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ADVEO partners with Westcoast to develop the electronic office supply business

Spanish office and print supply specialist ADVEO has partnered with British broadliner Westcoast to develop the Electronic Office Suppliers (EOS) division. This agreement, subject to the conclusion of the due diligence and other administrative process, includes Adimpo brand, the facility in Lyon (France) and the stock related to those channels and products. The deal responds to the new ADVEO Business Plan for 2016-2019, presented last March, which focuses, after a detailed analysis of products and activities, on strategic channels and businesses. EOS revenue in channels linked to the deal with Westcoast (attended clients in IT specialists, Scale Driven and Retailers channels) amount to €300m and generates €3m EBITDA per annum. As a consequence of this agreement ADVEO's total debt -€297.3m by March 31st- will be reduced by €80m. The exact amount will be concreted once the deal is closed, probably in about 60 days. Additionally, ADVEO and Westcoast have reached an agreement to cooperate in the EOS division, which will allow both companies to obtain mutual benefit in the international markets through massive purchases and further logistics efficiency. On the other hand ADVEO will initiate in the next weeks the process for the announced capital increase, through which the company aims at obtaining around €60m.

Doro chooses ALSO

Switzerland: senior-oriented phone vendor Doro has inked a distribution deal with broadliner ALSO (source: IT Reseller Schweiz).

New partners for Action, Suprema, Tech Data and Veracomp

Poland: broadliner Action has added Hubsan drones to its consumer electronics offer1. AV VAD Suprema has inked a distribution deal with Spanish IP-based video control system vendor Fonestar2. Broadliner Tech Data has been appointed official local distributor by network vendor TP Link3. Finally, multispecialist Veracomp has expanded its portfolio with Mobotix IP-based video-security products (source: CRN Polska 1, 2 and 3).

ZTE signs with Extenso Telecom

France: Chinese vendor ZTE has inked a distribution partnership with telephony and mobility specialist Extenso Telecom. ZTE wishes to cover more broadly the channel market, in order to make its smartphones available to most people. Thanks to Extenso Telecom, it will now be able to reach retailers and etailers, while it worked until now only through the local mobile phone operators.

Exertis brings StorMagic to resellers

United Kingdom: broadliner Exertis, through its VAD Solutions division, has unveiled a distribution partnership with StorMagic, a software-defined storage company, and the launch of a new range of validated Lenovo and SvSAN hyper-converged solutions for small to medium sized businesses. SvSAN from StorMagic eliminates the need for physical SANs in high availability and load balancing environments, without compromising on performance, providing the least complex and most affordable way to deploy advanced virtualisation features. Leveraging Lenovo's portfolio of enterprise servers, resellers can choose from three configurations that include StorMagic's SvSAN software-defined virtual storage platform providing a high-capacity hyper-convergence solution that is reliable, simple and scaleable.

Gareth Bray, head of commercial enterprise solutions at Exertis, said: "The combination of StorMagic and Lenovo provides a powerful proposition for our customers. With a choice of options, our resellers can deliver a trusted solution that provides high class performance for smaller companies that have more modest budgets."

"These new offerings see StorMagic and Lenovo delivering on the promise of a simpler, leaner and highly-available IT infrastructure, while significantly reducing the entry point for a hyper-converged solution, making this a perfect fit for small IT environments", said John Glendenning, StorMagic, senior vice president of sales and marketing. "We are excited to be working with Exertis, a distributor that is ideally placed to challenge the status quo of traditional server and storage solutions."

"Lenovo is known for its innovation in the x86 server and storage markets and through our collaboration with StorMagic we will be able to bring the benefits of software-designed storage to an increased number of businesses", said Angelo Apa, Business Development & Technical Sales Director, Data Centre Group, Lenovo UK and Ireland. "StorMagic's SvSAN, in combination with our proven x86 systems, fulfils key requirements for today's IT managers and brings reliability, simplicity, scaleability and performance to the market at a highly competitive price point."

Ingram Micro enhances capabilities to provide high value network and datacenter solutions with acquisition of Comms-care

United Kingdom: broadliner Ingram Micro has acquired Comms-care, a local provider of technical services to the IT channel, immediately enhancing Ingram Micro's service capabilities in the country. Comms-care's services include pre-sales support, configuration, professional services, maintenance and managed services designed to enable channel partners in delivering a cost effective total solution in the fast growing networking and data center solutions markets. Comms-care delivers expertise through its growing 225 staff members and 130+ field based vendor accredited consultants exclusively through channel partners supporting security for public and hybrid cloud solutions. Comms-care currently serves approximately 850 channel partners and customers in the UK, holding accreditations with Cisco, Citrix, Microsoft, and VMWARE along with technical capability in Dell, HP, IBM, Juniper, NetApp and Lenovo.

Brent McCarty, Ingram Micro vice president and chief country executive UK, commented, "the addition of Comms-care supports our strategy to expand our global capabilities and expertise in fast growing, high value markets. Comms-care offers a unique opportunity as they have developed a well-respected, unique services model that exclusively serves the channel. We are delighted to welcome the Comms-care team to Ingram Micro."

Ben Davies, Comms-Care Managing Director, commented, "Ingram Micro provides us with the perfect platform to achieve our objectives of growing our business and helping our partners achieve more. Ingram Micro's broad geographic reach and sterling reputation with vendor and customer partners throughout the world will enable us to expand our coverage into new regions and broaden our offerings to channel partners. We are pleased to join such a global leader."

Business is going on for ASBIS, Bakotech and Secnet

Ukraine: despite the war waged by Russia on its territory, Ukraine is thriving on fighting corruption and restoring proper market conditions. Its IT distributors are continuing their business, despite difficulties. Broadliner ASBIS, which has lost last year a huge part of its local turnover, is taking back initiative, for example with a new distribution deal with UPS vendor AEG Power Solutions1. Software and security VAD Bakotech has been chosen by mobile asset management editor MobileIron as its official distributor for the CIS region, minus Russia (that is, Armenia, Azerbaijan, Belarus, Georgia, Kazakhstan and Ukraine)2. Finally, security VAD Secure Networking Distribution has been appointed official local distributor by security vendor Fortinet3 (source: Komputernoye Obozrenye 1, 2 and 3).

A new brand for Globomatik, a new subsidiary for Charmex and a new division for Aryan

Spain: PC component and peripheral specialist Globomatik has inked a distribution deal with storage and memory vendor Transcend1. AV VAD Charmex is continuing its expansion in South American with the opening of a new sales office in Bogota, Columbia2. Finally, mobility and security VAD Aryan Comunicaciones has completed its offer with a new service division. This division will offer a broad range of services, including training, certification, consulting as well as pre-sales and post-sales support3 (source: Channel Partner España 1, 2 and 3).

New partners for Brodos, Herweck, Infinigate and Komsa

Germany: telephony specialist Brodos has added Technaxx and Xirrix accessories, small peripherals and consumer electronics products to its catalog, while its competitor Herweck has inked a distribution deal with local cable operator Unitymedia and KOMSA, another of its competitors, has expanded its value offer with QSC VoIP products. Beside them, network and security VAD Infinigate has been chosen by security editor AVG as a distributor for its MSP offer (source: CRN Deutschland and Telecom Handel Deutschland).

Xee in partnership with Avesta

French vendor Eliocity, which has developed the Xee, an OBD2-based smart-car gadget, has appointed French mobility and consumer electronics specialist Avesta as its official distributor for Belgium, France and Luxembourg.

Western European HCP Market, 1Q16: 2016 begins with mixed results, according to IDC

According to research by International Data Corporation (IDC), the Western European printer and multifunction (MFP) market declined by 7.7% in unit terms in 1Q16 compared with the same period a year ago, with negative performances in both the inkjet and laser segments. This negative start to 2016, with a market figure of 5 million units and a decline of 422,000 units, is largely due to the contraction in consumer printing but is relatively in line with forecasts. Revenues declined by 2.5%, with lasers showing a slight 0.8% decrease and inkjet revenues falling by 12.4%. The laser markets show a decrease in 1Q16, following the negative trend seen in the previous three quarters in Western Europe. Still, the laser revenue decrease is much lower than the volume, indicating that prices in many markets are holding.After a blip in the last quarter, business inkjet shipments rebounded and grew 6.4% in 1Q16. MFP products showed the highest growth rate, with a 9.2% increase, but business inkjet printers decreased 16.8% in the quarter. Despite this, business inkjet MFPs accounted for well over 90% of business inkjet shipments in 1Q16. Overall, MFP products accounted for 79.7% of all shipments in Western Europe in 1Q16, lower than in the past three quarters. Laser MFP shipments increased by 1.5% and inkjet MFPs decreased by 8.5% this quarter, but shipments were generally in line with IDC forecasts. Growth in the business market, comprising laser and business inkjet devices, slowed, but the value only slipped by 1.2%. The highest value growth was in 45ppm+ color devices, a positive trend that has been seen for more than a year now.

"After witnessing the first blip in more than two years in the business inkjet market last quarter, we are happy to report that we see a positive trend this quarter in Western Europe. A4 is responsible for most of the growth, but A3 devices are increasing as well", said Delphine Carnet, senior research analyst in IDC's Western European Imaging, Hardware Devices, and Document Solutions group. "We also see an increase in shipments in higher-speed segments, as businesses seem to be taking advantage of the newest technologies and upgrades in business inkjet technology."

Main Highlights: the overall Western European hardcopy market declined 7.7% year on year in 1Q16, with the inkjet decline greater than that for laser. Few segments saw any significant growth, with A3 and A4 color MFP devices showing the only real laser growth increase in Western Europe. Most color growth was from A4 MFP products, with only color MFP products showing a double-digit increase. Business inkjet grew by 6.4%, with MFPs responsible for the increase, while printers decreased by 16.8%.

Country Highlights

Germany: The German market followed the overall Western European negative trend with a 5.8% decline after two negative quarters. However, the business inkjet market was stronger than the Western European average, with an increase of 7.4% compared with the regional average of 6.4%. The laser market in Germany has shown negative growth for a year now, but color devices increased 1.1% compared with the 18.9% decrease in the mono laser segment. The inkjet market also decreased, by 0.7%, with consumer inkjet showing a 3.3% decrease. Both multifunction and printer devices saw declines, with a 1.2% decrease for MFPs and a 16.4% decline for printers.

France: France performed better than the Western European average but still showed an overall decline of 4.0% in 1Q16 over the same period last year. Inkjet decreased, but laser declined more than the inkjet market. The consumer markets for inkjet decreased 6.3%, more than last quarter, and business inkjet increased 19.2%, contrasting strongly with the slight positive trend seen in Western Europe. Inkjet MFPs declined by 3.1%, but laser MFPs increased by 2.2%.

The UK: The UK recorded a very poor performance this quarter, with an 11.4% decline. This is in line with the negative trend seen in Western Europe, though the UK performance was even worse. Business inkjet performed worse than the regional average, with only a 2.6% increase. Both the laser and inkjet markets declined, but we saw positive growth in A3 laser MFPs.

Ingram Micro flies with DJI

Netherlands: broadliner Ingram Micro has started the distribution of DJI drones in the country. With a market share of over 70%, DJI is the biggest player in the drone industry and aerial photography. DJI is known for its technologically advanced devices which can be used on a wide scale of possibilities, from recreational to professional use such as agriculture, police, fire fighting, and sport events.

Joram Sluijter, Business Unit Manager at Ingram Micro, is delighted to work with DJI. "In our plans to enter the drone market, DJI is the ideal partner", he said. "Not only because it is by far the most important name in the market, but also because of their constant focus on innovation and their drive to transform complex technology into easy-to-use devices. From our view, the drone market has a huge potential which fits perfectly where we want to be as Ingram Micro."

DJI Sales Director said "Working with Ingram Micro means we will have broad and in depth access to our customers. As our business grows rapidly we need to scale up and Ingram Micro is a professional partner who enables us to realize our growth and market layout in Europe."

Kaseya chooses ADN

IT management software editor Kaseya has inked a DACH distribution partnership with network and security VAD ADN. The distributor will push its products through its VAR and system integrator network in Austria, Germany, Liechtenstein and Switzerland.

Exclusive Networks launches its Exclusive Academy

France: network and security VAD Exclusive Networks helps resellers and end customers to strengthen their competences in security, network and datacenter through its Exclusive Academy training offer. The training sessions can be tailored to the needs of the customers (place, duration, time, trainers, content, etc.), and can cover virtualisation, data protection, cyber-security and malware protection, secure Wifi, traffic monitoring, hotspot security and management, etc.

Across the channel, news from JGBM, MB Technology, Memory Bank, Northamber, TD Maverick and Tech Data

British office technology specialist JGBM has been appointed as UK distributor for Optoma videoprojectors. Opengear, a provider of critical infrastructure management solutions, has signed a distribution contract with young British cabling and networking specialist MB Technology and Irish broadliner Memory Bank. Working since last December with e-board vendor Genee World, British broadliner Northamber has decided to create a dedicated solutions team for the education sector, in the goal to push its sales in this growing market. The British office of broadliner Tech Data has launched a new SMB subscription solution for printing technology with HP Financial Services. The new offer will help SMB customers gain access to innovative HP LaserJet print technology, with the ease of predictable monthly payments. The subscription service will include a bundled solution including installation, warranty and related start-up costs. Through HPFS, SMBs will be able to pay in monthly instalments, with simplified planning, acquisition and replacement of HP LaserJet technology every three years.

CMS Distribution joins up with Widget Group to expand into Europe

United Kingdom: storage VAD CMS Distribution has joined forces with Widget Group, a distributor of consumer emerging technology based in the Netherlands, Sweden and the United Kingdom. This acquisition further strengthens CMS Distribution's position in the European market. Commenting on the acquisition, Frank Salmon, founder and managing director of CMS Distribution said: "We are delighted to have teamed up with Widget Group, they are experts in emerging consumer technologies with an impressive portfolio of vendors in the UK and Europe. They have a large and loyal customer base and, like CMS, they are an award winning distributor in their field. The decision to buy Widget Group was based on several inherent synergies between the two organisations, including growth plans, leverage, scale and a track record of success."

Following the acquisition, CMS Distribution will target combined revenues of €410m+ for FY’16 and now employs 250 people across the United Kingdom, Ireland and the Netherlands. CMS will continue to run the business under Widget Group's brands for the foreseeable future and Widget's leadership and management team will remain and continue to focus on the growth of the business. Mark Needham, founder and chairman of Widget Group, commented: "It's a great move for Widget as well as the vendors and customers we represent and the staff we employ. Being part of a larger, value-add distribution business brings tremendous opportunities for the future and we are excited by the next stage in the joint CMS-Widget journey."

Frank Salmon concluded: "We are changing the game in IT Distribution. We are combining scale and specialisation for our vendors and customers both in the UK and Ireland and now across Europe. We are on track with our vision to become the leading specialist distributor in Europe."

StorIT and Tintri sign distribution agreement for Middle East and North Africa

MENA: storage VAD StorIT has signed a distribution agreement with Tintri, a producer of VM-aware storage (VAS) for virtualization and cloud environments. As per the agreement, StorIT will promote and distribute Tintri's entire portfolio of solutions through its extensive channel network of value-added resellers (VAR) and systems integrators (SI) across the Middle East and North Africa (MENA).

Suren Vedantham, Managing Director, StorIT Distribution, said, "We are excited to partner with Tintri, a company which has been at the forefront of innovation in recent times in the areas of data storage for virtualized environments and virtualized infrastructure management. For enterprise customers, Tintri's technology value proposition provides significant benefits in terms of reduced expenses, increased performance and a drastic drop in management overhead and Tintri's all-flash storage stands out for its ability to guarantee customers optimum performance of their virtualized applications. By leveraging on our strong channel network, we plan to provide Tintri with an extensive market reach that could secure significant market share and a sustained growth opportunity in the region."

"In line with our channel expansion plans, StorIT Distribution is the right choice as our distributor for the MENA region. As a specialist VAD, StorIT's expertise in the data management, cloud and storage domain, will help provide more exposure for Tintri's highly differentiated storage in the region. With its market expertise, valued-added services, exceptional customer service and a true technical understanding of our products, StorIT will assist us in our efforts to deliver unparalleled value to our customers. We look forward to working closely with the StorIT team to offer our channel partners targeted training, certification and tailored marketing support", said Eric Berry, Vice President of Global Channels Tintri.

StorIT will work closely with the vendor's global sales and support teams to ensure its channel partners receive strong pre-sales, marketing, implementation and post-sales services. The goal is to effectively sell Tintri's VM-aware storage to customers enabling the ability to improve storage efficiencies within their virtualized environments.

New brands for Attiva, Attiva Evolution, Computer Gross, Exertis Computers Unlimited and Ready Informatica

Southern Europe: in Spain, retail specialist Exertis Computers Unlimited has added Caeden headphones to its catalog. In Italy, retail specialist Attiva has inked a distribution deal with Belkin. Its value division, Attiva Evolution, has become official partner for Estos (UC and CTI software) and Plantronics (headphones)1. Broadliner Computer Gross has been appointed official distributor by 3Dconnexion (3D mice) and Hannspree, with a focus on the B2B market for its whole offer, whether branded Hanns-G or Hannspree. Finally, thin computing and network VAD Ready Informatica has been appointed distributor by German thin computer vendor IGEL Technology2 (source: Toptrade Informatica Italia 1 and 2, 01Net Italia).

Zycko and Exertis lose their bosses

France: in just a few days, both network and storage VAD Zycko and retail specialist Exertis France have lost their heads, respectively Patrick Heintzmann and Claude Dupont. Both were the respective founders of the companies they managed. In Claude's case, the departure is seemingly not his decision, while it is still unclear for Patrick. The interim management of Exertis France has been taken over by Patrick Arzilliers, while no new name has emerged regarding the management of Zycko France.

A new marcom manager for Herweck

Germany: telephony specialist Herweck has hired Michael Vester as its new marketing communication manager. Michael comes from the video production market and is new in the IT distribution business.

Recent additions

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

Latest partnerships

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We have collected some of the scams, fake companies and more that have surfaced in the channel over the past year.