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Tech Data introduces new global brand

American broadliner Tech Data has introduced its new brand identity, highlighting the company's expanded reach and capabilities as a global leader in technology distribution and services. Following the company's transformational acquisition of Avnet's Technology Solutions business earlier this year, Tech Data has established a single global brand that capitalizes on the full reach, efficiency, and technical expertise of its new combined organization. Tech Data will now operate as a unified brand in all of its markets throughout the world, enabling channel partners to benefit from its unmatched end-to-end portfolio of products, solutions, and services. "As we evolve our business in anticipation of what's next, the Tech Data brand has evolved as well. Today we are proud to introduce the new Tech Data and the next chapter in the history of our company", said Bob Dutkowsky, chairman and CEO of Tech Data. "Our new global brand is centered on the proven strength of the Tech Data name and provides a unified promise of integrity, expertise and excellence. Tech Data serves as a beacon in the IT channel—central to our customers' and vendors' success. Our teams have highly specialized skills in next-generation technologies, extensive software and services capabilities, and the best logistics engine in the industry, all backed by a global IT system that can do anything from process the sale of a laptop to configure the most complex multi-vendor solution. Tech Data has become a company that delivers business outcomes—not just products—and we're excited for the future of our company as we help connect the world with the power of technology."

To enable a specialized approach while maintaining the exceptional service levels that partners expect from Tech Data, the company has grouped its offerings into two primary solutions portfolios under the Tech Data brand:

  • Tech Data's Endpoint Solutions portfolio, previously known as the company's broadline offering, primarily includes PC systems, mobile phones and accessories, printers, peripherals, supplies, software and consumer electronics.
  • Tech Data's Advanced Solutions portfolio includes primarily data center technologies such as storage, networking, servers, advanced technology software and converged/hyperconverged infrastructure. This portfolio also includes next-generation technologies such as cloud, IoT, mobility, security and analytics solutions.
  • Tech Data's next-generation technology solutions, as well as the company's services offering, including lifecycle, CRM, integration and supply chain services, span its Endpoint and Advanced Solutions portfolios. In addition to the company's two solutions portfolios, Tech Data will continue to go to market with three specialized solutions: Datech Solutions, Maverick AV Solutions and Global Computing Components. Azlan, Tech Data's pan-European enterprise specialist brand, will be transitioned over time and will be incorporated into the company's Advanced Solutions portfolio.

While Tech Data's logo will not change, the company's color palette and graphic devices have been updated to incorporate both its foundation and its new dimensions, blending the unique capabilities of Tech Data and Technology Solutions into a modern, global brand. Tech Data has also introduced new purpose, vision, and mission statements.

Arrow Education renews learning partnership with Microsoft

Infratructure VAD Arrow ECS has signed a contract with Microsoft to deliver Microsoft's training portfolio across Europe, Middle East and Africa. The agreement renews Arrow's relationship as a long-term Microsoft Learning Partner and extends its geographical reach – following and further empowering the existing distribution agreements between both companies. The scope of available training spans from Microsoft's cloud solutions to certification-related courses and involves its online training modalities Open edX Learning Platform and Microsoft On Demand. The list of training topics includes:

  • Azure and Dynamics CRM
  • Windows Server and Client
  • Office 365, Exchange, Sharepoint, Skype for Business
  • SQL and data management solutions
  • PowerShell, Visual Studio and .NET

As a value-added distributor with a focus on channel services, Arrow's global business combines the two worlds of high-end technology distribution and education. Arrow develops new training delivery methods on a constant basis, including innovative online training such as video and mobile learning. "Cloud solutions are at the heart of our strategy, and education is a key element of the value-added services at Arrow, enabling the market and the channel to support technology providers with product and solution readiness", says Jacques Assant, Business Development Services Director, Arrow ECS EMEA. "We look forward to promoting this new opportunity at Arrow and especially appreciate the variety of training methods Microsoft brings to the table. Online learning solutions like Open edX are completely in line with our eLearning strategy and complement the Arrow catalogue of digital learning assets."

"I am extremely excited to partner with Arrow as they leverage their expertise and learning as a service offering, helping to transform our customers and other partner businesses via cloud-based solutions", said Kyle Uphoff, Sr. Director Worldwide Channel Sales of Microsoft Learning & Readiness.

New « Professional » Class Drives Impressive 38% Growth for 3D Printers in H1 2017

3D printer shipments increased 38% year-on-year in the first half of 2017, driven by soaring growth in a new Professional sub-category which straddles the traditional Industrial and Personal/Desktop markets, according to market analyst CONTEXT. At first glance, the market appeared to be driven by unit shipments in the Personal/Desktop space, which saw growth of 39%, while Industrial/Professional shipments slumped 6%. However, the new grouping reveals 64% growth year-on-year for 3D printers in the Professional category, outperforming another sub-class: personal sub-€2,200 printers, which increased by 36%. Professional products can be found in both the Personal/Desktop and the Industrial/Professional markets, with a price range of €2,200-€17,000. Leaders in this sub-class include Ultimaker, Formlabs, Leapfrog, MakerBot (Stratasys) and Markforged.

Meanwhile, Personal sub-€2,200 printers comprised the vast majority (85%) of the 200,509 printers shipped in the overall Personal/Desktop market in the first half of 2017. "The Professional class of 3D printers has been emerging for some time now, coming both down from the high-end and up from the low-end, but it is now really coming into its own and merits separate analysis", said Chris Connery, vice-president of Global Market Research and Analysis, CONTEXT. "As the market matures and grows, and price points in the Personal/Desktop market continue to drop, $5,000 is no longer the only defining barrier at the low end of the global 3D printing market."

New Global Leader Emerges

Q2 2017 also saw the emergence of a new leader in the Personal/Desktop segment: Monoprice, which enjoyed year-on-year shipment growth of over 450% for the quarter and shipped 19% of the quarter’s 107K units. Monoprice's meteoric rise to the top is even more impressive because the firm's sales have initially been confined to one region: the United States. Throughout the first half of the year, it was neck-and-neck with the former number one vendor, XYZprinting, in terms of global market share. Monoprice continues to set the bar for entry-level price points with a weighted average price for its products of €245 in Q2 2017, compared to €350 for XYZprinting. However, XYZprinting is not sitting idle and launched a new colour desktop printer in the period. Along with Monoprice and XYZprinting, other global rising stars through the first half include Wanhao, Formlabs Prusa Research, Dagoma and Markforged: all of which saw year-on-year shipments grow above 50%.

In the Industrial/Professional market, many publicly traded companies – most notably Stratasys and 3D Systems – saw unit volumes decline again in 1H 2017, even while unit shipments rose for the likes of EOS, GE Additive, Carbon and HP. However, several high-profile players have stated this is due to execution rather than demand issues, leaving many still feeling bullish for the second half of the year. All manufacturers have continued to champion the use of 3D printing for mainstream production. However, although metal 3D printing has already turned that corner, the plastics side of the industry is still largely stuck using the technique largely for prototyping. Yet to come are new solutions from market leaders Stratasys and 3D Systems in the form of their respective Infinite Build and Figure-4 systems and momentum for hot players like HP and Carbon is just now building.

Outlook: 2017 and Beyond

The global 3D printing market, which includes not only printer hardware but also materials and services, is on track to be worth €4.8B in 2017 – an increase of 15% from 2016. That’s despite a relatively weak first half for the Industrial/Professional side of the market, which accounts for nearly 78% of all revenue in terms of hardware alone. As the market shifts to focus on production, it is on track to reach €14.5B by 2021. "The second half of 2017 will see a new crop of lower-priced metal printers ship, paving the way for a strong 2018 as metal continues to lead the industry", noted Connery.

Ingram Micro signed as Kaspersky Lab’s training provider

Middle East: Ingram Micro Training MEA, a provider of instructor-led technical training, has partnered with Kaspersky Lab as training provider for the Middle East Region. With this partnership, Ingram Micro is now authorized to provide certified trainings for end point solutions of Kaspersky Lab in the GCC. Ingram Micro will provide best in class training services to all Kaspersky Lab customers and partners further strengthening the company's training offerings for the channel community. "Training is a crucial element to the success of any organization", said Amir Kanaan, General Manager for the Middle East at Kaspersky Lab. "Partnering with Ingram Micro Training MEA is the right move to ensure that our customers in the region receive best in class training services on our award winning endpoint solutions."

"We are thrilled to bring Kaspersky Lab training services to the region", said Mohammad Sabry, Head of Services, Gulf and Near East region at Ingram Micro. "Kaspersky Lab is one of our strategic vendors and we look forward to continuing to expand our solutions portfolio to include professional services offerings in the near future. This is an excellent start of a great partnership."

eSports economy drives gaming screens growth in contracting global desktop monitor market

The fast-growing billion dollar global eSports economy drove worldwide gaming monitor sales up +175% in the second quarter of 2017 compared to the previous year, while worldwide shipments of desktop monitors declined by -3%, driven by lower sales in China, according to the latest figures from CONTEXT, the global IT market analysis company. Sales performance across the world varied considerably by region, reports CONTEXT. Desktop monitor shipments to EMEA grew by +5%, driven by CEE, which saw +12% growth. North America and Japan saw shipments up +2% and +4% respectively. However, those to the rest of the world, 52% of the total, declined, with the biggest market, China, decreasing by -11% year-on-year. The decline was greatest in the business desktop monitor segment, dropping -4%, while the fall in consumer-based sales was smaller at -3%. "Despite the overall negative trend, there are significant opportunities for growth", commented Dominika Koncewicz, Senior Analyst for Displays at CONTEXT. "These are due to factors such as a shift to larger, more expensive screens, the rising sales of curved monitors, higher resolution displays, and the growing demand for wider 21:9 monitors as well as the demand for gaming monitors."

Full-HD monitors remain the dominant resolution accounting for two-thirds of global shipments. WQHD screen sales are growing at +58% year-on-year, while Ultra HD monitors still represent a small portion of the market. However, with a +77% year-on-year sales increase, this has become the fastest growing resolution category. Dell retained its position as the top vendor in Q2 2017 with a 19% unit share of the total market, while HP and Lenovo followed with shares of 14% and 10% respectively.

 

Q2 2017 shipments (units) YoY
Central East Europe +13%
West Europe +5%
Japan +4%
North America +2%
World -3%
Middle East and Africa -4%
Asia and Pacific -8%
Latin America -10%
China -11%

 

 

Q2 2017 shipments (units) YoY
Sweden +21%
Denmark +21%
Netherlands +20%
Germany +13%
Portugal +12%
Spain +12%
Belgium +8%
Poland +7%
Switzerland +3%
United Kingdom +3%
France +2%
Finland -1%
Italy -1%
Greece -2%
Iceland -9%
Norway -11%
Austria -12%
Ireland -15%

Extenso launches its Smartkid offer

France: smart object and mobility specialist Extenso Telecom has launched its Smartkids offer, including smart products for children which will be distributed through the mail etailers and retailers in the country (Fnac-Darty, Carrefour, Auchan, La Grande Récré, Jouets Club, etc.). Through Smartkids, Extenso Telecom positions itself as the main distributor of smart products for children, with a complete offer. Extenso Telecom brings the latest technologies within the youngest's reach with products dedicated to early learning, education or safety. Extenso Telecom brings its expertise to the service of retailers, by doing a link between digital and retail, bringing a clear and afordable offer and an appropriate merchandising to help end customers discover new uses. "These new generation of educative products are so playful that their use is more like a game, thanks to intuitive interfaces. We are delighted to democratize these new uses and help French startups", says Stéphane Bohbot, President of INNOV8 Group and Extenso Telecom. The Smartkids offer, which will grow throughout the year, already includes several vendors, among which Lunii (La Fabrique à Histoires), Urban Hello (REMI connected babyphone), Coji (a robot), Technology Will Save Us (STEM products), koakoa (flashlight building), Kiwip Watch, Octopus, Beawarn or ZeKid (smartwatches with embedded GPS) or Weenect (GPS for kids).

EMEA printer hardware shipments increase in Q2 2017

Unit shipments of printer hardware to Europe, the Middle East and Africa (EMEA) continued to improve in Q2 2017 and registered an increase of +4% year-on-year compared to a decline of -3% in Q2 2016 according to data published by CONTEXT, the European IT market analysis company. While there was positive performance across the board, the increase was driven mainly by shipments of multifunction inkjet devices. Sell-in to Western Europe (WE) accounted for almost 70% of all printer hardware shipments to EMEA and mirrored the performance in the region as a whole – a significant improvement on the -6% decline in the same quarter last year. Shipments of laser multifunction printers (MFPs) registered growth of +10% year-on-year and were largely responsible for the overall increase.

"This was mainly due to shipments to Germany, France, and the UK", said Zivile Brazdziunaite, Imaging Market Analyst at CONTEXT. "Sell-in of MFPs accounted for the growth of +3% in France, while there was a double-digit increase in sell-in across all categories in Germany and the UK – contrasting with the double-digit declines seen in the same quarter last year. In the UK, this was mostly because of increasing unit shipments of inkjet MFPs, whereas sell-in of laser hardware accounted for +12% year-on-year growth in Germany. Meanwhile, unit shipments to Italy and the Netherlands contracted, and Spain registered an increase of a single percentage point for the quarter, driven by strong performance of laser MFPs."

The Middle East and Africa (MEA) continued to outperform other regions with unit shipments increasing by +16%, again following a double-digit decline last year. An increase in sell-in of inkjet MFPs mainly accounts for the positive performance, but unit shipments of laser single-function printers (SFPs) also registered double-digit growth for the quarter. UAE and Saudi Arabia drove the increase in the region. Printer hardware sell-in to Turkey grew by +5% year-on-year; most of the growth was due to inkjet MFPs as unit shipments of SFPs continued to decline.

Printer hardware sell-in to Central and Eastern Europe (CEE) fell by -3% year-on-year in Q2 2017, in spite of sell-in of inkjet technology devices registering an increase of +9%, because of poor sales of laser hardware and a particularly strong performance in the same quarter last year. Unit shipments to Russia declined by -5% year-on-year and, to a large extent, influenced the overall performance of the region. Negative results in Poland and Romania were also due to weak unit shipments of laser hardware for which increasing sell-in levels of inkjet MFPs could not compensate. In contrast, sell-in of printer hardware to Kazakhstan and Belarus continued to increase and are driven mainly by laser technology devices.

 

Country Year-on-Year Q2 2016-2017
Greece +59%
Portugal +24%
Norway +17%
United Kingdom +13%
Germany +12%
Sweden +4%
Finland +3%
France +3%
Luxembourg +2%
Spain +1%
Denmark -1%
Iceland -2%
Italy -4%
Belgium -7%
Ireland -9%
Austria -10%
Switzerland -15%
Netherlands -19%

Ingram launches its own hardware-as-a-service offer

Netherlands: broadliner Ingram Micro has unveiled its own Hardware-as-a-Service (HaaS) offer. Through HaaS, which is similar to the WaaS of its competitor ALSO, the resellers can offer a full access to a variety of laptops, smartphones, tablets, software solutions and peripherals which can be offered together to the end customers, along a cost effective financing solution over 24 to 36 months. After the end of the contract, the resellers automatically gets a new sales opportunity: the end customer can either extend its contract, buy or replace its hardware for the latest technology, through a quick and easy process where he does not have to make any additional investments. He can thus keep a clear and predictable insight into his budget.

Within a few days after delivery of the hardware to the end customer, the reseller receives the full price of the solution chosen. He thus does not incur any financial risk and even strengthens its cashflow through a fast payment. Thanks to low fixed monthly amounts, the end customer is even able to buy faster additional accessories or services that will make its reseller more profitable. And, finally, the HaaS solution allows resellers to build a long-term relationship with its customers, because he knows exactly the times of renewal. "We are delighted that we have added Hardware-as-a-Service to our portfolio", says Eric Segers, Vice President Benelux at Ingram Micro. "With HaaS, we meet our partners' demand because the low monthly amounts, instead of a one-time acquisition price, enable SMEs to manage their IT environment more effectively. HaaS allows end customers to access to a complete hardware, software and service package for a fixed monthly amount. This will help them to take into account the latest trends in ICT."

A new BU for Tech Data

Germany: Azlan, the value division of broadliner Tech Data, has opened a new BU named "Security Solution Practice & Mobility". The BU offers a convincing portfolio, made of versatile security specialists including vendors such as Cisco, IBM, HPE, Sonicwall, RSA, Informatica, Spycloud (which has been very recently signed), Lookout, Blackberry and Samsung Knox. In addition to its portfolio, the expert team of the BU offers its sales partners a solution-based focus on focal points of digital security and prevention.

Maverick introduce a full range of rental options for the Microsoft Surface Hub

United Kingdom: AV specialist Maverick, the specialist audio visual business of broadliner Tech Data, has launched a variety of rental and demo options for the Microsoft Surface Hub that make it easier for public and private sector organisations to take advantage of the innovative collaboration sy A fully-integrated system with a large screen, touch and ink input, wide-angle high-definition cameras, infrared presence sensors and high-performance microphones, the Microsoft Surface Hub is ideal for teamwork and collaboration. Available in a choice of two screen sizes, 140-cm and 213-cm with flexible mounting options, including portable stands, it can fit into any environment. The new rental scheme can be utilised for both short and long-term rental opportunities enabling resellers to position the Hub for evaluation, along with the ability to service any requests for additional units on a short-term basis. Rentals are available on a daily, weekly, and monthly basis and can be supplied on height adjustable floor stands or wall mounts. A full delivery and set-up service is available from trained technicians.

Mark Tildesley, Collaboration Director for Maverick, said: "the idea behind the rental scheme is two-fold; it makes it easier for customers who want to try the Surface Hub out in a real-world setting before committing to a purchase, but also allows organisations that need additional Hubs for meetings, exhibitions or events to bring in more Hubs for specific occasions and thus enable collaboration for more groups."It should be especially attractive to the corporate market, he added. "The Surface Hub is an excellent collaboration system and it's already proving very popular, but for some organisations it's a big commitment to make. Being able to rent Surface Hubs means they can take full advantage of its capabilities when they need to and the hope is that, having seen the benefits, they will make a full investment in the future. We’re expecting it to lead to more companies making that commitment at some point."

The programme is being offered on behalf of Maverick in partnership with AV Rental Services which provides units on a fully managed service.

More business for ALSO, Boll, DexxIT and Nuvias

DACH: in Switzerland, broadliner ALSO has been appointed as an official distributor by video-conferencing service provider Videonor1. Network and security VAD Boll Engineering has hired Silvia Fonollosa as an export specialist2. She will help Boll's resellers with export-related issues such as certificates, tariffs, licenses, etc. In Germany, retail specialist DexxIT has started the distribution of 3M privacy filters. In Austria, network and security VAD Nuvias has opened a training center in its Wien premises. It will provide training on Riverbed and Watchguard products, to start with (source: IT Reseller Schweiz 1 and 2, Business Partner Deutschland, Channel Observer Deutschland).

Arrow launches ‘IoT Innovator Program’ in EMEA

Infrastructure VAD Arrow ECS has launched its "Things Evolved: IoT Innovator Program" in the EMEA region. The programme is a new initiative to develop the company's Internet of Things (IoT) ecosystem and to facilitate channel partners' path into IoT markets. Arrow is uniquely positioned in the IoT markets, with a wide portfolio addressing every layer of the IoT solution stack, ranging from electronic components to IT solutions. Through the launch of the "Innovator Program", Arrow will enable the channel community and IoT solution providers to benefit from its IoT technology reach and skills. Additionally, other benefits include access to all services delivered by Arrow such as remote management and monitoring, support, design, integration, training, marketing and financial solutions.

The "IoT Innovator Program" allows Arrow's channel customers to offer their end customers best-of-breed IoT solutions. To support this approach and accelerate IoT market development, Arrow is, in addition, creating dedicated IoT stacks with new, specialised IoT solution providers. These providers are already established in key vertical IoT market segments: smart cities, industrial IoT, healthcare and automotive/transportation.

A key element of the "IoT Innovator Program" is to connect "Things Evolved" partners with IoT projects generated through Arrow's extensive sensor and connectivity market reach. "Things Evolved" customers will benefit from Arrow's skills and expertise in data gathering and transportation in IoT projects.

"Our 'IoT Innovator Program' kick-starts the most comprehensive channel enablement initiative in the industry’s complex IoT environment", says Eric Nowak, president enterprise computing solutions, Arrow EMEA. "In the light of our sensor-to-sunset strategy, Arrow is the only global distributor capable of offering reliable and secure IoT solutions to cover all aspects of technology. With our full service IoT programme based on solution stacks and professional managed services, Arrow provides the channel with new exciting sales opportunities."

Channel solution providers will receive many benefits from participating in Arrow's IoT Innovator Program, such as:

  • Access to IoT solution stacks that include sensors, connectivity, cloud, analytics, security, IT infrastructure, managed services up to end-of-life asset disposition
  • Certification with the Arrow Things Evolved Partner accreditation
  • Business reviews with the Arrow IoT sales team
  • Qualified leads and incorporation, in addition to IoT projects
  • IoT training and marketing expertise.

More business for DexxIT, Michael Telecom, Siewert & Kau, Starline and Tarox

Germany: consumer electronics specialist DexxIT has added several brands to its portofolio, to answer more efficiently to the needs of the gaming market: BeQuiet! (cases and power supplies), LCPower (power supplies, cases, keyboards and mice) and Thermaltake (cases)1. Telecom and telephony specialist Michael Telecom has started the distribution of BeHello mobile accessories through its reseller network. Broadliner Siewert & Kau has strengthened its value business through the appointment of several new employees. Thomas Riedel becomes account manager value. Torsten Brehmer join its Dell expert team as focus sales manager. Finally, Annett Eichler replaces Nicole Tyrell as LG focus sales manager, Nicole joining the Dell team from now on. Storage VAD Starline Computer and broadliner Bluechip have announced that they would provide support and spareparts to bankrupt Transtec customers2. Finally, PC vendor and broadliner Tarox has become the first German distributor for Swedish Software-defined Storage editor Compuverde3 (source: Dealers Only Deutschland 1, 2 and 3, Telecom Handel Deutschland, Channel Observer Deutschland).

News from Allnet, ALSO and Infinigate

DACH: network and telecom specialist Allnet has started the distribution of the WLAN solutions from Mojo Networks in the DACH region, through its offices in Germany and Switzerland. Broadliner ALSO has lost another director, as Christoph Diez, who was member of the management board (whose members are now Reiner Schwitzki, Simone Blome and Sylke Rohbrecht), has left the company. Finally, network and security VAD Infinigate has left its historical premises in Oberhaching to move to Haar bei München, for more room for its employees and a bigger training center for its resellers (source: IT Markt Schweiz, Channel Observer Deutschland).

Sales of 140cm and 190cm screens drive Large Format Displays revenue growth in Western Europe

Sales of Large Format Displays (LFD) through Western European distributors continued to grow with revenues up +20% year-on-year in Q2 2017, according to the latest data published by CONTEXT, the European IT market analysis company. The key drivers of this significant increase have been 140cm and 190cm screens which saw year-on-year revenues grow by +36% and +90% respectively. Volume-wise, sales of 190cm LFDs increased by +104%, while those of 140cm displays were up by +20%. Samsung and Sony continue to be the biggest 190cm LFD vendors; however, in Q2 2017, LG and SMART increased their presence in this segment with 4K displays.

The most popular screen sizes are still 140cm and 165cm, together accounting for 27% of unit sales, but it is worth noting that 10% of sales come from 81cm flat panels.

"Although the display market has for years been focused on making screens ever larger, the reality is that with the growing popularity of new digital solutions in retail and corporate environments, there is a solid market for smaller, 81cm, 56cm and even 25cm displays", said Dominika Koncewicz, Senior Analyst at CONTEXT.

In Q2 2017, sales of 81cm displays increased by almost +35% year-on-year in terms of both revenue and units. At the moment, the top vendor in this segment is Samsung, with an 86% market share, but LG is slowly gaining ground. Another area boosting LFD revenues was interactive displays: income from this segment grew by +32% over the quarter. In this category, too, market share is being gained most rapidly by 190cm and 160cm screens, but 80cm displays, offered mainly by iiyama, are also performing well. "At the same time, to increase overall demand and meet fast-changing market needs, vendors are also offering optional screen overlays, which, for a little additional expenditure, allow standard LFDs to be converted into touchscreen displays that offer a more interactive experience", added Dominika. In terms of vendor performance in this period, Samsung retained its No. 1 position with a 41% share of the total market, registering year-on-year revenue growth of +35%. NEC and LG completed the top three, with shares of 11% each. However, for the first time in the last few quarters, NEC saw revenues decline (by -2%), while LG's grew by +44%.

LFD Revenues Year-on-Year Q2 2017
Total +19%
Portugal +257%
Spain +61%
Finland +44%
Italy +40%
Norway +34%
Belgium +32%
Germany +29%
Austria +27%
France +25%
Netherlands +16%
Switzerland +13%
Denmark +13%
United Kingdom +7%
Sweden +2%
Poland -20%

Arrow launches « IoT Innovator Program » in EMEA

Infrastructure VAD Arrow ECS has announced the launch of its "Things Evolved: IoT Innovator Program" in the EMEA region. The programme is a new initiative to develop the company's Internet of Things (IoT) ecosystem and to facilitate channel partners' path into IoT markets. Arrow is uniquely positioned in the IoT markets, with a wide portfolio addressing every layer of the IoT solution stack, ranging from electronic components to IT solutions. Through the launch of the "Innovator Program", Arrow will enable the channel community and IoT solution providers to benefit from its IoT technology reach and skills. Additionally, other benefits include access to all services delivered by Arrow such as remote management and monitoring, support, design, integration, training, marketing and financial solutions. The ‘IoT Innovator Program’ allows Arrow’s channel customers to offer their end customers best-of-breed IoT solutions. To support this approach and accelerate IoT market development, Arrow is, in addition, creating dedicated IoT stacks with new, specialised IoT solution providers. These providers are already established in key vertical IoT market segments: smart cities, industrial IoT, healthcare and automotive/transportation.

A key element of the "IoT Innovator Program" is to connect "Things Evolved" partners with IoT projects generated through Arrow's extensive sensor and connectivity market reach. "Things Evolved" customers will benefit from Arrow’s skills and expertise in data gathering and transportation in IoT projects.

"Our 'IoT Innovator Program' kick-starts the most comprehensive channel enablement initiative in the industry's complex IoT environment", says Eric Nowak, president Arrow ECS EMEA. "In the light of our sensor-to-sunset strategy, Arrow is the only global distributor capable of offering reliable and secure IoT solutions to cover all aspects of technology. With our full service IoT programme based on solution stacks and professional managed services, Arrow provides the channel with new exciting sales opportunities."

Channel solution providers will receive many benefits from participating in Arrow’s IoT Innovator Program, such as:

  • Access to IoT solution stacks that include sensors, connectivity, cloud, analytics, security, IT infrastructure, managed services up to end-of-life asset disposition
  • Certification with the Arrow Things Evolved Partner accreditation
  • Business reviews with the Arrow IoT sales team
  • Qualified leads and incorporation, in addition to IoT projects
  • IoT training and marketing expertise

The IoT Innovator Program will be launched in Europe through Arrow ECS offices in Austria, Belgium, Czechia, Denmark, Estonia, Finland, France, Germany, Hungary, Iceland, Ireland, Israel, Italy, Luxembourg, Morocco, the Netherlands, Norway, Poland, Portugal, Spain, Sweden, Switzerland, the United Arab Emirates and the United Kingdom.

Alliances and partnerships for Bulwark, Ingram Micro and Spectrami

Middle East: security VAD Bulwark Distribution along with wireless communications vendor EnGenius has launched a Loyalty Programme for partners in the region. The programme focuses on providing lucrative incentives to partners based on the revenue generated and the exposure and opportunity they provide for the VAD in the region. Partners can now achieve the desired levels based on revenue generated through certification programs and partner enablement sessions being organized by Bulwark.

Ingram Micro Training MEA, a provider of instructor-led technical training, has partnered with Red Hat as a Red Hat Training Reseller for the United Arab Emirates region. With this partnership, Ingram Micro is now authorized to resell Red Hat Training services throughout the region, including open enrolment courses, onsite courses and Red Hat's complete online delivery portfolio. Ingram Micro can now equip IT professionals with the skills and expertise to help maximize the value of their open source technology investments through offering the complete portfolio of Red Hat Training courses and certifications: Red Hat Enterprise Linux, Red Hat JBoss Middleware, DevOps, and cloud.

Finally, network and security VAD Spectrami has announced a distribution agreement with Titus Security, a specialist in message classification and message Data Loss Prevention solution, to respresent Titus solutions in Bahrain, Kuwait, Oman, Qatar and Saudi Arabia. With this agreement Spectrami complements its comprehensive Enterprise Information Protection solution portfolio for customers in the region.

News from Entatech, Exertis, Sahara and VIP

United Kingdom: Jason Tsai, the director of bankrupt broadliner Entatech, has been handed an 18-month prison sentence for breaching a passport order and hiding assets from HMRC during the liquidation of the distributor.

Broadliner Exertis has snapped up a real coo of a distribution deal. The company has agreed a deal with Intel to distribute the US tech giant's processors, SSD, Optane memory and NUC products1. The deal includes the distribution of Intel's Core X-series processor family including the new Intel Core i9 processor brand and, in the future, the Intel Core i9 Extreme Edition – the first desktop CPU with 18 cores and 36 threads of power.

AV specialist Sahara AV Distribution has started to distribute the Matrox range of graphics cards and AV over IP products to resellers and integrators across the country. "The addition of Matrox Graphics, and their award-winning graphics cards, and AV over IP systems to our technical and digital signage portfolio gives our customers complete solutions with the great service you expect from Sahara", says Carl Harper, product manager at Sahara.

Finally, broadliner VIP has unveiled a partnership with Taiwan manufacturer Cooler Master2. As one of the world's leading computer case, cooling, gaming and power manufacturers, Cooler Master has an outstanding record in releasing innovative products that truly advance the consumer PC industry. This focus and commitment to innovation, believes VIP UK, perfectly complements the distributor's strategy to be the "gaming destination of choice" (source: CRN United Kingdom, PCR United Kingdom 1 and 2, inAVate United Kingdom).

News from Boll, Comm-Tec, Komsa, Littlebit, Pilot, Sysob, Tech Data and Wortmann

DACH: Swiss network and security VAD Boll Engineering has inked a partnership with Digicomp, to offer its training sessions to its VARs and system integrators1. German AV specialist Comm-Tec has been appointed official repair and service center for Barco projectors, as well as distributor for Exterity IP video and digital signage solutions. German telephony and telecom group Komsa has promoted Uwe Bauer as its new CEO. Gunnar Grosse and Jürgen Unger, Komsa's founders, join the supervisory board of the company. Storage vendors HGST and Sandisk have appointed Littlebit as an official distributor for its SSD and hard drives2. These products will be available through Littlebit's offices in Austria, Germany and Switzerland as well as in Benelux through Littlebit sales office in the Netherlands. German broadliner Pilot has been appointed by local security startup eBlocker as an official distributor in the country. Network and security VAD Sysob has been chosen by Application Delivery Networking vendor Array Networks as its official distributor in the DACH region, thanks to Sysob offices in Austria, Germany and Switzerland. Broadliner Tech Data has added Nokia's connected healthcase portfolio to its offer in Switzerland3. Finally, Czech security editor ESET has appointed broadliner Wortmann as an official distributor for its solutions in the DACH region (through Wortmann offices in Austria and Germany, Switzerland being covered by the latter)4. Wortmann will more specifically target the local MSP markets (source: IT Reseller Schweiz 1, 2, 3 and 4, Telecom Handel Deutschland, Channel Observer Deutschland, Dealers Only Deutschland).

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).