GSS marks rebound with talk of new office

Security VAR claims it is looking at record Q4 pipeline after tough few months

David Hobson: We now have some great contracts on the go

Security VAR GSS is planning to open a City office and claims it is on course for a record fourth quarter after suffering a barren patch in Q2 and Q3.

The Worthing-based VAR has traditionally generated 60 per cent of its sales from the public sector and managing director David Hobson admitted sales were down under the coalition government.

“We were expecting a significant amount of business to land in Q3 that landed in the first week of Q4, which was frustrating,” he said. “But we now have some great contracts on the go.”

Hobson dismissed rumours that the VAR had experienced difficulties obtaining credit as sour grapes from competitors. “I am not aware of us having lost any deals because we have not got credit from distribution,” he said.

"Since the election the country has frozen. I chatted to a vendor a month or two back, who said he had done 65 per cent of his numbers in Q2. Everybody had a tough Q2 and would quietly admit having the same issues."

Hobson confirmed sales director Andy Milton recently left due to personal circumstances, but revealed Lloyd Conway had been hired from competitor Chameleon to head up its finance team business.

“We are looking at opening an office in the City,” he revealed. “Finance is probably 10 per cent of our business, but is not nearly as much as it should be.”

Hobson said GSS had also recently become a PCI-certified Qualified Security Assessor (QSA).

“There are not many companies out there that can provide the full consulting, QSA and product portfolio [around PCI],” he said.