technologyreseller.co.uk 21 INTERVIEW key initiatives (including ‘The Big Goal’ sponsored by Giacom and organised by the Street Soccer Foundation – streetsoccerfoundation.org.uk), so I think people see them as absolutely committed. This partnership, too, demonstrates that they want to make a difference and want to support UK small business through the channel in a big way.” He adds that the energy Sky has brought to the channel has had an immediate impact on sales: “Sales got off to a flying start. People started ordering Sky services as soon as we got the Sky proposition into our platform. The business was there and it started from day one.” Saunders believes that this is evidence of pent-up demand for Sky services and is looking forward to continued growth through its partnership with Giacom. “People are beginning to understand who we are, what our values are, what makes us tick and why you would buy from Sky. And we are getting better and better at articulating that. With all the activities we do, we make sure we’ve got a decent feedback loop, so we know what we’re getting right and what we can do better. We are delighted with where we are and even more delighted about the momentum that we’ve got. The opportunity ahead looks vast.” When it comes to priorities for 2024, Saunders highlights working with the channel to help leverage the innovation and creativity Sky is famous for from a product or digital marketing perspective, while also sharing insights and experiences in CSR and ESG based on Sky’s own net zero and carbon reduction activities. For O’Brien, it’s all about giving partners what they need to succeed – easy ordering, procurement and management of services, backed by technical expertise and great marketing support – and working together to unite the channel as a community. “It shouldn’t be underestimated what the power of a brand like Sky can bring to this sense of togetherness and community. That’s really important to me because I think it’s a really big part of the power of channel.” Giacom.com boost to Giacom’s fast-growing connectivity business. “Our connectivity portfolio is already an £80 million, £90 million turnover business. We’ve got double-digit growth in our connectivity business compared to market growth of 3% or 4%, so the channel is outperforming the market. If we can do something in conjunction with Sky that further differentiates UK channel into small business, I think we can accelerate growth above and beyond where we are today. We’re seeing 10% growth with our partner community and I don’t see any reason why we can’t get that to 15%-plus growth.” Both O’Brien and Saunders are encouraged by the reception Sky Business Wholesale has had in the channel since its relaunch, which is testament both to the strength of its product offering and to the power of the Sky brand. “I think Sky’s launch into the UK channel over recent months has gone down really well,” says O’Brien. “They’ve created some great theatre, some great presence. They’ve got behind some really Opportunities in cyber security Giacom Chief Operating Officer Nathan Marke highlighted the opportunity in cyber security at the inaugural MSP Cyber Secure Live event, held at London Science Museum’s Illuminate venue on November 22. Marke said: “Small and medium-sized businesses are vital to our economy – according to the Office for National Statistics, they represent 50% of the UK’s GDP and employ 60% of the country’s workforce. Unfortunately, SMBs are often targeted by cyber criminals, who see them as easier targets that are less likely to be fully protected and educated on the cyber threats out there.” Citing a report by Analysys Mason, he pointed out that by 2026, SMBs will account for 60% of business spend on cyber security globally, as they address the security risks posed by flexible working and greater use of mobile devices. “What we are seeing in the cyber security market is really positive, with SMBs recognising the threat and investing to protect themselves. However, very few SMBs employ IT and security skilled staff. Hence there are growth opportunities for local expert technology providers to deliver this expertise.” Speakers from leading vendors including headline sponsor Microsoft, Sophos, Bitdefender and Vade also highlighted the role of the channel in protecting SMBs. Keynote speaker John Mitchell, EMEA SMB Sales Director – Modern Work and Business Applications at Microsoft, said: “More than three quarters of SMBs think cyber threats are becoming more of a business risk, and companies are looking for ways to protect themselves from new forms of attack. “There is a huge opportunity for MSPs, working with providers like Giacom, to help meet the needs of small businesses and keep them safe from hackers.” www.giacom.com/products-services/security Nathan Marke MSP Cyber Secure Live was held at London Science Museum’s spectacular Illuminate venue. John Mitchell, EMEA SMB Sales Director – Modern Work and Business Applications at Microsoft. Jack Ducey Photography
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