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ScanSource and Avaya come together to drive cloud adoption in EU channel
2017-04-25

As businesses in Europe increasingly look to adopt cloud technologies, Avaya announced that telecom and video VAD ScanSource Imago will be the first wholesale distribution partner in the EU for Avaya's cloud solutions, through its offices in Belgium, France, Germany, Poland and the United Kingdom. Based on Avaya's Powered by IP Office, ScanSource will provide its reseller partners with cloud-based solutions they can market to their end-user customer base. The cloud market is expected to rise across western Europe at a compound annual growth rate of 23.2 percent between 2015 and 2020, according to market researcher IDC, with spending in the region forecast to hit €21.8 billion this year. Avaya's solutions leverage cloud technology to meet businesses' needs for highly efficient and cost-effective engagement and collaboration offerings, enabling them to move at the pace today's digital market demands.

Resellers will be able to provide their customers with the same rich communications experiences they would expect from Avaya solutions delivered on-premises but in a streamlined model that allows companies to better manage costs by eliminating up-front capital investments and upgrades. Channel partners will also benefit from the combined reach and market share of Avaya and ScanSource, enabling them to build innovative solutions for their end-user customers and deliver future-proof communications experiences. Businesses will have greater flexibility to react to changing market conditions and demands, and will be better placed to leverage emerging technology trends. What's more, ScanSource is Avaya's largest global distribution partner and is committed to providing an in-depth knowledge of Avaya's solutions and the tools and value-added services resellers need to grow their business.

According to James Vickerage, the president of ScanSource Imago, "ScanSource is committed to helping its channel partners maximize their business opportunity and deliver the best experiences to their end-user customers. This partnership with Avaya will enable us to give our partners the freedom to sell cloud-based solutions to their customers, while benefiting from the reliability and quality that is synonymous with the Avaya brand." While Ioan MacRae, UK managing director for Avaya, says: "As enterprises in Europe increasingly look to adopt cloud-based solutions, the EU channel has been calling out for more agile methods of meeting their customers' demands. By combining with ScanSource, we can more effectively reach the indirect channel, enabling resellers to leverage our cloud-based solutions and create innovative offerings that meet today's digital business needs. We look forward to developing this partnership and offering a wider range of solutions and services in a cloud-based model."

Mark Chlebek to Head Pan-EMEA Ingram Micro Division
2017-04-25

Broadliner Ingram Micro has unveiled a change of leadership in its pan-EMEA division. Mark Chlebek replaces Robert Beck as executive director of this division, managing relationships with pan-EMEA vendor partners. Beck will "gradually withdraw from the day-to-day business", before ending his 25 year career with the distributor. A 20-year company veteran, having joined Ingram in 1997, Chlebek takes responsibility for "purchasing and business management" for regional vendor partners managed by the distributor on a centralised basis. As part of the EMEA senior management team he reports to global group president of EMEA Mark Snider. "I'm excited to have Mark Chlebek coming into this strategic role. Mark brings with him years of EMEA-wide experience driving innovation and growth for our business. I am looking forward to working with him in his new capacity", Snider says. "I'd like to take this opportunity to thank Robert Beck for his many years of service and dedication to Ingram Micro. I'd also like to thank him for volunteering to help with a smooth transition, ensuring Ingram Micro business will continue without interruption to our vendor and customer partners." Chlebek is but one recent promotion in Ingram management. In February the distributor appointed Jacek Murawski as VP of EMEA vender engagement, with Günter Schiessl and Jordi Muñoz reporting into him in roles overseeing the management of partnerships with volume and value vendors respectively.

Exclusive Group transforms leadership team
2017-04-25
Network and security value distribution group Exclusive Group has restructured the business to exploit continued global growth and opportunities with two key promotional appointments. Julien Antoine, currently Group Director of Global Operations is taking the new position of VP of EMEA while Will Smith, currently Group IT Director increases his scope to become Group CIO. Julien Antoine's new remit as VP of EMEA recognises the need for increased scale and support to the Group's largest operating region, enabling the structure to flex and adapt to the challenges of a fast changing billion euro business unit. The promotion of Will Smith as CIO, recognises the importance of the Group’s digital transformation and the significance of IT and data intelligence in this journey. These enhancements to Exclusive Group’s leadership team complement the recent high-profile appointments of Stéphane Duplaix as Director of Strategic Global Alliances, and David Ellis as Group Director of Global Services. The senior leadership team now benefits from a wealth of successful entrepreneurialism, diversity and know how in building a highly agile global business structure, designed to deliver local value. "Our long-term success has always been centred on the ability to anticipate and adapt to disruption without diluting any of our value, and these important new positions will safeguard these unique strengths as we scale to new levels", said Barrie Desmond, COO of Exclusive Group. "Julien and Will bring huge energy and talent to the team and are fully committed to our VAST mission. These moves also recognise that we need to transform ourselves as well as transforming technology consumption and distribution if we are to maintain our disruptive position." "We are the only major VAD to be headquartered in Europe, and EMEA will always remain an important part of our growing global operations", said Julien Antoine. "Our value-adding principles are absolutely central to our continuing market relevance and our future growth throughout the region. There are exciting opportunities ahead as we continue to expand our services capabilities as well as market presence for Exclusive Networks and BigTec." "The Group IT function has doubled in recent years, making us well-positioned at the forefront of digital disruption to ensure we are creating value internally, and for customers, partners and vendors", said Will Smith. "Customer requirements are constantly evolving and we must continually address these while remaining efficient and easy to work with. I firmly believe that if you are not disrupting then you risk being disrupted."

ALSO launches WePrintSmarter
2017-04-24

Broadliner ALSO has launched WePrintSmarter, a new online print marketplace to help resellers. The first service to be offered on the platform will be SmartSupplies, a fully automated print supplies re-ordering service. The system aims to give resellers a continuous flow of orders without customers having to manually re-book or know the required part numbers. ALSO CEO Gustavo Möller-Hergt said: "with this initiative ALSO is further growing its extensive services portfolio. The innovative WePrintSmarter services have a modular build-up, helping more and more resellers and vendors to optimise the management of their customers' printing needs." WePrintSmarter is available in Austria, Belgium, Denmark, Finland, France, Germany, the Netherlands, Norway, Sweden and Switzerland.

SSD revenues continue to grow in spite of price increases
2017-04-21

Combined revenues from storage products sold to enterprise customers through the distribution channel in Western Europe (WE) showed growth of +0.9% year-on-year in January 2017, according to data published by CONTEXT, the leading European IT market analysis company. This includes a further decline of -15.4% in sales of hard disk drive (HDD) products from original equipment manufacturers (OEMs) in dedicated storage environments. In contrast, sales of dedicated storage solid state disk (SSD) drives from OEMs to the same market grew by +56.9%. "This follows comparatively meager growth of only +6.2% year-on-year in December 2016 that was driven by lower demand and also influenced by increased average selling prices due to recent component shortages", said Mathias Knoefel, Corporate Benchmarking and Enterprise Analyst at CONTEXT.

Revenue from OEM HDD storage declined by -34.1% in the same month, affected by lack of demand. Looking at the WE January 2017 revenues for these two product segments suggests that SSDs could maintain the top position they reclaimed in December 2016. Average Selling Prices for one of the largest SSD revenue drivers – 3.84TB SSDs, which account for 21.8% of revenues – have dropped by -13.7%, from €4,661.38 in January 2016 to €4,021.01 in January 2017. However, there has been an increase in the shorter term with ASPs rising by +3.9% from December 2016 to January 2017.

Year-on-year growth for SSDs and HDDs

Country Solid State Drives (SSDs) Hard Disk Drives (HDDs)
Austria +27.1% -44.5%
Belgium +65% +39.6%
Denmark +1% -11.4%
Finland -64.8% -24.8%
France +57% -10%
Germany +114.6% +33.1%
Ireland +530% +17.8%
Italy +125.1% -7%
Netherlands +161.2% -28.3%
Norway +283.9% -18.2%
Portugal +614.3% +352.2%
Spain +10.8% -43.4%
Sweden -41.7% -57.6%
Switzerland -13.3% +0.6%
United Kingdom +18% -38.1%

 

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