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Deutsche Messe cancels CeBIT Bilişim Euroasia 2016

Turkey: because of the political unrest in the country and the subsequent cancellation of many exhibitors, Deutsche Messe has decided to cancel the 2016 edition of CeBIT Bilişim Euroasia. According to the organizer, the event will be integrated into a new concept in March 2017 (source: Computerworld Türkiye).

Ingram Micro launches its security division

France: after Germany, France becomes the second country to officially launch a BU dedicated to physical security, part of its Specialty Solutions division. The BU will be presented on the 23rd edition of the Showcase event of the distributor, in October in Paris.

Littlebit expands its cloud offer

Swiss video and storage specialist Littlebit Technology has extended its cloud offer with new Axxiv Managed Services, including virtual servers based on VMware technology, online storage and email (based on Hosted Exchange). Other services are expected to be added soon. Littlebit Axxiv Managed Services are available through Littlebit offices in Austria, Germany and Switzerland (source: Inside Channels Schweiz).

New partners for ASBIS and Tech Data

Broadliner ASBIS CZ has been appointed as official distributor by Akyga, a new vendor of power supply accessories. Meanwhile, its competitor Tech Data has been chosen by German case vendor Dicota as distributor for Czech Republic and Slovakia (source: Channel World ČR and Reseller Magazine Online ČR).

ABC Data dynamically develops the 3D printers and accessories portfolio

Poland: for years broadliner ABC Data has been developing its IT equipment portfolio on the basis of current trends. As one of the first local distributors, the company noticed the potential of spatial print and systematically develops its offering in this area. In the nearest future ABC Data is going to enrich its portfolio with 3D printers: The Form 2 and Cube PRO as well as with a handheld 3D scanner – Fuel3D. When developing a product portfolio ABC Data concentrates on its complementarity. That is why the distributor endeavours to complete the best its product range when selecting new equipment to the offering. The new devices: the low-cost The Form 2 printer, multi-head 3D printers of the Cube PRO series and the low-cost handheld Fuel3D scanner for the distribution of which the company has just signed the agreement naturally enlarge the offering of ABC Data in the field of equipment dedicated to the 3D print. The first of the new printers – The Form 2 from Formlabs – is a successor of the popular The Form which has been the most commonly bought 3D printer of the SLA technology in history. The device uses resin which is hardened, layer after layer, with laser light, thanks to which a three-dimensional object is created. The equipment is characterised by outstanding accuracy of printing, unavailable to 3D printers working in the FDM technology. The printer set includes a dedicated post-processing station for optimum finishing of the print-outs created. Cube PRO is in turn a series of multi-head printers from 3D Systems, dedicated to professionals. The printers are available in two versions: Duo which is equipped with two heads and Trio with three print heads. Moreover, the Cube PRO devices have a heated build chamber and a touch screen which provides easy and intuitive operation of the equipment. The last of novelties which will be soon available in the ABC Data offering is a handheld, easy to operate 3D scanner – Fuel 3D. Thanks to photometric imaging used simultaneously from two video cameras the scanner allows to remap and treat a 3D model within only several seconds. The device has been designed in a way allowing to scan highly complicated colourful spatial objects. The device has the dedicated SCANIFY software which provides the possibility to prepare a model for the 3D print, for personalisation and 3D animation. Before a particular model of a printer, a filament or 3D scanner type is offered by the distributor, the ABC Data specialists test it thoroughly. Thanks to this the company knows it offers its partners only reliable solutions. The product range of the distributor currently comprises the following spatial printers: 3D Gence, 3D Kreator, Monkeyfab, Robo 3D and Zortrax. The distributor also offers the following filaments: Verbatim, Spectrum, Devil Design or Orbi-Tech and the Pixelio 3D scanner. In the nearest future the product range will also comprise another attractive products dedicated to the low-cost spatial print domain.

STORDIS wins pan-European distribution for Pica8

Pica8, a provider of white box networking solutions, has named storage VAD STORDIS as its pan-European distributor. STORDIS will supply through its offices in Germany and the United Kingdom a growing customer base with Pica8's software-defined networking (SDN) and white box networking products. "We pride ourselves on delivering best-of-breed products for networking, computing and storage, and Pica8 leads the industry in providing open SDN software and switches", said Alexander Jeffries, CEO of STORDIS. "By offering solutions like Pica8’s PicOS™ network operating system, we can put our customers, particularly in the broadcast media, security, and monitoring markets, at the forefront of open networking."

"In looking for a European partner, we wanted a company that has experience with using OpenFlow for monitoring, converged infrastructure, and broadcast network solutions, and STORDIS is emerging as a leading player in these areas", said Niraj Jain, vice president of business development at Pica8. "There's a strong and rapidly-growing market for open networking solutions in Europe, and we believe STORDIS will help us reach it."

ABC Data acquires S4E

Poland: broadliner ABC Data has signed an investment agreement for the purchase of shares of S4E. "We assume we will significantly increase the revenues of the Group from the sales of VAD products and services up to €360m in 2018 due to this transaction. I am convinced that the acquisition of S4E will positively influence the increase of our national IT distribution market share", Ilona Weiss, President of the Management Board of ABC Data, informs.

After achieving all principles of the agreement, over 80% of shares in the share capital of S4E will be acquired by ABC Data. The remaining shares will be in dispersed ownership of shareholders. The total amount of the transaction will depend on the performance of the business objectives by the sellers and the Company and will equal between €4.5 and €6m. As announced in the strategy of the company for the years 2016-2018, ABC Data dynamically develops its portfolio of specialised VAD products and services. Highly qualified personnel provides the company's partners with professional support in the field of the projects they execute related to, among others, developing modern data centre infrastructure, local computer networks, monitoring systems or designing and implementing dedicated solutions. The decision on the acquisition of S4E S.A. has been influenced, among others, by the huge potential in the development of the area of products and services with added value. As a result of this acquisition, ABC Data will develop a comprehensive and the broadest portfolio of VAD products and services in Poland and in the CEE region.

"The acquisition of S4E will accelerate the dynamic growth both of the activity area concerning VAD products and services and of the whole Group", Ilona Weiss, President of the Management Board of ABC Data, emphasizes.

"Acquiring such a strong strategic investor as ABC Data and the possibility of exchanging the know-how will allow us to perform our business objectives with even higher intensity. I am convinced that, being able to draw on the experience and the distribution network of ABC Data, we will significantly increase the scope of operation in the VAD products and services sector and we will develop the most comprehensive and scalable offering in this area on the market", Paweł Piętka, President of the Management Board of S4E, says.

As a result of the transaction, S4E will operate within the ABC Data Group; however, it will remain a separate entity. S4E has been conducting business for 15 years and achieves very good results – in the 2015 financial year the company has earned €54m sales revenues, €1m operational activity profit and €0.75m net profit. The results of S4E will be included in the consolidated results of the ABC Data Group from the moment of acquiring the controlling interest of shares, which shall take place on 31 March 2017 at the latest.

KontrolFreek appoints Bigben

American gaming accessory vendor KontrolFreek has chosen gaming specialist Bigben Interactive as its official distributor in the Benelux region. Bigben will distribute its products through its offices in Belgium and the Netherlands.

Acer signs with Bluechip

Germany: Taiwanese vendor Acer has appointed broadliner Bluechip as official distributor for its notebooks and LCD displays in the country. The goal for Acer is to strengthen its positions in the local SMB market.

News from AFI Distribution, Digis, Elittech, Grafitec, Marvel Distributsia, Resource Media and RRC

Russia: software specialist AFI Distribution has been chosen by PAM (privileged account management) editor Thycotic as official distributor1. Israeli company Edu-Consulting International has appointed AV specialist Digis as official distributor for its interactive learning products for young children and children with special educational needs2. Japanese vendor Yamaha has inked a distribution deal with AV specialist Elittech for its audio products (acoustic systems, AV receivers, Blu-ray, CD and network players, integrated amplifiers, soundbars, sound projectors, stereo receivers and subwoofers)3. Consumer electronic specialist Grafitec has expanded its portfolio with Case Logic cases from Swedish vendor Thule4. Broadliner Marvel Distributsia has added iHealth connected health devices to its catalog5. Print specialist Resource Media has hired Constantin Tikhonov from PC component specialist Koodoo Technologies as manager of its network division6. Finally, multispecialist RRC has expanded its offer with local video-conferencing provider Mind7 (source: CRN Rossiya 1, 2, 3, 4, 5, 6 and 7).

Scansource acquires Intelisys

American POS, network and telecom VAD ScanSource has unveiled a definitive agreement to acquire Intelisys Communications, a distributor of business telecommunications and cloud services. With 2015 gross commissions of €108m, Intelisys distributes services for the main telecom carriers, cable companies, cloud services providers and technology partners through channel sales partners. ScanSource thus broadens its capabilities by entering the telecom and cloud services market with the acquisition of Intelisys. In the United States, small and medium-sized businesses spend an estimated €135B on telecom services. Approximately 10% of this market is currently served by the indirect channel, creating a large and growing addressable channel market for Intelisys and its sales partners. In addition, the market dynamics favor Intelisys' two-tier services-based business model with an expected growth of business opportunities for the indirect channel. With this acquisition, Intelisys' sales partners are better positioned to capture this benefit and have the potential to grow faster than the market. Craig Schlagbaum, Vice President of Indirect Channels for Comcast Business, added, "This next transformation of the channel is clear evidence of evolving end-user needs, as we begin to see the bundling of hardware and software with network and cloud. As our largest ‘Master Agent’ partner, Intelisys has been instrumental in helping Comcast Business build a scalable channel. With the combined strength of Intelisys and ScanSource, we expect outstanding customer and partner opportunities to result from bridging these two channels."

Intelisys provides agents and value-added resellers (VARs) with an extensive portfolio of services, support and enablement tools to sell cloud and connectivity services. The acquisition accelerates Intelisys’ ability to extend this successful model to the ScanSource VAR community. ScanSource VARs will gain access to Intelisys' robust portfolio of carefully selected, highest-quality connectivity and cloud services offerings, as well as the tools and platforms that help partners build recurring revenue streams.

Under the agreement, the all-cash transaction includes an initial purchase price of approximately €75.4m, plus earn-out payments based on earnings before interest expense, taxes, depreciation and amortization (EBITDA) over the next four years. Intelisys has demonstrated double-digit growth of net revenues and EBITDA, which is projected to continue during the four-year earn-out period. For the first full year after closing, Intelisys’ net revenues, which reflect gross commissions less payments to sub-agents, are estimated to total over €30.7m with a 45% to 50% estimated EBITDA margin.

"Intelisys is unmatched in the master agency space, and their two-tier model is an ideal fit with our culture and way of doing business. We are entering a high-growth, recurring revenue business that is complementary to our current business and represents a compelling opportunity for our VARs", said Mike Baur, CEO, ScanSource. "Since our founding nearly 25 years ago, ScanSource has effectively taken complex market opportunities and created avenues for customers to be successful. Acquiring Intelisys and their immense expertise and talent will be instrumental in helping our combined sales and supplier channels build on that success."

Founded in 1994 and based in Petaluma, California, Intelisys operates in the United States and has approximately 120 employees, more than 130 supplier partners, and over 2,400 sales partners. Last year, Intelisys was named one of the Best Entrepreneurial Companies in America by Entrepreneur Magazine for its growth, sustainability and ability to achieve lasting success. The experienced Intelisys management team will remain in place, including Co-Founders Rick Dellar and Rick Sheldon, and Co-Owner Dana Topping. Jay Bradley will continue to serve as President of Intelisys, and his senior leadership team will also remain in place. Upon completion of the transaction, Intelisys employees will join the Worldwide Communications and Services segment of ScanSource. "Intelisys' driving mission has always been to enable the growth and success of our sales partners. ScanSource shares that same set of core values. Our commitment will only be strengthened as we become part of the ScanSource team", said Rick Sheldon, Co-Founder of Intelisys. "This is an exciting time for the channel as VARs and telecom agents converge. Together, we believe ScanSource and Intelisys will become the ultimate channel company as we offer an unparalleled experience in the cloud and telecom space, including fully connected solutions for our partners."/p>

The acquisition is expected to close in the quarter ending September 30, 2016, subject to the satisfaction of customary closing conditions and receipt of regulatory approvals. Prior to the close, ScanSource and Intelisys will continue to operate as independent companies.

Comline and Prosoft sign with Showpad and Kingston

Germany: Mac specialist Comline has expanded its offer with ShowPad sales enablement platform. Showpad tool allows resellers to transform more efficiently their online leads in sales. On its side, security VAD Prosoft has been appointed by Kingston as official distributor for its cyphered USB keys in the DACH region. Prosoft will distribute these products through its offices in Austria and Germany.

New partners for ASBIS, Secnet and Softprom

Ukraine: despite all efforts from Russia to hinder economic development through war in the country, Ukraine is slowly but surely recovering, thanks to its government efforts for transparency and against corruption (albeit clearly insufficient for the time being). In the IT market, the distributors are continuing to develop, with, among others, new partnerships with vendors. Broadliner ASBIS has thus started the distribution of Samsung SSD through its reseller network1. Network and security VAD Secure Networking Distribution has launched an infrastructure as-a-service offer in partnership with MIRhosting2. Finally, software specialist Softprom expands beyond its core business through a distribution deal with NAS vendor Synology3. This partnership also covers Azerbaijan, Belarus, Georgia and Moldova (source: Komputernoye Obozrenye 1, 2 and 3).

Datastore and Distrelec sign new vendors, while Ingram Micro finds a new head

Switzerland: storage VAD Datastore has been chosen by Netwrix as official distributor for its governance solutions1. Semiconductor specialist Distrelec has expanded its offer with a selection of Texas Instruments products, including voltage regulators, protective diodes or circuit breakers. Finally, Benno Schlumpf has replaced Thomas Maurer as new managing director for broadliner Ingram Micro2. Benno was previously director of the value business for the ACH (Austria, Liechtenstein and Switzerland) region. It is yet unknown what Thomas Maurer plans to do in the future (source: IT Reseller Schweiz 1 and 2, IT Markt Schweiz).

Nimans expands networks division

United Kingdom: telecom VAD Nimans has announced a significant expansion of its Networking division as it further strengthens its 'cradle to grave' reseller service. Spearheaded by Solutions Sales Manager (Networking), Judith Addison, thousands of new products are available – such as routers and switches – from industry leading brands such as TP-Link, Netgear, DrayTek and HP Enterprise Networking. "We have developed a massive expansion of our range which gives resellers access to thousands of new product lines, as we become a major player in this market", Judith emphasised. "From WLAN, cabinets and cabling to network connectivity, UPS, voice systems and end points, Nimans covers the whole process from start to finish as part of a seamless reseller journey. We are even working on delivering a complete 'office in a box' communications proposition which encapsulates everything we do, from network connectivity right through to end points such as headsets and telephones. We can also offer our own iQ PBX portfolio which complements the huge range of solutions we've now introduced, backed by the highest service levels."

ABC Data becomes exclusive distributor of 3D Pixelio scanners in CEE

The 3D print technology takes subsequent markets by storm and 3D printers grow in popularity also among private users. Broadliner ABC Data, a leader in the modern IT equipment distribution in the CEE region and the winner of The Best Distributor of Low-Price 3D Printers and Filaments 2015 title has much contributed to the development of this market in Poland. The company has once again the opportunity to foster the dynamic growth of popularity of this technology as it is introducing modern 3D Pixelio scanners to its offering.

Pixelio is a unique device capable of transforming a modern smartphone into a 3D scanner or a 360° video camera. The scanner created by the Polish company Smart3D achieved huge success on one of the biggest crowdfunding platforms last year. Now this outstandingly versatile equipment has been introduced to the broad product range of ABC Data which has become the exclusive distributor of Pixelio in Czech Republic, Hungary, Lithuania, Poland, Romania and Slovakia. Thanks to this, the devices will be accessible to a very large group of resellers and will help in the ongoing popularisation of the low-cost 3D print technology in the whole region of Central and Eastern Europe. For ABC Data trusts not only in sales of high quality equipment, but also in educational activities for its partners.

"The Pixelio scanner will be interesting for a really large public for its simplicity of use and huge suitability. It will be useful especially to photographers, 3D printers users, museum workers, archaeologists, engineers, graphic designers, bloggers or e-commerce specialists", Radosław Jankowski, Project and Implementation Manager at ABC Data explains. "We can scan small interesting objects in 3D by installing a smartphone with the appropriate software on the arm of the device. But this is not all. The device also allows to take a high quality panorama, timelapse or a 360° video or photo, which makes it outstandingly versatile", the specialist adds.

Pixelio naturally enlarges the product range of ABC Data in which there have already been 3D printers and their supplies. This modern scanner provides spatial printer users with an enormous freedom in creating projects for 3D printing. What is also important, Pixelio is a multifunction device and can be successfully applied by users unrelated to 3D print, i.e. who take product photos or effective panoramic images.

Westcoast’s supplier review targets the easy sell

United Kingdom: broadliner Westcoast has decided to review its supplier's base to specifically target those that make it easy for dealers to secure a sale. Head of mobility Darren Seward said that while the IT distributor is looking to "fill up gaps in our services portfolio", it means nothing if dealers do not understand how to sell it. "We've been reviewing the suppliers we use as part of our value add proposition", He said. "In order to make these things successful it has to be easy for everyone and we're looking for people who make the process easy for dealers to understand. They're the ones in front of the end users and they need to know how to sell a service or product. There's no point have a 20 point process or a competitive price if no one is going to use it. From a traditional telecoms market and IT reseller base we're trying to educate customers to sell a solution and give them the tools to be able to do that. It's a big challenge." Westcoast has taken a number of steps to simplify the process for dealers, most recently teaming up with Lease Telecom to offer mobile phone financing; their second leasing partnership in a year (source: Mobile Today UK).

Creative Peripherals, Modi Infosol and Sakri IT Solutions find new vendors

India: Philips has inked a national, exclusive distribution deal with broadliner Creative Peripherals (CPDPL)1. "With Creative peripherals as our distributor, we will increase our presence in the IT channel as well as in retail & corporate partners," said Uday Pratap, Business Head at Philips Signage Display Solutions. "Our goal is to continuously improve our customer experience in every aspect. Expanding our network of sales, personal support and being in proximity to our customers is a key initiative towards achieving that." Markets and Markets reports that the digital signage market is expected to reach €24.66b by 2022, at a CAGR of 6.7% between 2016 and 2022. Another research agency predicts that, Indian digital signage systems market is projected to reach €472m by 2019, at a CAGR of 25.8% during 2014-19. "The signage market is going through a significant revolution. Offerings such as enhanced customer experience, visual consistency and adaptability across multiple locations to display interactive content is increasing ROI and attracting target audience for many brands. The video walls are gaining popularity and is already a trend in various concerts, fashion shows and corporate events", said Ketan C Patel, CEO at Creative Peripherals. "Philips is one of the strongest players in electronics segment with a very good R&D team. CPDPL sees this as an opportunity to expand along with Philips and we are helping them with everything we can. Both being strong players in their respective fields, this relationship will be a win-win situation for customers and partners."

Meanwhile, network vendor Edimax Technology has appointed broadliner Modi Infosol as a distributor for Edimax and Edimax Pro range of products2. The company said that this partnership will enable Edimax to tap into new geographies, target over 2500+ channels partners and 400+ retailers pan India, substantially increasing their reach and penetration. "Partnering with established and forward-thinking companies such as Modi InfoSol is part of our strategy to seize new business opportunities. Distribution network of Modi Infosol has a great potential to reach out to last mile and serve untapped upcoming markets in India. This tie up will provide a new distribution network for Edimax Consumer range & Edimax Pro Enterprise series of products and enable SI partner as well as channel to utilize the most from best-in-class networking solutions to increase profitability and design solution using latest networking technologies", said Sanjay Joshi, Country Manager (India & Sub-Continent) at Edimax Technology. "We are delighted to partner with leading networking brand Edimax for distributing top class products to our customer base at the most competitive price range. EDIMAX's wide and comprehensive product line ups satisfy the connectivity needs of any networking architecture or application. With Modi Infosol's vast experience and man power, we hope to create huge value for customers as well as Edimax on a long term basis", said Atul Modi, Director at Modi Infosol.

After suspending the distribution partnership with ESS Distribution, Eset has announced that network and software specialist Sakri IT Solutions will be Eset's key business partner in the country3. Sakri IT Solutions will be Eset's key strategic business partner in the country and will continue to support and expand the company's channel partner network. Ravi Lakshman K, CEO, Sakri IT Solution said that the company has rolled out several channel initiatives to position Eset's offerings in the market efficiently: "As a key partner of Eset in India has opened up new challenges and new avenues for us to increase the reach of Eset in the Indian market.We plan to expand our reach by penetrating in tier 3 and tier 4 market. We are targeting significant long term growth opportunities, especially in emerging markets where AV penetration is still in small numbers. We see a huge potential for Antivirus products in the developing market like India. We are looking forward to establish alliances with distributors in such markets. We will train them and their channels and make the product available in the respective markets. We will continue to deepen our relationships with existing partners and grow our channel partner base to benefit end customer. Nevertheless, we will be even more aggressive in our market approach and penetration." The distributor has rolled out the channel loyalty program – SPISE Sales Program for Incentivizing System Engineers for Eset Retail channel partner and Service Engineers. The program is beneficial for the field engineers, channel partner employees and not just for the owners of company. "We want to take Eset business to the next level, we will be investing significant effort in the promotions of premium consumer product portfolio which is the mainstream volume market and also in the Eset enterprise security We will roll out attractive scheme and rebate programs for channel partner on the quarterly basis. This will be backed up with the competitive pricing and margin structure for Eset consumer as well as enterprise product portfolio", Lakshman added (source: Channel Times India 1, 2 and 3).

Wortmann and Novastor in the cloud

Germany: broadliner Wortmann has expanded its cloud offer with Novastor backup solutions (source: Channel Observer Deutschland).

New vendors for ASBIS and MTI

Ukraine: broadliner ASBIS has started the distribution of Bitdefender security solutions through its reseller network1. Its competitor MTI has decided on its side to strengthen its video-security offer with Longse hardware platform2 (source: Komputernoye Obozrenye Ukraina 1 and 2).