‘The DACH region, with its high GDP and untapped potential, is the next logical step. We’ve been successful in North America by delivering a high-touch, relationship-driven approach and we believe that will resonate in Germany as well,’ says Climb CEO Dale Foster.

Climb Channel Solutions has pushed further into the European market with a focused expansion into the DACH region, comprised of Germany, Austria and Switzerland, and a broader vision of achieving a 50/50 revenue split between North America and Europe.

The expansion marks a significant step forward for the Eatontown, N.J.-based distributor, which currently derives about 12 percent of its business from Europe following the acquisitions of Dublin, Ireland-based DataSolutions in October 2022 and U.S.-based Douglas Stewart Software & Services in August 2023.

“Our goal is clear, we want Europe to represent 50 percent of our revenue,” Dale Foster, Climb’s CEO, told CRN. “The DACH region, with its high GDP and untapped potential, is the next logical step. We’ve been successful in North America by delivering a high-touch, relationship-driven approach and we believe that will resonate in Germany as well.”

Climb’s growth strategy revolves around acquiring companies that are predominantly software-driven with a particular focus on security and data center solutions, he said.

[Related: Climb Channel Solutions CEO: ‘Our Goal Is To Double The Business By 2026’]

Climb officially opened an office in Munich, Germany, on Oct. 1. Previously, the company had its EU headquarters in the U.K. with sales offices in Ireland, France and the Netherlands.

To spearhead the company’s efforts in the DACH region, Climb has appointed industry veteran Martin Bichler, a seasoned executive with deep ties in the vendor and distribution channels, as its new regional country manager of Germany, Austria and Switzerland. “Martin knows everyone in the region and that’s what we look for,” Foster said. “He’s going to help us not only establish our presence but also guide us on future acquisitions in the region. It’s all about relationships, and he’s perfect for this role.”

Bichler’s focus will be on introducing a select group of five or six vendors, primarily in the AI and security space, into the DACH region.

“We don’t want to overwhelm the market with too many vendors,” said Foster. “By focusing on a handful of them, we can go deep and differentiate ourselves.”

In addition, the distributor is making moves in the AI space via its own Competence Center for artificial intelligence with the Climb AI Academy. The academy offers partners a framework with custom AI training to gain a foothold in the market. The program includes AI infrastructure and management, strategic planning, target setting, AI and security.

“Everyone is talking about AI, but we’re focusing on vendors that have products built around it,” he said. “Most vendors claim to have AI, but they’re really talking about machine learning. We’re introducing products that integrate AI in meaningful ways, especially in security and monitoring. It’s not just about selling AI, it’s about making sure our partners understand how it can be used across security, data center management and monitoring.”

Eduard Boger, sales director of the DACH region at Germany-based X-Cellent GmbH, said Climb’s specialization in new technology “means we are able to offer our customers access to cutting-edge solutions that have the potential to transform their businesses.”

“What really matters to us and our customers is speed and innovation,” he told CRN in an email. “Climb’s fresh new vendor portfolio is of real value to us and our customers.”

In a further move to support its growing European presence, Climb will be refreshing its digital platform, Climb Expedition, which will cater specifically to MSPs.

“MSPs want to transact differently than traditional resellers,” Foster said. “Climb Expedition will provide them with consolidated billing, tenant invoicing and a more seamless provisioning process.”

The updated platform is expected to go live in January 2024.

“We’re not just entering the DACH region, we’re going in with a high-touch model that has worked well for us in North America,” Foster said. “It’s about building trust, bringing emerging technology to market faster than the competition and supporting our partners every step of the way.”