Managed services provider Azzurri Communications has landed its ninth major contract in eight months, clinching a significant unified comms deal with estate agent Savills.
This latest deal closely follows a succession of contract wins this year, which include deals with Comet, Reed Recruitment and ClearChannel. The new deals signal the company’s recovery from the difficulties it faced last year, when mounting debts following an aggressive acquisition drive lead the company to refinance.
Speaking to Mobile, Azzurri CEO Vim Vithaldas said: ‘There is not a lot broken with this business. It just needed real focus and attention to detail and to be able to grind out the results month after month.’Vithaldas, who was brought on board in December last year as part of the refinancing deal, said the company was more than hitting its targets. Its recent run of wins has seen the company beat larger rivals such as BT and Vodafone. He added: ‘The performance of the business has been terrific, with two-thirds of our annual numbers achieved in the last six months [of the financial year].’
The Azzurri CEO put the company’s success down to its size and range of propositions. He said: ‘You’d be hard pushed to find a company our size capable of offering a proposition as wide as ours. At the same time we are much more nimble than larger rivals...We continuously and consistently punch above our weight – increasingly challenging the larger companies.’
Azzurri has also intensified its focus on existing customers as part of its recovery strategy, delivering improved customer service to its 4,000-strong customer base, and dedicated account directors for its top 500 clients to drive down churn levels and increase cross-selling opportunities. Vithaldas declined to reveal Azzurri’s churn rate but said: ‘It is really low, much lower than the industry standard by some distance.’ He said the business had shelved its acquisition drive and chosen to focus on organic growth, with rates running between 7% and 8% per annum. ‘We have chosen to develop leading-edge solutions in-house rather than through acquisition.’
Vithaldas has also brought David Du Toit on board as operations director with the brief to introduce greater collaboration between Azzurri’s sales teams and to drive greater efficiencies. Du Toit insisted this will not mean cuts to Azzurri’s 700-strong staff. He told Mobile: ‘It’s about streamlining the operational costs and motivating and upskilling the teams. One area we can do that is in cross-skilling the teams. We want to upskill our people, investing in them and giving them a good career path in the business.’
Editor: Carol Millett