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Ingram Micro strengthens EMEA Go-to-Market Team

Broadliner Ingram Micro has strengthened and invested in its regional go-to-market team and capabilities in EMEA. In line with this strategic move, a number of changes have been made to Ingram Micro's EMEA vendor engagement team and the EMEA leadership team. Jacek Murawski has been appointed to the new role of vice president, EMEA vendor engagement and joins the EMEA leadership team. Murawski most recently served as General Manager and VP EMEA for Odin Automation, a leading cloud provisioning management technology platform acquired by Ingram Micro in December 2015. Murawski brings experience from both the distributor and vendor side to his new role, as he previously served as general manager Microsoft Poland, general manager for Dell in Eastern Europe and senior VP, strategic industries, EMEA with SAP, as well as 9 years in EMEAR leadership roles at Cisco.

Furthermore, Günter Schiessl, who until recently led volume vendor management for Ingram Micro Germany, is also taking on a new role with the company. Schiessl, who will report to Murawski, is tasked with the new role of leading Ingram Micro's volume vendor engagement team in EMEA. Jordi Muñoz will also now report to Murawski in his new position leading Ingram Micro's value vendor engagement team in EMEA; he formerly served as the value business lead for Ingram Micro Spain.

Both Schiessl and Muñoz bring a great depth of knowledge and experience with them to their new positions and are expected to further strengthen Ingram Micro's well-established relationships with customers and vendors in the region. Sabine Howest, Ingram Micro vice president global vendor engagement, commented: "each of these individuals is well respected in our industry, having distinguished themselves as experts in their fields. We are extremely pleased to be strengthening and investing in our regional go-to-market team and capabilities in EMEA. In 2017, you will see Ingram Micro put our vendors' and resellers' needs at our core as we aggressively grow our market relevance. These changes reflect Ingram Micro's commitment to play an ever-increasing leadership role in the EMEA market."

Alongside the aforementioned changes, Tasneem Baldiwala, formerly vendor engagement lead for EMEA, will move to a new role leading strategic planning and execution for the region, reporting to Ingram Micro executive vice president and president EMEA, Mark Snider, and remaining a member of the EMEA leadership team. Mark Chlebek, who formerly led the value vendor engagement team, has been promoted to executive director, EMEA development and also joins the EMEA leadership team. In their new roles, they will harness their experience and knowledge from working with vendor partners, further strengthening Ingram Micro's leadership team in EMEA.

G-Homa chooses Difox

Home automation vendor G-Homa has appointed retail specialist G-Homa as an official distributor in Europe, through its offices in Germany, Italy, the Netherlands and Spain.

Some online Managed Print Services for Tech Data

Germany: broadliner Tech Data has started an exclusive collaboration with Printer Care Services, whose printer4you.com service allows resellers to create an MPS offer within 3 minutes and send it directly to the end customer. With the signature of this cooperation agreement with printer4you.com, the distributor now offers extensive managed print services for their end customers with minimal effort for the partner. The contract is concluded directly between the end user and printer4you.com. Sales partners receive a guaranteed sales commission of 4% on printers, consumables and services delivered through the MPS contract, over its entire term (from 12 to 60 months). Providing they are registered and have followed the adequate training from the vendors, the resellers can also take over the technical services needed by its customers. If they cannot take them over, and no other dealer is available nearby, printer4you.com uses the service organizations of the vendors (10 listed, for more than 400 printer and MFP models), guaranteeing a constant level of service all across the country, for all vendors.

Heino Deubner, founder of printer4you.com, is delighted: "the demand for managed print services now includes small and medium businesses. Printer and supply purchase is increasingly shifting to online portals. With this new full-service platform, we provide an online portal designed specifically for IT resellers, which offers significant added value and services that online shopping sources can never offer. For me, Tech Data was the first choice among the distribution partners – with their market access, their broad portfolio of printers and supplies, and their strong service orientation, especially for managed services, the team provides the best conditions for implementing MPS across a large number of resellers."

Oliver Kaiser, Director of Product Marketing Broadline at Tech Data, comments on the new service: "in addition to high-performance printers and high-quality multifunctional devices, companies are now being asked to provide intelligent services which, in addition to costs and resources saving, intelligent print management and workflow solutions, are part of a proactive fleet management. The full-service offer of the printer4you.com platform convinced me from the very beginning. Now able to include our partners in the process, we are proud to offer this new service in Germany. As a result, our sales partners can easily generate additional business in the printer and solution business."

Two new brands for Exertis

United Kingdom: broadliner Exertis has added two new vendors to its home catalog, French smart home company Netatmo and Canadian/Chinese LED lighting vendor Nanoleaf.

With Netatmo, Exertis distributes a complete range of award-wining products: the Personal Weather Station and its accessories; the Smart Thermostat; Welcome, the indoor security camera with face recognition and Presence, the outdoor security camera that detects and reports on people, cars and animals. Rod Slater, Exertis, head of smart Tech and IoT, said: "home security and energy have been two of the most influential drivers in the smart home market and have been top of the list for many retailers. The ability to obtain instant monitoring with high quality video direct to a mobile device from a small and convenient smart camera has clear benefits including the opportunity to prevent criminal activity. Saving energy is also top of mind for homeowners. Netatmo has added some great features to its security devices and both cameras storage options are subscription free: the cameras store videos locally on an internal microSD card and the users can choose to transfer their films to their Dropbox account or on their personal FTP server. In addition, their energy and environmental products provide information that can help reduce household bills." Matthew Broadway, COO of Netatmo, said: "Netatmo is one of the smart home leaders in Europe and we're thrilled to have Exertis as our distributor. Their leadership in the smart home market as well as their relationships with key partners in both the retail and professional channels make them a great fit for our products."

With Nanoleaf, Exertis offers innovative, design and energy efficient smart lighting solutions such as Aurora (triangular, colour changing, domestic LED light panels) and IVY (Smart Voice Activated lighting ranges). Ideal for the Smart & Connected Home, these will be available to retailers and smart home installers from Exertis' comprehensive range of smart tech products. Rod Slater explained: "Smart Lighting is experiencing huge growth driven by the convenience of controlling lighting using many methods including your voice. These products add colour and beauty in a domestic setting and will appeal to the design conscious, Smart & Connected homeowner that wants to add intriguing lighting to their living space. Easy to assemble, its compatibility with Amazon Alexa and Apple Siri for voice activation adds to the appeal of the product." Gimmy Chu, CEO of Nanoleaf, said: "our partnership with Exertis is an exciting development for us, we see Exertis as a key partner delivering Nanoleaf's products and strategies to our key partners in the Trade and Retail sectors. Aurora is the perfect lighting product for those who love design, for those who want to improve their quality of life, and for those who just want to add some fun and excitement to their living space. We chose Exertis as our distribution partner based on their expertise in the smart home market and their ability to open new markets for our products."

Powerdata listens to music with Divoom

Swiss retail specialist Powerdata has added Divoom Timebox speakers to its catalog, whose it will distribute in whole French-speaking Europe (Belgium, France, Luxembourg, Monaco and Switzerland).

Desktop monitor sales continue to grow despite stagnating revenues

Volume sales of desktop monitors through Western Europe's largest distributors increased by +4% year-on-year in Q4 2016, according to the latest data published by CONTEXT, the European IT market analysis company. The key areas driving growth have been low-end business monitors, predominantly 54.6-cm full-HD models, and high-end consumer monitors. The high-end consumer products pushing growth include curved screen and ultra-high resolution monitors such as WQHD and 4K, which are increasingly being used for gaming. "Although there has been volume growth, revenues have been stagnant with no growth in Q4 2016", said Lachlan Welsh, Senior Analyst at CONTEXT. "This is partly because the high volume of low-end business monitors is depressing the average selling price. However, thankfully for the overall monitors market, sales in the high-end consumer segments are continuing to grow."

The gaming monitor market continues to grow rapidly. In the final quarter of 2016, sales were up +138% year-on-year, and market share was over 10%. The increases were driven by AMD FreeSync-compatible monitors which accounted for nearly half of all sales in the sector. In terms of vendor performance, HP retained its No. 1 position with an 18% share of the total market by unit, an increase of +23% on the same period last year. Samsung and Acer were the other members of the top three, with shares of 13% and 9% respectively.

 

Country Quarterly Q4-16
Ireland +40.1%
Finland +18.8%
France +12.5%
Italy +10.1%
Spain +8.6%
Switzerland +7.9%
Portugal +6.8%
Denmark +4.3%
Germany +2.5%
Netherlands +0.2%
Belgium -0.7%
United Kingdom -1.4%
Sweden -3.5%
Austria -3.8%
Poland -14.6%
Norway -16.7%

Artec appoints Dicom

Austria: big data vendor Artec IT Solutions has expanded its distributor stable with thin computing and network VAD Dicom. The distributor now offers to local VARs and system integrators ARTEC's appliance and cloud-based solutions, such as the information management system VSTOR and the EMA archiving solution, as well as the VSTOR Vault storage solutions. It will also provide locla technical, pre-sales and sales support. "We are very much looking forward to working with ARTEC IT Solutions", says Martin Wieser, Head of Technology and Sales at dicom. "Many companies currently face the challenge of keeping up with permanent data growth and bring useful information to their employees and users. On the other hand, legal aspects must also be taken into account, such as e-mail archival challenges. ARTEC addresses exactly these areas, and through this collaboration, we are able to offer our specialist dealers solutions that have proven their worth in projects around the world."

Acadia distributes HyperX

France: PC component specialist Acadia Informatique further strengthens its gaming offer with HyperX by Kingston DDR3 and DDR4 memory modules, SSDs, USB keys, headphones and mousepads.

Mediacom stores on ioSafe

ioSafe, a specialist in data storage, has brought its fire- and waterproof data storage solutions to the Austrian, Belgian and German markets as the first step in a major European expansion, through a master distribution partnership with storage specialist Mediacom IT-Distribution. ioSafe's solutions include direct-attached storage systems, network attached storage (NAS), backup and disaster recovery appliances (BDR) and servers for consumers, small to midsize businesses and the enterprise. The products are designed to protect on-premises during fire and water events, enabling businesses to obtain near-zero recovery time objectives (RTO) and recovery point objectives (RPO). "We are extremely excited to be expanding our European presence and are looking forward to working with our partners to introduce ioSafe to German and Austrian markets as the first step in that process", said Robb Moore, ioSafe CEO. "Our unique solutions enable businesses to near-instantaneously protect their on-premises data and to recover it faster than would be possible with a cloud-only solution."

ioSafe NAS are based on Synology's extremely popular DiskStation Manager operating system while its BDR appliances are powered by StorageCraft ShadowProtect. Both products enable data to be optionally replicated to either a second location or third-party cloud services while the BDR also enables remote virtual machines to be spun up, providing both data security and business continuity. "We make it easy for businesses to better protect their data by providing them with a disaster plan in a box. With ioSafe, businesses can back up their data faster, and restore it faster", said Moore. Nils Weber, marketing and product manager for ioSafe at MediaCom, said: "We are very pleased to be working with ioSafe and are looking forward to bringing their products to the Austrian, Belgian and German markets. ioSafe's unique hardware combined with Synology's award-winning software provides a best-in-class solution that delivers enterprise-level data protection for a small business budget."

Exertis unlocks smart tech market with Yale

United Kingdom: broadliner Exertis has unveiled a distribution agreement with Yale, a vendor of locks and home security products, including its Smart Living range of smart door locks, smart alarms, and smart CCTV systems. Rod Slater, Exertis head of smart tech and IoT, said: "security devices continue to be a key driver for growth in the Smart Technology category and Yale is a trusted brand that complements our market leading range of products. Users have the capability to secure and check their home from anywhere, and the convenience of granting access to known individuals – all via their smartphone and the Yale app."

The Yale Smart Living range is available as standalone products or can be part of a Yale smart home security system incorporating a smart home alarm, home view camera and smart CCTV with built-in night vision infrared LEDs. Yale smart door locks can also integrate with other smart home systems and some are even compatible with the Alexa voice assistant in order to control the door lock. For added convenience, the new Conexis L1 Smart Door Lock allows users to unlock their front door simply by twisting their phone 90 degrees via its "Twist-and-Go" Bluetooth low energy app. In addition, to a tamper alarm, it also meets PAS24 security standards. The Keyless Connected Smart Lock was named DIY Week's best security product of the year 2016, enabling users to open doors in a variety of ways, including a PIN code, remote fob or smartphone. The EF Yale alarm series provides wire-free technology with easy installation with options for a smoke detector, PIR motion detector and door and window contacts. Yale's Home View cameras include pan, tilt and zoom functionality, link wirelessly to an internet connection and have options for motion detection and a two way audio feature. The Smart CCTV system enables users to view footage from anywhere using a smartphone, tablet or PC.

Tabitha Morton, Head of Integration for Yale, said: "Exertis has established itself as the leading distributor for Smart Tech products and has strong relationships with a wide variety of retailers and installers. They have also demonstrated an innovative go-to-market strategy that has helped retailers to better address consumers and devised new routes to market for manufacturers. We look forward to working with their team at a time when, many analysts believe, the market is expected to grow significantly over the next few years."

ALSO launches MondayCoffee Collaboration Solution in the Cloud Marketplace

Broadliner ALSO is expanding its Cloud Marketplace to include EspressoNet 365, a solution for small to medium-sized enterprises that facilitates collaboration with colleagues, customers, or suppliers in one virtual space, at the push of a button. Created by MondayCoffee, an award-winning Swiss Microsoft Gold certified partner, EspressoNet 365 is based on Microsoft Office 365 technology. With proven structure, design and features, it helps companies to manage their workflows intelligently, both internally and externally. Order confirmations, proposals, bills – all relevant content can be stored in one place, easily accessed and co-edited by colleagues as well as shared with customers at any time, anywhere and on any device, supported by the security of the Microsoft enterprise software and cloud infrastructure. Instead of sending emails, news can be published on the same tool, or via more interactive features such as blogs to keep everyone up to date. "By introducing premium Office 365 add-ons to the ALSO Cloud Marketplace, we continue to demonstrate how users can get the most out of their existing services. EspressoNet 365 is a great example of our growing Vertical Cloud Services portfolio that is built to fit our customers' needs, and we are delighted to have them as a partner", said Thorlakur Thorgeirsson, Cloud ISV Manager at ALSO Holding AG. EspressoNet 365 can be installed in less than one hour and, thanks to EspressoNet's intuitive user interface, employees can be trained remotely in no more than one day. "We are convinced that EspressoNet 365 can help professionals to simplify their work lives while enjoying the reliability and security of Microsoft technology. Partnering with ALSO allows us to take EspressoNet 365 onto the international stage and further promote effective collaboration practices. We are very much looking forward to working with ALSO", said Reto Meneghini, founder and CEO of MondayCoffee. EspressoNet 365 is available in the Cloud Marketplaces of ALSO in Austria, Belgium, Denmark, Estonia, Finland, France, Germany, Latvia, Lithuania, the Netherlands, Norway, Poland, Slovenia, Sweden and Switzerland.

Copaco signs with One Smart Control

Netherlands: broadliner Copaco has expanded its offer with home automation systems from the Belgian vendor One Smart Control. One Smart Control connects all electrical appliances at home through the existing electrical wires, so that the house will be united into one intelligent network. Marcel Donders, Business Director at Copaco, said: "the portfolio of One Smart Control fits into the strategy of our Smart Solutions BU. With One Smart Control products and solutions, we are able to offer our partners a solution to automate both existing and new homes easily and without any breaking or demolition, whether it comes to smart lighting control to full control over the smartphone on all electrical appliances around the house." With the addition of One Smart Control products, Copaco builds a bridge between traditional electricity installers and IT resellers. The brand is also an opportunity for more value addition for larger contractors and construction companies.

Tarox fights viruses with ESET

Germany: PC vendor and distributor Tarox has expanded its security offer with ESET products.

Assmann appoints Ingram Micro and ALSO

France: German vendor Assmann has added broadliners Ingram Micro and ALSO to its distributor stable for its Ednet, Assmann and Digitus-branded accessories and cabling products.

Exertis and Hammer win major vendor contract

United Kingdom: the VAD division of broadliner Exertis has announced that, in combination with storage VAD Hammer (another distribution company of Exertis group), it has been awarded the distribution contract for Dell EMC, a provider of converged infrastructure, servers, storage and data protection technologies. This follows a global and country rationalisation of Dell/EMC distribution partners. Exertis and Hammer will provide resellers in the country with the full Dell EMC portfolio.

Phil Brown, Exertis IT sales and commercial director, said: "we are delighted to have been retained as a distribution partner. Exertis and Hammer have both been long-standing and successful partners for Dell in both client and enterprise, and Hammer has an excellent track record as a leading storage specialist. We have previously helped Dell bring their channel programmes to life and are looking forward to delivering the new Dell EMC partner programme to a broad reach of customers that can benefit from the solutions and technical expertise provided by both of our companies."

Exertis acquired Hammer towards the end of last year, enhancing its capability in the mid – and higher range server and storage market. Hammer has enjoyed considerable success in providing value-added services and bespoke solutions in a number of vertical markets for customers and has a well-earned reputation as a storage specialist. "This is a great example of how our two teams are already leveraging the complementary strengths of both companies. We have increased our presence in the enterprise market through key vendor additions, acquisition and by investing in people. The addition of the EMC portfolio, alongside our existing Dell products, is a great opportunity for our resellers to provide best-in-class enterprise solutions for their customers", said Jason Beeson, Hammer commercial director. Earlier this month, Exertis appointed Kevin Matthews as its enterprise sales director to lead its engagement with key value added resellers.

Milestone signs distribution partnership with Koch Media

Italian developer and publisher Milestone and gaming specialist Koch Media have announced a new partnership, which begins with the release of the next entry in Milestone's celebrated MXGP franchise. Alongside MXGP3 – The Official Motocross Videogame, Koch Media will exclusively distribute Milestone's upcoming 2017 titles, including MotoGP 17 and an unannounced game due later in the year. The release of these upcoming titles will be supported by Koch Media's experienced marketing and communication teams across its local offices in Austria, France, Germany, Italy, the Netherlands, Spain, Sweden, Switzerland and the United Kingdom. "We are extremely pleased to have opened our new distribution agreement with Koch Media. A long established, well respected and strong company in the UK market. They have a wealth of experience in the racing genre and we are confident that together we can build an even greater demand for Milestone products", affirms Luisa Bixio VP Milestone. Craig McNicol, Koch Media's Managing Director of Northern Europe, added: "We are thrilled to be working alongside Milestone on their upcoming slate of titles. Milestone's talent and commitment to quality has established them as one of the leading publishers in the genre. We're dedicated to driving the success of these titles as we work towards their release."

Seclore aims to expand its government portfolio through partnership with RAH Infotech

India: Seclore, a provider of advanced, secure and automated EDRM solutions, has chosen network and security VAD RAH Infotech as its specialist public sector distributor. RAH Infotech specializes in enterprise and app security as well as application delivery. The new partnership will fuel Seclore's push into various of government sectors and support the national "Make-in-India" initiative.

"While the government is going digital, it is imperative to maintain the trust of citizens by ensuring that key information, such as ID proofs and Know-Your-Customer documents, don't fall into the wrong hands. Seclore can help by combining its deep industry expertise and scalable persistent data-centric technology to seamlessly extend security infrastructure beyond government organizations", said Amit Malhotra VP, Sales India, Middle East & Africa, Seclore. Seclore has closed a number of major public sector deals recently. The partnership with RAH Infotech will boost its government portfolio still further.

"In today's digital environment, consumers demand anywhere, anytime access to data. However, this availability has made data susceptible to leaks and hacks during transfer. The big challenge is making sure that information is fully protected at every stage of its journey", said Ashok Kumar, CEO, RAH Infotech. "With the government's push towards a Digital India, this is an opportune time for this partnership, and I am sure it will strengthen our core government vertical business and expand the entire portfolio", he adds.

A growing number of Global 5000 companies in the banking, financial services, insurance, pharmaceutical, telecom, government, and manufacturing industries rely on Seclore's technology to protect information wherever it travels and is stored. Seclore recently won the SiliconIndia magazine award for "Company of the Year for Information Security" 2016 and VARINDIA Channel Leadership Survey 2016 for "Best Enterprise Digital Rights Management". "The government vertical is growing rapidly, so this is the right time to collaborate with RAH Infotech, which is strong in government-focused initiatives. This partnership will help us strengthen an already robust portfolio still further", said Rohit Oberoi, Director-Channel Sales at Seclore.

Ingram Micro hires from Microsoft

Germany: broadliner Ingram Micro has hired Christian Käsweber from Microsoft as its new HP Inc. BU director. Christian reports to Atila Kaplan, director Systems, Components & Networking, Printers & Accessories, and will manage the HP Inc. business management, sales and marketing of the distributor. He was previously working for Microsoft as consumer channel sales manager, but did most of his career with HP, lately as manager pricing & communication.

E-Concept plays with Atari

France: gaming specialist E-Concept Distribution has inked a partnership with Atari to distribute its XBox One and PS4 versions of Atari Flashback Classics Vol. 1 and 2.

Tech Data extends smart security solutions portfolio with Yale

United Kingdom: broadliner Tech Data has been appointed as a distributor for Yale, making the full range of high quality smart home security solutions from this well-known brand widely available to the local IT retail channel for the first time. With immediate effect, Yale's Smart Door Locks, Smart Home Alarm, EF-Series Alarms and CCTV solutions, including IP cameras, will be available from Tech Data. "The signing is a significant addition to Tech Data's smart home portfolio", said Teresa Johnston, Smart Home Business Development Manager at Tech Data UK. "Yale is a trusted name in home security and gives people the reassurance they will be seeking when it comes to making sure that their home is reliably protected. For Tech Data, it's an important addition to our expanding range of smart home products and one that will help us to raise our presence in this growing area of the market. Awareness of home security products is growing fast. Yale is a premium brand and already has high visibility in the market and this is exactly the right time to be reaching out to IT retailers."

Tabitha Morton, Head of Integration at Yale UK, said: "This is the first time that Yale has engaged with the IT retail sector and Tech Data, with its extensive reach and resources, has the capability to take the Smart Living range into new parts of the market, demonstrating to IT retailers the quality and depth of our home security range. We're excited about this partnership and see great potential in partnering with Tech Data to help grow sales."