Installed Base Selling for Long Term Profitable Growth


Commoditization and over-competition is rife across today’s tech industry. If you are a technology business, it’s important that you can demonstrate more value and in turn, become more relevant to your customer. The good news is - this is achievable, but it requires proactive management of your customers’ IT investment strategy. Discover how to protect existing revenue and expand customer lifetime value through proactive management of your entire installed base, in this vlog.

Nick Verykios interviews Remi Gicquel, Director of Sales and Strategy at HPE and co-author of the book "Using Installed Base Selling to Maximize Revenue", along with iasset.com CEO, Scott Frew. Together, they delve deep into the concept of installed base selling, marrying the theory with practise which any IT vendor, distributor and reseller could easily apply within their business to achieve long-term, profitable growth. 


About the Speakers

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Remi Gicquel
Director Sales & Strategy
Hewlett Packard Enterprise

Remi Gicquel is the worldwide director for Sales and Go-To-Market at Hewlett Packard Enterprise. He is the co-author of the book "Using Installed Base Selling to Maximize Revenue". As a 25-year veteran of the IT industry, he knows that driving transformation starts from the inside out and is passionate about making sure that sales has a seat at the table to help lead change. In this role, Remi oversees the Go-To-Market strategy and global sales programs driving profitable growth and market share for HPE via best-in-class installed base and competitive attack sales programs. Remi provides leadership and direction to drive sales excellence and a high-performance sales culture. As practitioner of values-based leadership, he believes business is a force for good and places personal energy into supporting others.

You can purchase Remi's book "Using Installed Base Selling to Maximize Revenue: A Step-by-Step Approach to Achieving Long-Term Profitable Growth" here.  Also, be sure to join the LinkedIn community for Installed Base Selling.

Nick Verykios



Nick Verykios has been involved with the IT industry for more than 30 years and has successfully blended entrepreneurial ventures with a career spanning marketing, product development, sales, executive/general management and director’s duties. As the multi award winning and Industry Hall of Fame inductee, as the CEO of Distribution Central, he steered growth from a start-up business in 2004 to exceed $700 million in revenue in FY 2019, post-acquisition and integration of Arrow Inc.’s ANZ assets. This tremendous growth cemented Arrow ECS ANZ as one of the largest and most profitable IT&T distributors in the ANZ & APAC regions. Nick managed the successful sale of Distribution Central to Arrow Electronics, Inc. Prior to this, in 1994 Nick founded the IT distributor, 1World Systems Pty Ltd and later, co-directed LAN Systems Pty Ltd, both highly profitable ventures, sold to international IT companies. Both companies were considered to be at the forefront of IT distribution and service procurement with their unique business models further deployed in international companies spanning more than twenty countries. LAN Systems was transformed from a $4m distributor into a highly profitable $160m services organisation in just over five years.


Scott Frew
CE0 & Founder

Scott is a seasoned entrepreneur with more than 30 years’ experience building IT companies across Asia Pacific. Scott established iasset.com in 2008 as the world’s first global channel ecosystem for the entire supply chain. iasset.com has received numerous awards including CRN’s Top 50 Emerging Vendors in 2013 and 2014. Scott was also a founder and Executive Chairman of Distribution Central and oversaw its growth from a five-person staff and $1.7 million turnover to more than 160 employees across two countries with revenues exceeding $520 million. The company is a recipient of numerous awards, including BRW Fast 100 awards, 2009 Deloitte Fast 50 Australia and Deloitte Fast 200 APAC. Prior to acquiring Distribution Central, Scott built MarketEntry (Europe), a business consulting company helping small technology companies reach and manage their growth potential which was acquired in 2004. He also founded LAN Systems Pty Ltd (Australia), which rapidly became the largest network distributor in the region and was acquired in 2000. Scott also co-founded Micro Networks Australia Pty Ltd, which was acquired in 1990.





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