‘We’re Going All In On Services:’ Climb CEO Outlines Next Stage Of Growth

‘If platforms alone were enough, everyone would just buy from AWS Marketplace, right? All the vendors are there. But you still need someone to actually sell the product. That’s us,’ says Dale Foster, CEO of Climb Global Solutions.

Climb Global Solutions is charging ahead with moves in vendor expansion, international growth and operational upgrades.

With its ERP system now fully deployed across regions, the company is streamlining processes and leaning harder into efficiency.

“In Europe, one target’s been in talks for three years. Now it’s right,” Climb CEO Dale Foster told CRN. “In the Middle East, we have four or five possible targets. Australia? Even more. We’ve already started in South Africa and we’re establishing our legal entity in Germany this month, so big moves.”

He added that Climb is eyeing acquisitions in the U.S. and U.K. to deepen its services capabilities while simultaneously ramping up global vendor recruitment and preparing for major product launches in Europe.

And despite growing industry buzz around digital platforms and marketplaces, Foster maintains that relationships and value-led selling will remain the channel’s true differentiator.

“At the end of the day, people buy from people,” he said. “Sales still happen through relationships, value props and real trust.”

CRN spoke further with Foster about international expansion, Climb’s marketplace and the rise of platforms in the channel.

What’s next with international expansion?

I’ve got a target in Europe … hopefully this year. We’ve been spending time with our North American vendors to replicate some of those lines overseas. And we’ll have two big vendor announcements, likely in October, launching in the U.K. and beyond. These will be significant. We’re also building up our vendor recruiting team in Europe mirroring what we’ve done here.

So what’s the status of Asia-Pacific and Middle East expansion?

We’re prospecting heavily. For me, it’s about cultural fit. We bring speed, relationships and skill so whoever we partner with has to mesh with that.

In Europe, one target’s been in talks for three years. Now it’s right. In the Middle East, we have four or five possible targets. Australia? Even more. We’ve already started in South Africa and we’re establishing our legal entity in Germany this month, so big moves.

Can you give us any update on Climb Expedition, your digital commerce engine?

We’re replacing the engine, and it’s taking too long. We just hired a new CIO—he gets our culture and he’s already diving in. We’re likely moving to a stronger underlying engine, which means buying source code and then building on top of it. That’ll power connectivity with vendors, our MSP base and beyond.

Climb’s ERP system is also now fully implemented. Can you share any tangible results?

Yes, the biggest benefit is alignment. Regardless of where you are, U.S. … EMEA, we’re all speaking the same operational language now. Quotes, orders, API integrations, it all runs through one platform. Plus, we’re automating renewals and pulling data more efficiently. Since 80 [percent] to 90 percent of our business is recurring, that automation drives major efficiency.

So are there any services-focused acquisitions coming soon?

Absolutely. Services is where we’re going. I’ve told my team we need to be more entangled with our customers and vendors. We’ve talked to vendors who say, ‘We make 80 percent margin on software. Why would we want to do services?’ They’d love for the channel to take that on. Same thing on the customer side—if resellers are doing services, great. If they aren’t, we’ll fill that gap. Right now, I’m looking at two services companies, one in the U.S. and one in the U.K., to support three or four of our cybersecurity lines. I’d like to get both done this year.

Are there any bigger vendors that are coming to the marketplace?

Some large vendors have approached us. ... They want a high-touch model for a slice of their market that isn’t getting proper attention from broadliners. That’s our sweet spot.

So what’s Climb’s approach to partner enablement?

There’s been huge investment there. During COVID, our vendor management team was three people. Now we’re at 44. Vendors fund these heads to support just their line. We’ve even self-funded some because we believe in where they’re headed. That’s how serious we are about enablement.

A lot of vendors and distributors are turning to platforms, what’s your take on that?

Everyone’s talking about platforms. I don’t care if I’m buying a toothbrush or TurboTax, just make it seamless. We’re working toward that with Expedition, but at the end of the day, people buy from people. Sales still happen through relationships, value props and real trust. If platforms alone were enough, everyone would just buy from AWS Marketplace, right? All the vendors are there. But you still need someone to actually sell the product. That’s us.