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Adveo dismisses warehouse staff as part of huge business restructure

Office supply specialist Adveo has axed 56 staff in Spain as part of a massive company restructure, which will see the firm depart from its "traditional wholesaler" roots to an e-commerce platform model. Moving away from a traditional wholesaler model, Adveo has dismissed 56 of its 120 logistics employees in Spain; 45 warehouse workers and 11 office staff. Out of the remaining 64 employees, 56 will see their employment transfer to an external third-party operator, with only eight staff staying on with Adveo. The move follows a previous headcount rejig on 3 July which saw Adveo outsource 17 customer service roles to a third-party company. Adveo France also closed a distribution centre in Châteauroux, France in April. The recent restructuring measures are part of Adveo's new 2017-2020 strategic plan announced on 25 May this year.

Through moving to an e-commerce model and stepping away from low-margin product lines, the firm intends to log revenues totalling €720m in FY2020, a 34 per cent boost on 2016, excluding sales generated through its electrical office supplies (EOS) business sold off to UK heavyweight Westcoast in September last year. By 2020, Adveo plans to push EBITDA to €60m, almost treble that of 2016's €22m. Similarly, the Spanish distributor aims to push EBITDA margin to nine per cent by the same time frame, almost six percentage points up from 3.1 per cent in 2016. The formulation of the new strategic plan come after a bruising FY2015 for Adveo, when sales dropped by 3.8 per cent to €907m and net losses plummeted to €70m due to a problematic SAP rollout which dragged Iberian sales down by almost a third in the first half of the year. A dire FY2015 was followed by a complete overhaul of Adveo's management structure, with Jaime Carbó stepping into the CEO role in September 2015 and new CFO, CIO and CMO execs stepping in between December 2015 and February 2016. Adveo's decision to outsource roles in order to cut costs and streamline operations follows similar decisions by global distribution players Ingram and Tech Data. Other distribution heavyweights Tech Data and Westcon have also outsourced financial and back office functions to service centres across Europe (source: Channelnomics Europe).

Penta in the Chaos

Turkey: broadliner Penta has been chosen by industrial design software editor Chaos as an official distributor in the country (source: BT Haber Türkiye).

MONT signs with Sibrus

Russia: software specialist MONT Distribution has been chosen by local editor Sibrus to distribute its secure instant messenger in the country (source: CRN Rossiya).

New brands for ALSO, Konsorcjum FEN, Nelro Data and Vidis

Poland: broadliner ALSO has inked a distribution deal with server vendor Supermicro1. This brand joins the server BU, which has signed contracts with Intel, Samsung, ASUS and Sandisk since the beginning of the year. Network and security specialist Konsorcjum FEN has been chosen by Nakivo, a backup editor, to distribute its products in the country2. Consumer electronics specialist Nelro Data has started the distribution of JJRC drones. Finally, AV specialist ViDiS has added Toshiba professional displays to its catalog (source: CRN Polska 1 and 2, Reseller News Polska and IT Reseller Polska).

Ebertlang signs with Altaro

Maltese backup editor Altaro has appointed German software specialist Ebertlang as its official distributor for the DACH region (Austria, Germany, Liechtenstein and Switzerland).

ABC Data launches its cloud platform

Central Europe: Polish broadliner ABC Data has launched officially its ABC Data Cloud platform in eight countries in Eastern Europe, that is Czechia, Estonia, Hungary, Latvia, Lithuania, Poland, Romania and Slovakia. Available to all its 13000 resellers and partners in the region, ABC Data Cloud platform enables global and local vendors to offer their solutions in the form of the following services: Infrastructure as a Service (IaaS), Platform as a Service (PaaS), Software as a Service (SaaS) and Disaster Recovery as a Service (DraaS). This allows resellers registered in the ABC Data system to gain access to a wide and varied offer including, among others: virtual servers, network drives, tools for the development of their own apps, or solutions enabling data archiving and backup, analyses, and planning. The offer includes also systems responsible for security as well as e-learning and workflow-type apps. With ABC Data Cloud, resellers can offer their final customers not only one configured service, but also packages comprised from offers of multiple vendors. Such companies, among others, as Kaspersky, Oktawave, Focus Telecom, Xopero and Talex provide their services on the platform.

New brands and employees for Contec and Tech Data

Netherlands: network and security VAD Contec has expanded its catalog with Mojo Networks intelligent cloud-managed wifi solutions1. Following the acquisition of VAD Avnet TS, broadliner Tech Data has reviewed the organization of its local management2. Bas Scheepens, the former Azlan director, becomes sales general director, while Marc van Ierland, the former Avnet director, becomes Azlan director. Both report to Peter Jansen, the country director (source: Channel Connect Nederland 1 and 2).

Three partnerships for CI Distribution and an acquisition for Purdicom

United Kingdom: PC component and peripheral specialist CI Distribution has teamed up with three new Channel partners as it looks to add to its product portfolio. The Basingstoke-based IT distie has expanded its product range in a number of directions by tying up deals with ARCTIC, BullGuard and Silicon Power. Swiss company ARCTIC specialises in quiet cooling systems for desktop PCs, while BullGuard provides IT security systems and Silicon Power manufactures memory and storage solutions.

Network and security VAD Purdicom has purchased the business assets of bankrupt network VAD UKB Solutions. This move signals Purdicom's new acquisition strategy that aims to boost its 25% annual growth – particularly in the CCTV sector – and rationalise the distributor channel for wireless manufacturers. Under the terms of the deal, Purdicom will continue serving UKB Solution's customers, primarily in the CCTV and security space. With the additional portfolio of products and Purdicom's enhanced support, the company is expecting to double its business within eighteen months. The acquisition also promises to simplify manufacturers' channel interactions – as they will only need to deal with one master distributor (source: PCR United Kingdom and Comms Business United Kingdom).

AVM on a Cometa

Italy: German Soho network vendor AVM has partnered with regional broadliner Cometa to push its Fritz! products in the southern part of the country (source: Top Trade Informatica Italia).

Tripleplay signs DSC

Slovenia: digital signage and IPTV vendor TriplePlay has accredited network and telecom VAD DSC as an authorised partner in the country. Nina Veselinovic, Purchasing Manager at DSC, is excited by the possibilities: "we are delighted to cooperate with Tripleplay as industry leading digital signage, IPTV and mobile streaming solution provider. We believe our partnership will bring new possibilities for growth for our partners, especially in the hospitality and healthcare sector."

Roberto Blesa, Tripleplay's Central Europe Sales Manager, is extremely pleased to announce the partnership, explaining: "DSC has a wealth of knowledge of the Slovenian and Adriatic markets and will be able to help Tripleplay gain more exposure in these regions and provide a professional support network for users of our platform. DSC strive to access the latest technologies available in the market to pass on to their clients, and I look forward to seeing what is to come in the future for this partnership."

Addreality appoints ASBIS

Addreality, a Russian digital signage vendor, has inked a distribution deal with broadliner ASBIS, covering Central Europe, the Baltics and the former USSR region. ASBIS will thus be able to distribute Addreality solutions through its offices in Belarus, Bosnia, Bulgaria, Croatia, Cyprus, Czechia, Estonia, Hungary, Kazakhstan, Latvia, Lithuania, Poland, Romania, Russia, Serbia, Slovakia, Slovenia and Ukraine (source: CRN Rossiya).

TechnoBind appoints Govardhan G.N as VP for its Cloud Biz

India: security and storage VAD TechnoBind has appointed Govardhan G.N as Vice President for its Cloud Business Unit. In his new role, Govardhan will be responsible for building and growing Technobind's Cloud business in the country. His immediate focus would be to develop the technical capabilities, sales resources and go-to-market strategy for addressing the growing opportunities around Cloud and related services. TechnoBind's new business unit will give emphasis to working exclusively through its enterprise channel partner ecosystem in helping clients adopt Cloud for their storage, backup, disaster recovery and data security requirements.

Commenting on the new appointment, Prashanth G J, CEO of TechnoBind, said: "cloud is going to be a big focus area for TechnoBind India and we have made significant investments to accelerate our growth. Govardhan's appointment strengthens our focus and capabilities in the Cloud space. His expertise, coupled with a vast understanding of the market, will be invaluable for the progress of our Cloud business."

Speaking on his appointment, Govardhan G.N, Vice President – Cloud BU for TechnoBind, said: "I am excited to be part of the TechnoBind India team and take up this challenging assignment of driving the Cloud BU. With Cloud becoming an inevitable element for business growth, we are expecting to see a further rise in Cloud adoption. We will focus on leveraging opportunities in the IaaS, Backup as a service and DR as a service space."

A seasoned IT professional with more than two decades of experience, Goverdhan's expertise spans across areas such as service delivery, data center service and disaster recovery, with a deep understanding of banking, government and private sectors. Prior to joining TechnoBind, Govardhan was part of Danske IT, which is a subsidiary of Danske Bank, the largest bank in Denmark. He served as the only member from India in the Technical Operations team responsible for consolidating the bank's IT services. Previously, Govardhan worked as Vice President of Appnomic Systems and handled various responsibilities that included remote service delivery, network operation center setup and implementation of application monitoring systems for large private banks in India. He has also provided IT Infrastructure Consultancy to banks in India, Middle East and Africa. Govardhan will be based in Bangalore (source: Channel Times India).

More business for Ignition Distribution, Ingram Micro, Maverick, Midwich and Nuvola Distribution

United Kingdom: Bitglass, the Total Data Protection company, has announced a strategic partnership with security and cloud VAD Ignition Technology to drive Bitglass' Cloud Access Security Broker (CASB) and agentless mobile security solution into the local marketplace. The new partnership will see Ignition Technology bring Bitglass' SaaS platform to key resellers and partners in the UK to address growing cloud and mobile security needs in enterprises.

Comms-care has launched an enhanced set of configuration services, covering a wide range of hardware and software, for reseller partners. Services will be delivered from a dedicated 1,000 sqm space in Ingram Micro's Logistics and Distribution Centre in Crick near Daventry. The new space is large enough for the team to work on the configuration of multiple shipments on behalf of channel partners. The introduction of the new range of services means that Comms-care can take delivery of hardware components at Crick and configure them at the same location for shipping, reducing the time taken to provide fully configured devices to the minimum. The environmentally controlled configuration centre is highly secure and is completely protected against Electro-Static Discharge (ESD) with the use of specialist ESD benches, chairs, work mats, flooring and tools. The team at the centre is also expert in image deployment, where a complete copy of a working system can be downloaded to multiple units simultaneously.

Taiwanese vendor BenQ has extended its long-standing relationship with AV specialist Maverick (the AV division of broadliner Tech Data) to distribute its full range of interactive flat panels (IFPs). Effective immediately, Maverick plans to place BenQ's IFP displays in the center of its business collaboration and education solution offerings. The extensive range of IFPs have been added to Maverick's specialist list of brands and products with the aim of supporting BenQ's drive to increase sales in the UK market. Strengthening BenQ's position as the "go-to" brand for AV solutions, the partnership will combine the distributor's specialist audio visual focus with product breadth and support services for its current and new customers.

AV broadliner Midwich has started to distribute Intevi products. Intevi provides bespoke, end-to-end digital media solutions, fulfilling a range of communication needs. Midwich sees the new partnership as an extremely positive addition to their portfolio. Intevi provides advanced solutions for digital signage, communication and IPTV for a range of vertical markets.

VoIP vendor Digium has announced that telecom VAD Nuvola Distribution has joined Digium's Partner Program as a VAD. Nuvola provides a complete range of UC products and services across multiple vendor partners, providing presales and design consultancy as well as project implementation and post installation support. The agreement allows Nuvola to expand their portfolio with Digium's award-winning Switchvox UC business phone system, as well as Digium IP phones, gateways and telephony cards.

News from Intact Software Distribution, Nology and Rectron

Africa: South African security specialist Intact Software Distribution has opened an office in Kenya as a step to expand its reach and service the channel across Africa in a better fashion. Nathan Wohoro will run the Kenyan operations for the distributor. He will bring years of experience and in-depth market knowledge as well as the technical expertise in information security. He will be responsible for overseeing business development, and will work closely with local channel partners and end-users throughout Kenya, and the region as a whole. Talking about the opening of Intact Software Distribution East Africa in Nairobi that will service the East Africa region the CEO for Intact, Simon Campbell-Young said: "this expansion into East Africa is part of the distributor's ongoing growth strategy. Kenya is a rich and exciting economy and is very much under-represented in terms of security tools and solutions."

3CX, a developer of software IPBX, has announced that South African network and mobility specialist Nology has become an official distributor of 3CX. In partnering with 3CX, Nology has demonstrated its commitment to continue its legacy of innovation. Alex Bantjes, Product Manager Nology, said: "Nology constantly strives to provide a comprehensive product portfolio that caters to the needs of our ITSP, telco and system integrator partners. As part of Nology's strategy we endeavour to align ourselves with the best solutions and products that cater to the unique requirements of our industry and clients. 3CX offers Nology an excellent opportunity to provide a tried-and-tested IP PBX platform, while entering a new market segment that Nology has not traditionally been associated with. Our clients love 3CX and Nology is proud to empower its partners with a truly best-of-breed solution." Greg Garrett, Regional Sales Manager for 3CX, added: "3CX customers and partners in South Africa are going to greatly benefit from this co-operation. Bringing over 15 years of experience to the table and working with some of the biggest brands in the industry, 3CX is happy to join forces with Nology and we look forward to expanding our presence in the South African Market."

Broadliner Rectron has acquired a majority stake in ERP software development company Palladium. "We are extremely excited about our investment in Palladium and making our mark in the growing South African software ecosystem. Palladium aligns well with Rectron's strategy to grow its cloud and software business", says Spencer Chen, MD of Rectron. "Not only will Palladium add value to Rectron's product line, but we believe that Rectron's broad-based resellers will benefit from using the in-house developed ERP software too, as it is feature-packed with functionality that would ordinarily only be available to larger corporates. It also gives our resellers the opportunity to stand out in the over-saturated ERP software market." (source: ChannelPost MEA and IT Online South Africa).

Arrow ECS, Esprinet, Informatica Megasur, Infowork and Ingram Micro complete their offer, while Neovalia gets a new boss

Spain: infrastructure VAD Arrow ECS has become the only distributor to be authorized to train resellers on VMware virtualization in the country1. Broadliner Esprinet has started the distribution of Leotec home automation solutions through its reseller network2. Broadliner Informatica Megasur has inked a distribution deal with Dutch distributor Intronics, to push its WP European Cable Solution, Ewent and Eminent cabling and accessories solutions in the country3. Broadliner Infowork has added Gigaset Keeper Bluetooth keyholder to its catalog. Broadliner Ingram Micro has inked a distribution deal with IP phone vendor Yealink, whose products are from now on available through the UC BU of its Specialty Solutions division4. Finally, Neovalia, the Value division of broadliner GTI, has appointed Juan Santesmases as its new managing director5 (source: Dealer World España 1, 2, 3, 4 and 5).

Softprom by ERC signed agreement with Securonix

Securonix, a security analytics expert, and Ukrainian software specialist Softprom by ERC announced signing of the collaboration agreement to provide real time actionable intelligence for customers in the CIS and Eastern Europe regions, thanks to Softprom offices in Austria, Azerbaijan, Belarus, Georgia, Kazakhstan, Moldova, Russia, Ukraine.

Securonix provides security intelligence solutions through complex statistics, behavioral sciences, machine learning and artificial intelligence. Securonix helps its customers to solve core security problems smarter, faster and more economical and also reveal comprehensive, actionable insights into whole organization's security posture. "We're excited to embark on a relationship with Securonix that will afford us a ground for big data security provision to our partners and end-users. Possibility of signature-less Behavior Based Threat Detection technology, open data model and other will let us to uncover all the best of Actionable Intelligence to detect, monitor, investigate and manage security threats and risks", said Alexander Georgiev, head of IT-security solutions department at Softprom by ERC.

Kingston and Getac sign new distributors

India: memory and storage vendor Kingston has appointed telephony specialist Brightstar Telecommunications, as national distributor for its flash business1. With a common vision for growth and cumulative strengths of this new partnership, Kingston will focus on reinforcing its current footprint in India and expanding into new market segments.

Getac, a rugged mobile computer solution provider, has inked a distribution partnership with industrial computing specialist Third Wave Exim2. "Third Wave is delighted to announce this new and exciting partnership with Getac. As a long standing manufacturer of Rugged Mobile Solutions the products fit perfectly into our strategy to be the number one distributor of rugged products in the Indian market, we look forward to working closely with Getac to provide the quality solutions and accelerate market readiness to fulfil our customer’s needs", said Vijay Sheth, CEO Third Wave (source: Channel Times India 1 and 2).

Focelda opens a new cash-and-carry while Computer Gross signs with Samsung/Knox and Tableau

Italy: broadliner Focelda has inaugurated another cash-and-carry in the northern part of Rome, in a bid to address more efficiently the resellers in this part of the capital city. Meanwhile, its competitor Computer Gross has unveiled distribution deals with Tableau (visual analytics tools)1 and Samsung (for its mobile security solution Knox)2 (source: inStore Mag Italia, Top Trade Informatica Italia 1 and 2).

Tech Data announces revised management structure

Czechia: broadliner Tech Data has unveiled a revised management structure for Czechia. Pavel Salák becomes country leader Czechia, responsible for the overall value and volume business. Salák was previously country manager for Avnet Technology Solutions, Czechia and since the close of the acquisition of this business by Tech Data, has led the value business in Czechia.

Tomas Cigler, who was previously country leader for Tech Data, Czech Republic, and since the acquisition, has led the volume business in Czech Republic, will be responsible for the volume business and Datech in the East region as regional director, Client Solutions and Datech, East, Tech Data. Salák and Cígler will report to Judith Ecker, regional vice president, East, Tech Data.

"We have already seen very pleasing incremental business in Czechia as a result of the integration of the two businesses", says Ecker. "Our combined business enables us to offer an increased knowledge and expertise to the market. We have a wider portfolio of vendors and are further investing in next generation solutions for the benefit of our partners and their customers."

Salák says: "I look forward to leading Tech Data's business operations in the Czechia. Our combined Tech Data and Technology Solutions team offers unrivalled experience and an enhanced knowledge in the country, enabling us to continue driving new and exciting opportunities for our partners. Delivering data center and next-generation solutions from our newly expanded solutions portfolio to an increasing number of partners is a significant opportunity that we are confident will lead to further success in the Czechia."

"After more than seven years as country leader, Czech Republic, I am pleased to be extending my role to a regional one for the benefit of all the countries in Tech Data's East region", says Cígler. "Thanks to the acquisition of Technology Solutions, Tech Data now serves a larger number of countries in the region, from Poland to Turkey, providing us an excellent opportunity to extend our offerings in each country." Salák and Cígler are jointly responsible for the integration of the combined Tech Data and Technology Solutions businesses in Czechia.

More vendors for Boll and Tech Data

Switzerland: network and security VAD Boll Engineering has started the distribution of Menlo Security "Isolation Services" in the country1. Antivirus editor Avast has chosen broadliner Tech Data as an official distributor for its AVG Business solutions2 (source: IT Reseller Schweiz 1 and 2).