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Industry veteran Dow sets up channel consultancy

Microscope contributor

Former Westcoast director Andy Dow has set up a consultancy IT Channel Works to help vendors entering the UK or new markets within the territory establish a go-to-market model.


The industry veteran, who left Westcoast last month, has spent time on both sides of the channel working for vendors HP and Dell as well as a lengthy spell at Computer 2000.


"Vendors from the Far East, the US or Eastern Europe that are bringing products to the UK do not necessarily have a full understanding of local resellers and distributors," Dow told MicroScope.


The scope of consultancy will range from setting up a partner network, devising the long term strategy and developing programmes, he added.


"For years I have heard vendors say 'I can't get the channel to do what we need' but that is because they are not asking them correctly and that is where I can help," he claimed.


There was a rise in IT professionals setting up consultancies during the recession; former HP UK PSG boss David Wright has created AllCloud Networks and ex-Westcon Security UK chief Kay Bruen is now director at Clipsham IT Ltd.


Bruen - who formed Clipsham to offer consultancy, headhunting and M&A match making services to channel players - agreed consultancy start-ups had ramped but warned that history showed too many relied on providing pure business advice.


"Some have found out there is no longevity to it and that is the key, vendors see consultancy as valuable at a certain point in their evolution but it may last only 18 months or two years, so other services need to be built around it," she said.


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