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Nuvias reinforces leading EMEA distributor status with multiple award wins

All three companies in Nuvias Group, the pan-EMEA high value distribution business, which is redefining international, specialist distribution in IT, announce major 2016 award wins. Unified communications (UC) specialist SIPHON (present in the Netherlands and the United Kingdom) has been named the 24th fastest growing technology company in the UK, as part of Deloitte's prestigious UK Technology Fast 50 rankings. Security specialist Wick Hill, which is present in Austria, Germany and the United Kingdom, has been awarded CRN's prestigious Security Distributor of the Year 2016 title, for an unprecedented third time in a row. And advanced networking specialist Zycko (present in Denmark, France, Germany, Hungary, Italy, Malta, the Netherlands, Norway, Poland, Spain, Sweden and the United Kingdom has won two channel awards from videoconferencing vendor Lifesize. Zycko has been declared EMEA Distributor of the Year 2016 and EMEA Marketing Partner 2016. Paul Eccleston, CEO of Nuvias, said: "these awards show a significant achievement for all companies in the Group in 2016 and illustrate their commitment and ability to deliver excellence to channel partners. Although two of these awards are UK-based, the industry leading solutions and services that all companies in the Group provide are available to channel partners across EMEA. In the last few months alone, for example, we have signed pan-EMEA contracts with Malwarebytes, Nokia and HID Global. The awards also justify the acquisition of all three companies into the Nuvias fold, as forward thinking organisations with a focus on innovation and technical excellence, as well as an ability to fulfil channel and vendor partner needs."

API distributes Hagor

Germany: broadliner API has added Hagor display mounts to its catalog.

Kappa Data introduces the Configuration Audit for Firewalls

After the success of the Firewall Care service, a speedy and easy-to-use replacement service for Barracuda firewalls hosted on its Control Center, network and security VAD Kappa Data has launched a unique and valuable service, the Configuration Audit, which is available to its customers in Belgium, the Netherlands and Poland. New Firewalls are configured with great care and consideration, but across time the distributor has noticed that they quickly become outdated and expose the network to external threats. These threats are often caused by months of changes and updates to the settings that remain unmonitored. In an effort to facilitate the management of the firewall configuration set-up, they have developped the Kappa Data Configuration Audit. This unique security service provides users with deep intel on the security status of their firewall configuration. With a checklist of more than 80 items across 15 categories, Kappa Data's auditors take a deep dive into the firewall's security settings, assessing its level of coverage against security threats. Besides the obvious topics such as checking security policies, anti-malware and SSL, the Configuration Audit covers non-conventional checkpoints as well. The conclusions of the audit are brought to the user in an easy-to-understand digital report, ready for its customers to take measures! This service is currently available for all Barracuda Firewalls hosted on the Kappa Data managed Control Center.

Exclusive Networks shapes up for 2017 with senior sales appointments

United Kingdom: network and security VAD Exclusive Networks has made two senior sales appointments as it gears up for growth in 2017. Richard Carpenter, who has held a number of senior roles within distribution (including Avnet, Comstor, Ingram Micro and Wick Hill), has been appointed Sales Director, and Lee Widdowson, highly experienced in distribution sales and account management as he was working previously for Arrow ECS, has joined the Chesterfield office as Divisional Sales Manager. Richard will be reporting directly to MD Graham Jones and will direct the team in deepening its relationships with existing partners and bringing Exclusive Networks' unrivalled security solutions, services and support to new partners. Lee’s role is focused on servicing and growing the partner base, especially SMB VARs, throughout the country. Graham Jones, Managing Director, commented: "our successful strategy of working in partnership with our vendors and partners has fueled our growth to date and these appointments signal our intent to continue this as we aim to break the £200M mark in 2017. As we look to become sole distributor with more vendors, we require new people who bring new ideas and methods. With Richard and Lee's experience and the Exclusive Networks environment, we have a winning combination." Richard adds: "the quality of vendors and technologies Exclusive Networks works with and the exceptional levels of service and support delivered to partners is well known and the envy of many distributors. As the pace of change in the security market increases it's a great time to join the team and work with partners to deliver better, more comprehensive security solutions that enable customers to meet the complex and ever-changing security challenges they're faced with."

Ingram Micro on the phone with Alcatel

France: the UC BU of the Specialty Solutions division of broadliner Ingram Micro has added Alcatel business phones to its offer.

Another office for Bakotech

Ukrainian security and software VAD Bakotech has opened a new sales office in Almaty. Bakotech Kazakhstan is managed by Igor Shtyrlya, previously manager of the region for Russian multispecialist RRC, and will carry Bakotech's portfolio to resellers in Central Asia (beside Kazakhstan, Kyrgyzstan, Tajikistan, Turkmenistan and Uzbekistan. This new office is the sixth of the distributor, beside those in Czech Republic (covering also Slovakia), Latvia (covering also Estonia and Lithuania), Poland (covering also Bosnia, Bulgaria, Croatia, Hungary, Macedonia, Romania, Serbia and Slovenia), Russia and of course Ukraine (which covers also Armenia, Azerbaijan, Belarus, Georgia and Moldova) (source: Komputernoye Obozrenye Ukraina).

Alltron distributes Casacom

Switzerland: broadliner Alltron has added Casacom fiber solutions for home users to its network catalog. Casacom products allows users to install fiber networks in their flats or houses, and benefit from a very high broadband, for a reasonable price.

Mayflex equips installers with knowledge and expertise

United Kingdom: cabling and networking specialist Mayflex is assisting both new and potential customers with gaining product knowledge and certifications by offering a whole host of free training courses and seminars. These sessions are being delivered alongside a number of vendor partners throughout the country well into 2017. Available courses include, Dahua certified installer training, the Aruba HPE Excellence Programme, Avigilon intro to IP Surveillance sessions, introduction to Wireless LAN and Aruba HPE instant access points. Tracey Calcutt, Marketing Manager at Mayflex, commented: "we want to equip our customers with the knowledge and expertise necessary to take advantage of revenue streams, that they may not traditionally be accustomed too. By working with our own team of experts and vendor representatives we can support customers who want to move into new areas. We are working closely with our vendor partners to make sure that there is always a choice of learning opportunities available. If there is something that customers would like help with, speak to us and we can try to provide a suitable learning opportunity." Mayflex also offers access to many other paid for training courses, working in conjunction with C-Net training.

News from Bluechip, Ecom, Eno Telecom and Tarox

Germany: broadliner Bluechip has decided to include in the SERVERline servers it builds and distribute a free-of-charge hardware monitoring tool named Server-Eye. This tool, which has been developed by the local system integrator Krämer IT Solutions, allows resellers to have a view on all the servers they sell, and act proactively in case of failure of a component. PC component and peripheral specialist ECOM has inaugurated a new, 3700-sqm extension to its existing warehouse1. Now able to store products on 10000 sqm, and answer more efficiently to any demand. Ronald Bulla, who was director of telephony specialist ENO Telecom, has left the distributor for personal reasons. The distributor continues to be managed by its remaining director, Bernd Horstmann. Finally, PC vendor and distributor Tarox has expanded its catalog with two new vendors, TRENDnet (networking products)2 and Viewsonic (display systems) (source: ChannelObserver Deutschland, Dealers Only Deutschland 1 and 2, Telecom Handel Deutschland, Funkschau Deutschland).

Two new brands for BNS

France: network and telecom VAD BNS France Distribution has been chosen by network vendor Netis Systems as official distributor. The company has also added Provision-ISR video-security solutions to its catalog.

BeyondTrust and Westcon-Comstor expand global distribution agreement

Security vendor BeyondTrust has consolidated its channel strategy and is joining Westcon Security's exclusive Accelerate program. With the agreement, BeyondTrust is expanding its distribution footprint globally (in the EMEA region, through Westcon Security offices in Austria, Belgium, France, Germany, Italy, the Netherlands, Norway, Portugal, South Africa, Spain, Sweden, Switzerland, the United Arab Emirates and the United Kingdom). The move underscores escalating demand for security solutions that guard against insider threats and data breaches for businesses of all sizes. End-user demand for better security visibility, control and protection have reached new heights, in part because the number of data breaches so far in 2016 has increased nearly 20% compared to last year, according to the Identity Theft Resource Center. BeyondTrust joins the Westcon Security Accelerate program in order to develop a global channel program capable of recruiting and enabling new solution provider partners around the world. This expanded partnership will provide significant scale and reach into new, untapped markets for BeyondTrust. With up to 80% of security breaches involving privileged credentials, controlling and monitoring privileged access is critical in the fight against insider threats and data breaches. BeyondTrust’s partnership with Westcon Security advances the BeyondTrust commitment to preventing privilege misuse and stopping unauthorized access. Westcon Security has the expertise to help BeyondTrust bring privileged access management to a broader market, quickly and effectively. Through the partnership, BeyondTrust's network of channel partners, systems integrators and solution providers also gain access to the support and go-to-market strategies available through Westcon Security.

"With Westcon Security working with more than 17,000 trading partners in the security industry worldwide, our partnership will provide acceleration for BeyondTrust in a scale that we may not have been able to achieve on our own", said Maurice Heiblum, COO BeyondTrust. "We are thrilled to make our best-in-class privileged access management offering through this premier global IT and security distributor, giving our channel partners, systems integrators and solution providers access to a first-class model available only through Westcon Security."

Westcon Security continually evaluates the technology landscape for innovative products and services that hold long-term opportunity for its customers' success. The value-added distributor's Accelerate program specifically targets vendors that may not have previously used or considered distribution as a route to market. Taking a programmatic approach, Westcon Security makes it easy for vendors to ramp in each country or region, providing a repeatable, efficient, cost-effective, scalable process to expand geographically. Meanwhile, vendors can leverage Westcon Security's highly specialized solutions groups and services to more accurately target the IT service providers and the markets they wish to reach. The Accelerate program also strengthens Westcon Security's overall ecosystem, enhancing its ability to offer multi-vendor solutions that solve more complex business problems.

"Our Accelerate program provides the most innovative, industry-leading products and services that channel partners, systems integrators and solution providers trust to secure organizations from security threats of all kinds", said Patty Gray, vice president of Global Partner Management at Westcon Security. "BeyondTrust's privileged access management tools enable our solution provider customers to better, more effectively deploy cybersecurity strategies that help better protect today’s enterprises from threats involving privileged credentials."

New employees and brands for Commaxx

Sweden: infrastructure VAD Commaxx has hired Robin Jansson and Linus Hagel to strengthen its team. Robin is the new marketing and sales coordinator, while Linus joins the salesman team. These two recruitments come in time to help the distributor push more efficiently the new brands it has recently added to its portfolio, including backup solutions from Exagrid and Arcserve (source: IT Branschen Sverige).

Quest enters the cloud market

Greece: broadliner Info Quest Technologies has launched Quest on Cloud, its own cloud platform, in the country, giving Value Added Resellers and Enterprises, a comprehensive, thus simple and efficient way, to configure, buy, manage and utilize top of class cloud solutions, acting as a one-stop-shop for their needs. For the time being, Quest on Cloud includes offerw from Microsoft (Office 365 and Azure) and IBM (Softlayer), as well as locally-developed services such as QZone (commercial and point of sales applications), while other will follow, to cover backup, security and infrastructure needs for end customers (source: Tech Channel Partner Hellas).

Exertis gains ISO 20071 accreditation

United Kingdom: broadliner Exertis has unveiled that its professional services division, which provides a range of managed services for its partners, has gained ISO 20071 accreditation, the international standard for information security. Ian Gilbey Exertis, technical services director, said: "IS0 27001 certification provides our partners and resellers with even greater confidence in the way they engage with our range of professional services and sends an important message that Exertis manages security risks effectively and in the correct manner. Besides being a key differentiator for our services, our customers know that we have the policies and procedures in place to protect their information from security threats."

Information security is achieved by implementing a suitable set of controls, including policies, processes, procedures, organisational structures, software and hardware. ISO 20071 requires companies to monitor, review, maintain and improve their information security management system by:

  • Systematically examining the organisation’s information security risks, taking account of the threats, vulnerabilities, and impacts
  • Designing and implementing a coherent and comprehensive suite of information security controls
  • Adopting an overarching management process to ensure that the information security controls continue to meet the organisation's information security needs on an on-going basis.

Exertis professional services provide a wide range of pre and post-sale services to support resellers' business from straightforward "break-fix" through to a 24/7/365 complete, white-label, managed service. Exertis, uniquely, delivers all services with fully qualified engineers and support staff and from its own Network Operation Centre (NOC).

Three new brands for Powerdata

Swiss consumer electronics specialist Powerdata has started the distribution of Lumigon smartphones and accessories, HButler purse with an embedded battery and 3DRudder 3D controllers in French speaking Europa (Belgium, France, Luxembourg and Switzerland).

Bluestar enters Eastern Europe

Hungary: American DC/POS specialist Bluestar has expanded its European coverage through the addition of a sales office in Hungary. BlueStar Magyarország is managed by Balazs Konkoly, who joins from network and security VAD Relnet Technológia and, earlier, multispecialist RRC where he was the manager of the AutoID BU. As the Regional Manager of Eastern Europe, Balasz will develop the sales of Bluestar in the whole region.

ELO Touch Solutions appoints EET Europarts as distributor

Scandinavia: touch technology vendor ELO Touch has chosen broadliner and sparepart specialist EET Europarts as an official distributor for its full product portfolio of touch computers, touch monitors and interactive signage products, in Denmark, Finland, Norway and Sweden. With the ELI touch product assortment EET Europarts will be able to offer its PoS & Auto ID customers and installers a much wider product portfolio, and additionally be capable of offering assistance in the implementation of major PoS projects. "Elo Touch Solutions invented the touchscreen over 40 years ago, and is today one of the leading manufacturers of touchscreens worldwide. The product portfolio includes i.a. a broad selection of interactive touchscreen monitors and all-in-one touchscreen computers", says Tommi Brodersen, Head of PoS & Auto ID at EET Group. "We really look forward to the cooperation with Elo, which enables us to offer our customers a highly recognized brand, giving us the opportunity to optimize our product mix and strengthen our position in the market." Maarten Bais, General Manager & Vice president EMEA, at ELO Touch Solutions, is very pleased with the agreement, and he says: "with a solid history in the distribution business and a reach and experience that perfectly matches our product portfolio, EET Europarts is a perfect fit for Elo in the Nordic region. Both our Point-of-Sales systems as well as interactive digital signage displays fit into their strategy. The testimonials of appreciation of EET Europarts shown by their customers further convinced us that we have found the right partner for future growth in the region."

Tech Data’s EMM hub provides platform for resellers to grow as trusted advisors

United Kingdom: broadliner Tech Data has launched the enterprise mobility management (EMM) hub as the first element of its Trusted Advisor knowledge development programme, which provides resellers with a wealth of information on key solutions areas, helping them market and sell new solutions, plan and deliver projects, and lead their customers into a profitable partnership. The EMM hub is populated with an extensive array of articles, guides and other content that will enable resellers to learn about EMM concepts and solutions and how to identify and address market opportunities. It is the first in a series of solutions-focused microsites that Tech Data is creating as part of a much wider knowledge programme, aimed at providing resellers with the insights and understanding they need to drive growth. "The EMM pages contain a wealth of informative and inspiring content that will enable resellers to build and develop the knowledge and capabilities of their sales and technical teams in this important and complex area of the market", said Phil King, Solutions Practice Director at TD Azlan. "Resellers need to have authentic, credible and differentiated propositions. The EMM hub – and in particular the Trusted Advisor Blueprints – will help solutions providers to accelerate their capabilities."

The Blueprints are a series of in-depth documents that include identifying EMM opportunities, building a mobile device, application and content management (MDM, MAM and MCM) strategy, and the importance of EMM in the future. Tech Data also provides a Trusted Advisor Readiness Assessment, which resellers can use to assess a customer's current position on EMM and how it can be improved. As well as a wealth of independent content, the EMM microsite has extensive information on the solutions and programmes offered by BlackBerry, Citrix, Microsoft and VMware. Additional hubs focusing on other important areas of opportunity will be added over the coming months, King added: "The EMM site is really excellent but this is just the start. There is much more to come from the Trusted Advisor programme. In today's market, it is more vital than ever to have a thorough understanding of customer needs and of new technologies and concepts. The Tech Data Trusted Advisor programme will provide resellers with the resources they need to develop their ability, engage with us and with key vendors, and provide them with the confidence to develop value propositions and grow their business." The whole programme is, he noted, a further evidence of Tech Data's leadership in distribution and focus on the customer. "We're making a considerable investment to develop the Trusted Advisor hubs and in doing so, we are providing resellers, VARs, integrators and services providers with the foundation knowledge they need to develop their business. This is an important commitment to our customers and the future of both their businesses and our own."

New businesses for Arrow ECS, Baradi, Cometa, Ingecom, Ingram Micro and Software Products Italia

Southern Europe: in Italy, regional broadliner Cometa has added Startech.com connectivity products and small accessories to its catalog. Software specialist Software Products Italia has inaugurated Omnis Italia, a joint venture it has build with TigerLogic to represent its Omnis rapid development platform in the country. In Portugal, infrastructure VAD Arrow ECS has started the distribution of Veeam virtualization products in the country. In Spain, TP-Link has appointed mobile phone specialist Baradi as official distributor for its Neffos line of smartphones. Network and security VAD Ingecom has been chosen by WhiteBear Solutions as an official distributor in the Iberian region for its identity management and backup solutions. Finally, LFD vendor Dynascan has extended its partnership with Ingram Micro to the Spanish ProAV BU of its Specialty Solutions division (source: Top Trade Informatica Italia, IT Channel Portugal, Channel Partner España, ITSitio Distribución España and Dealer World España).

Immersit choses Grosbill

France: Immersit, which has developed a motion and vibration device to make video dynamic, has started to be distributed by Prosbill, the distribution division of etailer Grosbill.