Exclusive Networks strategises to take Nextgen’s services global

Exclusive Networks plans to take Nextgen’s services to the global stage as it maps out its integration strategy. 

Exclusive Networks acquired the Australian-founded specialist distributor in March to boost its Asia Pacific (APAC) presence, software and services capabilities. 

Exclusive Networks CEO Jesper Trolle was in town and spoke about the two-phase integration process of the Nextgen business. In Australia and New Zealand, Exclusive Networks will be integrated into Nextgen, while in the broader Asia Pacific region, Exclusive will incorporate the Nextgen business.

“The larger business unit will become the integration platform. The integration of the businesses will happen as soon as practical and very quickly,” Trolle said. 

“We’re going to double the number of people in the market and we would’ve never done that on our own, it’s massive.

“We’re going to have a more complete portfolio, particularly in cyber security. In Asia, we’re adding more critical mass to some of the smaller ASEAN markets.”

Nextgen A/NZ CEO John Walters added both vendors and partners were keen to consolidate the opportunity in the market, with extra feet on the street. 

In regard to the management structure, Andrew Assad will run Asia Pacific reporting to Trolle, and in terms of the A/NZ business, Walters report into both Assad and Trolle in taking Nextgen’s services and capabilities on a global scale. 

Assad added that to be a great leader, you’ve got to be able scope out the ability to add value. 

“I’ll be watching and listening to see where value can be added and making connections,” Assad said. 

“John and his team have done such an exceptional job to date and we really want them to sprinkle the Nextgen magic across the entire A/NZ business. I think we’re going to see a real benefit from that very quickly.”

Walters has expressed a strong commitment to developing an ‘A-Class’ channel services business in Australia and New Zealand, which includes distribution, lead and demand generation, digital marketing, and software consulting.

As he assists in guiding Exclusive Networks’ global services business, Walters is eager to leverage the success achieved in Australia and New Zealand and expand it on a global scale.

“One of the key reasons Exclusive purchased us was because of our services capability and what we were able to create,” Walters said. “We had matured our services model to a stage where we could geographically expand into other parts of the world.

“We’re already doing some bits and pieces, globally, but the trouble is when you go into a market and you have to build it from scratch – it takes a lot of capital, a lot of time and the time to revenue and ROI is a lot slower. 

“What we’re doing at the moment with a fast-changing tech world, we couldn’t miss the opportunity which is right here and now. It’s how we connect to those opportunities with vendors and partners.”

Trolle mentioned that Exclusive has been a business with a strong local focus and was considering the best approach to adapting Nextgen’s services for various markets.

“It’s important that we work with vendors at all levels, not just locally but also regionally. You need to have a good presence and the right relationships, and if you can do that right, you can accelerate the journey,” he said.