Excalibur Communications is strengthening its management team with a number of key appointments as it intensifies its drive for organic growth.
The Platinum Partner has taken on Richard Morris, former Evolve sales director, to head up its business development team. Other new management appointments include Karen Thornley in the newly created role of marketing chief and Graham Ford as head of solutions. Thornley is the former deputy trading and e-commerce director of the RAF Charitable Trust Enterprises whilst Ford’s previous post was general manager at IT support company Matrix. The Swindon-based unified comms company also plans to boost its sales team in the New Year, bringing the total head count to 20 sales staff.
The appointments come as Excalibur gears up its drive into the south west of England with plans to open two new offices in the region, ahead of signing a number of deals with some ‘significant’ new clients in the region. CEO James Phipps declined to reveal the locations of both offices but said: ‘We want to be the number one partner for communications and IT in the south west which means we need more offices to do that properly. I strongly believe that you cannot successfully sell solutions without seeing the customer face to face and so I believe we need to be within no more than an hour’s drive of all our customers.’
Phipps said Excalibur’s focus is on organic rather than acquisitive growth, with a strategy of selling increasing numbers of products to its existing base of over 6,000 customers. He said Excalibur customer’s ARPU rates are ‘the highest in the sector’, standing at over £36.
Currently over 10% of customers take two or more products, with Excalibur aiming to increase that to 30% by April 2015.
Phipps explained: ‘It is not about the size of the base. It is about the quality of that base and how much that base is buying from you.’
Phipps said Excalibur has ‘a massive OneNet pipeline of business’, predicting revenue from the company’s pipeline of OneNet deals will double next year.
He said the company is also experiencing strong 4G sales, which currently account for over a third of all renewals. He added: ‘Mobile revenues are dropping. It is no good buying another business if you can’t continue to grow the business organically. We have invested a lot of time and money on IT and solutions in the past three years to build organic growth and it is paying off.’