ENTERPRISE TECHNOLOGY operates, whereas the UK is a broader mix and parts of it are arguably more transactional.”
Despite those differences, Conway believes the underlying principles remain consistent.
“ So, the tactics vary subtly between the two, but the underlying approach doesn’ t change. It’ s still about building relationships with partners and understanding where we can really provide value.”
Scalefusion is also taking a selective approach to building its UK ecosystem rather than prioritising partner numbers alone.
King said the objective over the next 12 months is to establish the vendor in the UK while continuing to strengthen its position in Ireland.
We’ d rather work with a select group of partners who are genuinely invested in the platform and building services around it than a larger number who don’ t bring as much value.
“ We’ d rather work with a select group of partners who are genuinely invested in the platform and building services around it than a larger number who don’ t bring as much value.”
Renaissance’ s knowledge of the partner landscape is therefore intended to help Scalefusion identify MSPs capable of developing meaningful services around its technology.
“ The team knows our target markets inside and out and they know which partners are a real fit rather than just a signature.”
Value-added distribution takes on greater importance The relationship also reflects a wider change in the role of distribution.
As channel consolidation continues and MSPs expand through M & A and across geographic boundaries, Conway believes traditional deal-brokering distribution will become increasingly difficult to differentiate.“ The‘ value added’ is becoming the real differentiator in distribution.”
For distributors, that means providing capabilities that partners cannot easily replicate themselves, including technical expertise, enablement and detailed knowledge of vendors, markets and potential opportunities.
“ Plenty of businesses in this space still do little more than broker a deal, and as partners grow through M & A, they’ ll have less need for that kind of support.”
Instead, Conway sees the opportunity shifting towards distributors that can actively contribute to partners’ growth.
“ The opportunity is with distributors that bring genuine value through market knowledge, technical enablement and an ability to identify the right opportunities.”
For Scalefusion and Renaissance, that model will underpin the vendor’ s expansion into the UK. Rather than focusing simply on recruiting the largest possible number of partners, the strategy is centred on identifying MSPs prepared to invest in the platform and develop services around it.
As endpoint estates become larger and more complex, that approach could become increasingly relevant. MSPs need to simplify their own operations while continuing to meet growing customer expectations and protect profitability. Vendors and distributors that can help them achieve those objectives through consolidated technology, stronger margins and meaningful enablement will be better placed to earn their long-term commitment. •
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