Specialism: Software and cybersecurity
Key vendors: Cloudian, Flexera, Logicgate, Malwarebytes, ManageEngine, Microsoft, Quest, Smartbear, Solarwinds, Vast Data
UK revenue: £87m
UK headcount: 41
Starting off life in 2003 as Sigma Software Distribution, this Devon-based software distributor rebranded as Climb Channel Solutions shortly after its parent company was acquired by US group Wayside Technology in 2020.
Its UK distribution revenues stood at £87m in its most recent year, the firm told us. That includes a partial contribution from Spinnakar, a cybersecurity VAD Wayside acquired last August for £9.8m. Spinnakar brought with it 15 vendor partnerships including Vast Data, Cloudian and Deep Instinct.
“The high point [of 2023] would probably be the integration of the Spinnakar business and the onboarding of a number of innovative new vendors”
Quickfire Q&A with VP EMEA Sales Jane Silk (pictured)
What’s an obscure fact about Climb, or you personally, most people won’t know?
I was once interviewed on a TV show about cream teas and the right order to add the clotted cream and jam!
Just how tough is it in the market right now?
There are definitely some challenges in certain parts of the market and the restructuring that has and continues to take place at some vendors reflects that.
What bright spots are you seeing?
Our partners are showing real interest in many of the new technologies that we are bringing to the market and in turn their customers appear more open minded too.
What’s been your high point of the last 12 months?
The high point would probably be the integration of the Spinnakar business and the onboarding of a number of innovative new vendors.
Name one thing Climb does better than anyone else…
Listen! This ensures we understand what our reseller and vendor partners need and it helps us work seamlessly to deliver success even when a change of direction occurs. The ability to find, onboard the most relevant and high growth products in the industry. Many of our partners trust us to do the heavy lifting for them to be in the fore front of technology.
What’s been the biggest development or news story in UK IT distribution so far in 2023?
Most recently this would probably be the restructuring that is taking place in a few of the largest distributors.
Which technology area or vendor are you betting big on for H2 2023?
We’re lucky to work with a number of great vendors; our on-going focus on solutions rather than point products gives customers the chance to get involved with some exciting complementary technologies. The massive push in AI puts us in a strong position to position our AI solutions and products.
The analysts see distribution becoming increasingly characterised by cloud and marketplaces. Is that reflected in the evolution of your own business?
Like any business, it’s critical that we remain relevant to our customers and Climb strives to offer a first class distribution experience; our cloud and marketplace offering is now a key part of that. Our partnerships with the major CSPs play a pivotal role for us.
Can you give us a prediction on how the distribution sector will evolve over the next 12 months?
In the current climate, distribution has the chance to be pivotal to a vendors’ successful route to market. Consolidation of players in the market may continue as distributors look to strengthen their full service offering.
