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Exclusive Group grows Benelux presence with TechAccess team up!

Benelux: French network and security VAD Exclusive Group has acquired Dutch competitor TechAccess for an undisclosed amound. The acquisition grows the combined Benelux operation to over 150 staff at offices in Son and Amersfoort (the Netherlands) and Kontich and Duffel (Antwerp region, Belgium – to be later merged). And with a vendor portfolio and value ethic matching that of Exclusive, the deal boosts the Group's position in the region (especially in the Netherlands where Exclusive Networks local operations lag far behind TechAccess) and continues the successful transaction formula that has seen it become one of the industry's fastest growing distributors worldwide. The acquisition adds Fortinet distribution into the Netherlands, extending a relationship that spreads across all of EMEA & APAC. Other shared synergies include Arista, Brocade, Edge-Core, Gemalto, Huawei, Infoblox and Supermicro, plus the passion and commitment to offer market differentiation through continued innovation and value-based services.

Olivier Breittmayer, CEO of Exclusive Group, said: "we identified TechAccess as a strong candidate to boost our Benelux market presence and to provide the catalyst for further growth in the region. The people are highly aligned to our way of thinking, and it is these shared values that will act as a unifying force for our two businesses. The Exclusive project, to become a 'VAST' group on a global scale, but with local execution, continues at a pace and is strengthened today with this announcement and the addition of Berry van Waayenburg and his team."

"Exclusive Group offers a compelling vision for the future of value-added distribution, and access to global resources that will propel our ambitions to the next level", said Berry van Waayenburg, Co-Founder and CEO at TechAccess who now becomes Exclusive Networks Netherlands' Country Manager reporting to Exclusive Group Benelux Regional Director, Kris Van den Bergh. "Our combined strength increases our relevance to vendors and partners, providing enlarged market access and greater resources to execute value-added services. These are exciting times for everyone associated with TechAccess and the existing Exclusive Networks, BigTec and Exclusive Capital businesses in Benelux."

Kris Van den Bergh added: "having admired TechAccess for some time, I'm delighted to welcome them to the Exclusive family. The opportunity to combine both companies with the same DNA and growth ambitions was one we could not ignore, and I look forward to working together towards greater success on this exciting journey."

A new Planet for Versim

Poland: network and telecom VAD Versim has added Planet products to its offer (source: CRN Polska).

Bitdefender’s landmark acquisition of Profil Technology to further accelerate enterprise growth

France: it was waited since many years: Romanian security editor Bitdefender has acquired its French distributor Profil Technology for an undisclosed amount, to rapidly bolster its global presence. The acquisition will be the largest in Bitdefender's 15-year history and it will boost the company's enterprise revenue and strengthen its position in the European and global markets. Bitdefender's consolidated positioning in France will help the company grow its share of the French enterprise and consumer markets, with a team of 50 sales and marketing professionals and a French-speaking support organization. Bitdefender, present in France since 2001, has rapidly become the leading security vendor in retail, accounting for a third of cybersecurity solutions purchased in-store by home users in France. Bitdefender also protects more than 1 million enterprise terminals across all industries (i.e. public sector, education, health, finance, etc.)

"France is a key focus market for the company's future", said Bitdefender's CEO and founder Florin Talpeș. "By taking the business in-house, we will be closer to our partners and customers and aim to repeat our success story in the enterprise market, and translate the company’s technical superiority into a commanding position in enterprise sales."

Bitdefender plans to invest in teams and resources to grow the enterprise business rapidly, and to maintain consumer growth in the French market by increasing the online reach. Fueled by its latest innovations in IT security technology, Bitdefender has tripled its enterprise sales in the past three years and won the trust of major clients seeking to secure hybrid infrastructures. In 2016 alone, Bitdefender established a local presence in Italy and Sweden in an expansion strategy that leverages the world's largest security delivery infrastructure into a significant global presence. Moreover, the company's partner network membership has more than doubled in the past two years. Bitdefender’s GravityZone line of endpoint security solutions is able to predict, prevent, evade, detect and remediate unknown threats and protect organizations from advanced and targeted attacks. Powered by its patented machine learning technology, GravityZone provides adaptive, layered endpoint protection focused on attack techniques, tools and behaviors to accurately predict attackers' next moves. The GravityZone Management console offers a single pane of glass view for security management across workstations, mobile devices and servers in datacenter and public cloud environments. As Profil Technology becomes BitDefender France, the company has been removed from ITdistri database. Beside its acquisition, Profil Technology has sold of its own development activity, known as Egedian, to its competitor Eptimum (again, for an undisclosed amount), which is active in the distribution market through download specialist LG&Co.

Comm-tec displays on LG

Germany: AV specialist Comm-Tec has expanded its partnership with Korean vendor LG, to now include its digital signage offer.

Avnet helps business partners to maximise IoT opportunities with the creation of a new partner ecosystem

United Kingdom: infrastructure VAD Avnet Technology Solutions has created an ecosystem that drives active collaboration to enable partners to unlock end-to-end opportunities in the Internet of Things (IoT) market. Avnet partners will be able to minimise barriers to entry, carve out new revenue streams and seize opportunities to deliver end-to-end IoT solutions by fostering relationships through the ecosystem with business partners that offer complementary products and services. To launch this initiative, Avnet has hosted a "Monetising IoT event" created in partnership with Cisco, Hitachi Data Systems, IBM and Informatica at its offices in Bracknell.

Avnet sees its role as supporting and bringing partners and vendors together, as any single organisation is unlikely to have the skills and portfolio necessary to create an IoT solution from edge to enterprise. Therefore, in addition to learning how innovative technological advancements are influencing the direction of IoT and how Avnet's Visible Things platform is driving opportunities in this lucrative market, attendees will have an opportunity to forge relationships and share ideas. Using Avnet Event Manager, part of Avnet's Enablement Resource App, partners will be able to network before, during and after the event.

Lynn Collier, COO Hitachi Data Systems UK&I, commented: "early adopters of technology have been able to access real business benefits of IoT through the deployment of advanced solutions. However, it is extremely challenging for clients to keep up to date given the pace of change in this market and they will increasingly look to the partner community for information and guidance. Hitachi welcomes the opportunity to help business partners visualize where they fit in the IoT puzzle and develop the right solutions to meet customer needs."

Specialists from Cisco, Hitachi Data Systems, IBM, Informatica and Avnet will bring clarity to the concept of IoT, providing insight into how technology is transforming business and the value it can bring to channel partners and their customers. Craig Smith, director IoT, cognitive computing and analytics at Avnet Technology Solutions EMEA, concluded: "as the different phases of IoT come to prominence, it will be increasingly difficult for channel partners to identify, manage and fulfill every opportunity, so building a robust IoT ecosystem with distribution at the core is a key component to success. Avnet is perfectly positioned to bring together IoT specialist partners and more typical infrastructure resellers enabling them to access and thrive within a profitable and fast-moving market. Through collaboration, partners can adapt quickly to market changes and reduce complexity for the customer by collectively delivering an end-to-end solution while maximizing opportunities."

Infinigate expands in Scandinavia

Finland: Swiss network and security VAD Infinigate has expanded its presence in Europe with the opening of its new subsidiary in Finland. With this step, Infinigate is now present in nine countries within Europe (Austria, Denmark, Finland, France, Germany, Norway, Sweden, Switzerland and the United Kingdom) and further strengthens its leading position in the Nordics. The new Finish subsidiary (Infinigate Finland Oy) is managed by Pasi Moilanen (formerly working for network and security VAD Internet Smartsec) and is based in Espoo, neighbouring Helsinki. It will pursue exactly the same strategy as the whole Infinigate Group, operating as Value Added Distributor for IT Security Solutions and distributing the solutions and services only via the Finish IT reseller channel.

The primary reason for the expansion into Finland was the number of requests from various vendors, which were looking to work together with a highly qualified and true VAD focussed on IT-Security in Finland. As a result, Infinigate Finland will already start with an impressive portfolio of well-known security brands such as CarbonBlack, Cylance, GFI, Ipswitch, Radware, Rapid7, RSA, SecurEnvoy and Sonicwall. The vendor portfolio will get expanded over time, this in line with Infinigate's strategy to ensure a constant high level of quality.

Thomas Hagelid, Regional Manager Nordics at Infinigate, states: "Infinigate is having great success in the Nordics and has gained a market leading position in IT-Security distribution in the region. We are proud to now cover the full Nordics, including Iceland and Baltics."

"The move into Finland is well timed with the expansion of the Infinigate Group. For a longer period, we have been analyzing the Finish IT-Security Distribution landscape and our conclusion was that there is a need for a Value Added Distributor like Infinigate with focus on Security", says David Martinez, Founder and CEO of Infinigate.

Authlogics appoints Portland Europe

Benelux: authentication editor Authlogics has appointed security and telecom VAD Portland Europe at its distributor for Benelux, through its offices in Belgium and the Netherlands. The UK-based authentication company’s innovative solutions are already deployed by organisations in the UK, South Africa and the US and now Authlogics is expanding in to mainland Europe, with one of the largest distributors in the Netherlands. The Netherlands is in many respects the beating heart of the European IT security with initiatives such as The Hague Security Delta (HSD), which is the largest security cluster in Europe. As such it represents the ideal springboard for Authlogics to develop and grow its install base and market share throughout Europe.

Head of Marketing at Portland Europe Roel Seegers states: "when we first saw PINgrid in action, many of us wondered why something so 'simple' and logical hadn't been done before. Security isn't about complexity, it's simply about how well one keeps a secret. In this case, keeping a pattern in your head. The engineers at Authlogics understand this very well and created an incredibly smart bundle of solutions for our MSPs to secure both cloud and on-premise access points. For Portland Europe, distributing a diverse portfolio of services for the MSP, this type of authentication is a perfect match."

Steven Hope, CEO of Authlogics, adds: "we have been very impressed by the proactive approach Portland Europe has already taken to establish the Authlogics brand in the region. Their close working relationship with many MSPs, resellers and us as the vendor, means that they provide an exceptional level of value-add for the end user. They are certainly one of the most forward thinking and best of the breed distributors and Authlogics is delighted to be growing its business with them."

Ajoomal, Diode and Tech Data Mobile sign new partnerships

Iberia: network and security VAD Ajoomal Asociados has inked a distribution partnership with enduser protection vendor Cososys, covering both Portugal and Spain1. Carrier-class broadband vendor Radwin has appointed network and telecom VAD Diode as an official distributor, also in Portugal and Spain. Finally, Chinese smartphone vendor Nubia has chosen telephony specialist Tech Data Mobile as an official distributor for Spain2 (source: Channel Partner España 1 and 2, IT Sitio Distributión España).

Ingram Micro and RAH Infotech sign new partners

India: data management solution editor Informatica has signed a distribution agreement with broadliner Ingram Micro. Through this relationship, Infomatica's suite of cloud data management products will be available to Ingram Micro Cloud's extensive channel partner network in the country. As cloud computing continues to gain increased market traction in India, businesses need the right solutions to ensure data quality when moving between on-premise systems and the cloud. Informatica's cloud-based data management solutions will enable Ingram Micro Cloud resellers to address the growing need for high-performance data integration and help customers achieve a trusted 360 degree customer view, while increasing agility and end user productivity.

Commenting on the announcement, Rodney Foreman, SVP Partner Ecosystem, Informatica said: "partnering with Ingram Micro enables us to bring the value of cloud data management to enterprises in the region, more efficiently. Informatica provides the industry's only unified integration cloud that enables companies to easily and cost-effectively harness the increasingly voluminous datasets moving to SaaS apps, such as Salesforce."

"With Informatica Cloud Data Management solutions, our value added resellers can help organizations unify data from different sources with prebuilt connectors and benefit from a consistent and accurate view of their customers across multiple systems and applications", said Harish Laddha, Director Cloud Sales for Ingram Micro India.

The same week, network and security VAD RAH Infotech has signed up with UK-based software & application developer Interlabz Technologies, who also provides Corporate Training and Consultancy for HSIA and Hotspot Solutions for different industries. Among others, RAH Infotech will distribute Interlabz Surfsonix Smart HSIA, a smart internet access solution designed to meet the increased bandwidth demand placed upon different industries, in particular hospitality industry and to support thousands of users in wireless and wired networks. Optimized for high performance and scalability, it is a service-rich, resilient and flexible HSIA gateway that enables next-generation wireless networks, smart devices and applications across all verticals.

With its exceptional features like AAA, intelligent bandwidth management, customizable landing page/portal, Wi-Fi and social analytics and user demographics reports with detailed analytics of visitors' behaviour, it allows the venue owners to provide highly reliable robust and cost efficient internet services and simultaneously turn the venues into revenue sources by providing smart analytics and in-depth reports revealing exclusive details about the customer behavioural pattern, use case and profiling. With True Plug & Play features enabling guests to self-sign up and select the bandwidth they require, it frees up time for IT and front desk staff to focus on other important tasks.

"Interlabz is the worldwide leader in HSIA offering extensive and broad portfolio of products and solutions that enhance how guests connect, experience, and communicate. This strategic tie up will strengthen both the companies in achieving their business goals. We are very excited to go to the market with the new Surfsonix product range which further boosts our current diverse portfolio", shared Ashok Kumar, CEO, RAH Infotech.

"RAH Infotech have a proven record of being leaders in value added distribution. Through their well established distribution network, we look forward to offer our products and solutions that have been enabling and pioneering businesses across the globe for a broad portfolio of domains such as Hospitality, MICE, Telco/ISP, Enterprise", said Mohammed Imtiaz Mallick, CTSO for Interlabz Technologies (source: Channel Times India and IT VAR News India).

A new channel manager for BigTec

Belgium: datacenter VAD Bigtec has hired Luc Gallet as new channel manager. In this role, Luc will be responsible for driving and growing the business with BigTec channel partners. Prior to joining BigTec, Luc worked for 10 years at VMware and for 8 years at HP in different sales, channel and presales roles (source: Channel Belgium).

BigTec Targets S3 Object Storage Services with Cloudian

Datacenter VAD BigTec has added Cloudian to its vendor portfolio, through a pan-EMEA/APAC distribution agreement which will see BigTec drive adoption of Cloudian's petabyte-scale, hybrid cloud object storage platform HyperStore among key enterprise markets, via channel partners and managed service providers (MSPs). According to BigTec, the deal give partners the ability to build scale-out petabyte hybrid cloud solutions, and allowing them to tap into new cloud storage revenues. The datacentre specialist also says it provides resellers a compliant data storage solution to offer customers ahead of pending GDPR legislation.

"There are a growing number of enterprise customers that use global S3 object storage services. Thanks to Cloudian's HyperStore they now have the opportunity to place that storage capability in their own datacentre premises, or to host it with a local cloud service provider. This overcomes the data sovereignty issues that surround compliance measures like GDPR, and provides predictable cost and modular scalability", said Jason Dance, managing director at BigTec UK. "Not only is HyperStore fully in step with the BigTec philosophy of compliant, automated, simplified, low opex, high scalability datacentre operations, but there are also outstanding synergies with the rest of our BigTec solution stack, NEO. We see major opportunities around solving NAS data sprawl, and radically reducing the cost of storing cool primary data", said Dance. "In fact, any requirement to reduce the cost-per-terabyte of storage or leverage the superscale capacity of object stores is a potential win." BigTec is Cloudian's first distributor agreement in this market. The vendor has sold through UK partners since 2013, but officially launched in January 2015 when Jacco van Achterberg joined the firm as EMEA director. IDC forecasts that worldwide revenue for file-based and object-based storage will reach €34b by 2017. "BigTec is an important part of our expansion strategy in EMEA and we look forward to joining forces to see our vision realised", said van Achterberg. "We are committed to supporting high quality partners that understand the possibilities of scale-out object storage. There is rapidly increasing demand for our fully S3-compliant hybrid cloud storage solutions; the time is right and BigTec is uniquely equipped to enable our anticipated partner and customer growth." Cloudian solutions will be gradually available to the channel through Big Tec offices in Algeria, Belgium, Finland, France, Germany, Italy, Morocco, the Netherlands, Norway, Spain, the United Arab Emirates and the United Kingdom.

Woxter appoints DMI Computer

Spain: broadliner DMI Computer has been appointed official distributor by local vendor Woxter for its complete portfolio of IT and mobile products (source: Dealer World España).

OCS loses wires with 4IPnet

Russia: value-added broadliner OCS Distribution has started the distribution of 4IPnet wireless hotspots (source: Astera Rossiya).

New vendors for API, Brodos, Ingram Micro and Maverick

Germany: broadliner API has inked a distribution deal with scanner vendor Avision1. Telephony specialist Brodos has expanded its offer with smartphones from the Chinese vendor Nubia. Finally, videoprojector vendor Optoma has expanded its distributor stable with the Pro-AV BU of the Specialty Solutions division of broadliner Ingram Micro as well as Maverick, the AV division of its competitor Tech Data2. Both structures are allowed to distribute its mainstream products, while AV specialist Kinderman remains its official distributor for ProScene installation products (source: Dealers Only Deutschland 1 and 2, Telecom Handel Deutschland).

Ingram enters officially the Czech market

Czechia: American broadliner Ingram Micro has chosen Czechia as the first market where the local RRC office is rebranded as Ingram Micro. The address, team and offer of Ingram Micro Czech Republic does not change. The company bears products which are part of Ingram's Advanced Solutions and Specialty Solutions divisions. All other RRC websites (Albania, Croatia, Hungary, Macedonia, Poland, Romania, Serbia and Slovenia) display their link to Ingram Micro, but none to date beside Czechia has been renamed (source: ChannelWorld Česko).

Fairchild parts available as part of ON Semiconductor range at Avnet Silica

Semiconductor specialist Avnet Silica provides the full range of ON Semiconductor products following the ON Semiconductor acquisition of Fairchild Semiconductor. The acquisition positions ON Semiconductor as a leading supplier of power management and analog semiconductor solutions for a wide range of applications and end-markets. The full complement of products from the ON Semiconductor Power Solutions Group, Analog Solutions Group, and Image Sensor Group is available from Avnet Silica. Fairchild Semiconductor products now included within the ON Semiconductor collection include power solutions for e-vehicles, intelligent modules for industrial applications, and mobile power for smart devices.

"At Avnet Silica we pride ourselves on making things simple for our customers. By distributing the entire range of ON Semiconductor parts, including those that have been incorporated since the acquisition, there will be no disruption in the supply chain", said Mario Orlandi, President of Avnet Silica.

"We are glad to extend the franchise of these newly acquired products to Avnet Silica. This is a natural step considering our long lasting cooperation. We strongly believe that Avnet Silica’s technical expertise especially in the power area, will bring value to our common customers", said Jeff Thomson, Vice President, Global Channel Sales.

The extended portfolio of ON Semiconductor products includes automotive-grade low-, mid-, and high-voltage MOSFETs, IGBTs, LDOs and switch mode power supplies. Providing solutions for traditional internal combustion engines as well as the EV/HEV market. Industrial customers have access to a complete range of motor-based systems including power modules and discretes, BLDC motor control ICs and IPMs. The inclusion of the Fairchild IGBTs for solar inverters and super-junction MOSFETs as well as GaN power switches for networking, cloud, telecom and data centers positions ON Semiconductor as a leader in the industrial market. The full range of products is available immediately through Avnet Silica offices in Austria, Belgium, Czech Republic, Denmark, Estonia, Finland, France, Germany, Hungary, Israel, Italy, the Netherlands, Norway, Poland, Portugal, Romania, Russia, Slovenia, South Africa, Spain, Sweden, Switzerland, Turkey and the United Kingdom.

Gold IP goes abroad and signs Brand-Rex

Dutch cabling and networking specialist Gold IP has opened its first foreign office in Belgium. Based in Nazareth, Gold IP België is managed by Filip Koch, the former channel manager of Panduit, and distributes in the country Panduit, Mobotix, Leviton and Brand-Rex, a cabling vendor which the distributor recently signed for the whole Benelux market.

Intelisys talks up channel success after landing in Europe

United Kingdom: cloud VAD Intelisys claims that it has made an impression on the EMEA market since its launch in April last year, claiming to have signed up more than 40 partners across the region. The California-headquartered firm first announced plans to break into the EMEA market in April last year after opening a headquarters in the UK to act as a launch pad for the wider region. Intelisys claims that it has signed up more than 40 partners across EMEA to its programme since its regional launch. The latest three firms to sign up are telecom firms UTelecom, PrimeTel and Allumno.

Stephen Hackett, managing director at Intelisys Global said: "we continue to be delighted with the positive reaction our technology services distributor model has received from the UK channel community. What's clear is that selling cloud-based solutions is very different to selling traditional telecoms or IT systems, and firms such as UTelcom, Primetel and Allumno recognise that they need a new kind of approach to succeed – that's where Intelisys Global can help." (source: Channelnomics Europe).

Infinigate signs with Macmon

Germany: NAC vendor Macmon Secure has inked a distribution deal with network and security VAD Infinigate.

Ingram Micro signs distribution agreement with HPE for Security software solutions

Middle East: the Advanced Solutions division of broadliner Ingram Micro has signed a distribution agreement with HPE for the whole range of its Security Software product line and solutions. With this agreement, Ingram Micro is authorized to distribute all HPE Software including security products across Gulf countries, Egypt and Levant through Ingram offices in Egypt, Lebanon, Oman, Saudi Arabia and the United Arab Emirates. "HPE is committed to helping our customers understand the need to protect their business by building security into the fabric of their enterprise", said Tim Grieveson, chief cyber & security strategist for HPE EMEA. "We are convinced that through our partnership with Ingram Micro we will be able to reach and help more customers mitigate risk in their hybrid environments and defend against advanced threats."

"We are delighted to be adding HPE Software solutions in the portfolio we offer to our partners", said Ali Baghdadi, senior vice president and chief executive of Ingram Micro's META region. "HPE Software will help our partners and customers to significantly enhance the protection and management of their enterprise."

"Our target is to enhance the value proposition to our business partners with a dedicated range of services and relevant large vendors", said Marc Kassis, cyber security director, Ingram Micro META region. "With HPE, we are reaching the front-runner position as a value-added distributor of Cyber Security solutions."