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New products at element14

Development specialist element14 has launched tinyTILE (an Intel Curie module based board specifically designed for use in wearable and IoT designs for consumer and industrial edge products) and BeagleBone Blue (the latest offering based on the popular opensource BeagleBone from the BeagleBoard.org Foundation, built specifically for use in the development of robotics and autonomous vehicles). Both products are available through element14 offices in Austria, Belgium, Denmark, Finland, France, Germany, India, Ireland, Italy, the Netherlands, Spain, Sweden, Switzerland and the United Kingdom.

EfficientIP chooses Ingecom

Portugal: French smart DDI vendor EfficientIP has chosen network and security VAD EfficientIP as an official distributor for the country (source: IT Channel Portugal).

Tepsa launches Spamina

South Africa: tear 1 MSP and cloud VAD Tepsa has been appointed official distributor in the country of Spamina cloud-based antispam offer from Spanish vendor Aegis Technology.

ALSO launches its MPS service

Sweden: a few days after its WePrintSmarter automated print supplies re-ordering service, broadliner ALSO has launched its first official MPS service, locally named Print som Tjänst (Print as a Service). This service is a real MPS service, that is: for a fixed monthly fee, the reseller, through ALSO, takes in charge print supplies, service, support and spareparts. This new service is currently limited to HP products (source: IT Kanalen Sverige).

More vendors for Dupaco and Ingram Micro

Netherlands: software and security VAD Dupaco has been appointed official distributor by virtualization vendor Parallels. The Value division of its mother company, Ingram Micro, has expanded its partnership with Cisco to its OpenDNS line of products.

Config reorganizes and expands in Africa

French network and security VAD Config has decided to reorganize itself. The company has poached Pascal Barascud from networking specialist ACTN to become the manager of its new infrastructure division, while Denisa Monville, who joined from Arrow ECS in last December, becomes the manager of its security division. Pascal Barascud, who is based in Toulouse, also manages its new southern France sales office. Besides all this, the distributor has hired a sales agent based in Dakar, Senegal, to cover locally the French-speaking African market.

API signs with SecurePoint

Germany: broadliner API has unveiled on Cebit a distribution deal with local UTM vendor SecurePoint.

ScanSource and Avaya come together to drive cloud adoption in EU channel

As businesses in Europe increasingly look to adopt cloud technologies, Avaya announced that telecom and video VAD ScanSource Imago will be the first wholesale distribution partner in the EU for Avaya's cloud solutions, through its offices in Belgium, France, Germany, Poland and the United Kingdom. Based on Avaya's Powered by IP Office, ScanSource will provide its reseller partners with cloud-based solutions they can market to their end-user customer base. The cloud market is expected to rise across western Europe at a compound annual growth rate of 23.2 percent between 2015 and 2020, according to market researcher IDC, with spending in the region forecast to hit €21.8 billion this year. Avaya's solutions leverage cloud technology to meet businesses' needs for highly efficient and cost-effective engagement and collaboration offerings, enabling them to move at the pace today's digital market demands.

Resellers will be able to provide their customers with the same rich communications experiences they would expect from Avaya solutions delivered on-premises but in a streamlined model that allows companies to better manage costs by eliminating up-front capital investments and upgrades. Channel partners will also benefit from the combined reach and market share of Avaya and ScanSource, enabling them to build innovative solutions for their end-user customers and deliver future-proof communications experiences. Businesses will have greater flexibility to react to changing market conditions and demands, and will be better placed to leverage emerging technology trends. What's more, ScanSource is Avaya's largest global distribution partner and is committed to providing an in-depth knowledge of Avaya's solutions and the tools and value-added services resellers need to grow their business.

According to James Vickerage, the president of ScanSource Imago, "ScanSource is committed to helping its channel partners maximize their business opportunity and deliver the best experiences to their end-user customers. This partnership with Avaya will enable us to give our partners the freedom to sell cloud-based solutions to their customers, while benefiting from the reliability and quality that is synonymous with the Avaya brand." While Ioan MacRae, UK managing director for Avaya, says: "As enterprises in Europe increasingly look to adopt cloud-based solutions, the EU channel has been calling out for more agile methods of meeting their customers' demands. By combining with ScanSource, we can more effectively reach the indirect channel, enabling resellers to leverage our cloud-based solutions and create innovative offerings that meet today's digital business needs. We look forward to developing this partnership and offering a wider range of solutions and services in a cloud-based model."

Mark Chlebek to Head Pan-EMEA Ingram Micro Division

Broadliner Ingram Micro has unveiled a change of leadership in its pan-EMEA division. Mark Chlebek replaces Robert Beck as executive director of this division, managing relationships with pan-EMEA vendor partners. Beck will "gradually withdraw from the day-to-day business", before ending his 25 year career with the distributor. A 20-year company veteran, having joined Ingram in 1997, Chlebek takes responsibility for "purchasing and business management" for regional vendor partners managed by the distributor on a centralised basis. As part of the EMEA senior management team he reports to global group president of EMEA Mark Snider. "I'm excited to have Mark Chlebek coming into this strategic role. Mark brings with him years of EMEA-wide experience driving innovation and growth for our business. I am looking forward to working with him in his new capacity", Snider says. "I'd like to take this opportunity to thank Robert Beck for his many years of service and dedication to Ingram Micro. I'd also like to thank him for volunteering to help with a smooth transition, ensuring Ingram Micro business will continue without interruption to our vendor and customer partners." Chlebek is but one recent promotion in Ingram management. In February the distributor appointed Jacek Murawski as VP of EMEA vender engagement, with Günter Schiessl and Jordi Muñoz reporting into him in roles overseeing the management of partnerships with volume and value vendors respectively.

Exclusive Group transforms leadership team

Network and security value distribution group Exclusive Group has restructured the business to exploit continued global growth and opportunities with two key promotional appointments. Julien Antoine, currently Group Director of Global Operations is taking the new position of VP of EMEA while Will Smith, currently Group IT Director increases his scope to become Group CIO. Julien Antoine’s new remit as VP of EMEA recognises the need for increased scale and support to the Group’s largest operating region, enabling the structure to flex and adapt to the challenges of a fast changing billion euro business unit. The promotion of Will Smith as CIO, recognises the importance of the Group’s digital transformation and the significance of IT and data intelligence in this journey. These enhancements to Exclusive Group’s leadership team complement the recent high-profile appointments of Stéphane Duplaix as Director of Strategic Global Alliances, and David Ellis as Group Director of Global Services. The senior leadership team now benefits from a wealth of successful entrepreneurialism, diversity and know how in building a highly agile global business structure, designed to deliver local value.

« Our long-term success has always been centred on the ability to anticipate and adapt to disruption without diluting any of our value, and these important new positions will safeguard these unique strengths as we scale to new levels« , said Barrie Desmond, COO of Exclusive Group. « Julien and Will bring huge energy and talent to the team and are fully committed to our VAST mission. These moves also recognise that we need to transform ourselves as well as transforming technology consumption and distribution if we are to maintain our disruptive position. »

« We are the only major VAD to be headquartered in Europe, and EMEA will always remain an important part of our growing global operations« , said Julien Antoine. « Our value-adding principles are absolutely central to our continuing market relevance and our future growth throughout the region. There are exciting opportunities ahead as we continue to expand our services capabilities as well as market presence for Exclusive Networks and BigTec. »

« The Group IT function has doubled in recent years, making us well-positioned at the forefront of digital disruption to ensure we are creating value internally, and for customers, partners and vendors« , said Will Smith. « Customer requirements are constantly evolving and we must continually address these while remaining efficient and easy to work with. I firmly believe that if you are not disrupting then you risk being disrupted.« 

ALSO launches WePrintSmarter

Broadliner ALSO has launched WePrintSmarter, a new online print marketplace to help resellers. The first service to be offered on the platform will be SmartSupplies, a fully automated print supplies re-ordering service. The system aims to give resellers a continuous flow of orders without customers having to manually re-book or know the required part numbers. ALSO CEO Gustavo Möller-Hergt said: "with this initiative ALSO is further growing its extensive services portfolio. The innovative WePrintSmarter services have a modular build-up, helping more and more resellers and vendors to optimise the management of their customers' printing needs." WePrintSmarter is available in Austria, Belgium, Denmark, Finland, France, Germany, the Netherlands, Norway, Sweden and Switzerland.

Integrasys strengthens its foreign business

French telecom VAD Integrasys, which had a sales office in Switzerland since some time, has decided to accelerate its local development through the acquisition of a local company, Assydis. Damien Panchaud, the founder of Assydis, becomes the managing director of Integrasys SàRL, which focuses on video-security, network management, rugged notebooks as well as IP telephony, mainly with Panasonic products.

Ingram Micro becomes a strategic partner of Dell EMC

Germany: laid on the foundations for a strategic partnership signed by Dell for its Business products back in 2014, the Advanced Solutions division of broadliner Ingram Micro has been granted official distribution rights over the full Dell EMC portfolio. According to Klaus Donath, Executive Director Value Ingram Micro: "this confirms the success of our cooperation and holds significant potential for Ingram Micro and our reseller partners. Our team possesses excellent expertise and is well-positioned to provide the best possible support to resellers in the Dell EMC business."

Enterprise Systems and Starlink ink new distribution deals

Middle East: network and security VAD Enterprise Systems has signed a value added distribution agreement with network access management vendor ANTlabs. The agreement will enable Enterprise Systems' regional channel partners to offer ANTlabs products to UAE enterprise customers. Plus is aims to empower Enterprise Systems to recruit and manage partners in building steady revenue streams and scale ANTlabs business in the region. Enterprise Systems will focus on government, finance, healthcare, hospitality, transportation, oil & gas, and education sectors.

Its competitor StarLink has expanded its solutions lifecycle portfolio by signing a distribution agreement with Rubrik, a converged data management company. Under the agreement, the VAD will sell, install and support Rubrik's products and solutions through its extensive network of Channel Partners to enterprise and government customers in the GCC (Bahrain, Kuwait, Oman, Qatar, Saudi Arabia and the United Arab Emirates) as well as Egypt. Nidal Othman, Managing Director StarLink, said: "StarLink continues to build a diverse portfolio for our partners, and with focus tremendously shifting to cloud-based solutions, having Rubrik onboard is very timely. Apart from being a world-class cloud data management platform that allows backup, recovery, replication and analytics, I am most excited about how Rubrik can prevent ransomware from being able to access and encrypt backup data and that Rubrik's approach can provide much of the benefit of Isolated Recovery at a fraction of the cost." Roland Stritt, Director Channels EMEA for Rubrik, said: "we are thrilled to partner with StarLink and bring Rubrik to their huge channel network. With our new approach to cloud data management, data protection and archival, we have not only eliminated the complexity of legacy solutions, but also reduced our customers data centre footprint and capex costs by up to 50%. We see increased demand for our solution in the region and look forward to StarLink's expertise to help us meet this demand." (source: ITP Middle East and Reseller Middle East).

Maverick and PolarAudio find new partners, while Mayflex opens in Scotland and Nimans expands warehousing

United Kingdom: display vendor ViewSonic has entered a new agreement with AV distribution expert Maverick, following the success of their collaborations in France and Spain. The agreement sees Maverick become an official distributor of ViewSonic's AV products. Maverick are now offering next day availability on ViewSonic product ranges to its channel partners. Audio specialist PolarAudio has agreed a deal to become Radial Engineering's sole distributor in the country of Radial brands (Radial, Tonebone and Primacoustic). John Midgley, Polar MD, said: "Primacoustic is the first acoustic treatment product line we have been involved with and will dovetail well not only with our range of studio equipment but also into the wider installation sphere. Clearly, we are delighted to have secured this exclusive deal which expands and broadens the scope of our portfolio." Cabling and networking specialist Mayflex has opened training, meeting, and demonstration facilities in Scotland. Located at Maxim Business Park, Eurocentral, the office is operational since early April, and feature an M-Tech product demonstration area, as currently operated in London and Birmingham together with space for training sessions, meetings and presentations. Finally, telecom VAD Nimans is building a major warehouse expansion. Work has begun to increase floor space by over a third, with the multi-million-euro scheme on the outskirts of Manchester due to be completed by October. Chairman Julian Niman says the project represents a high profile symbol of how Nimans is gearing up for an even brighter future – ahead of the imminent launch of a new trade catalogue which showcases an expanded 8,000 strong product range.

SSD revenues continue to grow in spite of price increases

Combined revenues from storage products sold to enterprise customers through the distribution channel in Western Europe (WE) showed growth of +0.9% year-on-year in January 2017, according to data published by CONTEXT, the leading European IT market analysis company. This includes a further decline of -15.4% in sales of hard disk drive (HDD) products from original equipment manufacturers (OEMs) in dedicated storage environments. In contrast, sales of dedicated storage solid state disk (SSD) drives from OEMs to the same market grew by +56.9%. "This follows comparatively meager growth of only +6.2% year-on-year in December 2016 that was driven by lower demand and also influenced by increased average selling prices due to recent component shortages", said Mathias Knoefel, Corporate Benchmarking and Enterprise Analyst at CONTEXT.

Revenue from OEM HDD storage declined by -34.1% in the same month, affected by lack of demand. Looking at the WE January 2017 revenues for these two product segments suggests that SSDs could maintain the top position they reclaimed in December 2016. Average Selling Prices for one of the largest SSD revenue drivers – 3.84TB SSDs, which account for 21.8% of revenues – have dropped by -13.7%, from €4,661.38 in January 2016 to €4,021.01 in January 2017. However, there has been an increase in the shorter term with ASPs rising by +3.9% from December 2016 to January 2017.

Year-on-year growth for SSDs and HDDs

Country Solid State Drives (SSDs) Hard Disk Drives (HDDs)
Austria +27.1% -44.5%
Belgium +65% +39.6%
Denmark +1% -11.4%
Finland -64.8% -24.8%
France +57% -10%
Germany +114.6% +33.1%
Ireland +530% +17.8%
Italy +125.1% -7%
Netherlands +161.2% -28.3%
Norway +283.9% -18.2%
Portugal +614.3% +352.2%
Spain +10.8% -43.4%
Sweden -41.7% -57.6%
Switzerland -13.3% +0.6%
United Kingdom +18% -38.1%

Two new brands for Infodip

France: storage and security specialist Infodip has expanded its portfolio with two new vendors, Italian hyper-convergence editor Syneto and industrial PC vendor Lanner (for whom it has been a distributor in the past).

Meshed and TIM sign new vendors, while Siewert & Kau and Studerus bet on value

DACH: AutoID specialist Meshed Systems has assumed distribution of CAEN RFID portfolio in Germany. Meshed Systems is a distributor specializing in RFID components by award-winning technical support. "We are extremely pleased with this new cooperation. CAEN offers a wide range of RFID UHF products with a perfect match to our existing product portfolio. Especially Handheld, Desktop and Fixed UHF Readers with extended features like WIFI and GSM will strengthen our market presence and offer our wide range of customers now another new opportunity for innovative solutions in the RFID area", says Michael E. Wernle, CEO of Meshed Systems. "With Meshed Systems we gain a new partner with long term experience in RFID and benefit from the strong position in the German market", commented David Pallassini, Sales Manager of CAEN. "We are pleased to address with Meshed Systems an important market in Europe in the field of retail, logistics, health care and transportation." Flash storage vendor Pure Storage has dropped its distributor Abo-Storage to replace it with its competitor TIM, which is already a Pure Storage distributor in Germany. In a few days, both German broadliner Siewert & Kau and Swiss network specialist Studerus have announced plans to expand on the value business. Siewert & Kau has built up a dedicated BU, managed by Thorsten Daniels, while Studerus, which is the historical distributor for ZyXEL in the country, has decided to separate its ZyXEL business in a dedicated structure named ZyXEL Switzerland. This will allow the Studerus structure to focus solely on the value distribution of other brands (ACTi, Mitel, snom and Yealink) (source: IT Business Deutschland, IT-Reseller Schweiz, Inside Channels Schweiz).

News from ALSO, Arrow ECS, Relnet, Venlan, Veracomp, Versim

Eastern Europe: in Czechia, infrastructure VAD Arrow ECS has hired Ondřej Mikuš from Azlan as business development manager for F5 Networks1. Italian vendor Chatsim has chosen young telephony specialist Venlan as its official distributor in the country for its chat-oriented, international SIMs2.

In Hungary, network and security VAD Relnet has added Commvault data management solutions and Pulse Secure mobile VPNs to its catalog.

Finally, in Poland, broadliner ALSO has become official distributor for Microsoft OEM products3. Until now, ALSO could distribute "only" Microsoft ESD, hardware, CSP, Xbox and Surface products. Value-added broadliner Veracomp has strengthened its consumer division with Arozzi gaming chairs. And network and security VAD Versim has been appointed distributor by PAM (Privilege Access Management) vendor Bomgar4 (source: Reseller Magazine Česko 1 and 2, CRN Polska 3 and 4).

PhishMe and Ingram Micro announce strategic channel alliance

PhishMe, a provider of human phishing defense solutions, and broadliner Ingram Micro have unveiled a new strategic channel alliance. As a premier distributor, Ingram Micro will help to accelerate the rapid growth that PhishMe has achieved across META (Middle East, Turkey and Africa). Ingram Micro is one of the largest technology distributors in the META region, with offices in Egypt, Lebanon, Morocco, Oman, Saudi Arabia, Turkey and the United Arab Emirates. Its deep expertise in reselling a wide array of technology solutions and the recent launch in META of the Cyber Security Business Unit offering value added services, enables business partners such as PhishMe to operate efficiently and successfully in the markets they serve. The strategic alliance will benefit customers across the region, with PhishMe's human intelligence-driven anti-phishing solutions augmenting Ingram Micro's comprehensive technology portfolio. Together, PhishMe and Ingram Micro will help to protect organisations from today's advanced security threats.

"We are delighted to team with Phishme and to add to the portfolio of products and services we offer to our partners", said Ali Baghdadi, senior vice president and chief executive of Ingram Micro's META region. "The addition of Phishme is expected to help our partners and customers enhance the range of security solutions they can provide to enterprises throughout the META region."

Marc Kassis, director of cyber security Ingram Micro META region, added: "Our goal is to continually enhance the value proposition to our business partners with a dedicated range of services and relevant vendor solutions. With the addition of Phishme to our offerings, we are further solidifying Ingram Micro’s position as a leading value added distributor of Cyber Security solutions."

PhishMe’s phishing incident response platform and phishing threat intelligence enables Security Operations Centre and Incident Response teams to respond faster to real threats – decreasing the risk of data breaches. Its intelligence-driven solutions empower employees to be an active line of defense and source of attack intelligence by enabling them to identify, report, and mitigate spear phishing, malware, and drive-by threats. The company has received a range of respected industry awards over the course of 2016, and recently announced record year-on-year growth.

"Collaboration with industry leading IT and security companies such as Ingram Micro extends our reach to a greater number of customers facing an unprecedented increase in frequency and damage caused by cyberattacks", explained Jim Hansen, Chief Operating Officer for PhishMe. "PhishMe is the only security company that provides a comprehensive and scalable human phishing defense solution. In partnership with Ingram Micro, we are giving organizations across the META region the security solutions and intelligence they need to proactively detect and quickly respond to cyber attacks."