Reseller Awards: Mid Market - Brennan IT

Brennan IT continues to be a rising star in the channel, riding on the back of a wave of fascination with the cloud, it picked up the ARN Awards’ Mid-Market Reseller of the Year.

For Brennan managing director, Dave Stevens, a committed focus on balancing the sometimes-challenging market is what has led to picking up the award.

“We stack a lot of devotion into the mid market, which is really what got us the award,” he said.

“Without a doubt, it has its challenges. The requirements of mid-market clients are often no different to the enterprise clients, but the deal sizes are only 10 per cent of the deal sizes of the enterprises, so it can be challenging hitting your targets and things like that.”

By that, Stevens means the ERP and CRM systems that mid market organisations often require (but as enterprise solutions) managing the price so there’s margin left for the reseller while still being able to provide a solution to the customer’s satisfaction is a challenge.

But Brennan has stuck to its guns in that mid market space and has positioned itself as a premium provider despite those challenges.

“We’re always going to make sure we maintain a reasonable level of margin. And you’ve just got to sell more deals. You run the gauntlet between the appropriate level of account management and what you need to attract profitability by selling enough deals and keep clients in the pipeline.”

Brennan has had a busy year in the acquisitions space, too, picking up the remains of the now-defunct S Central. Late last year it opened an office in Adelaide in late 2009.

The company has grown to an impressive 200 in strength, and placed 21st in BRW’s Fast 100 list. The fact the company is 13 years old it is no longer a start-up is a strong indication on just how strong the company’s growth trajectory is.

It’s safe to say the company has come a long way from the day it landed its first customer – the ASX.

And the continued hype surrounding cloud, and Brennan’s established strength in this field, will have it in good stead to pick up the award again next year.

“Part of our business that’s growing strongly is in supporting resellers and helping them sell cloud services story,” Stevens said.

“We hope to do a lot more about that over the next 12 months. This is really an award voted on by other resellers, so I think that’s going to be our number one way of winning that award again next year.”