'We haven't lost a customer since we came to the UK' - DataSolutions CEO unveils €200m revenue target

Distributor doubles sales over three years

Citrix distributor DataSolutions has set a new €200m revenue goal after more than doubling its top line since 2019.

Having touched down in the UK in 2016, the Dublin-headquartered distributor drew two-thirds of its €98m (£85m) group revenues in its year to 31 March 2022 from the UK - and now regularly transacts with around 100 UK IT solutions provider partners. That's a 43 per cent hike year on year and up from €47m (£40m) in 2019.

DataSolutions' largest UK vendor is Citrix, with Check Point, HPE Aruba and IGEL among its other allies.

Talking to CRN, DataSolutions CEO Michael O'Hara attributed its UK traction to its service levels.

"When we came to the UK we needed to be competitive because we were going to be price-checked - but then it came down to the service we could give.

"Vendors make their licensing complicated so they can maximise their revenues. We have that knowledge and skill, and can turn around quotes within an hour typically - and 99.99 per cent of the time we're accurate.

"And then we give [partners] a very personal service. We follow up and keep them informed. That's what got us established, and we haven't lost a customer since we came into the UK market."

While DataSolutions' Irish and UK arms both grew double digits in fiscal 2022, the latter grew "exponentially", O'Hara said, although he stressed that the goal is not to sign "thousands" of UK partners.

"We have around 100 transacting partners. The technologies we sell - IT security and cloud-based solutions - are enterprise-based solutions and we deal with partners who are selling solutions. It's a small group: there are probably only 300 partner in the UK that fit into that category," he said.

Recent signings include cloud security vendor Orca Security, SOAR specialist D3 Security and Cato Networks - the latter of which it works with in Ireland only.

"Our goal now is to achieve €200m [revenues]," O'Hara said.