Arrived in the German market in late 2013, Polish broadliner ABC Data has decided to stop here its adventure and to close altogether its German subsidiary. The move seemingly took the German employees by surprise. Officially, the German market will continue to be covered online, through its Interlink webshop. Given the promising perspective of the office, Karl Tucholski, the manager of ABC Data Germany, has decided to open up another company, whose details remain to be published.
Czech Republic: the network and security BU of infrastructure VAD Arrow ECS has hired Jan Křístek as business development manager, in charge of the development of Riverbed, RSA and Trend Micro sales. Until now, Jan was working for network and telecom VAD Westcon as key account manager.
Poland: young infrastructure specialist Eptimo has added Emerson uninterrupted power supplies and air conditionning systems.
Italy: in its current frenzy of distribution deals, application delivery vendor A10 Networks has added security VAD Symbolic to its distributor stable.
Matrix42, a provider of workplace management solutions, has entered into a strategic partnership with Dutch software and security VAD Dekkers Intermediair. Thanks to this collaboration, Dekkers Intermediair will be able to help Benelux VARs on compliance, mobility and workplace management challenges with Matrix42 solutions.
Middle East: IT security provider Arbor Networks has signed a distribution agreement with security VAD StarLink. The distributor will sell, install and support Arbor Networks products through its network of channel partners to enterprise and government customers across the region.
Following the expansion of its partnership with Microsoft, Russian broadliner Marvel Distributsia has decided to open a subsidiary in Bishkek, Kyrgyzstan. No more details are known for the time being.
United Kingdom: resellers and electrical installers are being urged to "plug into" new revenue opportunities as Nimans adds a "dual socket" innovation to its expanding connectivity portfolio. The two-way USB plug device, dubbed iSocket, is the latest example of the distributor's ever-evolving stock range and "Every Connected" business strategy – to provide all the components to complete a job from start to finish.
France: wireless network vendor Ubiquiti Networks has unveiled on channel event IT Partners a distribution partnership with network and telecom specialist DistriWAN.
The IP camera market has reached a tipping point in Europe, accounting for around half of all revenue from surveillance and security camera sales as businesses look to migrate from legacy CCTV technology, according to European market research firm CONTEXT. The market watcher has compiled data from across the region to provide fresh insight into a burgeoning market set to offer the channel huge growth opportunities. "IP cameras and connected home markets have seen some key business developments last year such as the buy of DropCam by Nest (Google) for €420m", says Gurvan Meyer, analyst at CONTEXT. "The late 2015 plan from Canon to buy Axis for €2.1b is one more move into pulling out IP cameras out of the hand of the Security market only. For 2015, we anticipate more mergers in the IP camera market where smaller, specialist players are snapped up by larger IT and electronic giants moving into this space." The past couple of years in Europe (including Central and Eastern Europe and Russia) have witnessed impressive year-on-year unit sales growth of 34% (2013) and 6% (2014) as businesses look to invest in technology to replace a CCTV market worth an estimated total of €1.5b back in 2013. IP camera revenue grew by 26% from 2012 to 2013, reaching €56m revenues. However, value sales took a year-on-year dip of 3% in 2014 as IP camera prices reduced due to rising unit growth, according to CONTEXT. France was undoubtedly the largest market in Europe, accounting for an 18% share – up from 13% in 2012. Italy (14%) and Russia and the UK (12%) were second and joint third respectively. While Russia's share has fallen hard from 2012, when it led the way in Europe with 21%, demand for IP cameras in the UK could be on the rise again after huge legacy investments there in CCTV in the 80s and 90s. These public and private sector organizations will obviously be slow to adopt the newer technology as they don't want to write off these huge investments. However, a 2013 study (commissionned by Axis Communications) found that 58% of UK retailers were prepared to migrate – attracted by the raft of new, intelligent applications that sit on top of the IP platform. D-Link is by far the largest vendor of IP cameras in Europe, having steadily grown its market share from 2012 (58%), to 2013 (66%) and 2014 (68%). Axis is second with a market share in 2014 of around 12% and Trendnet makes up the top three with a share of around 5%. When it comes to revenues, Axis – which produces high-end and value-add IP cameras – was the clear leader in Europe with a high of 41% in 2012 but has seen its revenues share drop to 37% in 2013 to increase again to 40% in 2014. D-Link has conversely grown its revenue share over 2012 (32%), 2013 (37%) and 2014 (41%), while Trendnet's has remained steady over the past three years at around 3.5%.
Growth by country
| in revenue (€) | 2012/2013 | 2013/2014 |
| Austria | +3% | -6% |
| Belgium | -2% | -28% |
| Switzerland | +15% | +14% |
| Czech Republic | +9% | +6% |
| Germany | +8% | +4% |
| Denmark | +20% | -5% |
| Spain | +88% | -21% |
| Finland | +54% | -13% |
| France | +35% | +14% |
| United Kingdom | +37% | +42% |
| Ireland | +362% | -13% |
| Italy | +4% | -8% |
| Netherlands | +48% | -20% |
| Norway | +8% | -25% |
| Poland | -15% | +22% |
| Russia | +92% | -27% |
| Sweden | -6% | +3% |
| Slovakia | +6% | +119% |
| Turkey | +12% | +870% |
| in units | 2012/2013 | 2013/2014 |
| Austria | -4% | -5% |
| Belgium | +20% | -8% |
| Switzerland | +38% | +18% |
| Czech Republic | +12% | +18% |
| Germany | +43% | -14% |
| Denmark | -1% | +23% |
| Spain | +52% | +7% |
| Finland | +97% | +54% |
| France | +79% | +13% |
| United Kingdom | +66% | +57% |
| Ireland | +1218% | -30% |
| Italy | +21% | +2% |
| Netherlands | +190% | -25% |
| Norway | +11% | -15% |
| Poland | -12% | +69% |
| Russia | -8% | -14% |
| Sweden | +6% | +38% |
| Slovakia | +1% | +126% |
| Turkey | +29% | +120% |
EDM VAD Infomatic has been appointed official distributor for Fujitsu PFU document scanners in both Czech Republic and Slovakia.
South Africa: multispecialist WestconGroup has opened an office in Nelspruit in order to serve more efficiently its customers in Mpumalanga region. Mpumalanga continues to thrive as a province, both economically and from a social development position. The province is considered SA's corridor between Mozambique and Swaziland and houses over 10% of the country's population. Moreover, Mpumalanga boasts flourishing mining, agriculture and tourism sectors to name a few. The new Nelspruit offices will seek to service customers throughout the province through the provision of access to more than 50 vendor products across its seven divisions including: Comstor (WestconGroup's Cisco-dedicated business), Unified Communications and Collaboration Solutions, Consumer Solutions, Mobility Solutions, Data and Electronic Security Solutions and Cloud and Software Solutions business practices, as well as its Services business.
Poland: young network and server specialist Eptimo has decided to add value to its offer, and has opened a training center in Katowice. Other training centers will open over the coming months, in Wrocław and Warsaw, in order to answer more efficiently to the demands of its resellers.
United Kingdom: VAD VCW Security has inked a distribution deal with Comodo to supply its endpoint antivirus products through the channel. VCW will give its partners access to the full Comodo portfolio, including its Endpoint Security Manager, Anti-Spam Gateway, UTM (Unified Threat Management) and Mobile Device Management (MDM) products.
Switzerland: broadliner Alltron has secured an exclusive distribution deal with network vendor Edimax.
German AV distributor and service provider Vision Tools has opened its first foreign subsidiary, in Amsterdam, the Netherlands. Dubbed Vision Tools Rental NL, the company will push Analog Way's AV processing products in the country.
Russia: broadliner ELKO has been chosen by Chinese video-security vendor HIKvision as official distributor.
Spain: broadliner Tech Data has been chosen by MSI to distribute its full gaming-oriented offer in the country.
France: thin computing and video specialist A2L has added three new vendors to its portfolio, including DynaScan (high-luminosity, digital signage displays), Hanns-G (monitors) and NEC (servers).
Our directory is updated daily through information sent by vendors and distributors. Here are the latest updates :
Luckystar Computers (I) Pvt Ltd -
India - Specialist
Netsafe Solutions Hravtska d.o.o. -
Croatia - VAD
Netsafe Solutions Bulgaria e.o.o.d. -
Bulgaria - VAD
Netsafe Solutions Srl -
Romania - VAD
Arrow ECS Slovakia s r.o. -
Slovakia - VAD
Share Distribuzione Srl -
Italy - VAD
Ignition Technology Sub-Saharan Africa -
South Africa - VAD
Ignition Technology ME -
United Arab Emirates - VAD
Ignition Technology France -
France - VAD
Kosmotech (KSM YuA TOV) -
Ukraine - Specialist
Stay on top with the latest partnerships signed in EMEA.
We have collected some of the scams, fake companies and more that have surfaced in the channel over the past year.
