CASE STUDY
XMA is a UK-based IT solutions provider with over 35 years of experience, delivering market-leading hardware, software, cloud, cybersecurity, and managed services.
With 500+ employees across multiple sites, XMA is recognised for its “SMART” (Secure, Manageable, Agile, Responsible, Technology) approach and Total Experience (TX) philosophy, XMA combines deep strategic insight, accredited partnerships, and a four-phase delivery methodology to drive operational efficiency, sustainability, and exceptional outcomes across public and private sectors.
Challenge
In December 2021, XMA approached The Channel Recruiter to address recruitment-related
challenges:
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Excessive Recruitment Costs: High and inconsistent recruitment spending.
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Undefined Recruitment Process: Unproductive and inconsistent processes were impacting
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success rates and candidate experiences.
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Long Time-to-Hire: Hiring timelines were in some cases, protracted.
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Unregulated Hiring Practices: Managers directly engaging agencies to help fulfil requirements,
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without cost implication oversight.
Solution
Recruitment Process Outsourced (RPO)
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The Channel Recruiter implemented a structured RPO model that streamlined and professionalised
XMA’s recruitment approach:
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Dedicated Team:
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Assigned 2 full-time Account Managers to exclusively manage XMA’s recruitment.
Process Redesign
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Introduced a standardised recruitment process involving approval protocols, vacancy
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management, applicant tracking, candidate screening, and offer negotiation.
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The Channel Recruiter acted as an integrated partner of XMA, aligning and becoming an
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extension of their HR team.
Agency Management
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Managed and reduced agency involvement with a modest budget annually for contingency needs, if required.
Cost Simplification
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Fixed monthly costs to enable predictable budgeting.
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Performance Reviews:
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Monthly, quarterly, and yearly business reviews with senior stakeholders to ensure
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transparency and a focus on continuous improvement.
Results
Improved Efficiency
Reduced average time-to-hire from 40 days to 35 days (technical roles down to 17.2 days).
Cost
Savings
Achieved £250K in savings compared to using traditional recruitment agency approach over
the course of the partnership.
Enhanced Control
No reliance on external recruitment agencies in the last 9 months, with all agency interactions managed by The Channel Recruiter.
Increased Success
Over 200 candidates successfully placed in roles spanning sales, marketing, commercial,
finance, and technical services.
Sustained Integration
Fully embedded recruitment team and processes which includes all recruiting line managers trained on how to conduct an interview. Fostering a partnership in its third year!
Client Testimonial
"Partnering with The Channel Recruiter through their RPO solution has been one of the most valuable decisions we’ve made in strengthening our talent acquisition strategy at XMA.
Over the last few years, the Channel Recruiter team have embedded seamlessly into our business, working as a extension of our HR and hiring teams. They have consistently delivered a high-quality, responsive, and insight-led service — helping us attract and hire talent across sales, technical, and support functions at pace and with precision.
What sets The Channel Recruiter apart is their deep understanding of the IT & Tech channel, their ability to represent our employer brand authentically, and their commitment to getting it right, not just quickly. They’ve supported us through periods of growth and transformation, always bringing a proactive, solutions-focused approach to every challenge.
Thanks to their support, we’ve improved time-to-hire, enhanced the candidate experience, and reduced agency reliance — all while maintaining quality. They are more than a supplier; they are a trusted partner and a key part of our success in building high-performing teams."