Exclusive Group transitions global leadership team, targets $10B in revenue

Key growth areas include cyber security and cloud

Exclusive Group has appointed Andy Travers as new senior vice president of worldwide sales and marketing, amid a global leadership transition for the value-added distributor.

The move coincides with the departure of chief operating officer Barrie Desmond, who exits the distribution giant after seven years.

Leveraging more than 25 years of channel experience, Travers comes on-board as the business chases targeted revenues of US$10 billion over the next five years.

Key growth areas include cyber security and cloud, delivered across more than 50 offices in over 100 countries worldwide.

“Following our recent investment from Permira funds we set ourselves high expectations for executing against our new growth strategy,” said Olivier Breittmayer, CEO of Exclusive Group.

“Andy has the skills and experience necessary to contribute to us achieving our goals and understands our unique culture and values having been in the orbit of Exclusive working with our vendors and channel partners for many years.”

In his new role, Travers will be responsible for guiding the distributor to “unprecedented revenues”, in addition to heading up strategic alliances with key vendors and global system integrators (GSIs) and taking executive control of global services.

Previous positions include senior leadership roles at Fortinet, F5 Networks and, most recently, RSA Security.

“Exclusive has earned a worldwide reputation for doing what no other VAD has been able to do – delivering genuine value-add at scale,” Travers added. “I’m joining at a pivotal time for the business as we commit to exploiting the global opportunities around cyber security and cloud transformation to reach another step-change in growth.

"The investors and management team have developed a winning strategy and now it’s all about the execution.”

Meanwhile, Desmond exits the distributor having played a strategic role in Exclusive’s go-to-market proposition and sales growth during the past seven years.

“Barrie’s decision to stand down at the end of the year is totally respected by myself and the board,” Breittmayer added. "We’ve worked well together these past seven years, architecting and driving the growth of this business and telling the story only we can tell.”

Breittmayer said Desmond and Travers will “work closely together” over the next few months to ensure a “smooth transition”.

“My work here is done,” Desmond said. “We’ve had an incredible journey and built a value-added distributor that continues to disrupt, grow sales at an extraordinary rate and expand its footprint at an astonishing tempo.

“Along the way we’ve reinvented distribution and redefined value. But now it’s time for the next generation of disruptors to take on the challenge of growing the world’s largest specialist value-added distributor.”