Computer Reseller News - 18/12/06

Finance firm seeks channel partners with public sector experience for its 2007 market strategy.

Finance and leasing firm Syscap is aggressively targeting the public sector as its major growth area for next year, and is looking to partner with public-sector resellers.

Following its management buy-out (MBO) in July (CRN, 24 July), Syscap underwent a three-day off-site review of its business that identified new markets for the company to target.

Philip White, chief executive of Syscap, told CRN “The honeymoon period that followed the MBO is over and now it’s down to business. Next year the public sector and fiscal managed services will be two areas we’ll focus heavily on. The public sector is a massive market for the channel and we want to partner with resellers in this area and become an integral part of their proposition.

“Education has always been a focus for us so it’s a natural progression to target the wider public-sector market, but its does require slightly different skills.”

To bolster its public-sector knowledge, Syscap has appointed William Conroy as business development manager for the public sector. Conroy most recently headed up the Sun account at distributor GE, but has also worked for HM Army, Société Générale Vendor finance and Deutsche Financial Services. Conroy’s task is to broaden Syscap’s public sector presence by developing relationships and opportunities with central and local government, the NHS and the Ministry of Defence. “We’re close to closing in excess of £1m in local authority contracts and have also completed our first NHS deal,” White added. “The appointment of Conroy should help us grow further in the public-sector market.”

A representative for rival leasing company Siemens Financial Services, said: “A material part of our flow business is public sector and we have a direct route into the public sector. It’s a tough market though.”

Pete Mistry, technical sales consultant at public sector VAR Eclipse Group, said: “In the five years that I have been in the business I’ve never heard of a local authority or NHS customer asking for financing. I’m sure it does take place, but it is probably provided by larger integrators.”