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Europe’s tech channel eyes up cyber-security opportunity as businesses rush to adopt cloud and mobile

The Western European IT channel is gearing up to ride a wave of new demand for security products as customers rush to adopt mobile and cloud services to support their businesses, according to the latest ChannelWatch survey from CONTEXT. Over 2,000 IT resellers in the UK, France, Germany, Italy, Spain and Portugal were surveyed at the beginning of 2016 for the report. In terms of growth prospects for the year, security was the number one rated category. With a weighted score of 79/100 among resellers with more than 25% of their sales in business services in the region, security came in just ahead of mobility (78/100), cloud computing (76/100), Software-as-a-Service (73/100) and Infrastructure-as-a-Service (69/100) in terms of growth potential.

"We're seeing the tangible effects of the growing interest in cloud and mobility services that's been predicted for so long", commented CONTEXT co-founder and CEO Jeremy Davies. "As actual cloud implementation grows, security is a huge concern and that is reflected in the demand resellers are experiencing today."

The CONTEXT ChannelWatch survey revealed that only 24% of resellers surveyed said they had sold cloud security services over the period. CONTEXT notes that cloud services and mobility represent an enormous opportunity for Western European IT resellers, enabling more agile and productive ways of operating and running IT departments, and without the right security tools, organisations find threats from nation state hackers, financially motivated cybercriminals and hacktivists overwhelming. For those business-focused resellers that had sold cloud services over the past three months, back-up (65%) and storage (49%) were the most popular categories, according to CONTEXT.

ALSO distributes SMS Smart Media Solutions

Sweden: broadliner ALSO has expanded its digital signage portfolio with SMS Smart Media Solutions brackets for display systems (source: IT Kanalen Sverige).

MoyOfis expands its partnership with Axoft

Already working together in Russia, cloud-based office suite editor MoyOfis has extended its partnership with software specialist Axoft to Belarus, Kazakhstan and Kyrgyzstan.

Westcoast signs Lease Telecom deal

United Kingdom: broadliner Westcoast has signed a partnership agreement with telecoms finance specialist Lease Telecom opening the door for the IT distributor to offer its resellers a raft of new financial solutions. Darren Seward, Head of Mobility for Westcoast, said: "Lease Telecom have an unsurpassed track record in creating robust leasing solutions for their own telecom partners. Teaming up with them means we can now offer our resellers some outstanding and truly progressive finance options across handsets, mobile device management, lifecycle services and much, much more. This agreement demonstrates Westcoast's commitment to set the pace across mobility. More and more of our partners and their customers are looking for affordability and flexibility in how they finance for mobile products and services. They want to 'pay as they use' in order to avoid upfront costs, gain tax advantages and reduce balance sheet commitments. Westcoast, working closely with Lease Telecom, will make this happen."

Simon Fabb, Director, Lease Telecom, said: "We are delighted to partner with such a heavyweight in distribution. The agreement means we can engage with a much broader spectrum of partners and widen the range of technologies we finance. We look forward to adding a great deal of value to Westcoast’s partner community with our unique supplier-centric finance solution."

Another employee for BDL, another partner for Security Triggers and another vendor for Red Dot

MEA: Dubai-based security VAD Security Triggers has appointed Basic Blue as a new distributor in Zambia for sales, marketing and first level technical support for the entire range of G-Data security software products. Salah Aldeen Sabouni, managing director for Security Triggers, commented: "We are very glad to be working with Basic Blue to deliver G-Data products in Zambian market. The network, contacts and experience of Basic Blue will enable G-Data to further expand in this important region." Basic Blue CEO, Shadreck Chola, added: "G-Data as a German brand has global presence and recognition for its award-winning antivirus security solutions. Basic Blue's focus will be to support this German product and promote G Data to its existing customers and to find new markets and opportunities throughout Zambia."

Broadliner BDL Gulf has appointed Ahmed Zain as new retail sales manager1. In this new role, Zain will be responsible for guiding the retail channel and assisting partners to grow BDL Gulf's share of business in the consumer electronics retail market in the GCC. In addition, Zain will also help BDL Gulf to recruit new resellers and retailers across the region.

EnGenius International, a provider of wireless communications, radio frequency (RF) technology and SMB Networking products, has appointed value-added broadliner Red Dot Distribution, as its authorised distribution partner in East Africa2. Partnering with Red Dot was a natural progression for EnGenius as it looks to strengthen its channel footprint and regional presence in East Africa, the company says. Under the accord, Red Dot will promote and distribute EnGenius SMB and enterprise solutions through its channel network of VARs and systems integrators across Kenya, Tanzania, Uganda, Rwanda and Ethiopia. It will deliver value-added services that include solutions pre-sales consulting, training, channel enablement programs, sales and marketing support, post-sales implementation and technical support, to effectively distribute EnGenius product portfolio in the market (source: ITP Middle East 1 and 2).

Recent additions

Our directory is updated daily through information sent by vendors and distributors. Here are the latest updates :
Exertis Corepixel AB -  Sweden - Specialist
3D Storm -  France - VAD
AMI Marketing (Pty) Ltd t/a Learning Curve -  South Africa - Specialist
AQM World FZCO -  United Arab Emirates - Specialist
Rare Distribution -  United Arab Emirates - Specialist
Aitek France -  France - Broadliner
Ebertlang Swiss AG -  Switzerland - Specialist
ITANCIA USA Inc. -  United States - Specialist
360Mobile SL -  Spain - Specialist
Smartycom GmbH -  Switzerland - Specialist

Latest partnerships

Stay on top with the latest partnerships signed in EMEA.

Scammers

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