Specialism: Microsoft Dynamics
Vendors include: Microsoft
Revenue: £22m (+18%)
Headcount: 11
Each of Companial’s regions is modelled similarly to sole vendor partner Microsoft, its VP of Business Development, Will McIntee told us (see below).
The Dynamics specialist’s UK arm chalked up an 18% rise in calendar 2023 revenues to £22m partly to the transition from on-premise licensing to the cloud.
Based in the Netherlands, the Companial brand was only born in 2022 but is based on two historic businesses in the form of 1ClickFactory (founded in 2009) and QBS Group (founded in 2013).
In a Russian-dolls style scenario, Companial itself belongs to a wider group of Dynamics-focused businesses called ‘Novature’.
“Not growing?? Hmm… not familiar with that concept”
Quickfire Q&A with VP of Business Development, Will McIntee
What is your sweet spot?
We are a singularly focused business on Microsoft Business Applications, primarily SMB focussed supporting the UK Dynamics Channel.
At Companial we operate a hub and spoke model. So we have 8 international regions and an HQ function of technical services (only through partner), finance, central marketing and 2nd/3rd line partner support plus finance. Each of our regions is basically modelled similarly to Microsoft: a Regional Lead, a number of Partner Success Managers whose role is to ensure partners are… well… successful (!) as well as partner technologists, local marketeers and local support. In total in the UK there are 11 people supporting 110 or so partners. The company has around 270 people in total supporting 1,100+ partners across Europe and Canada.
Which product, service or vendor has stood out for you in 2024?
Microsoft’s investments in Business Central have been super impressive and the growth rate in the last couple of years has been nearly triple digit for Companial’s wonderful community of partners. As we come towards the end of 2024, the investments in built in AI agents is looking very exciting!
If you could change one thing about your business at the stroke of a wand, what would it be?
More partners dedicated to the world of Biz Apps: the demand for Business Central in particular is always out-stripping demand.
When will the UK distribution market return to growth?
Not growing?? Hmm… not familiar with that concept
Name one area of your business where you are expecting to add staff in 2025 –
As our community of partners grow, we grow the number of staff. Our USP is about deep and meaningful connections with our partners.
If you could be a fly on the wall for a day at another distributor, which would you choose?
Pax8: they do seem to have good parties.
See who made the wider Oxygen 50 Must-Know IT Distributors 2024 here.
