Tatham Discusses His New Position at QBS, the Company’s Future, and His Journey in the Channel
In a significant development for the IT distribution landscape, Alex Tatham has returned to the channel, joining QBS Software as a strategic board advisor. This move comes alongside the appointment of Kevin James, former CCO and UK managing director of Computacenter, as part of QBS’s leadership team. Together, they aim to propel the company towards ambitious growth targets, including a bold vision of reaching $1 billion in revenue while expanding its global footprint.
A Long-Awaited Return
Tatham’s admiration for QBS Software is evident as he steps into his new role. Having spent over 15 years at Westcoast, Tatham is no stranger to the intricacies of top-tier distribution. His decision to join QBS is rooted in a long-standing respect for the company’s innovative approach to software distribution. “It’s one of those places where I would have loved to work,” he reflects, highlighting QBS’s commitment to providing a comprehensive end-to-end capability that encompasses a wide range of software assets.
QBS’s Ambitious Growth Strategy
Under Tatham’s guidance, QBS is poised for significant international expansion. The company has already made strides in this direction, acquiring Hungarian software distributor KSoft Korlátolt Felelősségű Társaság and South Africa-based cybersecurity distributor Maxtec earlier this year. Tatham emphasizes the mission to grow globally, stating, “There is a mission to grow around the world, and that’s what we’re going to do.” This strategic focus on international markets is a testament to QBS’s ambition to not only enhance its market presence but also to diversify its offerings.
The Role of Hyperscaler Relationships
In his new position, Tatham will oversee QBS’s hyperscaler relationships, a critical aspect of the company’s strategy. His role is to ensure that both customers and vendors are well-informed about QBS’s unique market approach, which he describes as a “hybrid between a distributor and a platform for a long tail of software licensing.” This positioning allows QBS to cater to the evolving needs of its clients while maintaining strong partnerships with key vendors.
The Evolving Channel Landscape
Tatham’s passion for the channel remains undiminished, even after three decades of experience. He acknowledges the significant changes the industry has undergone, particularly with the rise of cloud computing and the evolving role of distributors. Despite predictions of the channel’s decline, Tatham argues that the connections within the channel have never been stronger. “The reseller-customer base is now changing,” he notes, pointing to the increasing reliance of Managed Service Providers (MSPs) on diverse channel providers to meet their technology needs.
Adaptation: A Key to Survival
Drawing parallels between the channel and Darwinian principles, Tatham emphasizes the necessity for companies to adapt to survive in a rapidly changing environment. His background in zoology from the University of Kent has influenced his perspective on business dynamics. “Darwin is a bit of a hero of mine,” he admits, underscoring the importance of symbiotic relationships in the channel. “If you have a transactional relationship with your supplier, then you are not in a good place. You need to become partners.” This philosophy of collaboration and partnership is essential for thriving in the competitive landscape of IT distribution.
Looking Ahead
As Tatham embarks on this new chapter with QBS Software, the future looks promising. His extensive experience and strategic vision are set to play a pivotal role in shaping the company’s trajectory. With a clear focus on global expansion and a commitment to fostering strong relationships within the channel, Tatham is well-positioned to lead QBS into a new era of growth and innovation.
In conclusion, Alex Tatham’s return to the channel with QBS Software marks a significant moment for both the company and the broader IT distribution landscape. With ambitious goals and a clear strategy for growth, Tatham’s leadership is poised to drive QBS towards a successful future, reinforcing the importance of adaptability and partnership in an ever-evolving industry.