Intelligent Channel Partnerships
ICP’s Directors are channel business professionals with a combined 40 years experience in the European IT channel. They have a background in Networking and Security, Servers, Storage, Desktop and Storage Virtualisation and a proven track record in developing channel business through OEMs, Distributors, Dealers, System Integrators and Resellers.
After 5 years as a Regional Sales Manager at Memec, Jon joined Acal to set up its IT channel business in 1995. This highly successful appointment ultimately led to the formation of Acal’s EMEA IT distribution business which prior to being sold had revenues of £100m in Europe.
Most recently Jon has been responsible for developing Huawei ‘s U.K Channel business which has experienced rapid growth and won new business from established tier 1 vendors across a wide range of vertical markets and industries.
Paul Reeve has worked at senior Director level in the IT industry for the past 15 years prior to which he also held executive positions at the start up company Dean Microsystems and Acal Electronics Ltd. Paul was responsible for formulating the IT channel strategy for Acal and led the teams responsible for building its £30m sales in Storage Networking and Networking across the UK and rest of EMEA.
In his various roles Paul has had responsibility for designing, implementing and managing channel strategy for a wide variety of international companies bringing products into EMEA for the first time. Paul has both a wide range of market experience covering server, storage and networking solutions and business experience covering matters like import/export regulation and compliance of products brought into the European market.
Paul brings ICP’s clients a wide range of channel contacts and experience plus a strong business background in budgeting, planning and implementation of strategy.
Nigel was Vice President EMEA of Performance Technologies, a NASDAQ listed leading provider of OEM hardware and software solutions to the TEM market. During his 7 year tenure EMEA sales grew from $1m to $21 finally exceeding North American sales in 2007.
Previous to PTI, Nigel was involved in several start up IT companies including Dean Microsystems, a specialist IT hardware and software distributor where he was Managing Director from 1987 to 1992. The company subsequently became part of the larger ACAL PLC group and where Nigel performed the role of Acal Electronics Managing Director until 1995.
Intelligent Channel Partnerships is a full-service channel sales organisation. We supply a fully outsourced sales operation to innovative technology companies looking to develop business in the European market.
ICP was formed with the aim of solving the key issues facing innovative technology companies in bringing products to Europe and developing cost effective channels to market.
The traditional distribution /reseller model no longer offers the same opportunities for entry into the market. Distributors are often slow to engage and manage and dealers and resellers difficult to recruit, enable and motivate particularly in today’s economic climate. In addition, the entry level requirements for these business arrangements are becoming increasingly more prohibitive and it may no longer be a viable option for new entrants into the market. An alternative approach is therefore needed.
The cost of doing business in Europe on a directly employed basis remains high and there is always the difficult challenge of finding the right people with the right skills for the job.
