating its Polish entity after Revenue: £35.6m (+312%) 0 offset0.0 by organic growth in its IT plans for it failed to develop as 121. TSG Net profit: -2.6% Staff: 116 Most recent year Previous year managed services business. This hoped. The US parent employs Revenue: £34.5m (+3%) PCM’s first full year of UK trading shift in revenue mix resulted in 800 staff. Net profit: 0.3% Staff: 349 also looks to be its last, after the

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US-based reseller was grabbed model. The Enfield-based outfit revenues of £37.6m. Cancom, by rival Insight for $580m in did, however, call out Autodesk which is ranked 61st in this report Deals of the year August 2019. UK MD Donavan for “reducing margin available to in its own right, has already Hutchinson exited in October, its reseller channel” as it sought to invested in a dedicated SOC In October, 170th-ranked having launched the UK office explain a sharp drop in net profits. in Belfast since purchasing the Shearwater announced that its in May 2017. Accounts for PCM During the year it acquired fellow 170-employee Microsoft partner. VAR arm, Brookcourt Solutions, Technology Solutions Ltd show Autodesk partner Micro Concepts. had bagged a three-year, £8.5m a £35.6m turnover for calendar 111. Arrow Business deal with a “leading FTSE 100 2018, although a £13.4m UK 114. Excel Group Communications global telecommunications figure for Q1 2019 disclosed by Revenue: £37.2m (+12%) Revenue: £37.9m (+34%) company”. the US parent points to a much Net profit: 6.2% Staff: 212 Net profit: -17.1% Staff: 189 higher run rate. Having carved out a niche This Godalming-based unified providing unified comms to comms outfit claims it is now 117. Sapphire Systems businesses in serviced offices, this selling more utilities than telecoms Revenue: £36.7m (+3%) Avaya, Mitel and O2 partner saw and IT combined following two Net profit: 4.6% Staff: 262 revenues vault a further 12 per quick-fire acquisitions in the 127th-ranked Electrosonic won accolades for delivering all the audio Based in London’s Shard, this cent to £37.2m in its year to 30 energy space. Revenues for its visual design and integration work for the Sheikh Abdullah al Salem SAP and Infor partner saw net April 2018. The Cambridge firm year to 31 December 2018 vaulted Cultural Centre in Kuwait – the largest museum project in the world. profits almost halve to £1.7m in claims to compete with larger by more than a third as four calendar 2018 as it invested heavily outfits such as Colt thanks to acquisitions – including European in the second generation of its its own Ofcom-regulated core Utility Management – fed into its Sapphire Anywhere managed network. Recent acquisitions, top line. Net losses widened from hosting infrastructure (which 130 including that of Macseven £3.5m to £6.5m as it ate over of its 900 customers are now on). Consultants, bolstered its £10m of amortisation and loan Revenues hit £36.7m, a three per numbers during the period. interest charges. cent rise pro rata. Founded in 1993, Sapphire employs 250 staff 113. Bytes Security 110. Edenhouse Solutions in the UK, US, India, Mexico, the Partnerships Revenue: £38.2m (-3%) Philippines and Argentina. Revenue: £37.5m (+37%) Net profit: 16% Staff: 258 Net profit: 5.2% Staff: 64 A lack of fresh accounts for 116. Cisilion Surging demand for security this Birmingham-based SAP In July, SBL won a £190m, three-year deal to provide Microsoft Office Revenue: £37.1m (-9%) solutions among corporate consultancy means that we have 365 and other Microsoft software to the Ministry of Defence. Net profit: 3.1% Staff: 97 customers helped this Check had to recycle the numbers A focus on higher-margin services Point partner record a 37 per for its year to 31 March 2018, In April, ninth-ranked Telent was awarded a six-year, £100m contract to provide IT and comms solutions to business helped this Cisco, cent revenue boom in its year which show net profits of £6.1m Hinkley Point C (HPC), the first nuclear power plant to be built in the UK in 25 years. “We had to shake-test Microsoft and Riverbed partner to 28 February 2019. Net profits on revenues that dipped three the equipment to ensure it could stand an earthquake,” Telent MD Peter Moir told CRN. boost net profits from £674,000 widened from £1.7m to £1.9m. In per cent to £38.2m. Edenhouse to £1.2m in its year to 31 May September 2019, the Leatherhead- launched an office in Toronto 2018. This was despite a second based outfit – whose sister in October 2019 as part of an consecutive annual revenue fall, companies Bytes Software Services international expansion drive. Its which it blamed on the ending of and Phoenix are ranked 12th and clients include baking duo Hovis a large project. On top of offices 25th in this report – announced and Warburtons. in central London and Surrey, it had been named Check Point’s Cisilion supports key customers first fully accredited Infinity 109. ECS Europe from outposts in Hong Kong and Partner globally. Revenue: £38.4m (+4%) New York. Net profit: 3.6% Staff: 155 112. Novosco Glasgow-based AWS, Azure and 115. Excitech Revenue: £37.6m (+24%) Google Cloud partner ECS bills Revenue: £37.1m (+35%) Net profit: 6% Staff: 176 itself as a “trailblazer” for Amazon Net profit: 0.1% Staff: 133 Having acquired Novosco for Connect deployments in the Autodesk’s largest UK Platinum £70m in October 2019, German financial services industry, and reseller returned to blistering reseller Cancom claimed that the recently recruited a former RBS growth in its year to 31 January Northern Irish MSP is gunning executive to spearhead its offering 2019 after successfully adjusting for £55m revenue in its current in this area. Revenues at its largest to the CAD vendor’s recent year. Accounts for Novosco trading arm, ECS Europe, rose switch from a perpetual to a Group Ltd’s year to 31 December four per cent to £38.4m in the year subscription-based licensing 2018 show a £2.2m net profit on to 31 December 2019. ECS claims

40 41 VAR 350 VAR 350 to work with four of the top five 105. MCSA Group The holding company for this Starting off life in 1983 as Net profit: -3.6% Staff: 205 94. MTI UK retail banks. Revenue: £39.4m (-20%) Cisco Gold partner saw revenues a subsidiary of an internal The UK’s self-styled “leading Revenue: £44m (+11%) Net profit: 1.6% Staff: 137 boom by more than two thirds in construction company, London- independent cybersecurity Net profit: 0.7% Staff: 107 108. NTT Security This Buckinghamshire-based its year to 30 June 2018 as recent based PTS Consulting saw services and solutions provider” This Dell EMC partner recently Revenue: £38.5m (-41%) third-party maintenance provider healthcare-focused purchase, revenues rise two per cent in was snapped up by French giant bagged one of the largest deals in Net profit: -4.5% Staff: 252 has dropped out of the top 100 Innov8, bolstered its numbers. Net its year to 31 March 2019, with Orange for an undisclosed sum its history in the shape of a £15m, The firm formerly known as after a “strategic plan” to withdraw profits skyrocketed from £295,000 consulting sales down seven per on 1 February 2019. Maidstone- five-year datacentre modernisation Integralis UK attributed a 41 from low-margin business lines to £1.7m. Now branding itself cent to £28.9m and managed based Palo Alto and F5 partner contract with Southern Water. The per cent revenue dip in its year caused revenues for its year to as an “IT innovation business”, services sales hiking 33 per cent SecureData claimed that demand Godalming-based MSP credited to 31 March 2018 to a group 31 March 2018 to tumble by a London-based Block recently to £13.6m. Net losses halved to for its services “remain high” in an investment in people for an restructure completed the fifth. MCSA has already begun won a contract to upgrade North £491,000. Boasting a physical its results for its year to 31 July 11 per cent hike in UK revenues previous year, which saw its sales rebranding itself as ‘Park Place Bristol NHS Trust’s wired and presence in nine countries, 2018, which showed revenues to £44m in its year to 31 March team move to other NTT group Technologies’ after its US rival wireless networks to a single, including the US, Hong Kong rising by over a fifth and adjusted 2018, although restructuring costs companies – namely NTT Data (ranked 222nd in VAR 350) unified solution. and Singapore, its clients include EBITDA hiking from £2.6m to of £395,000 resulted in net profits and Dimension Data. Technology snapped it up in April. Park Bloomberg, NASDAQ and Nike. £4.1m (although net losses hit more than halving to £284,000. revenue dropped from £20m to Place claimed the move made it 101. Grey Matter £1.6m). MTI also operates in France and £3m year on year as it focused on the largest TPM in Europe. Revenue: £41.6m (+9%) 98. Capita Workplace Germany, turning over £94.5m as managed services. In March 2019, Net profit: 1.8% Staff: 107 Technology 95. TET a group. NTT Security acquired application 104. Roc Technologies Devon now has two Revenue: £42.6m (+30%) Revenue: £43.7m (-4%) security specialist WhiteHat Revenue: £40.3m (+64%) representatives in Top VARs Net profit: 17.4% Staff: 141 Net profit: 1.1% Staff: 47 93. Timico Security. Net profit: -7.3% Staff: 89 after a nine per cent annual Capita’s managed print arm, Following “extraordinary” growth Revenue: £44m (-13%) With this acquisitive IT services revenue bulge at this software formerly Right Document in 2017, this IT VAR characterised Net profit: -8.9% Staff: 291 107. DMC Canotech player’s 2019 numbers impending licensing specialist thrust it into Solutions, bursts into the top its fiscal year to 31 December 2018 This mid-market MSP claimed Revenue: £38.7m (-1%) as we went to press, we have had the top 100. Based in picturesque 100 on the back of 30 per cent as one of “consolidation” after investment in robotic process Net profit: -9% Staff: 151 to drop back on its results for the Ashburton, Grey Matter saw growth in its year to 31 December moving to a new central London automation during its year to This managed print specialist is six months to 31 March 2018, net profits dip from £905,000 to 2017. In a Q&A on its website, HQ. Revenues fell four per cent 31 December 2018 boosted its gunning for growth under new which show a net loss of £1.5m on £749,000 in its year to 30 June chief sales officer Alan Moore to £43.7m as its small US arm efficiency, despite posting a £3.9m private equity backer Horizon revenues of £20.2m (numbers we 2018 as it bedded down a new said the London-based outfit is suffered a “downturn”. Moving its net loss on revenues that fell 13 Capital, which snared a “significant have annualised for this profile). back-office system. A Microsoft reshaping its offering to reflect own infrastructure to the cloud per cent on a pro-rated basis to stake” in the Croydon-based firm Run by a gaggle of former 2e2 Direct and Indirect Cloud efforts by customers to digitise has put its technical team in a £44m. Horizon Capital-backed in July 2018. The Canon partner executives and backed by the Solution Provider, Grey Matter workstreams, reduce print better position to deliver similar Timico’s new management team claims it enjoyed an “exceptional” BGF, Roc claims it is an claims to work with over 300 volumes and add automation. projects for clients, the privately are chasing an EBITDA margin of year to 31 March 2018, as net £80m-revenue business following software publishers. Kitting out Sony Music with held Microsoft, HP and VMware 15 to 20 per cent, up from 8.2 per profits more than doubled to its October 2018 acquisition of Canon MDF devices is among partner claimed. cent last year. £3.5m on flat revenues of £38.7m. 119th-ranked Esteem Systems. 100. Version 1 the case studies trumpeted on its Since year end it has divested its Revenue: £42.4m (+27%) homepage. Revenue breakdown of VAR 350 distribution business and acquired 103. IDE Group Net profit: 5.7% Staff: 277 United Carlton, ranked 215th in Revenue: £41.1m (-23%) Having only entered the UK in 97. Saville Group 120120 117 this report. Net profit: -72% Staff: 389 2013, this acquisitive, Dublin- Revenue: £43.6m (+25%) This AIM-listed MSP is in a based Oracle, Microsoft and Net profit: 2.3% Staff: 241 106. AVI-SPL “period of stabilisation” following AWS partner now employs This York-based audiovisual 100100 93 Revenue: £39.2m (+67%) a year of upheaval, chief executive over 500 UK staff in London, integrator, a new entrant to Top Net profit: -1.1% Staff: 186 Andy Parker said in September. Edinburgh, Redditch, Belfast, VARs, claimed its recent rebrand The UK arm of the world’s largest Net losses for its year to 31 Kent and Cheshire. UK accounts has been “very well received” by 8080 AV and video comms integrator December 2018 hit an eye- for the year to 31 December 2018 customers. Revenues for its year attributed a 67 per cent revenue watering £29.5m on revenues show net profit rising from £1.5m to 31 December 2018 rose by a 6060 boom in its year to 31 December that fell 23 per cent to £41.1m. to £2.4m on revenues that swelled quarter to £43.6m thanks in part 2018 to investments made in During the year, IDE offloaded by over a quarter to £42.4m. In to a “dramatic increase” in sales at 39 previous years. Launched in 365 ITMS, one of three quick-fire March, Version 1 doubled its Visavvi, the new name for its sales, 4040 34 32 2013, the UK subsidiary also purchases previous management offshore delivery capability by installation and maintenance arm. serves Germany and Switzerland, made in a botched M&A spree acquiring the business assets of Its other newly christened unit, 25 with overseas generating nearly that nearly sent the Cisco partner Bangalore-based consultancy Sparq – which specialises in live 2020 half of its £39.2m top line last under. TE4B. events – has a £2m investment in 9 year. Globally, the US-based equipment hire. Polycom partner claims to 102. Block Solutions 99. PTS Consulting 00 Revenue: £41.5m (+69%) Revenue: £42.5m (+2%) 96. SecureData £50m- £100m- have completed over 70,000 £1m-£5m £5m-£10m £10m-£20m £20m-£50m £500m+ integrations since 2018. Net profit: 4.1% Staff: 93 Net profit: -1.2% Staff: 314 Revenue: £43.6m (+23%) £100m £500m

42 43 VAR 350 VAR 350

EAST MIDLANDS ACS Systems Reseller rendezvous (Northamptonshire) YORKSHIRE & THE Explorer UK (W Yorkshire) CCS Media (Derbyshire) Galtec (W Yorkshire) Where all 350 VARs have their Form IT Solutions (Bedfordshire) Centiq (Nottinghamshire) HUMBER NORTH-EAST EAST OF ENGLAND GCI (Lincolnshire) headquarters (or UK headquarters Getech (Suffolk) Columbus (Nottinghamshire) ACS Business Supplies (W Yorkshire) Aspire Technology (Tyne & Wear) 1Spatial (Cambridgeshire) Highlander (S Yorkshire) Majenta Solutions (Essex) Cooper Parry (Derbyshire) Arena Group (W Yorkshire) in the case of international firms) Communicate Technology (Tees Valley) Akhter Group (Essex) Insight (S Yorkshire) Media Powerhouse (Hertfordshire) Datcom LLP (Lincolnshire) Banner (S Yorkshire) IT Professional Services (Tyne & Wear) Annodata (Hertfordshire) Kcom (East Riding of Yorkshire) Modality Systems (Hertfordshire) eBECS (Derbyshire) Buy IT Direct (W Yorkshire) TSG (Tyne & Wear) Arcus Global (Cambridgeshire) Millgate IT (S Yorkshire) ONI (Bedfordshire) Jigsaw24 (Nottinghamshire) CCL Computers (W Yorkshire) United Carlton (Tyne & Wear) ASL (Cambridgeshire) NG Bailey IT Services (W Yorkshire) Concept Group (W Lothian) Pentesec (Cambridgeshire) Complete IT Systems (W Yorkshire) SCOTLAND Blue Chip Customer Engineering KRCS (Nottinghamshire) OCF (S Yorkshire) Dacoll (Midlothian) Satisnet (Bedfordshire) Deans Computer Services (W Absoft (Aberdeenshire) (Bedfordshire) Node4 (Derbyshire) PC Specialist (W Yorkshire) ECS Europe (Lanarkshire) Snelling Business Systems Yorkshire) Adarma (Midlothian) Business Connexion (Hertfordshire) PCM (Northamptonshire) Phoenix Software (N Yorkshire) Exception Limited (Midlothian) (Norfolk) DTP (W Yorkshire) Boston Networks (Lanarkshire) CAE (Hertfordshire) PCS Business Systems Pure Technology Group (W Yorkshire) Incremental Group (Lanarkshire) Storm Technologies (Hertfordshire) eBuyer (Lincolnshire) Capital Document Solutions Computacenter (Hertfordshire) (Derbyshire) Redcentric (N Yorkshire) Kick ICT Group (Lanarkshire) Switchshop (Hertfordshire) ECSC (W Yorkshire) (Midlothian) Data Intensity (Essex) Proact (Chesterfield) Saville Group (N Yorkshire) Microtech (E Ayrshire) TIG (Hertfordshire) Egton Medical Information Systems Capito (West Lothian) EACS (Cambridgeshire) Retail Assist (Nottinghamshire) SICL (W Yorkshire) Scotia (Midlothian) Utilize plc (Essex) (W Yorkshire) CommsWorld (Midlothian) Evaris Solutions (Hertfordshire) Timico (Nottinghamshire) Software Box (N Yorkshire) Vision Group (Hertfordshire) Esteem (W Yorkshire) Excell Group (Cambridgeshire) Total Computers Spectrum Computer Supplies (W Yorks) (Northamptonshire) NORTHERN IRELAND UK Computer Group EOS IT Solutions (County Down) (Northamptonshire) Novosco (County Antrim) XMA (Nottinghamshire) Pinnacle Computing (Belfast) 14 5 Charterhouse Excitech Natilik Roche AV NORTH-WEST Green Cloud IT (Manchester) 3 GREATER 4NET Technologies (Greater IDNS (Lancashire) Claranet Fitzrovia IT New Signature UK Sabio 29 LONDON Cloudreach Fluent2 Northdoor Sapphire Systems Manchester) Inolve Visual Academia Connect Managed G3 Comms NSC Global Securelink Acuma Solutions (Cheshire) Communciations (Cheshire) Albion Computers Services GV Multimedia Ocean Intelligent Shearwater Group Adept4 (Cheshire) Jade Solutions (Merseyside) Autodata Products Connecting London Highspeed Office Communications Six Degrees ANS (Manchester) K3 (Manchester) Avanade 29 Content & Code IDE Group Open Systems Tangible Benefit Atlas Business Group of Lima Networks (Cheshire) AVI-SPL Corona Corporate IGX Global Technology Technoworld Companies (Cheshire) m-hance (Greater Babble Cloud Services Inoapps Optimity TET BT Business Direct Manchester) Block Solutions CSI ITC Global Security Park Place The IT Lab (Lancashire) NCC Group (Manchester) Bluesource Information Diversified (Digitavia) Itelligence Perfect Colours Trams Celerity (Lancashire) Pennine Telecom (Lancashire) CACI DMC Canotec Kinly Pinnacle Transputec Chess (Cheshire) Printerland (Cheshire) Cancom DMW Group LA Micro Group (UK) Plan-net Tryzens Cloud Technology Solutions Scan Computers (Lancashire) Capita 18 Ensono Lombard Technology PTS Consulting Version One (Manchester) SCC MPDS (Greater Capita Workplace Escape Technology Services QUANTIQ Wanstor Daisy (Lancashire) Manchester) Technology 6 Ethos Group Maintel Rail Asset Management WWT Datel (Cheshire) SysGroup (Merseyside) 22 27 Caretower ExcelRedstone Minttulip Solutions Xantaro Elite Telecom (Lancashire) Vodat (Cheshire) CDW Frontline (Cheshire) Zenoffice (Greater GBM (Manchester) Manchester) SOUTH-EAST Comparex (Middlesex) Lynx Networks (Bucks) Recarta (Surrey) 365 ITMS Ltd (Berks) Complete IT (Bucks) Man and Machine (Oxfordshire) Reflex (Berks) OGL Computers (Worcestershire) 76 A2C Holdings (Hampshire) Compu b (Bucks) MBA (W Sussex) RM (Oxfordshire) W Midlands Comtech Enterprises (Surrey) MCSA (Bucks) Roc Technologies (Berks) Altodigital (W Midlands) Port-P (W Midlands) Acora (W Sussex) Risual (Staffordshire) 100 Adept Technology Group (Kent) Covenco (Berks) Microlink (Hampshire) SCC AVS (Surrey) Castleton Technology Crayon (Bucks) Mirus IT (Bucks) SecureCloud+ (Berks) (W Midlands) Probrand (Birmingham) 20 Advanced365 (Berks) SCC (Birmingham) Ampito (W Sussex) CSPI (Berks) Mobius Business Technologies SecureData (Kent) Edenhouse (W Midlands) D4t4 (Middlesex) (Berks) Servium (Surrey) IC Technology (Shropshire) Solid Solutions (Warwickshire) Apogee (Kent) Stanford Marsh (Worcestershire) Arrow Business Communications Dimension Data (Hampshire) MTI (Surrey) SHI (Bucks) Intercity (Birmingham) Electrosonic (Kent) Navisite Europe (Surrey) Silverbug (Bucks) Meridian IT (W Midlands) Stone (Staffordshire) (Surrey) Telent (Warwickshire) AVMI (Middlesex) European Electronique Nolan Business Solutions Smartcomm (Bucks) Midshire (W Midlands) (Oxfordshire) (Hampshire) Smarter Business (W Sussex) Nettitude (Warwickshire) Wavenet (W Midlands) Axial Systems (Berks) Workspace Technology Axians (Hampshire) European Office Products (West Novatech (Hampshire) Softcat (Bucks) Network Telecom (UK) Ltd Sussex) NTT Security (Berks) SoftwareONE (Surrey) (Shropshire) (W Midlands) SOUTH-WEST Bell Integration (Hampshire) Blue Cube (W Sussex) Eurotech (Surrey) Olive Communications (Bucks) Sol-Tec (Berks) NS Optimum (Warwickshire) WTL plc (W Midlands) 4Com (Dorset) Nine Telecom (Gloucestershire) Britannic Technologies (Surrey) Focus Group (W Sussex) OneCom (Hampshire) Solutions Inc (E Sussex) Bamboo (Gloucestershire) Somerford Associates BSI Cybersecurity (Hampshire) Fordway Solutions (Surrey) Pacific Computers (Hampshire) Taylor Made (Hampshire) Bechtle (Wiltshire) (Gloucestershire) Bytes (Surrey) Graitec (Hampshire) Peach Telecom (Hampshire) Tectrade (Surrey) Bistech (Dorset) South West Communications WALES Bytes Security Partnerships High Point Solutions (Middlesex) Phoenix Datacom (Bucks) Teneo (Berks) Clarity Copiers (Devon) (Devon) Gaia Technologies (Gwynedd) (Berks) Invenio (Berks) Principal (W Sussex) Trustco plc (E Sussex) Cloud Direct (Somerset) Stormfront (Devon) Pinacl Solutions (Denbighshire) Cadline (Middlesex) IP Integration (Berks) ProAV (Surrey) Ultima Business Solutions Codestone Group (Dorset) Symec Technologies (Bristol) Comcen (Glamorgan) CCE (Middlesex) ITM Communications (Bucks) Prodec Networks (Berks) (Berks) Commercial (Gloucestershire) Transparity Solutions (Dorset) Pugh Computers (Cardiganshire) Centerprise (Hampshire) Jarvis Tech (E Sussex) Prolinx (Oxfordshire) Viadex (Surrey) Cristie Data (Gloucestershire) Vetasi (Bristol) Circle IT (Glamorgan) Certus Solutions (Surrey) Khipu Networks (Hampshire) Papergraphics (W Sussex) Vohkus (Hampshire) Excalibur (Wiltshire) Vysiion (Wiltshire) SAGlobal Europe (Glamorgan) Cinos (Surrey) Krome Technologies (Surrey) Pythagoras (Berks) Xeretec (Berks) Grey Matter (Devon) Western Computer (Bristol) Cisilion (Surrey) Logicalis (Berks) Q Associates (Berks) York Telecom (Hampshire) 44 VAR 350 VAR 350

92. Blue Chip Customer This Birmingham-based reseller replace Stagecoach’s legacy WAN a net loss of £242,000 the previous 50 per cent in fiscal 2019, the 76 IT Lab Engineering chalked up a six per cent annual infrastructure with a new SD- year to a net profit of £182,000. Oxfordshire-based firm now plans Revenue: £51.7m (+28%) Revenue: £44.5m (-6%) revenue hike to investment in its WAN architecture. In its year to NASDAQ-listed parent ePlus Inc, to build a SOC. Net profit: -27% Staff: 499 Net profit: 6.4% Staff: 231 B2B tech marketplace, claiming 31 March 2019, Node4 racked up which acquired IGX Global in This London-based MSP is a Having been synonymous with the number of customers who buy net profits of £5.8m on revenues 2015, has 1,500 staff and revenues 79. Adept Technology £75m-revenue business following IBM maintenance since its solely online doubled in its year to of £45.5m. It recently made the of $1.37bn. Revenue: £51.3m (+11%) its takeover this August of rival inception in 1987, Bedford-based 31 December 2018. Net profits hit fifth and largest acquisition in Net profit: 3.6% Staff: 231 Mirus IT, CEO Peter Sweetbaum Blue Chip recently took multi- £28,000, compared with a £157,000 its history in the shape of virtual 82. SCC MPDS This acquisitive comms provider told us. Accounts for Microsoft vendor maintenance in-house, loss a year earlier. Probrand claims private cloud provider Secura. (formerly M2 Digital) continued its push into IT by partner IT Lab’s year to 31 March extending its repertoire to include to have 3,500 public sector and Revenue: £49m (+33%) acquiring Doncaster-based 2019 show revenue swelling by HPE, Dell EMC and Cisco. Costs SME clients and in June 2019 85. DTP Net profit: -0.2% Staff: 248 education specialist Advanced over a quarter to £51.7m but associated with its investment bagged a place on three Lots of the Revenue: £47m (+31%) Having gobbled up M2 Digital in Computer Systems for up to £7.5m with Mirus and 2018 acquisition in a software-defined datacentre new £550m Education Technology Net profit: 0.9% Staff: 96 2014, fifth-ranked Top VAR SCC this April. Results for its year to Content and Code folded in, caused net profits for its year to 30 Framework. One of the few resellers to dedicate fully merged this managed print 31 March 2019 show revenue the pro-forma total was £69m. September 2018 to tumble from itself to one vendor (or strictly provider on the final day of the vaulting 11 per cent to £51.3m, Although net losses widened £4m to £2.8m. Revenues slipped 88. Ampito Group speaking, two), HP and HPE duo’s fiscal year 31 March 2019, as 2018 acquisitions Shift F7 and to £14m, adjusted pro-forma by six per cent to £44.5m. Revenue: £45.1m (+11%) partner DTP has re-entered the rebranding it as SCC Managed ETS Communications fed into EBITDA was “circa £8.8m”, Net profit: 10% Staff: 29 top 100 ranks after a year’s absence Print & Document Services. M2’s its top line. The AIM-listed firm Sweetbaum told us. 91. eBECS Founded in 2006, this Crawley- thanks to a 31 per cent revenue fiscal 2019 results show a £119,000 now draws 75 per cent of revenues Revenue: £44.5m (+28%) based IT and telecoms reseller spike its year to 30 June 2018. The net loss on revenues that rose by a from managed services, up from 75. Natilik Net profit: 2.3% Staff: 358 group operates through 15 brands Leeds-based outfit was recently third to £49m, with SCC channels 70 per cent a year earlier. Revenue: £52.6m (+31%) This Microsoft Dynamics including networking and security invited to become one of a select accounting for 44 per cent of the Net profit: 5% Staff: 162 specialist is now known as eBECS integrator Vanix, networking arm number of global partners to pilot total. 78. Axians Networks Ltd This Cisco Gold partner attributed – a DXC Technology Company, Mavoda and managed SD-WAN HP Workpath, a new platform Revenue: £51.4m (-14%) a 31 per cent revenue hike in following its acquisition by the service Red Swan. Vendor partners designed for running business 81. Viadex Net profit: 3.8% Staff: 83 its year to 31 March 2019 to its IT services giant in April 2018. include Cisco, Silver Peak and apps directly from a customer’s Revenue: £49.9m (+1%) This Basingstoke-based Juniper decision to reshape its business Revenues rose by over a quarter Citrix. Having boomed 60 per cent multi-function printer. Net profit: 0.9% Staff: 66 Networks partner is the UK arm around three-client-facing in its year to 31 March 2018. The in 2017, Ampito’s revenues topped Viadex said it invested £1.16m to of Axians, the €2.3bn-revenue business units focusing on Chesterfield-based outfit claims £45m its fiscal year to 31 December 84. Trams underpin its evolution from VAR ICT brand of French giant ‘Commercial’, ‘London Enterprise’ it has achieved “direct alignment” 2018 on the back of a further 11 Revenue: £47.5m (+17%) to MSP during the 12 months to Vinci Energies. A lack of fresh and ‘National Enterprise’. Some with Microsoft’s tech strategy after per cent jump. Net profits widened Net profit: 2.2% Staff: 45 30 June 2018, a five-year journey it accounts means we’ve used old £31.8m of its £52.6m top line was boosting the size of its ERP, CRM, from £4.5m to £4.6m. London-based Trams said that its is now more than halfway through. numbers covering the period to from services. Counting Dyson data analytics and cloud services Apple cloud management services Focused on geographically 31 December 2017, which show and the London Stock Exchange practices and launching a financial 87. Printerland and storage solutions for video dispersed UK mid-market revenue falling 14 per cent to among its clients, London-based services arm. Revenue: £45.2m (+2%) content are enjoying “significant organisations, the Surbiton- £51.4m. In March, Vinci Energies Natilik has grown for 11 straight Net profit: 7.8% Staff: N/A growth”, as it unveiled a 17 per based firm drew 37 per cent of its moved to bolster Axians UK’s years. Net profits in its latest year 90. CSI Billing itself as the UK’s largest cent revenue hike for its year to 31 revenues from overseas last year, offering by acquiring £7m-revenue pole-vaulted from £2.2m to £2.7m. Revenue: £44.8m (+4%) printer and consumables reseller, December 2018. The Apple, Jamf, as its overall top line inched up MSP Nouveau Solutions. Net profit: 4.7% Staff: 198 Printerland saw growth slow in Quantum, HP, Lenovo and Dell one cent to £49.9m. Net profits 74. Proact UK This IBM and Microsoft Azure its fiscal year to 31 March 2019 EMC partner said that pushing virtually halved to £466,000. Its 77. Solid Solutions Revenue: £53.1m (+6%) partner had a busy fiscal year to as revenues inched up two per into new specialised areas such first ever project was for Coca- Management Net profit: 6.3% Staff: 231 31 December 2018, integrating cent to £45.2m, according to as machine learning and AI have Cola in 2001. Revenue: £51.6m (+25%) Despite admitting its hardware acquisition Niu Solutions and fresh numbers it shared with helped it maintain margins, as Net profit: 13.1% Staff: 204 business “continues to be relocating its HQ and security us. At £3.5m, net profits were net profits topped £1m, up from 80. European Electronique With 23 regional offices in the challenged by new consumption operations centre from London flat. In business since 1993, the £695,000 a year earlier. Revenue: £50.8m (+1%) UK and Ireland, this Leamington models”, the UK arm of this pan- to Birmingham. With annuity Cheshire-based Xerox, Lexmark, Net profit: 0.6% Staff: 132 Spa-based outfit bills itself as European storage integrator saw revenue streams now generating HP and Epson partner renewed 83. IGX Global UK This HPE Aruba and Fortinet CAD vendor Solidworks’ largest revenues rise six per cent in its more than 80 per cent of its its partnership with Sale Sharks Revenue: £48.6m (+90%) partner complained of “declining UK reseller. Following two big year to 31 December 2018. Net margins, CSI said it is on course Rugby Club in May this year. Net profit: 0.4% Staff: 20 budgets and less demand for acquisitions in 2016 and 2017, profits almost doubled to £3.4m. to hit £15m EBITDA within two One of only 39 UK Cisco Gold complex technology solutions” in Solid Solutions characterised 2018 Based in Sweden, the wider Proact years, up from £10m last year. Last 86. Node4 partners, IGX Global UK focuses its schools stronghold in its year as a year of consolidation and Group has endured a mixed 2019, month it acquired £31m-revenue Revenue: £45.5m (+16%) on cloud computing, virtualisation, to 31 March 2019. Nevertheless, integration. Despite this, revenue selling its Spanish arm and posting IBM partner Tectrade. Net profit: 12.7% Staff: 232 managed hosting, software revenues rose by one per cent rocketed by a quarter, with net profit and revenue declines. Boasting a total co-location and development, mobile, systems, IP thanks to its headway in the higher profits swelling from £4.1m 89. Probrand cloud capacity of circa 1,500 racks, networking and billing solutions. education, local government, to £6.7m. During the period it 73. ANS Revenue: £44.9m (+6%) this Derby-based datacentre ace Revenues for its year to 31 March health and SMB sectors. Having invested in a newly incorporated Revenue: £53.1m (-15%) Net profit: 0.1% Staff: 123 last month won a contract to 2018 almost doubled as it reversed grown security revenues by almost 3D print reseller, Solid Print3D. Net profit: 13.5% Staff: 273

46 47 VAR 350 VAR 350

Once Europe’s largest Flexpod 235.5kWp solar panel installation contribution from August 2018 whose strategy revolves around Insolvency inspection reseller, this Manchester-based to help it generate enough acquisitions Calibre Networks and supporting the move to hybrid outfit has spent the last two years renewable energy to power the Calibre Telecoms. With support cloud, offers three primary It is testament to the buoyancy of the channel that just two of last fleeing hardware and reinventing equivalent of 57 homes. The from HSBC, Focus has coughed up services lines under the Custodian, year’s top 300 resellers hit the wall last year amid a worsening itself as an AWS and Azure Intel and Microsoft partner has a £12m for three further acquisitions Intuition and Citadel monikers, trading backdrop. consultancy. Top management section on its website dedicated since its year end, and in July the latter being a managed security Generally speaking, UK firms had it tougher in 2019, with business spoke honestly at the recent to business and education clients. moved into a new 25,000 sq ft HQ service it launched in 2018. confidence hitting its lowest level for seven years in November, CRN Channel Conference about Revenues for its year to 31 August in Shoreham, West Sussex. according to business adviser BDO. Underlying corporate insolvencies how the move has hit its top line 2018 clocked in at £55.1m, with 63. Zones rose by 1.6 and 0.4 per cent year on year and quarter on quarter, and cashflow, but insisted the net profits swelling from £315,000 66. Academia Revenue: £63.3m (+23%) respectively, in Q3, which insolvency trade body R3 labelled “further transition will, ultimately, boost to £382,000. Revenue: £60.1m (+26%) Net profit: 0.2% Staff: 63 Net profit: 0.7% Staff: 103 evidence that the economic and political turbulence of the last 12 profitability. Revenues for its latest Having landed in the UK through financial year on record, ending 31 69. Annodata A lack of new accounts means its 2011 acquisition of AK IT months has taken its toll on business”. Revenue: £55.6m (-4%) Despite these unfavourable conditions, the UK’s top resellers made March 2018, dipped 15 per cent. we’ve had to recycle last year’s Solutions, US reseller titan Zones Net profit: 1.8% Staff: 311 numbers for this London- now turns over more than £60m in it through 2019 largely unscathed, with not one of last year’s top 100 72. Elite Group This print, comms and IT based education specialist. For the UK and Europe, UK accounts hitting the wall. Revenue: £53.3m (+33%) managed services specialist Academia’s year to 30 June 2018, for its year to 31 December 2018 Outside the top 100, two circa £20m-revenue players did go under, Net profit: 3.5% Staff: 185 blamed “competitive market revenues boomed by over a show. Zones claimed its efforts however, in the shape of Welsh education specialist Gaia and Apple Elite Group has a further £20m conditions” for a four per cent quarter to £60.1m as it reversed to sync its catalogue with those Premium Reseller (APR) Solutions Inc. remaining in its acquisition war revenue dip in its year to 31 March a net loss of £70,000 to a profit of of several local distributors in Hove-based Solutions Inc was the first to call in the administrators chest and is “actively looking for 2018. Acquired by Kyocera in £399,000. In July 2019, the Apple, mainland Europe will help it in February. Ranked 193rd in last year’s CRN VAR 300, it operated six opportunities”, CEO Matt Newing 2016, Annodata still bills itself Adobe, Microsoft and HP partner handle any post-Brexit chaos, APR stores across the UK and also sold to education – remarking in said in June as he announced its as an independent, with Cisco, was one of 44 suppliers to make adding that it is evaluating the its last set of annual accounts that school budgets were “tightening”. purchase of IT support outfit Datto, Gamma, Ricoh and Kyocera the cut for Crown Commercial benefits of incorporating a According to a statement of affairs, Solutions Inc went under owing MWL Systems. The Chorley- itself among the vendor badges Service’s new £550m Education separate business entity within the £755,000 to creditors, including £262,000 to distributor Tech Data. based unified comms specialist, adorning its website. The Hemel Technology framework. EU. which secured £30m in fresh Hemstead-based firm claims to FRP Advisory was appointed as voluntary liquidator in June. funding from Lloyds Bank last service over 50,000 devices at over 65. Bechtle 62. Ensono Due to “severe cashflow issues”, Gaia went bust in August owing year, saw revenue leap by a third 3,000 clients. Revenue: £62.6m (+34%) Revenue: £63.3m (+13%) a whopping £5.7m to unsecured creditors, including £2.8m to trade in its fiscal year to 31 July 2018, Net profit: 3.8% Staff: 66 Net profit: 1.9% Staff: 331 creditors including Tech Data, Cisco and AWS. although net profits dipped from 68. Stormfront The UK arm of this German Quick-fire purchases of AWS Ranked 181st in last year’s VAR 300, Gaia had grown revenue £2.1m to £1.9m. It has made 17 Revenue: £57.2m (-0.3%) reseller goliath registered an partner Attenda and Azure to £19.5m in 2018 primarily through “new [school] build contracts acquisitions since 2008. Net profit: 0.3% Staff: 306 impressive uplift in both its top specialist Inframon in 2016 and and their subsequent conversion to a managed service agreement”. Smaller rival Solutions Inc may and bottom lines in its year to 31 2017 have transformed this global This was, however, capital intensive for the firm, with profitability 71. Millgate have recently gone bust, but the December 2018, with revenues MSP into a sizeable UK player. Revenue: £53.5m (+7%) UK’s largest Apple Premium ballooning by over a third and Revenues bounced 13 per cent to “insufficient to service its debt obligations”, administrator FRP Net profit: 1.5% Staff: 108 Consulting said. Reseller returned to the black net profits pogoing from £1.5m £63.3m in its year to 31 December Other notable bankruptcies last year included Scottish Cisco partner This Sheffield-based IT reseller in its fiscal year to 30 June 2018 to £2.4m. Operating 70 ‘system 2018 as additional mainframe recently widened its repertoire following some belt tightening houses’ in Germany, Austria and sales resulting from its March Hutchinson Networks and audio visual reseller Feltech, the latter by unveiling fast-growing Avaya the previous year. Exeter-based Switzerland and e-commerce 2018 acquisition of a unit of Wipro of which was bought in a pre-pack administration by 267th-ranked partner Vapour Cloud as its Stormfront operates 23 stores and subsidiaries in 14 countries, parent bolstered its top line. Net profits Media Powerhouse in the summer. strategic partner for voice, also targets the B2B and employee Bechtle AG employs nearly 10,000 fell sharply to £1.2m, which it Gaia and Solutions Inc are two among a total of 24 firms featured video and network connectivity. benefits markets. In January 2019, staff and turned over €4.3bn last blamed on its investment in sales in last year’s VAR 300 that aren’t present in this year’s Revenues hit £53.5m in its year seven masked raiders stole over year, ranking it among Europe’s and product development. VAR 350. Of the remaining 22, some have to 31 July 2018, a seven per £100,000 of Apple kit from its largest resellers. disappeared after being acquired (eg Niu cent uplift. Net profits followed Exeter outlet, Devon Live reported. 61. Cancom UK Solutions, Solar), while others no longer suit, widening from £654,000 to 64. Celerity Revenue: £63.4m (-2%) 67. Focus Group Revenue: £63.2m (+136%) Net profit: -0.3% Staff: N/A report a revenue figure (eg Freestyle £777,000, with average turnover per employee – a key measure for Revenue: £59.1m (+9%) Net profit: 0.3% Staff: 43 Having acquired OCSL in August IT, Systems Technology, Net profit: 7.5% Staff: 244 Ridgewall). Additionally, in a the firm – rising from £741,000 to This IBM and Lenovo Platinum 2018, German reseller giant £850,000. Starting life as a lines and minutes partner more than doubled Cancom recently rebranded the few other cases we left firms business in 2004, today Focus revenue in its year to 31 December West Sussex-based HPE and out for reasons of eligibility. 70. PC Specialist Group’s portfolio spans telecoms, 2018 thanks to an “exceptional” Microsoft partner as ‘Cancom UK’, This means that VAR 350 Revenue: £55.1m (+16%) IT, data and energy. A nine per datacentre project at one of its and shifted its HQ to Shoreditch has 74 – rather than 50 Net profit: 0.7% Staff: 94 cent revenue jump in its year to major clients that it admitted is in London. Its accounts for the – new entrants. This Wakefield-based custom 30 November 2018 was driven “not seen as repeatable in future nine months to 31 December PC builder recently invested in a by organic growth and the years”. The Preston-based outfit, 2018 show revenue of £47.6m,

48 49 VAR 350 VAR 350 compared with £65.1m for the on market sources, we estimate a presence in France, Spain, the provider DG3 – the largest single This Staffordshire-based PC This unified comms specialist previous year – a two per cent fall its UK arm, which is based on the Netherlands, Italy, Malaysia and inkjet sale in its history. builder and reseller claimed that cracked open a £60m war chest pro-rata. Boasting group revenues 2013 acquisition of FAST, now Singapore, the UK still generates it entered 2019 “with momentum handed to it last year by private of €1.4bn, Cancom recently added turns over roughly £70m. over half of its top line. 51. Itelligence and confidence” after revenues equity backer Mayfair when it to its UK presence by acquiring Revenue: £73.4m (+12%) rose 11 per cent and net profits acquired £13m-revenue Microsoft Northern Irish MSP Novosco. 57. Total Computers 54. NSC Global Net profit: 8.6% Staff: 267 more than doubled in calendar partner Modality Systems this Revenue: £70.5m (+8%) Revenue: £71.9m (-10%) This Germany-based SAP partner 2018 to £1.4m. In a move partly June. A lack of new accounts 60. AVMI Net profit: 1.4% Staff: 123 Net profit: 3.1% Staff: 206 bolstered its UK presence in April to support university customers means we’ve had to recycle old Revenue: £64.2m (+13%) Opening a new HQ provided This London-based Cisco and 2019 by acquiring a majority with courses focused on gaming, numbers covering its year to 31 Net profit: -1.7% Staff: 410 Total with the space to expand its Silver Peak partner bills itself as stake in Bury-based CRM and public sector specialist Stone December 2017, which show a A lack of available fresh accounts managed services offering during a provider of communication e-commerce specialist Weavability. acquired gaming rig and custom £2.9m net loss on revenues of mean that we have had to recycle its year to 31 December 2018, infrastructures and managed Itelligence UK’s accounts for the PC supplier DinoPC this August. £86.7m. As well as holding eight last year’s numbers for this the Kettering-based reseller said services to corporate clients, year to 31 December 2018 show DinoPC founder Vladimir Microsoft Gold accreditations, audiovisual integrator, which in its annual accounts. One-off working with just 30 global revenue vaulting 12 per cent to Kuzenetsov now heads up Stone’s GCI also partners with Enghouse, logged revenues of £64.2m in costs of £350,000 associated with organisations. Although it claims £73.4m, and net profits widening gaming arm. Cisco and Fortinet. the year to 30 June 2018. The the move saw net profits roll back to turn over $240m globally, its from £4.2m to £6.3m. Part of NTT Sunbury-on-Thames-based from £1.4m to £1m, however, even UK arm saw revenues roll back Data, globally Itelligence turns 47. Cloudreach 44. OneCom business last year acquired as revenues hiked eight per cent 10 per cent to £71.9m in its year over €927m, employs nearly 8,000 Revenue: £81.7m (+24%) Revenue: £87.1m (+23%) £14m-revenue rival Focus 21. to £70.5m. During the year, HP to 31 October 2018. Staffing up a staff and has competed more than Net profit: -27.3% Staff: 469 Net profit: 7.9% Staff: 372 Installing a media wall for Conde selected Total as one of only four large telco’s two European network 200 S/4HANA and C/4HANA This London-based AWS, Azure This business telecoms provider Naste’s new international offices is partners for its device-as-a-service operations centres is among implementations. and Google partner claims is aiming to grow threefold over among the case studies touted on proposition. the case studies displayed on its “unprecedented” demand for the next three to five years after its website. website. 50. GBM Digital cloud adoption is fuelling “hyper- snaring £100m in funding from 56. Altodigital Revenue: £76.9m (-58%) growth” in its top line. Its new LDC in June. Counting Mitel, 59. Commercial Revenue: £71.2m (-0.3%) 53. ProAV Net profit: 0.6% Staff: 55 holding company, Cloudreach Gamma and Vodafone among its Revenue: £65.5m (+5%) Net profit: -0.9% Staff: 449 Revenue: £72m (+19%) This Apple education specialist’s Acquisitions, recorded revenues of vendor partners, the Hampshire- Net profit: 1% Staff: 343 The UK’s “largest independent Net profit: -1.2% Staff: 363 revenues have yoyoed in recent £81.7m in the year to 31 July 2018, based firm recently announced This Cheltenham-based office office and technology provider” Egham-based ProAV has its sights years, falling to £76.9m in its year up nearly a quarter year on year. plans to recruit 125 more staff. supplies specialist saw revenues is aiming to grow by a quarter set on US expansion after growing to 31 December 2018 from a high Net losses widened from £7.2m to In its year to 31 December 2018, jump five per cent in its year to over the next three years, a goal revenues by almost a fifth to £72m of £250m in 2016. GBM Digital’s £22.3m as soaring administrative OneCom saw revenues bulge by 31 January 2019 as it celebrated it claims is more achievable in its fiscal year ended 31 March website features perhaps the most costs – stoked by internal over a fifth as recent acquisition winning “a number of major thanks to its acquisition of 2019. The Microsoft and Polycom impressively high-spec video case investment and an international Evolve bolstered the top line. Net key accounts”. Its managed print Lexmark partner Platinum this partner claims it marks itself studies of any firm in the top 100. acquisition drive – pummelled its profits followed suit, widening and managed IT arms both July. Revenues for its year to out from other AV integrators Last year it launched a retail store bottom line. from £4.6m to £6.9m. saw revenues drop slightly, to 30 September 2018 were flat through continued investment in its home city of Manchester £5.9m and £10.5m, respectively, at £71.2m, however, while net in its network operations centre. under the Sync banner. 46. K3 Business Technology 43. Kcom Enterprise however. Commercial employs losses hit £664,000. The Ricoh, It recently won a five-year AV Revenue: £83.3m (-0.2%) Revenue: £89.3m (+2%) a zero-waste policy and MD HP, Sharp, Kyocera, Lexmark and project with City, University of 49. Centerprise Net profit: -0.6% Staff: 687 Net profit: N/A Staff: 95 Simone Hindmarch recently said Canon partner recently moved London. During the year, net Revenue: £79.6m (+9%) Following a dismal 2017, this Kcom admitted in July that of any tech firm not innovating in its corporate HQ from Leighton losses narrowed from £1.1m to Net profit: 1% Staff: 186 AIM-listed Microsoft and Sage trading within its Enterprise sustainability that their “days are Buzzard to Kingswinford in the £876,000. Founded by Rafi Razzak in 1983, partner topped expectations for business – which supplies cloud numbered”. West Midlands. Centerprise’s brands span an array its year to 30 November 2018 as it and collaboration solutions 52. Xeretec of fields including system building, returned to operating profitability. to large enterprise and public 58. Crayon 55. Sabio Revenue: £72.7m (+19%) reselling, managed services and Revenues hit £83.3m, flat on a sector organisations – remains Revenue: £70m (+367%) Revenue: £71.8m (+45%) Net profit: 3.8% Staff: 262 disaster recovery. Efforts to win pro-rated comparison. Over a “challenging” following a Net profit: N/A Staff: 39 Net profit: 4.4% Staff: 324 This London-based managed print new customers in its year to 31 fifth of that total was generated “disappointing” fiscal 2019. A Founded in 2002, this Oslo-based This London-based Avaya and specialist claims to be Xerox’s August 2018 yielded a nine per by its own intellectual property, Cisco Gold, Microsoft and AWS Microsoft, IBM, SAP and AWS Verint partner claims to support largest European Premier partner cent revenue hike, but also caused which the retail specialist sees as partner, its customers include O2 partner bills itself as the global around 10 per cent of all UK-based and, thanks to its 2017 acquisition net profits to more than halve to a “cornerstone” of its business. and National Rail. At a group level, leader in SAM and cloud and contact centre agents and four per of Landscape Group, also holds £796,000, a trend the Basingstoke- 2019 hasn’t been so kind, however, London-listed Kcom posted total volume licensing, with 1,200 staff. cent of the total European market. Platinum print status with HP. based firm predicted “will reverse with a profit warning this October revenue of £281.6m during the The countries included in its Backed by Horizon Capital, Sabio Xeretec saw revenue in its year as we continue to build our knocking 25 per cent off K3’s year. ‘Growth Markets’ division – UK, is on an acquisition frenzy, but to 31 August 2018 tick up 19 per services revenues”. market value. France, Germany and the Middle claimed organic growth generated cent, while net profits fell slightly 42. Redcentric East – generated more than a 17 per cent of its 45 per cent from £3.2m to £2.8m. It recently 48. Stone Computers 45. GCI Revenue: £93.3m (-7%) quarter of Crayon’s NOK9bn revenue growth for its year to 30 installed a Xerox High Fusion 2400 Revenue: £81.7m (+11%) Revenue: £86.7m (+67%) Net profit: -2.1% Staff: 479 (£770m) revenues last year. Based September 2018. Despite boasting Inkjet Solution for global print Net profit: 1.8% Staff: 208 Net profit: -3.4% Staff: 398 AIM-listed Redcentric is

50 51 VAR 350 VAR 350

Profit analysis: 1-100 “progressing through historical sales approach. Pre-tax profits VARs”, Storm holds accreditations appointed Rothschild to oversee issues the business has faced”, new (after share-based payments), with over 40 vendors, including a competitive auction process for Despite outgrowing their smaller brethren in their latest financial years, CEO Pete Brotherton said as it hit £800,000, according to fresh Platinum status with Dell EMC the highly acquisitive firm earlier the 100 largest firms in this report command lower margins than announced a third consecutive numbers the HP and Vodafone and Lenovo. It is currently in this year, according to a report in those ranked from 101 to 200 or 201 to 350. annual sales dip and £2m net loss partner shared with us. Last year, the midst of a redevelopment The Telegraph in June. for its fiscal year ended 31 March Vohkus opened two subsidiaries in project to expand its offices and Looking at the 93 top-100 firms qualifying for the profit analysis*, 2019. Striving to be the “managed Romania and Singapore. warehouse capacity. 32. Compu b median net profit margins grew from 1.70 to 1.86 per cent year solutions partner of choice for the Revenue: £111.7m (-29%) on year but compare unfavourably to the 2.25 and 3.39 per cent UK mid-market”, it operates five 38. Six Degrees 35. Ultima Business Net profit: 1% Staff: 148 averages recorded by those ranked 101 to 200 and 201 to 350, datacentres with an estate of over Revenue: £105.8m (+6%) Solutions This Apple Premium Reseller respectively. Some 75 of the 93 made a net profit, with 18 falling into 1,200 racks, as well as its own fibre Net profit: -50.2% Staff: 465 Revenue: £110m (+13%) grumbled that the retail the red (compared with a 73:20 ratio the previous year). metropolitan area network. This M&A-hungry mid-market Net profit: 1.5% Staff: 391 environment “remains Standout performers include healthcare specialist Egton, Microsoft MSP stressed in its 2019 accounts Ultima took on the first outside challenging” as it unveiled 41. Egton Medical that it will continue to seek investment in its near 30-year revenues of £139.7m for the 15 consultancy Avanade and Solid Solutions, the largest UK partner of Information Systems CAD vendor SolidWorks. “strategically advantageous history this August, selling a months to 31 March 2019, a 29 per Revenue: £102.9m (+2%) acquisitions”. Its latest deal was majority stake to Apse Capital in a cent plunge pro-rata. Operating Boasting revenues of between £42m and £1.6bn, the top 100 saw Net profit: 18.6% Staff: 990 collective revenues spike by 13.2 per cent to £17.39bn in their latest in August 2018 in the shape of move CEO Scott Dodds told CRN six stores in Ireland and one in Trading as EMIS Health, this cybersecurity specialist CNS will spark internal investment Selfridges on Oxford Street, the financial years, with 80 growing and just 20 shrinking. This makes Toshiba Platinum partner Group. The Charlesbank-backed and potential acquisitions. The Limerick-based outfit also targets them the fastest-growing of the three size groupings, and means claims to supply software firm, whose vendor partners Reading-based Microsoft, Citrix, businesses with its IoS and Mac they contributed a whopping 80 per cent of the top 350’s total and services to over 5,000 include Avaya, VMware and Dell EMC, HPE, VMware and OS device management offerings. £21.8bn top line. healthcare organisations. Part of Microsoft, saw net losses more Thoughtonomy partner saw net The UK generates just over two *The seven firms excluded were BT, WWT, Kcom Enterprise, Capita, £170m-revenue EMIS Group, than double to £53.2m on profit rise from £1.1m to £1.6m thirds of revenues, with Ireland SHI, Vohkus and Crayon the Leeds-based firm posted net revenues of £105.8m in its year to in its year to 31 March 2018, with supplying the balance. profits of £19.2m on revenues that 31 March 2019. Its favoured profit revenues topping £100m for the Most profitable resellers rose two per cent to £102.9m in its measure of EBITDA hiked nine first time. 31. Claranet year to 31 December 2018. At the per cent to £25m. Revenue: £113.8m (+12%) Net profit end of this October it was awarded 34. CACI Limited Net profit: 8.2% Staff: 499 Company margin a place on the £450m NHS GP IT 37. Logicalis Revenue: £110.7m (+11%) Organic growth and the Egton Medical Information Systems 18.6% Futures framework to supply IT Revenue: £107.9m (-7%) Net profit: 8.9% Staff: 785 contribution of recent acquisitions, systems and services to the GP Net profit: -2.1% Staff: 387 Part of $5bn-revenue US tech including Union Solutions, helped Capita Workspace Technology 17.4% market. After admitting its UK business monster CACI International, this pan-European MSP’s UK arm Avanade 16.1% is “not as agile as it should be”, CACI Limited bills itself as a chalk up a £9.3m net profit on 40. CAE ANS 13.4% this global Cisco Gold partner marketing, technology and data revenues that pogoed 12 per cent Revenue: £103.9m (+9%) appointed Alex Louth as its new specialist and claims it was BI in its year to 30 June 2018. Client Solid Solutions Management 13.1% Net profit: 1.9% Staff: 242 UK MD in May to oversee a local vendor Qlik’s largest UK partner renewals or extensions during the Node4 12.7% This Cisco Gold partner restructuring drive. Logicalis UK in 2017. An 11 per cent revenue year included William Hill and performed an MBO last stumbled to a third consecutive hike in its year to 30 June 2018 River Island. Globally, London- NCC Group 10.2% November after shattering the annual net loss in its year to 28 was driven primarily by three based Claranet employs 1,800 Ampito Group 10.0% £100m revenue barrier in its year February 2018, with revenues recent UK acquisitions, Kognitio, staff, operates 43 datacentres and CACI 8.9% to 30 June 2018. Net profits fell dipping a further seven per cent Mapmechanics and Spargonet has a revenue run rate of £375m. slightly – from £2.1m to £1.9m to £107.9m – down from a high Cosulting, the latter of which Vendor partners include AWS, Itelligence 8.6% – as its investment in two new of £204m in 2014. Part of South specialises in app development, Google Cloud, Microsoft and offices in Daresbury and Scotland, African group Datatec, Logicalis mobile technology and BI. HPE. 1-100: Total revenue as well as new service desk and HR turned over $1.7bn globally in its 20 systems,20 pushed up administrative fiscal 2019. 33. Chess 30. Jigsaw24 costs. Average staff numbers rose Revenue: £111.5m (+1%) Revenue: £119.3m (-5%) by a fifth to 242 year on year. 36. Storm Technologies Net profit: 3.1% Staff: 562 Net profit: 2.6% Staff: 229 15 £17.39bn 15 Revenue: £108.6m (+17%) £15.37bn Chess ploughed on with its This Nottingham-based Apple 39. Vohkus Net profit: 2.5% Staff: 151 transformation from a legacy partner said the growth and 10 Revenue:10 £105.2m (+25%) This Watford-based reseller telecoms business to a “high-tech” “all-round development” of its £bn Pre-tax profit: 0.8% Staff: 142 branded its 12 months ending 31 unified communications provider business in its fiscal 2018 ending 5 5 This Southampton-based reseller’s December 2018 a “very successful in its year to 30 April 2018, the 31 May made it an “excellent revenues leapt by a quarter year”, as revenues hiked 17 per Alderley Edge-based firm claimed year”. Revenue would have grown in its year to 31 May 2019, a cent and net profits beefed up as it reported a one per cent but for a one-off, low-margin 0 0 Most recent year Previous year surge it attributes partly to its from £2m to £2.7m. Billing itself annual revenue hike. CEO and deal the previous year, while shift to a more outcome-based as “one of the UK’s fastest-growing majority owner David Pollock net profits leapt from £2.3m to

52 53 VAR 350 VAR 350

£2.7m. Targeting the corporate, “crying out for some investment acquisition Comparex outgrew it Comparex’s acquisition by revenue barrier in its year to 31 Security, NTT Communications education and creative markets, and leadership”. in the UK last year, however. arch rival SofwareONE has December 2018 as net profits and 25 of its other businesses. Jigsaw24 was taken over by its not affected staff morale at its widened from £4.6m to £4.7m. The new firm is based in London. founder Roger Whittle in March 26. Bell Integration 23. Avanade offices in Harrow and York, its Although its server, storage and Dimension Data’s UK business 2018 in an Alcuin Capital-backed Revenue: £144.1m (+11%) Revenue: £179.1m (+23%) UK directors claimed as they network unit clocked up 80 per posted revenues of £408.4m in its management buyout. Net profit: -1.8% Staff: 317 Net profit: 16% Staff: 464 unveiled a 34 per cent revenue cent growth, workplace remained most recent accounts covering This IBM and Oracle partner’s With Microsoft still on fire under hike for the year to 31 March its largest product group on an elongated 18-month period, 29. Scan Computers revenues beefed up 11 per cent to Satya Nadella, it’s no surprise 2019. Globally, Germany-based the back of a 40 per cent uplift. equating to a six per cent rise Revenue: £131m (+16%) £144.1m in its year to 31 March that this dedicated Microsoft Comparex turned over €2.1bn last During the year the firm, which pro rata. Net profit: 2.2% Staff: 228 2018, results for which captured enterprise technology partner’s year, employing 2,450 staff. Having has 16 UK offices, opened its This custom PC builder and a first full year of trading from UK arm enjoyed a blazing year acquired Comparex in October third apprentice academy in 13. SHI International components specialist attributed recent acquisitions Portal and to 31 August 2018. Its revenues 2018, SoftwareONE commenced Romford, Essex. Revenue: £320m (+12%) robust top and bottom-line growth Hamilton Rentals. Net losses rocketed by nearly a quarter, while integration of the two businesses Net profit: N/A Staff: 160 in its year to 30 June 2018 to hit £2.5m, however, nearly half net profits virtually doubled to in the UK on 1 April 2019. 16. Apogee One of a trio of three-lettered demand for crypto-currencies, as of which was attributable to £28.8m. An 80-20 joint venture Revenue: £239m (+28%) US reseller giants featured in well as the growth of several high- unfavourable movements in between Accenture and Microsoft 19. eBuyer Net profit: -7.8% Staff: 1,097 this report, New Jersey-based profile business accounts. Founded sterling. Bell recently opened a which turns over $2.5bn globally, Revenue: £212.2m (+5%) Having switched its year end in Microsoft, Dell, HP and Cisco in 1987, Bolton-based Scan targets new office in Singapore, adding to Seattle-based Avanade appointed Net profit: 0.5% Staff: 233 order to align with that of its new partner SHI continues to grow at a both consumers and businesses its Portsmouth HQ and additional a new CEO in June in the form of This East Yorkshire-based e-tailer parent HP Inc, this Maidstone- rate of knots, with global revenue through its website and call centre. locations in London, Wokingham, Pamela Maynard. defied “competitive pressures” to based managed print hulk posted breaking the $10bn mark in its This August it launched a new Stevenage and Hyderabad. record a five per cent revenue rise revenues of £199.2m in the 10 fiscal 2018. scheme pledging to replace faulty 22. Buy IT Direct in its year to 31 December 2018, months ending 31 October 2018, Based on market sources, we hardware within 48 hours. 25. Phoenix Software Revenue: £188.2m (+28%) with net profits holding steady compared with £250m for the estimate its UK business, which Revenue: £152.4m (+17%) Net profit: 0.9% Staff: 396 at just below £1m. It claims the previous 16-month period. Net acts as a hub for Europe , now 28. Maintel Net profit: 2.7% Staff: 182 Posting revenues of £188.2m in its accuracy with which its system losses hit £18.7m. Tuan Tran, turns over £320m – a 12 per cent Revenue: £136.5m (+8%) This York-based public sector year to 31 March 2018, this e-tailer picks and ships the correct order who leads the HP business unit rise year on year. Based in Milton Net profit: 1.5% Staff: 605 licensing specialist said it made houses six brands including remains above 99.9 per cent. The that is managing Apogee, told Keynes and employing 160 staff, Former Avaya UK boss Ioan investments in specialist staff to Servers Direct, Drones Direct business section of its website is CRN in March that the company’s SHI UK is currently investing in McRae heaped praise on Maintel’s bolster its ability to deliver and and Laptops Direct, the latter of currently pushing HPE ProLiant plan is to keep Apogee at “arm’s scaling its integration capabilities. ICON cloud and managed services win cloud-based opportunities which claims to be the UK’s largest servers, as well as HP large-format length” while it ploughs on with suite as he was announced as in its year to 28 February 2019. online laptop specialist. The printers and Microsoft Office 365 acquisitive growth. 12. Bytes Software Services outgoing CEO Eddie Buxton’s Revenues hit £152.4m, compared Huddersfield-based e-tailer had Business Premium. Revenue: £345.9m (+33%) replacement this October. Maintel with £160m for the previous had a busy 2019, purchasing Better 15. NCC Group Net profit: 2.9% Staff: 286 saw a “significant increase in all its 15-month period – an 11 per cent Bathrooms from administration 18. RM Revenue: £250.7m (+8%) Thanks partly to a bumper £150m key financial metrics” in its year jump on a pro-rated basis. Phoenix and acquiring more warehouse Revenue: £221m (+19%) Net profit: 10.2% Staff: 1,723 Microsoft Windows NHS win, to 31 December 2018, as revenue sold up to rival Bytes Technology space at its HQ. Net profit: 7.7% Staff: 1,882 This London-listed cybersecurity this Leatherhead-based software rose eight per cent and net profits Group last year, but will continue Despite its roots as a schools PC provider almost quadrupled net licensing specialist saw revenue widened from £1.5m to £2m. to operate separately according to 21. Banner Group supplier, RM drew less than a third profits to £25.5m on revenues that power up by a third to £345.9m Cloud-related revenues generated group CEO Neil Murphy. Revenue: £191.9m (+25%) of revenues from its technology rose seven per cent to £250.7m in its year to 28 February 2019. £20.7m of its £136.5m top line, Net profit: 0.2% Staff: 556 division in its year to 30 November in its year to 31 May 2019. UK Net profits bulged from £6.3m with managed services chipping in 24. SoftwareONE The technology arm of this 2018. Supplying over 8,000 assurance revenue declined 1.1 to £10m. Bolstered by its recent £44m. Revenue: £174.8m (+27%) business supplies hulk boasts schools and employing 800 staff, per cent to £88.9m, which NCC acquisition of Phoenix Software, Net profit: 2% Staff: 136 Platinum and Gold partnerships ‘RM Education’ saw revenues attributed to a managed decline in Bytes Technology Group – 27. SBL This software licensing behemoth with HP, Dell, Lenovo, Samsung, slide four per cent to £67.6m due low-margin reselling and high staff owned by Johannesburg-listed Revenue: £139.3m (-10%) became Europe’s second-most Acer and Xerox. Artificially primarily to the planned contract turnover. In 2015, staff appeared as IT group Altron – is now a Net profit: 1.5% Staff: 132 valuable reseller behind only boosted by a group restructure, completion of several long-term cyber experts on TV show Hunted. £535m-revenue monster. SBL is now a £220m-revenue Bechtle this August upon its Banner saw revenues balloon 25 contracts. The wider group’s 19 business thanks to a recent £2.2bn debut on the Swiss per cent in its year to 31 December per cent revenue uplift was thanks 14. Dimension Data 11. Capita IT & Networks gargantuan MoD win, new chief stock exchange. The Microsoft 2018. The Sheffield-based firm primarily to its recent purchase Revenue: £272.3m (+6%) Revenue: £404m (-3%) executive Phil Doye told CRN and Adobe partner’s UK arm made three trade and asset of Australian assessment software Net profit: 1.2% Staff: 598 Net profit: N/A Staff: 3,400 after buying the York-based saw revenues rocket 27 per acquisitions during the period, provider SoNET. This global Cisco Gold partner Capita admitted that 2018 was a Microsoft partner in August. Its cent to £174.8m in its year including that of £11m-revenue was rolled into an $11bn-revenue year of “fixing the basics” across most recently filed accounts show to 31 December 2018, which consumables specialist Spectrum. 17. CCS Media business known as NTT Ltd on the division that houses its reseller revenue dipping 10 per cent to it attributed partly to having Revenue: £228.7m (+27%) 1 July 2019. Having acquired activities. £139.3m with net profits roughly a “stronger and more senior 20. Comparex Net profit: 2.1% Staff: 479 Dimension Data in 2010, Japanese ‘Capita IT & Networks’ saw flat at £2.1m. In an interview with salesforce”, while net profits bulked Revenue: £192.7m (+34%) This Chesterfield-based reseller parent NTT has now united the revenue fall three per cent to CRN, Doye admitted that SBL was up from £2.3m to £3.4m. Recent Net profit: 0.7% Staff: 56 smashed through the £200m networking specialist with NTT £404m in the year to 31 December

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2018, which the LSE-listed 8. Insight Direct Corporate Services unit, based Q&A: Neil Hall, Computacenter outsourcing giant blamed on a Revenue: £558.3m (+11%) partly on its 2017 Alternative combination of contract losses and Net profit: 2.1% Staff: 798 Networks purchase, saw revenue Top-ranked Computacenter’s UK MD reflects on an eventful 2019 lower volumes of managed IT and Double-digit growth in hardware, drop from £277m to £252m. You’re the UK boss of the largest player in our How is Computacenter’s competitive landscape enterprise services. software and services sales fuelled Its other direct-selling division, Adjusted operating profits for a 17 per cent revenue hike at the ‘SMB’, contributed £136m to the industry, looking after more than 4,000 staff. changing, and is the threat from direct-selling the division, which employs 3,400 UK arm of this global reseller in top line, with its indirect Allvotec Looking at how you spend the bulk of your time, vendors growing or shrinking? staff in the UK, India and Poland, its year to 31 December 2018. and Digital Wholesale Solutions is there anything that might surprise people? We’ve seen the deal size reduce through more fell sharply, from £62m to £45.3m. Net profits swelled from £8.1m arms generating £94m and £188m, The thing I love most is spending time with our own disaggregation of service contracts. And while we’ve Under its ‘One ITS’ programme, to £11.4m as gross profits grew at respectively. people and our customers. had, I think, our strongest year for some time in Capita said it is aiming to trim a faster rate than administrative Daisy’s preferred profit measure Having a relatively small number of large renewals – with renewal rates over 99 per cent – I costs in this part of its business expenses. Since year end, Insight of EBITA was also flat, at £127.1m, customers – we have around 100 in the UK – helps think we’ve seen more tier-one service integrators by introducing shared services Direct’s NASDAQ-listed parent although net losses widened from us really understand the market and enables us to come into our space, because deal sizes have centres and increased use of has acquired arch rival PCM in a £97.3m to £142.8m as it ate an be flexible and agile and move with our customers become a little bit smaller. outsourcing. blockbuster $580m deal. Having £88m amortisation charge and only opened shop in 2017, PCM’s finance costs of £141m. Daisy and co-create – so that’s probably where I get most Vendors are sometimes competitors, and 10. XMA of my energy from. sometimes good, strong partners. UK business turned over £35.6m secured £1bn in fresh financing Revenue: £414.4m (+5%) last year, employing 120 staff, from US investment firm Ares on I include vendor partners in that, but I enjoy I looked at your statistics in Top VARs and you Net profit: 1.5% Staff: 482 compared with Insight Direct’s 31 January 2019. working with customers with vendor partners, rather said 12 or 13 per cent growth across the channel. This Nottingham-based, public 800. Globally, Insight turned over than just having vendors in the room. Co-creating I don’t think that vendors have been seeing that sector-focused reseller opened a $6.7bn last year. 5. SCC with customers can be the most exciting place to be type of growth. And I think that’s because we’ve new office in Surrey to house its Revenue: £680.5m (+15%) and we do a lot of that. been seeing a bit more direct to indirect. We have expanding corporate sales team 7. WWT Net profit: 2% Staff: 1,646 I listen to other people you report on and maybe lots of vendors wanting to deal directly with those during its year to 31 December Revenue: £560m (+10%) Anyone hunting for proof that they talk about future technologies three or four large enterprise customers, but we’re starting to 2018. A five per cent annual Net profit: N/A Staff: N/A product reselling is enjoying a years out, and what’s going to come down the line. make a difference there and there are some vendors revenue jump was more than With 5,000 staff and revenues renaissance need look no further I’m not qualified to do that. We’re very customer-led. who recognise the value we bring in those large matched at the bottom line, as topping $11bn, WWT is the than the latest UK accounts of this We understand the market we operate in and we try enterprise relationships. net profits plumped up from world’s second-largest tech Birmingham-based reseller and to understand what’s coming next, but we can’t go £4.9m to £6.3m. Part of the solutions provider behind CDW. services juggernaut. £2.5bn Westcoast Group, A lack of local accounts means In contrast to previous years, two, three, four years out. XMA claims that it is the only we’re in the dark as to the size of product sales took centre stage UK reseller to reach HP triple its Canary Wharf-headquartered in SCC’s year to 31 March 2019, Computacenter, Softcat, CDW, Insight and SCC Platinum status. It shipped UK business, but based on market bulging by a fifth to contribute grew UK product revenues by over £800m in their 650,000 orders last year. sources and WWT’s overall £495m to the total £680.5m UK latest year. What’s driving this rebound in product growth rate we would estimate a top line. UK services revenues sales, and is it sustainable? 9. Telent Technology £560m run rate. inched up just one per cent to Customers are not only looking to deal with the Services Globally, WWT has eight £186m. challenge of Windows 7 end of life, they’re also Revenue: £542m (+38%) ‘strategic’ vendor partners in the Having gobbled up audiovisual Net profit: 3.6% Staff: 1,865 looking at it as an opportunity to drive a new form of Cisco, Dell EMC, HPE, specialist AVS and managed print digital workplace with the right collaboration This technology and network NetApp, VMware, F5 Networks, player Hobs Onsite last year, the techniques, the right ways to enable their business services giant bagged a monster Intel and Microsoft. HP and HPE Platinum partner £100m deal in March to provide will continue to seek “targeted further and get more from the data and the the IT and comms infrastructure 6. Daisy acquisition opportunities,” CEO information they have within the boundaries to Hinkley Point C, the first Revenue: £675.7m (-1%) James Rigby promised. of their building. nuclear power plant to be built in Net profit: -21.1% Staff: 3,744 Adding in contributions from Coming to buildings, we’re seeing building the UK in 25 years. With founder Matthew Riley back France and Spain, SCC’s group rationalisation, which is another driver for Warwick-based Telent’s total pulling the strings, this telecoms, turnover rose 18 per cent to a that modern workplace: it gives them an revenue rocketed 38 per cent to IT and cloud juggernaut has new high of £2.2bn, with group opportunity to step back, and in doing £542m in its year to 31 March ditched its previous ‘One Daisy’ operating profits increasing 1.7 per that we’ve seen more diverse ecosystems, 2019 as its move to assume mantra and instead moved to hand cent to a record £28.2m. The wider with significant growth in non-Windows full control of a joint venture its constituent divisions more Rigby Group turns over £2.77bn. with fallen outsourcer Carillion operational independence. platforms, especially around Apple. 4. CDW I don’t know whether that will continue. bolstered its top line. Its Accounts for the year to 31 Network Services arm reported March 2019 show flat revenue of Revenue: £881.1m (+22%) But it feels like a good time to be rising demand for on-premise £676m as the Lancashire-based Net profit: 5.5% Staff: 1,250 running the largest UK reseller. and cloud-based networking, firm hit pause on its M&A blitz. The world’s largest reseller will compute and storage projects. Daisy’s mid-market-focused follow up its 2015 purchase of

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Year ends We have provided run-rate revenue estimates for four big outfits that do not split out a number for their UK 1. Computacenter reseller arms, namely BT, WWT, SHI and Crayon. All other revenue numbers are based on the latest set of UK annual accounts we could locate for each company (as of November 2019 for the top 100 and December Revenue: £1.62bn (+10%) 2019 for those ranked 101 to 300), the year ends for which are displayed below. In instances where these Net profit: 2.8% Staff: 4,126 covered a truncated or extended annual period, we have annualised the figures. 120 120 Speaking at CRN’s recent European Channel German, French and international arms contributing 100 Leadership Forum (ECLF), Computacenter CEO a respective €2.12bn, €557m and £381m to the total. Mike Norris asserted that the channel is in the 2019 has brought more mixed fortunes for 10090 80 middle of a “super cycle” of growth from Computacenter’s UK business, with sales here which all resellers should be benefiting. down eight per cent to £794m in its fi scal fi rst 8070 Computacenter itself is certainly half, despite group revenues hiking by 21 per 60 grabbing its share of the spoils, with a 10 cent to £2.43bn. 6050 per cent annual spike in its UK top line However, Norris (pictured), who became enough to ensure it retains its status as the longest-standing CEO of a FTSE 350 fi rm 40 40 this country’s largest reseller by a last year upon the abrupt departure of 30 £200m margin. WPP’s Martin Sorrell, gave a glowing 2020 Th e LSE-listed giant posted assessment of the health of the industry 10 domestic revenues of £1.62bn in at ECLF. its year to 31 December 2018, “If you put £1,000 into a reseller, 00 30 31 31 28 31 30 31 30 31 31 30 31 30 31 31 28 31 30 31 30 31 31 with good old-fashioned product you’d have done a lot better than Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec Jan Feb Mar Apr May Jun Jul Aug 2018 resale – or ‘Technology Sourcing’ if you had invested it in Atos, 2017 2019 Run rate estimate as Computacenter refers to it – Capgemini and the service generating all the growth). Net companies. Five years ago no-one UK outfit Kelway by acquiring a BT Business Direct and Engage per cent growth it logged in its profi ts followed suit, bulging would have told you to invest it in top 10 European reseller, Canalys IT, turned over more than £500m fi scal 2018. from £41.2m to £45.1m. resellers, not even me,” he said. boss Steve Brazier predicted before the telco stopped reporting Growth was “broad based”, Driven partly by an “So if you haven’t done well over at October’s Canalys EMEA their individual numbers and CEO Graeme Watt stressed, with international M&A push, group the last fi ve years then you need to look Channels Forum. rolled them into its wider group. software GII ballooning 40 per revenues soared by 15 per cent to at yourself, because you should have done CDW’s UK arm continues to It’s now an impossible task to cent to £788.9m, hardware up 23.5 £4.35bn, with Computacenter’s well. Th e channel is in a fantastic position.” close in on £1bn revenues, with quantify the size of BT’s activities, per cent to £453m and services market share gains and a focus so we have simply added on 10 per expanding 14 per cent to £172.2m. Revenue breakdown UK revenue (£bn): last five years on client device refresh helping cent to last year’s fi nger-in-the-air All eight of its regional offi ces 2.0 2.0 to propel revenues 22 per cent estimate of £1bn. operating throughout the period Technology sourcing to £881.1m in its year to 31 Th e wider BT Group saw showed “positive progression”. December 2018. With global revenue fall one per cent to Softcat’s ‘revenues’ – which £1.16bn revenues of over $16bn and nearly £23.4bn in its fi scal 2019. no longer encompass revenue vs £987.3m 10,000 staff , Illinois-based CDW’s streams it has been forced under 1.62 (+17.2%) 1.5 1.5 market value recently topped 2. Softcat new accounting rules to “net 1.47 $19bn, putting it on a par with that Gross invoiced income: £1.41bn down” – fell tantalising short of 1.35 1.38 1.35 of key vendor partner HPE. (+31%) the £1bn marker, hitting £991.8m. In a recent update, CDW Net profit: 4.8% Staff: 1,330 Net profi ts, meanwhile, leapt from Managed services CEO Christine Leahy said the With its purple patch showing £55m to £68.5m. £341.3m 1.0 1.0 UK recorded mid-single-digit no signs of abating, Softcat’s In a recent interview with £bn growth in constant currency in market cap recently breached the CRN, Watt said his job is to build vs £343m its Q3 ended 30 September 2019, £2bn mark – making it nearly as on Softcat’s heritage of growing (-0.5%) adding that its recently established valuable as some of the vendors domestically while developing presence in the Netherlands it carries, including Mimecast its “multinational/international” Professional services 0.5 0.5 could serve as a “Brexit and Sophos. strategy. contingency plan”. Th e FTSE 250 fi rm’s ultimate “At some point in the future, £118.5m top line – which it now terms it will become tougher to grow vs £142.9m 3. BT ‘gross invoiced income’ (GII) market share, and we have other Revenue: £1.1bn (+10%) rather than revenue – boomed options in the locker. Good (-17.1%) 0.0 0 Net profit: N/A Staff: N/A 31 per cent to £1.41bn in its year companies do things in parallel,” 2018 2017 2016 2015 2014 BT’s reseller brands, including to 31 July 2019, topping the 30 he added.

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CSI £44.8m Fordway Solutions £9.7m Kinly £20.8m CSPI £6.8m Form IT Solutions £16.1m KRCS £4.2m A to Z of VARs D4t4 Solutions £25.2m Frontline Consultancy £10.5m Krome Technologies £15.4m Dacoll Group £25.1m G3 Comms £21.2m LA Micro Group £29.8m 1Spatial £17.6m Banner Group £191.9m Charterhouse Voice & Data Daisy £675.7m Galtec £16.2m Lima Networks £12.7m 365 ITMS £12.4m Bechtle £62.6m £22.7m Data Intensity £33.7m GBM Digital £76.9m Logicalis £107.9m 4NET Technologies £19.4m Bell Integration £144.1m Chess £111.5m Datcom LLP £1.9m GCI £86.7m Lombard Technology Services 9 Group £33.8m Bistech Group £16.5m Christie Data £7.5m Datel £26.7m Getech £34.6m £32.9m Absoft £4.8m Block Solutions £41.5m Cinos Ltd £8.8m Deans Computer Services Graitec £26.9m Lynx Networks £4.5m Academia £60.1m Blue Chip Customer Engineering Circle IT £14.9m £3.3m Green Cloud IT £3.3m m-hance £12.8m Acora £15.9m £44.5m Circular Computing £16.8m Dimension Data £272.3m Grey Matter £41.6m Maintel £136.5m ACS Business Supplies £23.1m Blue Cube Security £13m Cisilion £37.1m Diversified Ltd £16.4m GV Multimedia £29.2m Majenta Solutions £14.1m ACS Systems £20.6m Bluesource Information £22.2m Claranet £113.8m DMC Canotech £38.7m Hardware £32m Man and Machine £12.7m Acuma Solutions £11.1m Boston Networks £7.8m Clarity Copiers £19.5m DMW Group £19m Highlander Business Solutions MBA IT £11m Adarma £32.6m Britannic Technologies £13.9m Cloud Direct £13.7m DTP £47m £20m MCSA Group £39.4m Adept Technology £51.3m BSI Cybersecurity and Cloud Technology Solutions EACS £20m HighPoint £26.3m Media Powerhouse £11.4m Advanced 365 £33.9m Information Resilience Ltd £5.5m £26.1m eBECS £44.5m HighSpeed Office £11m Meridian IT £20.9m Akhter Group £8.3m BT £1.1bn CloudCoCo Group £10.2m eBuyer £212.2m IC Technology £2.1m Microlink PC £10.6m Albion Computers £26.5m Business Connexion £1.5m Cloudreach £81.7m ECS Europe £38.4m IDE Group £41.1m Microtech Group £5.8m Altodigital £71.2m Buy IT Direct £188.2m Codestone £12.7m ECSC £5.4m IDN Supplies £23.4m Midshire Business Systems Amicus ITS £8.7m Bytes Security Partnerships Columbus Global UK £22.9m Edenhouse Solutions £38.2m IGX Global UK £48.6m £19.6m Ampito Group £45.1m £37.5m Comcen Computer Supplies Egton Medical Information Incremental Group £9.9m Millgate £53.5m Anchor Computer Systems Bytes Software Services £15.1m Systems £102.9m Inoapps £29.3m Minttulip £2.6m £5.1m £345.9m Commercial £65.5m Electrosonic £33.3m Insight Direct £558.3m Mirus IT £9m Annodata £55.6m CACI Limited £110.7m Commsworld £21.6m Elite Group £53.3m Insight Systems £7.9m Möbius Business Technologies ANS £53.1m Cadline £29m Communicate Technology plc Ensono £63.3m Intercity Technology £33.2m £6.5m Apogee £239m CAE £103.9m £3.5m EOS IT Solutions £30.8m Invenio Business Solutions Modality Systems £12.5m Arcus Global £13m Cancom UK £63.4m Comparex £192.7m Escape Technology £12.2m £25.5m MTI £44m Arena Group £23.6m Capita IT & Networks £404m Complete I.T. £17.5m Esteem Systems £35.3m Involve Visual Collaboration Natilik £52.6m Arrow Business Communications Capita Workplace Technology Complete IT Systems £18.1m Ethos Group £25.2m £10.7m Navisite Europe £25.8m £37.9m £42.6m Compu b £111.7m European Electronique £50.8m IP Integration £20.4m NCC Group £250.7m ASL £21.4m Capital Document Solutions Computacenter £1.62bn European Office Products £2.8m IT Lab £51.7m Nettitude £15m Aspire Technology £20.2m £22.7m Comtec Enterprises £4.3m Eurotech Computer Services IT Professional Services (ITPS) Network Telecom £11.7m Atlas Business Group of Capito £4.8m Concept Group £21.3m £3.8m £19.2m New Signature UK £10.8m Companies £1.1m Caretower £24.8m Connect Managed Services Evaris Solutions £4.6m ITC Secure £24.1m NG Bailey IT Services £33.9m Autodata Products £9.9m Castleton Technology £26.4m £29.9m Excalibur Communications Group Itelligence £73.4m Node4 £45.5m Avanade £179.1m CCE £21.9m Connecting London £2.1m £9.2m ITM Communications £14.4m Nolan Business Solutions £4.1m AVEX International Ltd £714,000 CCL Computers £33.5m Content and Code £11.9m Excel Group £37.2m Jade Solutions £11.3m Northdoor £24.4m AVI-SPL £39.2m CCS Media £228.7m Cooper Parry IT Solutions ExcelRedstone £28.4m Jarvis Tech £23.9m Novatech £32.1m AVMI £64.2m CDW £881.1m £29.6m Exception Ltd £19.5m Jigsaw24 £119.3m Novosco £37.6m Axial Systems £20.5m Celerity £63.2m Corona Corporate Services Excitech £37.1m JT Global £11m NS Optimum £6.7m Axians Networks Ltd £51.4m Centerprise £79.6m £22.5m Explorer UK £10.1m K3 Business Technology £83.3m NSC Global £71.9m Babble Cloud £7.8m Centiq £5.4m Covenco £14.4m Fitzrovia IT £5.8m Kcom Enterprise £89.3m NTT Security £38.5m Bamboo Technology £10.9m Certus Solutions £10.3m Crayon £70m Fluent2 £1.7m Khipu Networks £16.9m Ocean Intelligent Focus Group £59.1m Kick ICT Group £7.1m Communications £13.9m

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OCF £16.6m Reflex £14.1m Symec Technologies £12.6m OGL Computer Services £21.6m Retail Assist £14m SysGroup £12.8m Olive Communications £28.9m Risual £11.8m Tangible Benefit £28.7m OneCom £87.1m RM £221m Taylor Made Computer Solutions ONI £18.5m Roc Technologies £40.3m £10.1m Open Systems Technology Roche Audio Visual £12.8m Technoworld £32.6m £8.7m Sabio £71.8m Tectrade £31.2m Optimity £6m SAGlobal Europe £10m Telent Technology Services Pacific Computers £9.5m Sapphire Systems £36.7m £542m Papergraphics £28.4m Satisnet £11.9m Teneo £23.8m Park Place Technologies £15.4m Saville Group £43.6m TET £43.7m PC Specialist £55.1m SBL £139.3m TIG £6.4m PCM £35.6m Scan Computers £131m Timico £44m PCS Business Systems £25.1m SCC £680.5m Total Computers £70.5m Peach Technologies £7.8m SCC AVS £9.7m Trams £47.5m Pennine Telecom (now Avoira) SCC MPDS (formerly M2 Digital) Transparity £4.8m £9.5m £49m Transputec £13.1m Pentesec £9.7m Scotia £3m Trustco plc £4m Perfect Colours £17.2m SecureCloud+ £4.4m Tryzens £12m Phoenix Datacom £20.8m SecureData £43.6m TSG £34.5m Phoenix Software £152.4m SecureLink £25.8m UK Computer Group £23.4m Pinacl Solutions £21.5m Servium £23m Ultima Business Solutions Pinnacle £3.7m Shearwater Group £23.5m £110m Pinnacle Computing (Support) SHI International £320m United Carlton £16.5m £14.9m SICL £10.8m Universal AV £12.7m Plan-Net £10.6m Silverbug £6.1m Utilize £10.2m Port-P £12.1m Six Degrees £105.8m Version 1 £42.4m Principal £15m Smartcomm £25.5m Vetasi £11.2m Printerland £45.2m Smarter Business £11.9m Viadex £49.9m Proact UK £53.1m Snelling Business Systems Vision Group £21.3m ProAV £72m £10.3m Vodat £24.1m Probrand £44.9m Softcat £1.41bn Vohkus £105.2m Prodec Networks £12.5m SoftwareONE £174.8m Vysiion £12.8m Prolinx £12.5m Sol-Tec £10.1m Wanstor £12.4m PTS Consulting £42.5m Solid Solutions Management Wavenet £23m Pugh Computers £12.6m £51.6m Western Computer £13.6m Pure Technology Group £27.8m Somerford Associates £16.5m Workspace Technology £6.4m Pythagoras Communications Spectrum Computer Supplies WTL plc £4.7m £9.1m £11.8m WWT £560m Q Associates £30.2m Stanford Marsh £19.3m Xantaro £20m QUANTIQ £20m Stone Computers £81.7m Xeretec £72.7m Rail Asset Management Storm Technologies £108.6m XMA £414.4m Solutions £8m Stormfront £57.2m York Telecom £13m Recarta IT £10.4m swcomms £18.4m ZenOffice £15m Redcentric £93.3m Switchshop £11.1m Zones £63.3m 62