Revenue: £558.4m (+8%) 1,097
The UK arm of this global reseller is aiming to boost services revenues to 20-25% of the total amid efforts to reinvent itself as “the leading solutions integrator”, EMEA President Adrian Gregory told IT Channel Oxygen in December.
Insight Direct Ltd’s calendar 2022 top line rose by 8% to £558.4m. Global revenues fell 12% to $6.9bn in the first nine months of 2023. The NASDAQ-listed behemoth in December acquired SADA, a Google Cloud partner that recently expanded into the UK.
Oxygen ice-breaker: Insight was named EMEA Innovation Partner at the 2023 Canalys Forum in Barcelona on the strength of its internal GenAI platform, ‘Insight GPT’.
Q&A with Insight EMEA President Adrian Gregory
You joined as Insight EMEA President in January 2023. What is your key investment priority moving into 2024.
I was brought in to help Insight realise its vision of becoming the leading solutions integrator.
It’s about taking what we do in technology – helping customers buy the right technology, at the right price and configuration – and then also bringing in the ability to help them design, build, implement and run that technology as well.
Services are around 10% [of Insight’s overall] revenues but that will grow quite significantly with the acquisitions we’ve made [of Amdaris and SADA]. For us in EMEA at least, probably where the balance is on that over the next few years is getting it to somewhere around the 20-25% mark.
Has anything surprised you in your first 12 months at Insight?
Not having a legacy that has to be addressed from a solutions perspective is quite nice. It’s just all about the future and about growth.
I’ve got a nearly 30-year background in SIs, and have seen the nature of the relationship with customers change. They’ve taken the technology strategy much more back in-house, and so they should, because technology is becoming more central to every business.
With the SI community a lot of those relationships have got broken up, so then you’ve got to run a business that’s saying ‘how do I manage the transition from an old set of revenue and margin streams to a new set?’. And that’s quite choppy waters.
For us, we don’t have that legacy.
