Iain Shaw, Commercial Director, Brigantia Partners Limited
Iain Shaw founded Brigantia as a computer lease funding brokerage back in 1996. This business developed into the Brigantia Buying Group in the late nineties and eventually became a trading division of Techgate plc in 2012. Following the purchase of Techgate by Claranet Limited in July 2015 Shaw lead a management buyout of Brigantia in January 2016. He took the roll of Commercial Director in Brigantia Partners Limited which has now enhanced its well-established partner benefits programme with the addition of a new comms and managed services distribution business. Brigantia offers a wide range of comms services from broadband, through leased lines to hosted voice. The business has become somewhat of a niche cybersecurity specialist working closely with leading edge end-point security managed service providers as well as building on the wealth of cloud backup experience gained from having previously been part of Techgate.
Brigantia has revitalised its subscription partner channel with many of the partners not only using more of the partner benefits but also buying their comms and other managed services. Brigantia offers 30-day credit terms to all subscribing partners that pay by direct debit as well as a myriad of not for resale products and marketing assistance.
Shaw believes that the future for independent resellers and MSPs will be in building strong recurring revenue income streams. He feels the future is in providing at a local level the connectivity and managed services that micro, small and medium size businesses together with public-sector bodies such as schools and councils need. Repairs and support are also very important. He feels strongly that independents would be wise not to bang their heads against the wall trying to compete with large direct vendors, multiple retailers and etailers when it comes to low margin hardware sales.