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Boldon James chooses Starlink

Middle East: Boldon James, a provider of data classification and secure messaging solutions, has appointed security VAD Starlink to cover Turkey and Africa. StarLink, acclaimed as the largest value-added distributor of IT security solutions across the Middle East, Turkey and Africa, will add Boldon James Classifier to their enviable portfolio of top security vendors. This latest development means StarLink's extensive partner and customer base in Turkey and Africa will now have access to Boldon James' market leading Classifier data classification product range. StarLink, who have on-the-ground presence in 11 countries (in the region, in Bahrain, Egypt, Kuwait, Oman, Qatar, Saudi Arabia, South Africa, Turkey and the United Arab Emirates), are recognised as the "Trusted Security Advisor" of choice to over 2200 enterprise and government customers, and assist their customers to identify key risks and define priorities to address IT security gaps in relation to compliance and next-generation threat protection. This is something that is required more and more in Turkey and Africa, as highlighted at the recent Gulf Information Security Expo & Conference; where close to 70% of the region’s IT experts expressed concern regarding their company's information security measures. Furthermore, Gartner recently revealed that Middle East and North Africa (MENA) spending on information security technology and services would reach €1.175B by the end of 2016; an increase of 8% over 2015.

Boldon James Classifier empowers users to assign a value to data that they create and handle, in the form of a visual and metadata classification label. Classifier can then prevent sensitive data from being distributed in error whilst enforcing security policy and best practice across the organisation. After an extensive market evaluation, StarLink selected Boldon James as its exclusive data classification vendor based on the superiority of its product, technical and customer support in comparison to other vendor offerings in the market. The new partnership with StarLink will foster growth of the Boldon James brand and Classifier product range across the region.

Nidal Othman, Managing Director at StarLink, said: "we are delighted to be partnering with Boldon James as our exclusive data classification vendor in Turkey and Africa. Their offering in terms of product, as well as, the excellence of their technical and customer support, is simply leaps and bounds above the other offerings available on the market, and one we are proud to be able to present to our network."

Martin Sugden, Managing Director of Boldon James, said: "in the growing Middle East, Turkey and Africa markets, it's vital that businesses adopt global best practice around data protection. Boldon James Classifier is a simple and cost-effective way to protect sensitive data, and works with a wide range of best-of-breed security and data management tools to protect organisations. We are delighted that Starlink selected Boldon James as their exclusive data classification vendor, who will help drive awareness across the region. This is another exciting strategic partnership for Boldon James and demonstrates our commitment to supporting our customers and channel partners in the META region."

Prianto in partnership with Quest Software

Netherlands: Quest Software, the former software hand of Dell, has expanded its distribution stable in the country with network and security VAD Prianto. With the addition of Quest Software solutions that help businesses to get more performance and productivity from their applications, databases, Windows infrastructures and virtual environments, Prianto says it makes a next step towards digital transformation.

"With the upward trend of digital transformation, it also becomes more important for our partners to provide more innovative but robust solutions that can support this transition. With Quest Software, they can help their customers modernize, simplify and manage their IT infrastructure. As a result, the end customer has more time and space to invest in business innovation and digital transformation", says Rashied Akrum, Managing Director CEO at Prianto.

Kerry Wright, Director Distribution EMEA at Quest Software, adds: "Prianto Benelux is the right distribution partner with real added value and knowledge of, amongst others, the connected enterprise, cloud-as-a-service and digital transformation. Combined with Expert and Value Add Resellers expertise, our end customers are sure to get high-quality infrastructure, thus saving time and cost in their physical, virtual and cloud environments."

A new head for Exertis Medium

United Kingdom: broadliner Exertis has promoted Ian Aitken to Exertis Medium AV director with responsibility for sales and commercial operations. He will report to Phil Brown, Exertis IT sales and commercial director. Aitken takes on the leadership role of Exertis Medium following the departure of Ian Sempers the founder, owner and CEO of Medium (UK) Ltd, acquired by Exertis last year.

Paul Bryan, Exertis UK managing director, said: "firstly I would like to thank Ian Sempers for his contribution and professionalism in conducting a seamless integration of the business. There is no doubt that he has been instrumental in combining our existing AV business with that of Medium to create a dynamic, high growth division which will be a key part of the Exertis proposition moving forward. We wish Ian Sempers all the best for the future and at the same time congratulate Ian Aitken on his promotion. Ian has built a successful AV division at Exertis over the last six years, establishing key relationships with vendors and customers, and demonstrating excellent leadership skills."

Commenting on his decision, Sempers stated: "it is now time to hand over the reigns to enable me to concentrate on other interests and opportunities. I wish Exertis the best of luck with their future."

Aitken will head up the Exertis Medium business at their new facility at Stockley Park, London. "I am excited by the opportunity. We have an excellent team combining the strengths of two well established AV companies that can provide our customers with business continuity, technical expertise and a portfolio of leading vendors with products and solutions that can cater for the requirements of AV specialist resellers and IT resellers that have an AV proposition."

Merlion and RRC sign new vendors

Russia: broadliner Merlion has started the distribution of Mellanox infrastructure solutions1 and Quantum storage systems2 through its Value division. Multispecialist RRC has inked a distribution deal with Taiwan vendor Delta Electronics3, whose UPS it will distribute in the country (source: OCS Rossiya 1, 2 and 3).

Two new brands for Distrelec

Italy: semiconductor and connectivity specialist Distrelec has added Bivar LED solutions and Laser Components' lasers to its catalog (source: Top Trade Informatica Italia).

Seclore appoints Redington Gulf

Middle East: Seclore Technologies, a provider of Enterprise Digital Rights Management (EDRM) solutions, has appointed broadliner Redington Gulf as a VAD for the region. Seclore is committing additional investment to expanding and developing its presence and impact in the Middle East, following the opening of a new regional office in Dubai, in April 2017. Seclore is expanding its GCC presence and operations in response to increasing demand for its award-winning solutions. Redington Gulf, through its offices in Bahrain, Iraq, Kuwait, Oman, Qatar, Saudi Arabia and the United Arab Emirates, will be a key to achieve this goal. Amit Malhotra, VP Sales India Middle East & Africa, Seclore, comments: "we are already active in the GCC with a particular focus on the UAE, where our GCC regional office provides technical expertise and support closer to our customers. Data losses are at all-time high and information centric security is gaining momentum, highlighted by the recent global ransomware attacks, so our timing is very appropriate as data security is pushed to the top of the corporate agenda."

A recent survey from ESG, Securing Information in the Age of External Collaboration, concludes that more than 1 in 4 companies believes it's very likely that sensitive data has been stolen by third party vendors. 98% of respondents cited the loss of sensitive data as a top or significant concern. Commonly stated reasons for data loss include emails sent to the wrong person (67%), unauthorized access (64%) and lost portable storage devices (61 percent). Seclore helps organizations secure their sensitive data regardless of how or where it travels. Protection remains with the files when open or stored on mobile devices and laptops and if they are shared via any file sharing service or email solution. File owners can also dynamically modify usage controls or revoke access on previously distributed files.

Confirming the appointment, Ramkumar Balakrishnan, President – Redington Value, commented: "cyber security is at an inflection point in Middle East region. Redington, as market leader, is well positioned to deliver Seclore solutions to customers and ensure that all the requirements of the channel are met under one-roof, supported by our in-house pre-sales expertise, regular sales and technical training and programs."

"This new agreement with Redington will help extend our reach and impact across the region, with almost 1,600 partners across the Middle East and Africa and a range of enterprise customers", added Rohit Oberoi Director of Channel Sales in India, Middle East and Africa for Seclore.

Kymeos opens in Tunisia

French telecom VAD Kymeos has opened a sales office in Tunisia. According to Arnaud Guillet, the director of Kymeos, Kymeos-MEA will manage the development of sales and technical support for Africa, until now done from France: "we plan to manage 2/3 of our sales from Tunisia, the remaining being done from France, by the end of next year", he explains. France will keep all operational roles: purchase, logistics, export, invoices.

Exertis supports the Business Partner Channel with Huawei Growth

United Kingdom: broadliner Exertis has become the only distributor in the country to have gained Huawei Certified Services Partner (CSP) status for both IT solutions and IP networking. Through their ISO 20071 accredited Professional Services Division, Exertis now hold 4 star Certified Service Partner status for IP networking and 3 star for IT solutions.

Kevin Matthews, Exertis Enterprise Sales Director, said: "as a CSP we have the capabilities within our engineering and services team to provide UK based support for our resellers across the Huawei IT and IP portfolios. Our customers benefit from having a single point of contact for sales and service and we have continued to invest in people with a dedicated Huawei team of 10, set to grow through 2017. We are also delighted to have been awarded Huawei Distributor of the Year 2017 which reflects the work we have carried out in partner enablement and upskilling our customers."

Exertis already has an ISO 20071 accredited services team with an in-house 24×7x365 Network Operations Centre (NOC), one of the requirements for Huawei CSP status. The rigorous certification process to become a CSP requires dedicated engineers assigned to technical service calls, problem resolution, tracking and monitoring. Huawei has enjoyed considerable growth in Western Europe with a 55% increase in revenue in 2016 and this is reflected in the increased engagement that Exertis is enjoying with resellers through its on-boarding and training programmes.

Paul Roche, Sales Director Education (Ireland) at Capita MITS, said: "the Huawei support team at Exertis UK have really put the value in value add distribution. They have been extremely supportive both commercially and technically whilst we have onboarded Huawei as a new, strategic vendor. They really understand the market and what is needed from a good distributor. They continue to assist us on key projects and they’re a fantastic asset!"

Zibris takes over Wortmann team

Switzerland: storage and server specialist Zibris has poached the whole team of the Swiss office of German broadliner Wortmann (which is know for its Terra PCs). Andy Beck, the founder and managing director of Wortmann Schweiz, takes over the Aruba business development for Zibris, while the distributor gave no details regarding the new jobs of the other former Wortmann employees. According to Andy Beck, the fact that the whole team followed him was not initially planned. Because of this massive addition of new employees, Zibris plans to move to new premises by the end of the year. The distributor has also opened a sales office in Genève, to cover more efficiently the French-speaking part of the country. Wortmann has, on its part, decided to take over most of the Swiss work from Germany, under the management of Sascha Wiebe, while using Zibris as a point of return for local customers: the majority of sales there are done through four distributors, which can easily be managed from Germany, according to Wortmann (source: IT Reseller Schweiz).

Another manager for Arrow ECS and another brand for AT Computers

In Czechia, infrastructure VAD Arrow ECS has hired from AutoCont Petr Věžník as business development manager for Veritas products. Broadliner AT Computers has become an authorized distributor for Devia cases for smartphones in both Czechia and Slovakia (source: Reseller Magazine Online Česko and ChannelWorld Česko).

Tech Data signs Dell EMC partnership to drive further growth opportunities

Broadliner Tech Data has announced that its Technology Solutions business, formerly a division of Avnet and now part of Tech Data, has signed a new distribution agreement with Dell EMC in Hungary, Romania, Slovakia and Turkey. Through the agreement, Tech Data will provide channel partners in Hungary, Romania, Slovakia and Turkey with access to solutions across the complete enterprise Dell EMC portfolio, including servers, storage, cloud computing solutions and converged infrastructure technologies, to meet the needs of its small, midsized and enterprise customers. Jason Boxall, vice president, Strategic Vendors and International Channels, EMEA at Tech Data, said: "we are pleased to extend our agreement with Dell EMC to four additional countries and look forward to helping more partners meet their needs with the extensive and innovative portfolio that Dell EMC offers. Our Dell EMC partners are uniquely positioned to solve their customers’ business challenges thanks to new technologies that are redefining the future. We continue to leverage our deep data centre expertise to enhance our partners' abilities and deliver world-leading, comprehensive solutions from ground-breaking companies like Dell EMC."

"The extension of our agreement with Tech Data is a logical step to support the growth of our business in Hungary, Romania, Slovakia and Turkey. Tech Data is a leader in the data centre area and we can benefit from its large-scale partner network and expertise to further drive business solutions for customers in those countries", commented Michael Collins, senior vice president, Channel EMEA, Dell EMC.

This partnership further cements Tech Data's relationship with Dell EMC, a global market leader in servers and storage. Tech Data is committed to supporting the strong growth in this market and driving momentum through this strategic partnership across the EMEA region. Tech Data now offers the complete Dell EMC portfolio of solutions in 22 countries in EMEA: Austria, Belgium and Luxembourg, Czechia, Denmark, Finland, France, Germany, Hungary, Ireland, Italy, Netherlands, Norway, Poland, Portugal, Romania, Slovakia, Spain, Sweden, Switzerland, Turkey and the United Kingdom.

Another Pedab for Supermicro

Already working together in Denmark, Finland, Norway and Sweden, server vendor Supermicro has decided to expand its partnership with VAD Pedab to its French subsidiary, Frame Pedab.

CyberArk announces channel partner program and names new distributors

India: authentication editor CyberArk has unveiled its new Channel Partner Program offerings, designed to enhance partners' privileged account security expertise and ability to drive new business opportunities in India. In addition, the company has inked distribution deals with VADs Inflow Technologies and M.Tech, which ought to bolster channel support. The channel plays a critical role in delivering CyberArk's best-in-class privileged account security solutions to joint customers, raising awareness and triggering new business across the region, including key vertical industries such as financial services, energy and healthcare.

"As one of the largest, fastest growing markets in the world, and with high technology adoption, India is a country with tremendous potential for CyberArk", said Rohan Vaidya, India regional director for CyberArk. "The scale and of scope of attacks on the most valuable data within organisations means cyber security is an increasingly important board-level issue. CyberArk's ability to break the cycle of cyber attacks by delivering a critical layer of security will enable businesses across India to implement proactive security strategies."

"CyberArk's approach to helping secure the network allows customers to get ahead of attacks and prevent escalation before real damage is done, instead of wasting cycles constantly reacting to cyber threats", said Rajesh Kumar, business head Inflow Technologies. "With this relationship, our channel partners will now be able to offer CyberArk solutions to their customers. We are optimistic about the opportunities that this partnership brings in and we shall focus on partner enablement and reach, ensuring that the benefits of the CyberArk Privileged Account Security Solution are accessible to customers across key regions."

"M.Tech is excited to be a distribution partner of CyberArk in India. CyberArk's technology has significant demand in India across all industries, but primarily in the financial services, energy, retail and healthcare markets", said Bhavin Bhatt, regional director, M.Tech. "Partnering with CyberArk means M.Tech is one step closer to completing the entire IT security stack. With the cutting-edge technology of CyberArk and the expertise and reach of M.Tech, this partnership will solve key security pain points for our joint customers."

CyberArk works with more than 300 channel partners around the world and continues to make investments in deepening partner relationships. The company is increasing collaboration with advisory firms, systems integrators and value added resellers around the world and across key vertical markets such as healthcare and government (source: Channel Times India).

Spectrami signs with Pulse Secure

Middle East: Pulse Secure, a secure access solutions firm, has unveiled a new distribution relationship with network and security VAD Spectrami in the Middle East. Under the terms of the agreement, Spectrami will offer its innovative Vendor Extension Model (VEM) to serve a channel community of Middle East regional partners through a full multi point engagement from pre-sales, sales, marketing, delivery and channel fulfilment. "We are witnessing increased demand from across the region for Secure Access solutions ready for the next generation of workers and agile organisations and our new partnership with Pulse Secure offers a perfect foundation to help our channel deliver comprehensive end-to-end solutions", said Anas Handous, Director, Global Alliance at Spectrami./p>

Leveraging local teams of sales and technical resources in Kuwait, Oman, Qatar, Saudi Arabia and the UAE, Spectrami will offer the complete portfolio of Pulse Secure products across access control, SSL VPN, and mobile device security while working closely with partners to deliver promotional activities and educational programs for end customers.

"Spectrami has an expansive security portfolio that offers a perfect complement to Pulse Secure and has built a strong reputation as a true value added distributor in the region", said Abdul Rehman Tariq, Regional Sales Manager for Pulse Secure. "With local expertise, a thorough understanding of the local regulatory and security landscape and a proven track record of enabling our channel to deliver comprehensive proof-of-concept projects, we look forward to working closely with Spectrami to ensure that enterprises in the region can deploy the safest on-premise and off-premise mobility solutions that will allow them to keep their users secure and connected."

Spire and Westbase expand their portfolios

United Kingdom: broadliner Spire Technology has added Gamdias gaming PCs and ADATA storage and memory modules to its catalog. Cabling and networking specialist Westbase Technology has renewd its distribution alliance with Cradlepoint for its M2M and IoT products (source: PCR United Kingdom, Channel Info United Kingdom and Comms Business United Kingdom).

Distribution sales of laser hardware down by -5% in Q2 2017 across Western Europe

Unit sales of laser hardware across Western Europe (WE) mirrored printer hardware performance by declining -5% year-on-year in Q2 2017, driven by contracting sales of laser single-function printers (SFPs), according to data published by CONTEXT, the European IT market analysis company. Sales fell in all categories except for laser multifunction printers (MFPs): distributor sales of these devices increased by a percentage point in Q2 2017. By contrast, unit sales of laser SFPs continued to contract, and were down by -11% year-on-year, as a result of an ongoing switch from single-function to multifunction devices. As Easter fell in April this year, there were fewer trading days in the quarter and the decline was stronger than is usual for the season. However, distributor sales of high-speed laser hardware continue to increase as costs of both mono and colour laser devices continue to fall. The ASP of mono laser printers fell by -3% year-on-year during for the quarter and currently stands at €163, while the ASP of colour laser devices across WE distribution is €418 (down by -8%). Over the last two years, sales of laser hardware with mono speeds of over 21 pages per minute increased by 10 percentage points to 66% while sales of colour speeds of over 21 pages per minute increased by 11 percentage points to 47%.

"Distributors in most major WE countries saw declines in sales of printer hardware", said Zivile Brazdziunaite, Imaging Market Analyst at CONTEXT. "The exception was the UK where sales increased by +8% year-on-year in Q2 2017, although revenue declined slightly. The Brexit process continues to make the situation in the UK uncertain, and an increase in inflation has hit spending." HP leads the market with a 41% share; Brother and Samsung follow with shares of 18% and 16% respectively. Brother’s laser hardware sales for the quarter increased by +12% year-on-year, due to the strong performance of low-end devices sold into etailer consumer and retail channels.

Country Unit shipment Q1/17 compared to Q1/16
United Kingdom +8%
Denmark +3%
Poland 0%
Spain -2%
Germany -3%
Italy -4%
Sweden -6%
Netherlands -7%
Estonia -8%
Austria -11%
France -12%
Lithuania -16%
Switzerland -17%
Portugal -18%
Ireland -23%
Latvia -24%
Finland -28%
Norway -34%
Belgium -36%

Ingram Micro signs with Imcosys

Germany: broadliner Ingram Micro has inked a distribution deal with Imcosys, covering its complete portfolio of smartphones, smartwatches, tablets and POS products.

Rectron to distribute Acronis solutions

South Africa: disaster recovery solutions producer Acronis has appointed broadliner Rectron as a distribution partner in its local market. Rectron will distribute its cloud backup solution for businesses in the region. Rectron joins Synapsys, which has been an Acronis distributor in the region since 2003. Commenting on the partnership, Elaine Wang, group Microsoft business unit manager at the Mustek Group, says: "this is a particularly exciting partnership for Rectron – evidence that the company is really starting to open up its product stack. Acronis has a really solid name and brand reputation in terms of backup solutions and has done so for many years. Its backup tools are also really easy for businesses to use, meaning it's a good option for small businesses."

Mustek is the operational business division of the Mustek Group, which also includes Rectron. In terms of its distribution of Acronis, the company will offer resellers two different options. Wang explains: "we have an option where they can manage the solution and customer themselves, but we're also introducing a managed backup option for resellers. Under that option, we will help resellers to monitor their customer's backup and make sure everything is running smoothly." Wang adds that backup solutions are imperative to business security, as companies may find themselves without data, resulting in a complete shutdown.

In March, Acronis Backup Cloud partnered with local cloud ERP firm One Channel, enabling One Channel to offer complete data protection, cloud storage and data management across a variety of devices and all environments. Highlighting the importance of effective backup, Wang says businesses should consider operating according to the three-two-one rule. "You always need to have three copies, including one backup locally and one backup in the cloud to make sure you're 100% covered." One Channel CEO Bernard Ford notes data protection has become a key requirement, with many organisations relying on the availability of data for their core business operation (source: IT Web South Africa).

News from Anders+Kern, e92plus and Terra

British Isles: RedstoneConnect, a provider of technology and services for smart buildings and commercial spaces, has successfully acquired the entire issued share capital of Easter Road Holdings Limited and its subsidiary, British AV specialist Anders+Kern. The acquisition will broaden RedstoneConnect's blue-chip customer base with existing A+K clients including British Library, MacMillan, ONS, Tullow Oil and BBC Worldwide.

Security VAD e92plus and Trustwave, a cybersecurity and managed security services provider, have unveiled a distribution partnership for both Ireland and the United Kingdom. The partnership will play a key role in expanding Trustwave's channel community and managed security services in the region.

Finally, broadliner and PC vendor Wortmann-Terra Computer has announced the arrival of two new members of its team: senior business development manager Alicia Shepherd and business development manager Colin Morris. Neil Jensen, director, Terra Computer, said: "we are delighted that we could recruit these two highly experienced individuals to our Team and together with them bring Terra to the next level in the UK! Exciting times ahead!" When asked about her new role, Alicia Shepherd said the following: "I am thrilled to be joining the team at TERRA and am looking forward to working with the Reseller Community and building on the success that the UK sales team have already had. The Channel only approach and commitment to quality sets TERRA apart from other brands, in a competitive landscape where volume is King it is a refreshing choice to know for TERRA it is support and quality that speaks volumes." Shepherd joins from Entatech where she was the firm's sales director before the company shut down. Morris, who also joins from Entatech where he was a sales account manager, had the following to say: "I am excited by the new challenge the role at Terra brings. They have a great product set with some excellent service offerings that will allow the Reseller community to grow their own individual businesses." (source: inAVate United Kingdom and PCR United Kingdom).

Connect Distribution and NTT System sign new vendors

Poland: infrastructure VAD Connect Distribution has been chosen by security editor Thycotic as an official distributor for its authentication solutions. Broadliner NTT System has added Philips accessories (cables, batteries, chargers, remote controllers and other products) to its catalog (source: Reseller News Polska and CRN Polska).