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Ingram Micro expands reach of value-added products and services into Central and Eastern Europe

Broadliner Ingram Micro has entered into a definitive agreement to acquire a Central and Eastern Europe (CEE) Division of Russian multispecialist RRC for an undisclosed amount. RRC CEE Division with its headquarters in Poland, Warsaw, brings a comprehensive suite of service offerings including logistics, education and technical and marketing support, as well as a portfolio of higher value solutions focused on networking, security, IT infrastructure and auto identification products and services from major vendors, including Cisco, IBM, EMC, Zebra and Avaya. It ought help Ingram create or strengthen local Value and Specialty divisions in Albania, Croatia, Czech Republic, Hungary, Macedonia, Poland, Romania, Serbia and Slovenia. Until now, Ingram Micro was present physically in the region only in Hungary, both as a broadliner and as a VAD (where RRC team will have to merge with the existing Ingram team). In all other countries, this means the official opening of local Ingram sales office, often for the first time in the region. The acquisition is expected to contribute more than €225 million in annual revenue. RRC CEE leadership team has agreed to join Ingram Micro upon closure of the transaction to assist in the integration and help lead the combined business thereafter. The transaction, which is subject to customary regulatory and other closing conditions, is expected to close in the first half of 2016.

Ingram Micro CEO Alain Monié commented, "The addition of RRC is well aligned with Ingram Micro’s global strategy to broaden our reach into higher margin, value-add and services businesses. In addition to bolstering our European portfolio of value solutions, we expect to leverage RRC's established brand in Central and Eastern Europe to increase revenue and profitability throughout this strategic territory, which has been a focus of expansion for Ingram Micro. We look forward to RRC joining Ingram Micro."

Konstantin Sidorov, RRC Group Chairman, added, "As a highly respected global brand, Ingram Micro is an ideal partner to help our CEE division expand its business and profitability throughout the region, benefiting from Ingram Micro's established infrastructure and partnerships with leading technology companies. On the other hand, the deal will allow RRC Group to rapidly increase market share in its core markets of Russia and CIS countries (Azerbaijan, Belarus, Kazakhstan, Russia and Ukraine), investing heavily into broadening of RRC product portfolio and new cloud based platform for our partners.". Following the announcement of the acquisition, Ingram Micro's Polish competitor ABC Data, which is present in Czech Republic, Hungary, Lithuania, Poland, Romania and Slovakia, announced that is was also in negociations for the acquisition of RRC CEE.

EDSlan, Ingram Micro, Aryan Comunicaciones: the South is booming

Southern Europe: Italian PBX vendor Wildix has decided to appoint local network and telecoms VAD EDSlan as an official distributor, while it is moving to the Netherlands to enter the European cloud market with a cloud-based version of its products. According to its manager, the Netherlands have been chosen because it is the most advanced country in Europe, regarding the usage of cloud-based phone systems. On another market but still in Italy, broadliner Ingram Micro has expanded its partnership with Seagate, and is now able to distribute LaCie-branded storage systems through its reseller network. Finally, in Spain, multispecialist Aryan Comunicaciones has started the distribution of Cososys Endpoint Protector, a solution of DLP (Data Loss Protection) and MDM (Mobile Device Management).

Tech Data loses its financial director

Netherlands: Charles Paape, who has been the financial director of broadliner Tech Data over the past three years, is leaving the company in March for retirement. The new director has not been appointed yet.

Siewert & Kau distributes GSkill

Germany: broadliner Siewert & Kau has expanded its portfolio with GSkill memory products (source: IT Business Deutschland).

Three new vendors for Addis Technologies

France: EDM VAD Addis Technologies has expanded its offer with three new vendors, Zeutschel (microfilm and book scanners), Maarch (mail management) and Office Gemini (Dokmee EDM solution).

eD’system, Avnet, DNS, SWS, ASBIS, Arrow ECS, Bakotech, Axoft, OCS, Elittech, Marvel, MTI: news from the East

Central and Eastern Europe: Czech broadliner eD'system has inked a partnership with Whitenergy, to distribute its full portfolio of power devices and LED bulbs. Its competitor SWS has joined D-Link distributors, both in Czech Republic and Slovakia. Finally, among the local broadliners, ASBIS has started the distribution of Bosch white goods and the Xbox gaming console from Microsoft. On the local VAD front, Dan Albrecht joines infrastructure VAD Arrow ECS as business development manager, in charge of Check Point, Blue Coat and Tufin products. He comes from Arrow ECS' competitor DNS, whose new boss is now Petr Ryska. Petr comes from Vodafone, and replaces incumbant and temporary managers Petr Kuliš and Martin Skalík, who get back to their previous jobs of, respectively, marketing and finance directors. On its side, their competitor Avnet Technology Solutions welcomes Petr Homola as new account development manager. Petr was also previously working for DNS, in the IBM team.

Software and security VAD Bakotech has been appointed official distributor by Elfiq Networks, for the whole Central and Eastern Europe. Bakotech will push Elfiq load balancing appliances throughout the region through its offices in Poland and Czech Republic. The deal seemingly does not cover the Ukrainian office of Bakotech.

In Russia, software specialist Axoft has been appointed official distributor by Microsoft for its cloud offer. Broadliner Marvel Distributsia strengthens its value offer with Simplivity hyperconverged servers. Its competitor OCS Distribution has added its infrastructure portfolio with SmartOptics fiber optical transmission solutions. Finally for this country, AV VAD Elittech has unveiled a demo room for Desay LED displays, whose distribution rights it has won for Russia and Kazakhstan.

In neighbouring Ukraine, whose market is still active despite the war waged there by Russia, broadliner MTI has started the distribution of ZTE mobile 3G routers through its reseller network (source: Reseller Magazine ČR, ChannelWorld ČR, CRN Polska, CRN Rossiya, Astera Rossiya, Komputernoye Obozrenye Ukraina).

Epatra signs with ProDVX

Dutch digital viewing vendor ProDVX has appointed AV specialist Epatra as an official distributor in Belgium and Sweden.

Medium strengthens its sales team

Germany: AV specialist Medium has hired Thomas Rief as new sales manager for Baden-Würtemberg and Switzerland. Thomas was previously working for Epson as major account manager.

Tech Data displays on Iiyama

Italy: broadliner Tech Data has signed a distribution agreement with display vendor Iiyama. Tech Data become the first major national distributor for Iiyama, covering its complete portfolio. Jose Dias, Broadline Marketing Director at Tech Data said: "Iiyama works with Tech Data, with excellent results in Belgium, France, Germany, the Netherlands and the United Kingdom. With this agreement, Italian resellers have now an access to high quality products."

"Tech Data's approach of the market is based on solutions", adds Vincenzo Baggio, VP Managing Director Tech Data Italy. "In conjunction with other products on strong-growth segments, such as gaming, education or AutoCAD markets, Iiyama monitors are ideal candidates for a value-oriented commercial proposition."

Commenting on the announcement, Stephen Fridge, Country Manager Italy of Iiyama said: "We are very happy to be able to work with Tech Data Italy to attack the local market, as our partnership with Tech Data is very successful in other European countries. With this distribution agreement, we will certainly reach our sales target, thanks to a competent, motivated and professional partner. I am confident that Tech Data will help promote and increase the value of Iiyama's wide offer through its large customer base."

Powerdata listens to music with Bloc & Roc

Swiss accessory and consumer electronics specialist Powerdata has added Bloc & Roc headphones to its portfolio. It will distribute these products through its reseller network in French speaking Europa (Belgium, France, Luxembourg, Monaco and Switzerland).

EET Europarts launches VivoLink

Broadliner and sparepart specialist EET Europarts has introduced a new product brand featuring a wide range of best in class cables for Professional AV installations. VivoLink is the name of a new quality brand offering a variety of professional cables including cables for: HDMI, DisplayPort, DVI, VGA, Mini Jack, RCA, USB, RS232, Speaker Raw Cables and Adapters.

"What we often hear from professional customer's experiences is, that even expensive and well-known A-brand cables, expected to be of high and stable quality, is unfortunately of highly variable and poor quality," says Jesper Aarestrup, Sales Director, VivoLink, at EET Group. "One reason for this is, that many vendors switch between manufacturers, and the raw materials and parts therefore vary in quality, from one delivery batch to another."

Cables of bad quality can cause a lot of unnecessary and time-consuming support of products and installations, which is in fact not due to failures in the products or the installation, but only are due to the use of bad cables, with poor connection or poor shielding.

Vivolink is developed and designed to meet the Professional AV users needs and demands for high and reliable quality, to ensure high performace of their installations.

"With the VivoLink assortment we want to make sure our professional customers get consistent and stable cable products, made from high quality components, produced by the same manufacturers every time," says Jesper Aarestrup.

For now the VivoLink range features the Cables & Accessories series including: HDMI cables, DisplayPort cables, DVI cables, VGA cables, Mini Jack cables, RCA cables, USB cables, RS232 cables, Speaker Raw Cables and Adapters. Later on VivoLink will introduce new product categories, in similar high-end Pro-AV quality, like: Outlet Panels & Wall Connections, Control Boxes, WhiteBoards and Active Speakers.

All VivoLink products are developed to be stable and reliable, high quality products targeted at AV Professionals. VivoLink products are distributed worldwide by EET Europarts through its offices in Austria, Belgium, Czech Republic, Denmark, Egypt, Finland, France, Germany, Hungary, Ireland, Italy,the Netherlands, Norway, Poland, Romania, Russia, South Africa, Spain, Sweden, Switzerland, Ukraine and the United Kingdom.

A new boss for Ingram Value

Netherlands: following the departure of Thijs Vink to Oracle as Sales Director Benelux – TSBU Oracle Direct, broadliner Ingram Micro has hired Kees van Kempen, the former director of Arrow ECS Network and Security division in the country, as the new managing director of its infrastructure VAD division Ingram Micro Advanced Solutions.

Two new brands for Difox

Broadliner Difox has started the distribution of Mygica AndroidTV and Lumu light meters for iPhones in Europe through its offices in Finland, Germany, Italy, the Netherlands and Spain.

TD Azlan adds Dell Software to enterprise portfolio and puts the focus on data protection suite

United Kingdom: infrastructure VAD TD Azlan has been appointed as a distributor for the full range of Dell Software solutions. Tech Data will be placing a strong emphasis on the company's Back-Up, Recovery and Data Protection suite as it looks to extend the reach of Dell products amongst local resellers.

The two companies will work together to raise awareness of the benefits of Dell's products and to recruit and enable new partners for Dell Software’s backup and recovery solutions, which meet the needs of all sizes of organisations. Dell's Data Protection software can be deployed alongside any other vendor's solutions and supports a full range of legacy and new technologies – including tape, disk and cloud resources to ensure that customer investments are protected.

Dell also offers a range of disaster recovery appliances that conform to industry standards and can be used alongside existing competitor solutions for optimal de-duplication. Dell's Systems Management and vWorkspace virtual desktop solutions will also be available from TD Azlan.

With one in three companies declaring a disaster in the past five years, there is a real and urgent need for companies to ensure that they have a fail-safe backup and recovery plan in place. There is a significant opportunity for resellers to help their customers address this issue. With Dell’s Data Protection and DR appliances, they can offer proven, dependable solutions that deliver exceptional performance and interoperability.

Mark Ceraolo, Server and Storage Business Development Manager for TD Azlan stated: "While Dell is one of the best-known brands in the IT industry, many resellers are not fully aware of the extensive capabilities of the company’s backup, recovery and data protection software and appliances. We are aiming to change that situation and make Dell a leading player in this fast-growing segment of the security market."

Commenting on behalf of Dell, Olivia Donnell, Head of Data Protection Channel EMEA, added: "TD Azlan is a leading value distributor with a proven track record of working with partners to introduce new solutions and supporting resellers to grow their business. Growing our channel is the number-one priority for Dell in 2016. We will work with Azlan to clearly articulate the value of selling Dell Back-Up, Recovery and Data Protection security solutions to resellers and provide the necessary resources to ensure that they and their customers can benefit from the usability, performance, features and rock-solid protection that Dell Data Protection solutions offer."

The new agreement adds to the existing relationship that exists between the two companies, Ceraolo noted. "TD Azlan already offers Dell enterprise solutions and is a long-standing Wyse and SonicWALL distributor, so adding Dell's Data Protection, Systems Management and vWorkspace solutions was a logical next step. For partners already selling Dell servers and storage, Dell Data Protection is an obvious and valuable add-on to their portfolio. Those resellers can now turn to Tech Data for the full end-to-end Dell proposition."

Donnell added: "This is a natural evolution of our business partnership and one that we expect to deliver further benefits for Dell and its partner base. Tech Data and TD Azlan will help Dell reach into a border range of partners in give us much greater reach into the enterprise, mid-market and SMB sectors and we see considerable potential to grow our partner base and our sales in all of these markets. As Europe's largest software licensing distributor, TD Azlan will also enable us to increase our footprint, making our programs visible and accessible help us ensure our programmes are visible and easy for partners to access and deliver."

TD Azlan is preparing a full partner enablement and training programme for Dell's Data Protection solutions. It will be actively seeking resellers that want to address the significant growth potential of this market in the New Year. As well as access to lead generation, marketing and education resources, TD Azlan will be providing specialist sales and technical support to Dell partners. It also plans to make Dell security Back-Up, Recovery and Data Protection solutions available for demonstration in its unique Business Solutions Centre (BSC) at Heathrow. Equipped with all the latest enterprise technologies, this unique facility can be used by partners free of charge to run specific customer demonstrations, either on-site or remotely.

Itancia in video with Polycom

France: previously a Polycom audio-conferencing distributor, network and telecom VAD Itancia has extended its relationship with the vendor to its video-conferencing offer. This partnership follows an excellent growth of Polycom sales by Itancia over the two past years, which are rewarded with this new deal.

Avnet Abacus expands power, protection and interconnect product range with Bel

Semiconductor specialist Avnet Abacus has extended its portfolio with the introduction of product lines from several divisions of Bel, a specialist in the design and manufacture of power, protection and interconnect devices. The Bel portfolio now carried by Avnet Abacus comprises: the power conversion range from Bel Power Solutions; the Stewart Connector Ethernet connectivity range, including the RJ point five connector system; circuit protection products from Bel Fuse; and Bel Magnetics' solutions, including MagJack connectors with integrated magnetics, LAN magnetics modules for high-speed networking and the TRP division products. The addition of these lines ensues from the acquisition of the Power Solutions business of Power-One by Bel Fuse Inc. last year. Avnet Abacus is an established distribution partner for the Power-One brand in Europe and Avnet has long been a major distributor of the Bel portfolio in the Americas.

"The support of experienced and effectual distribution partners is an essential component in ensuring we compete effectively in the global market," said Andy Jones, European distribution manager at Bel. "By working with Avnet Abacus in Europe we are not only building upon our existing relationship with Avnet, but we are also tapping into the highly competent local resources and expertise required to take our business forward."

Alan Jermyn, vice president of marketing, Avnet Abacus, said, "Access to the latest products and technology is key to every electronics design engineer, and to service this successfully we must partner with the very best suppliers in the industry. The product lines we have added from Bel provide reliable, high-performance solutions to our European customer base, and extend our global offering." Bel products are available through Avnet Abacus offices in Austria, Belgium, Czech Republic, Denmark, Estonia, Finland, France, Germany, Italy, the Netherlands, Norway, Poland, Russia, Slovenia, Spain, Sweden, Switzerland, Turkey and the United Kingdom.

Medium distributes Lancom ePaper products

Germany: AV specialist Medium has started the distribution of Lancom wireless ePaper digital signage solutions. The ePaper wireless infrastructure can be used to push informations on small, ePaper displays throughout the enteprise, such as meeting rooms booking. The displays, thanks to their low-consumption ePaper displays, are powered by a battery which can last up to 7 years without recharging.

Exertis appoints new IT commercial director

United Kingdom: broadliner Exertis has appointed of Mark Reynolds as IT Commercial Director. In this role, Reynolds will be responsible for maximising vendor relations and ensuring the channel benefits from the tools, systems and processes that underpin Exertis' success in the market. He will report to Phil Brown, Exertis Sales and Commercial Director, UK & Ireland

"Mark has extensive channel experience in the retail and B2B sectors and will drive, and be responsible for, the growth of our business within our IT categories as we refine our structure to take advantage of the opportunities that exist across the company", said Brown.

Reynolds joins from Epson where he spent the last three years as Sales Director, one in business sales and two in retail sales. Prior to that, he held channel management positions at Samsung and Toshiba following roles in distribution.

"I am looking forward to the challenge that this role presents in ensuring we support our existing and future vendors in taking their products to market and delivering great value for our resellers and their customers. Exertis is recognised for the expertise and knowledge of its commercial team and aligned with its proactive sales approach, it presents a powerful resource to help our vendor partners and customers grow their business", said Reynolds.

Mayflex releases Wavestore VMS software

Middle East: cabling and networking specialist Mayflex released the Wavestore VMS software in the region. MayflexWavestore VMS is a software solution that delivers a host of powerful video, data and audio management and recording benefits to new or existing security systems. Sitting at the heart of an electronic security solution, Wavestore's truly independent, open platform Video Management Software (VMS) enables organisations to unlock the full potential of an integrated solution and maximise return on investment. The software brings together audio, data and video, including images from the very latest ultra-high definition and 360° fish eye cameras, Wavestore provides a platform that makes integration between disparate third-party technologies simple.

"Our VMS unlocks a host of business intelligence and operational benefits and enables the deployment of technology such as intelligent video analytics, whilst augmenting often 'dumb' systems with video and ease of control to create a much more powerful and effective total security solution," said Ross McLetchie, Director of Sales, MEA at Mayflex. With a simple "buy-once" licence model enables a user to purchase the number of channels required, change cameras as often as required, and users can easily add additional licenses as the system grows; or upgrade to the next level of software – all managed via licence key so there's never a need to reinstall software.

"The great thing about Wavestore is that it integrates with all of our current security products, is open platform, good scalability and has no recurring annual licenses costs," said McLetchie (source: Channel Post MEA).

Powerdata plays with Phonotonic

Swiss retail specialist Powerdata has started the distribution Phonotonics, a Kickstarter-backed smartobject which transforms moves into beats, in French speaking Europa (Andorra, Belgium, France, Luxembourg, Monaco and Switzerland) through its etail and retail network.