‘We’re always chasing double-digit revenue growth’: Wanstor CEO
Francesca White reflects on growth amid slow market conditions, tech investments, and C-suite changes
Based in London, Wanstor, founded in 2002, is targeting double-digit growth this year, fuelled by tech investments.
In an interview with CRN, CEO Francesca White explains she expects to end this financial year at around £26m in revenue, up ten per cent from £24m the year before.
She also highlights the firm’s results in EBITDA growth, projected to reach £2.8m.
“We’re always chasing double-digit revenue growth,” she says.
The CEO points to investments in AI, automation, and cyber, as propellers of FY25’s figures.
“After two years of investment in services and tech, this year we expect a 25 per cent increase in EBITDA,” she says.
“Rather than chasing short-term margin, we prioritised future readiness. That’s why FY25 is shaping up as a real step-change in profitability.”
The company could have achieved even more, according to White, but financial progress has been held back by slower market conditions, which led to longer sales cycles and less willingness to invest.
The firm offers its services to mid-market, large businesses, and charities, typically with around 250 employees and upwards of £10m turnover.
“These organisations want enterprise-grade technology without the enterprise overhead, and they value a partner that understands their sector,” she explains.
“For example, with not-for-profits, we understand all the sub-sectors, like housing associations and care associations.
“We know the technology they use, the processes, the metrics, and we use that knowledge to deliver the best possible experience.”
Beyond organic evolution, White adds that she is always exploring M&A opportunities, if the latter could accelerate its vertical expertise or add capability, especially in transformation and AI.
Serving Scotland, Wales, and ‘everywhere in between’
The MSP, which deals with businesses across the UK, has its main offices in London with additional ones in Hemel Hempstead, near Watford.
It also counts “a large remote team” across the country, from Scotland to Wales “and everywhere in between.”
While Wanstor has clients operating in mainland Europe, it is not a market White intends to target yet, as she sees plenty of opportunities in the UK.
The company currently partners with vendors such as BT, VMware, Oracle, Citrix, AWS, Cisco, Equinix, Trend Micro, Veeam, Fortinet, etc.
The MSP’s main partner is Microsoft, with which it has multiple certifications, says the CEO.
It also works with distributors such as TD SYNNEX, Arrow, Ingram Micro, Exclusive Networks, and Cadmus.
Mission and workforce changes
Wanstor currently has around 100 customers, and about 200 employees to support them.
The company’s leader has recently made changes to her workforce, as she hired Candice Arnold as the company’s first-ever CRO in September last year.
“She brings together all our sales and marketing into one role, which has been very effective.
“Sales are closest to customers, and marketing amplifies that message, so having them integrated works really well.”
Her appointment also means the leadership team is now split equally between female and male, something White says she is very proud of.
She also plans to hire more automation specialists, AI engineers, and cyber specialists to achieve a zero-ticket model and boost efficiency.
“We believe the traditional MSP model of SLAs and ticket counts is broken,” she tells CRN.
“We’re redefining managed services around three pillars: experience first with observability and digital experience management, AI-fluent with automation and responsible adoption, and secure by default where security is built-in, not bolted on.”