Network Group is aiming to banish its reputation of being mainly the preserve of MDs, its Chairman said as he unveiled plans to double its membership.
The part peer group, part buying consortium currently has close to 90 MSP and reseller members.
Under a new three-year growth strategy, the member-run outfit is aiming to boost that to 150-200, Chairman Michael Morgan told IT Channel Oxygen.
It has also recently welcomed in six new vendors in the shape of ContraForce, NinjaOne, Cynomi, Ethikai, Traceless and ESET.
The fresh direction follows the recent departure of long-time Network Group MD Dave Tulip.
“We want to double the size of the group from a membership perspective, and part of that is about bringing in added content and tracks,” said Morgan, who is MD of Wales-based Network Group member Morgan & Morgan.
“I go to all these events as the MD, but quite often that’s the fault – it never gets down further than the MD and into the teams.
“I don’t think vendors want to see only the MDs anymore. I think they want to see everyone within the business. In my business, I don’t make the decisions on certain tools – it’s the head of tech who’s making those decisions.”
Network Group’s member events will consequently now run specialised educational tracks covering key disciplines within an MSP’s business. Its Vision event in February featured a technical track, while its Exhibition Gala and Awards event (pictured above) saw it deliver a marketing track. Sales and service desk are among the other key disciplines being targeted.
“We’re very protective of who joins”
General Manager Simon West is currently acting as Executive Director following the departure of Tulip, who Morgan said left the group “with our blessing”.
“Dave protected the group for years to ensure there was no fox coming into the hen hut,” Morgan said.
“We’re very protective of who joins and who doesn’t. If they’re coming to loot and pillage in terms of M&A, we’re not interested.”
Part of Network Group’s role is to help members with M&A, whether they are buying or selling, Morgan added, however.
“Ultimately, M&A is happening whether we like it or not. We want to embrace the M&A and be the place where, if people want to sell their business, in four years’ time it will be in an even better place,” he said.
“We’re not a true consortium anymore”
Founded in 1994, Network Group rubbed shoulders in the 2010s with buying groups such as Brigantia and Synaxon – both of which Morgan characterised more as distributors today (the former of which last month sold up to German peer Elovade).
Unlike peer groups such as IT Nation Evolve or Service Leadership, Network Group is focused purely on the British Isles, Morgan added.
“As a functional purchasing group, you’ve only got Network Group left,” he said.
“But we’re not a true purchasing consortium anymore. Yes, the commercial aspect is important – we still have deals on the table – but it’s more about our peer group and accountability group.”
What has Morgan – whose Llanelli-based MSP scooped Managed Service Provider (MSP) of the Year (Plus £2.5m revenue) at last week’s gala – got out of his Network Group membership personally?
He name-checked ‘Traction’ – the entrepreneurial operating system used by around half of Network Group’s members – as a big win, alongside peer-to-peer feedback on vendor technology.
“From a vendor perspective, we can talk to someone who’s actually using it and get their feedback before we make a decision,” he said.
“It’s like-minded people getting together in a room and discussing where they are and what they’re doing.”
Doug Woodburn is editor of IT Channel Oxygen
