Distribution 4.0: NEXTGEN Group takes distribution partnerships to the next level with SolarWinds

Credit: 85684019 © Rawpixelimages | The time of dreams

The evolution of technology in B2B ecosystems shares a long history of collaboration between channel providers supporting their customers with the latest updates and information from the world of technology. What channel providers offer is valuable expertise in cutting-edge technology, being vendor-neutral and offering a multitude of pre-verified and curated solutions, reducing the guesswork and validation process that organizations would otherwise have to do on their own. themselves.

It was this consulting philosophy that drove John Walters to launch NEXTGEN in 2011. Initially focused on enterprise cloud technology, the company has since diversified to become one of Asia’s leading channel distributors for many services.

“At the heart of NEXTGEN is the customer and understanding their needs during their cloud transformation, and how we can help them through this tumultuous process,” John explained. “We are always keen to collaborate with our partners and anticipate their long-term needs.”

Beyond the “pure” distribution approach, the Channel Provider is also at the forefront of reshaping what it means to be a Channel Distributor in the enterprise space, which John calls “Delivery 4.0”. As the world digitally transforms, NEXTGEN is keen to grow alongside its customers and offer its in-depth expertise and knowledge. A critical part of this is ensuring ongoing collaboration with key technology partners where they can draw on various industry-leading services and solutions.

Strengthen the Foundation

As part of the NEXTGEN DNA, the company works tirelessly with critical IT vendors to deliver leading enterprise solutions to businesses in the region, including the world’s leading IT management software and IT provider. SolarWinds observability.

Building trust between distributors and channel partners is crucial, John emphasizes. The recent COVID-19 pandemic has significantly reinforced this narrative. During the first two months of the pandemic, NEXTGEN observed that many companies initially slowed down their software upgrades and purchases, particularly because the economic impact was uncertain.

However, six months into the pandemic, they have seen a resurgence in customer demand as businesses recognize the need to accelerate their digital transformation journey to pivot to the new normal. This pent-up demand has seen NEXTGEN’s business grow 25% year-over-year.

Throughout the eventful months, SolarWinds continued to develop and strengthen its product and service offerings to end customers through collaborations with NEXTGEN. Globally, SolarWinds was investing in its distribution partnerships and doubling down on the Asia region, recognizing its growth potential. With a newly created dedicated channel team for the region led by Sandeep Mehra, SolarWinds International Channel Sales Manager, SolarWinds tirelessly supports NEXTGEN through dedicated communications and pre-release product demos.

As NEXTGEN seeks to strengthen its foothold in the region, this renewed interest has come at an opportune time, as both companies seek to grow alongside increased demand for digital services. “It’s a classic win-win situation,” commented John.

The future is holistic

As NEXTGEN shifted towards customers in their cloud migration strategies, the company realized there was an opportunity to offer value-added services to its partners and customers beyond traditional enterprise technology. .

“The beauty of IT – and what makes it so complex – is that it’s impossible to separate individual solutions and products from each other. For example, beyond the cloud, companies need to think about how to manage data stored in the cloud and ensure it is protected from malicious actors,” John observed. “When you consider integrating different innovative technologies, the process becomes infinitely more complex, and this is where NEXTGEN Group can step in and support our suppliers and customers.” At its core, this is what ‘Distribution 4.0’ means, offering support and information beyond ‘traditional’ distribution, becoming a one-stop business solution provider for customers and offering a holistic portfolio supporting customers on their digital transformation journey.


Over the past few years, NEXTGEN has acquired and created companies to achieve its “Distribution 4.0” vision. In addition to providing in-depth expertise on cloud technology, customers can now seek support on lead generation and sales execution (oSpace), cloud consulting services (Optima) and flexible technology payment solutions ( Orbus), among other solutions. With this vast expertise, NEXTGEN continues to grow alongside its customers across the region, helping them meet their ongoing business challenges.

The holistic approach to business also extends to its workforce. Most of the company’s employees come from the corporate sector, with only a small percentage joining NEXTGEN from the “traditional” distributor side.

In addition, nearly 40% of the workforce is female, including many women in senior management positions and on the Board of Directors. This feat is still not common in the enterprise technology industry. With more than 38 nationalities working at NEXTGEN, the diversity of its workforce helps drive innovation, teamwork and cohesion.

Next for NEXTGEN

Boasting an impressive CAGR (Compound Annual Growth Rate) of 37%, NEXTGEN Group is keen to maintain its competitive edge and grow alongside its customers across the region. Along with its headquarters and region of focus in Australia and New Zealand, NEXTGEN is expanding across Asia, opening its Asian headquarters in Singapore in 2020. It seeks to expand further into ASEAN with offices in the Philippines, Indonesia and Malaysia and supporting customers locally. Along with its growth in the region, NEXTGEN is excited to continue on this path with trusted vendors such as SolarWinds to take the channel distribution space to the next level.

“The ANZ and Asian markets are quite different, which is why we have opened a dedicated Asia headquarters with a team in Singapore,” John said. “Besides the cultural and linguistic diversity, there is also a unique approach to interacting with customers in each country.”

In the years to come, NEXTGEN will continue to expand its footprint across Asia-Pacific. John is confident that the company will remain at the forefront of the APAC distribution space.