16 01732 759725 VIEW FROM THE CHANNEL demand around workplace productivity and communications, especially where businesses are trying to simplify fragmented environments and get more value from existing investments. We have some unique skills around digital transformation programmes to Cloud, using our partnerships with Zoom and Mitel. TR: What recent wins are you most proud of? SH: The biggest win has been the successful integration of the businesses we’ve brought together. Aligning multiple companies with different cultures, systems and go-to-market approaches into a single brand and operating model is a significant achievement, and it sets the foundation for everything that follows. It also gives us a repeatable model for future acquisitions as we re-enter the M&A market. We’re also seeing better alignment between sales, marketing and technical teams, which is translating into a more consistent pipeline and improved bookings momentum. TR: Where is business proving most difficult? SH: For us, like many in the channel, predictability remains a challenge; our customers are taking longer to make decisions, deals are being scrutinised more heavily and there’s less tolerance for anything that doesn’t clearly link to business outcomes. There’s also a level of market noise, with overlapping solutions and messaging, which makes it harder for customers to navigate and for partners to differentiate themselves. That’s why clarity has become such a focus for us, simplifying both the message and the engagement model. TR: How have you changed/are you changing business operations to exploit new opportunities? SH: A lot of our focus has been on alignment and execution as we’ve moved towards a more integrated model where sales, marketing and technical teams work around shared goals and defined growth plays rather than operating in silos. We’re also putting more structure around pipeline generation, introducing consistent rhythms, clearer definitions and a stronger link between activity and commercial outcomes. At the same time, we’re investing As part of its growth strategy, CloudClevr has also strengthened its leadership team with the appointments of Tony Barker as CFO and Louise Mahrra as Marketing Director. Commenting on recent developments at the company, Mahrra said: “What’s clear is that CloudClevr has taken the time to build for scale. The integration work has created a much stronger foundation, operationally, commercially and culturally. As we move into this next phase, the focus is on translating that foundation into consistent, repeatable growth. That means clearer market positioning, stronger alignment between sales and marketing, and a more deliberate approach to how we generate and convert demand. There is a real opportunity to build momentum at pace.” Here CEO Steve Harris gives his view from the channel. Technology Reseller (TR): How’s business? Better or worse than 12 months ago? And how confident are you about the future? Steve Harris (SH): The business is in a much stronger position than it was 12 months ago. The last year has been about integration, bringing together multiple acquisitions into a single, unified operating model. That’s not always visible externally, but internally it’s been a significant shift in how we go to market, how we serve customers and how we scale. We’ve come through that phase with real momentum and now have a more coherent proposition and a platform built for the next stage of growth. Looking ahead, confidence is high, but grounded in execution. We’re focused on consistency, building pipeline discipline, improving conversion and scaling in a controlled way, which also puts us in a strong position to grow both organically and through M&A. TR: In what areas are you experiencing strongest demand? SH: Demand is strongest where complexity and risk are highest, particularly across security and digital workplace. Today, more organisations are starting out with the assumption that they are exposed, not asking if they are, so the conversation has shifted from prevention to response and recovery. Alongside that, we’re seeing strong CloudClevr, a UK MSP backed by Rigby Technology Investments and supported by long-term funding from NatWest, is re-entering the M&A market as it looks to expand its capabilities and extend its reach across the UK. Established in September 2022, the Cheltenham-headquartered company provides end to end solutions covering communications and collaboration, customer contact, connectivity, mobility, IT services, security and assurance that, together, enable customers to modernise infrastructure, enhance customer engagement and support a more flexible, connected workforce. CloudClevr’s new expansion phase follows the successful completion of an 18-month programme to integrate its previous acquisitions – NGC Networks, 4Sight Communications, Bamboo Technology Group and Twisted Fish IT – into one brand with a single, scalable operating model. The transformation of CloudClevr’s sales organisation, including closer alignment with its technical practices, and continued investment in customer success and service delivery already appear to be bearing fruit, with enhanced recurring revenue, customer retention and bookings momentum providing a foundation for accelerated organic growth alongside planned growth through acquisition. With Steve Harris, CEO of CloudClevr View from the channel Steve Harris
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