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View from the channel – With David Silous-Holt, Managing Director, Blue Orange

Fast-growing IT support and supply specialist Blue Orange is on course for a record-breaking year of success despite the Covid crisis, aiming to double its multi-million-pound turnover and expand its skilled workforce as part of an aggressive growth strategy. Blue Orange specialises in remote and on-site IT services, as well as hardware supplies, to businesses, schools and colleges throughout Lancashire and beyond. The company’s ethos is based on integrity, honesty, agility and a fun working environment for its highly experienced technical, advisory and dedicated sales teams. Here, we ask Managing Director David Silous-Holt for 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?

David Silous-Holt (DSH): Business continues to grow and demand is huge at the moment, so it’s even better than last year. The business model we are building is not something that has happened overnight. It’s based on long-term sustainable growth.

TR: In what areas are you experiencing strongest demand?

DSH: We are seeing growth across all sectors especially education and general business. We’ve had to adapt to Covid, but it’s not slowed us down and in many ways has accelerated opportunities.

TR:Where is business proving most difficult?

DSH: The hospitality sector has been hit hard due to Covid, which is something neither we nor our clients can control. We continue to help clients to overcome challenges and hopefully next year will see more recovery. Our overall aim is to help all our clients grow whatever industries they operate in.

TR: How have you changed/are you changing business operations to exploit new opportunities?

DSH: We’ve changed our operating platforms, invested in technology, new vehicles and our staff, as well as the knowledge base around what we deliver. It’s part of a long-term, clear plan started four years ago.

TR: What do you see as the biggest challenges facing channel businesses today?

DSH: Sustained and controlled growth is important. We are currently in a good place and it keeps getting better. You require a vision, a plan and a way to execute that, especially during these unpredictable times.

TR: Could vendors and distributors do more to help resellers overcome the difficulties they face? And, if so, what?

DSH: I think the channel is such a great place to be. I love it, know it well and understand it. It can be hard for new businesses to get a strong foothold and that’s where vendors can help. Partnerships are crucial. Equally, newer companies have to prove themselves to earn credibility.

TR:Are customers becoming more demanding, and, if so, in what ways?

DSH: Customers are always demanding. They have a right to be and I don’t think anything has changed. In the current Covid crisis the world has been turned on its head. Little things can become big things and the bigger things have become less important – as people focus more on the short-term.

TR: If you could change one aspect of your job, what would it be and why?

DSH: More time would be nice because the business is growing so fast. But we have a great team to lead us forward and the future remains bright.


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TechnologyReseller: 2021