Specialism: Cybersecurity and identity
Vendors: Okta, Yubico, LastPass, Verkada, OPSWAT, Exabeam, Cyolo, Garland Technology Solutions
Revenue: £64m (+12%)
Headcount: 50
Toasting ten years in business in March, this cybersecurity VAD’s annual revenues hit £64m in its fiscal 2024 (according to fresh numbers it shared with us).
The Okta, Yubico and Verkada partner took on its first batch of apprentices this Autumn, but may very well not go on to absorb them itself.
“Rather than creating our own talent, we want to create a bed of talent that can then go into the industry,” Head of People Success, Chloe Thirlwall, told IT Channel Oxygen in July.
Backed by the NorthEdge Capital, Distology boasts offices in Stockport, Utrecht and Berlin.
“Growth is subjective. It is not just about top line growth”
Quickfire Q&A with CEO Hayley Roberts
Which product, service or vendor has stood out for you in 2024?
OPSWAT, Yubico and Verkada – all saw significant growth in a recovering market.
If you could change one thing about your business at the stroke of a wand, what would it be?
Honestly, I wouldn’t change a thing. Of course, we could always be doing more business and obviously if the office was in the Caribbean that would be splendid!
When will the UK distribution market return to growth?
I think this depends on the market generally. Growth is subjective. It is not just about top line growth. The growth for us is in terms of our value and servicing partners and vendors to help educate the market.
Name one area of your business where you are expecting to add staff in 2025
Services/sales/tech.
At its Channel Forums EMEA in October, Canalys characterised AWS Marketplace as one of the world’s largest distributors, owing to its growing third-party software business. On balance, do you agree?
Yes and no. The level AWS sits at in its crudest form is where a distributor sits but what is needed by the channel in terms of expertise and enablement is a long way from what AWS is doing.
If you could undertake a secret, two-week apprenticeship at another distributor to see how they roll, which would you choose?
Probably QBS as their model servicing volume and with hundreds of technologies is impressive.
See who made the wider Oxygen 50 Must-Know IT Distributors 2024 here.
