Tech Data European boss Cano planning exit
Tech Data's European boss Nestor Cano is planning to retire from the distributor once the integration of Avnet TS is complete, should the deal get the go-ahead. Tech Data announced plans to snap up Avnet Technology Solutions last September in a deal worth €2.35b, which is expected to close in the first half of this year. Should the deal go ahead, Cano will continue in his role throughout the integration process, but will then retire. Cano joined Tech Data through the Computer 2000 acquisition in 1989 and served in various management positions in Spain and Portugal, before being promoted to regional managing director. A number of US and global roles followed before he become president of Europe for the firm in 2007 (source: Channelweb UK).
Kaspersky Lab appoints Tech Data
Italy: Russian security editor Kaspersky Lab has expanded its distribution stable with broadliner Tech Data, which will be allowed to distribute its full corporate and retail offer.
Ingram Micro stores on Drobo
France: broadliner Ingram Micro has expanded its storage portfolio with Drobo smart RAID systems from Imation.
Azlan appoints Paterson to place added focus on information management and security
United Kingdom: infrastructure VAD Azlan has appointed Rachel Paterson as Sales Manager for Information Management and Security business to provide additional focus on this key area of growth potential. Paterson brings over a decade of experience working in security-focused roles within distribution – most recently as Business Development Manager for Veritas and Symantec at Arrow ECS – to the new post. She will head a ten-strong team, working with resellers to develop their capabilities and open opportunities with information management and security solutions. "Following soon after the intake of experienced and expert information management staff we made last year, and the formation of Azlan's specialist Security business unit, Rachel's appointment underlines our determination to succeed in this vitally important part of the market", said Peter Spreadbury, Director of the Software at Azlan. "She has the qualities and capabilities required to galvanise and inspire the skilled team we have brought together and drive high-value initiatives and growth for our vendor partners and customers."
Azlan is already making its mark in these key sectors. In the final quarter of 2016, Azlan underlined its commitment to growing its information management business by swelling its specialist Veritas team to 15, bringing additional business development, sales and technical staff into its Warrington location. In security, Azlan is the only distributor able to offer the Symantec Backup Exec server-attach programme and is actively collaborating and integrating solutions across multiple server vendors, including HPE, Lenovo and Dell.
Bullboat takes a Prynt
Consumer electronic specialist Bullboat has started the distribution of Prynt printer covers for smartphones through its offices in France, Germany, Spain, Sweden and the United Kingdom.
Alienvault expands its partnership with Bakotech
Already working together in Central Europe through Bakotech offices in Czechia and Poland, SIEM vendor Alienvault has extended its partnership with the software VAD to the CIS region, the Baltic States and Central Asia, thanks to Bakotech offices in Kazakhstan, Latvia, Russia and Ukraine (source: Komputernoye Obozrenye Ukraina).
Lancom appoints Nextel
Netherlands: German vendor Lancom has appointed network and telecom VAD Nextel as an official distributor for its complete portfolio, including its newly launched LMC (Lancom Management Cloud) SDN solution. The LMC provides centralized configuration and management for all types and configurations of professional networks. This solution can manage the full range of network infrastructure solutions from LANCOM, including VPN, routers, gateways, switches and wireless access points. LANCOM is one of the first suppliers of a complete solution for network characterized by flexibility and security. The extensive range of networking solutions from LANCOM provides an ideal complement to Nextel's end-to-end portfolio. According to Peter Hoekstra, director of International Sales at LANCOM Systems: "Nextel enjoys an excellent reputation within the industry and offers years of experience to resellers in the management of corporate data and wireless networks based on SDN technology. Nextel offers its customers comprehensive solutions and services. Our partnership represents an important step towards a leading position in the growing European ICT market. This allows us to establish ourselves as a network specialist in the Dutch market." Ed Jans, managing director at Nextel, is also very pleased with the partnership: "we have chosen LANCOM for its professional, comprehensive product offer as well as its industry experience. Our customers show particular interest in new cloud-based network solutions. With LANCOM as European supplier, we are assured of German quality and we can meet the demand for complex, secure and highly professional networking solutions that meet European standards."
Polycom chooses Tesan
Turkey: network and mobility specialist Tesan has expanded its AV offer with Polycom audio and video-conferencing solutions (source: IT Network Türkiye).
Arild Westbye leaves the IT market
Norway: after three years as president of broadliner Tech Data, Arild Westbye has decided to fare goodbye to the IT market, as it joins Grundig Nordic as sales director. Before Tech Data, Arild has also worked for several other major IT players in the country, namely Ingram Micro and HP (source: IT Bransjen Norge).
Midwich extends accessories business with BalanceBox
United Kingdom: AV broadliner Midwich has started the distribution of the range of BalanceBox flat panel mounting solutions from Regout Balance Systems, the supplier of high quality accessories for use with large format touchscreen displays and interactive whiteboard systems. Available via Midwich, the innovative height adjustable BalanceBox 400 and 650 products are ergonomic, reliable and sustainable, and enable users to move and control screens intuitively, with only a light touch and no electrical connection necessary. A whiteboard product, the BalanceBox 400h model, will also be available. Midwich will offer the BalanceBox systems to resellers within education, pro AV and corporate sectors, and they will also be included in any relevant projects implemented by the distributor's consultancy arm, Midwich Solutions. BalanceBox products will be bundled with displays, and available individually.
Bart Vierhout, Commercial Business Manager at Regout Balance Systems, commented on the partnership: "we selected Midwich as our UK distributor for their leading portfolio and market share of interactive and display brands, as well as specialist expertise backed up by the Midwich accessories team."
Kane Barker, Divisional Manager at Midwich, said: "we selected BalanceBox as the unique product is recognised in the market as a preferred mounting solution for interactive displays. The addition of BalanceBox to our portfolio complements existing mounts and accessory products. As market growth for larger screens and interactive displays continues, in our discussions with customers, we identified that more flexible mounting solutions are necessary, and BalanceBox products fit customer requirements perfectly."
Polycom appoints Ingram Micro
Scandinavia: audio and video-conferencing vendor Polycom has inked a distribution deal with broadliner Ingram Micro, covering the whole Scandinavia. Ingram Micro Specialty Solutions' local UC&C BU will distribute the full Polycom portfolio in Denmark, Finland, Norway and Sweden, focusing on Office 365 and Skype compatible products (source: IT Kanalen Sverige).
Avnet goes in the cloud with Oracle, while PCV Computers distributes RF Elements
Czechia: Oracle has granted infrastructure VAD Avnet with official distribution rights for its cloud products1. Broadliner PCV Computers has added RF Elements antennas for UBNT and Mikrotik platforms to its catalog2 (source: ChannelWorld Česko 1 and 2).
Blancco gets Ready
Italy: network and security VAD Ready Informatica has been chosen by data erasure vendor Blancco as an official distributor in the country (source: Top Trade Informatica Italia).
Midwich signs exclusive distribution deal with Samsung Interactive
AV broadliner Midwich is from now on exclusively distributing a range of Samsung E-board Interactive products in Eire and the United Kingdom. The AV distributor will be managing the full E-board Interactive portfolio consisting of Samsung Displays 81cm and above; Samsung's offering for education; as well as new Interactive products for corporate and retail environments being launched during 2017. Midwich sees the engagement positively for the AV channel, especially as Interactive displays are a key growth area within the sector. The distributor has a long history of working with leading display brands, and this new partnership complements and extends existing touch screen options for reseller partners. Samsung has a strong presence in both countries, and its products align to many different vertical markets from education to corporate, where there is shifting demand from standard LFD to ILFD.
Thomas Brittain, Head of Display Channel Sales at Samsung Electronics, commented: "It is great to partner with Midwich on such a strategic category for Samsung UK. This addition enhances the full display range already provided by the Midwich Group and gives Samsung real focus in this area. We are particularly excited to work with the dedicated interactive sales team in situ and grow this category for both Midwich and Samsung in 2017." Richard Bovingdon, Midwich Head of Interactive Sales, said: "we're absolutely delighted to be deepening our relationship. As well as being the number one digital signage brand globally, Samsung has an Eire and market share of 43% for large format commercial displays. This coupled with its reputation for manufacturing high-quality displays, and investment into R&D provides Midwich with the confidence to deliver the most appropriate touch display solution across several verticals." Lloyd Platt, Senior Product Manager for Samsung Commercial Displays at Midwich, added: "Midwich and Samsung already have a strong relationship across various technologies and our value added business model has supported our resellers and system integrators with Samsung large format displays from digital signage solutions to multiple verticals including education, retail and transport. We have technical specialists with the right expertise, and now it's natural that we now take Samsung’s Interactive products to market."
To support its resellers further, Midwich is preparing to recruit dedicated Samsung Interactive Support to ensure that Midwich expertise and customer service remains unparalleled. Samsung Interactive products offer leading edge features that enable end users to customise and build the right solution; with options to utilise the inbuilt OS, plug-in the optional android box, and access the educational app store. This variety of options enables end users to benefit from as rich or as simple functionality as they require. Samsung has also focused on the end-end experience for deployment in a real-world environment. Additionally, the System on Chip (SoC) is unique as it allows complete management and control over a network and screens can be easily adapted for digital signage purposes.
Ebertlang and Macle sign new vendors, while Kosatec poaches from ActionIT
Germany: software specialist Ebertlang has inked a partnership with data-leak-protection vendor SnoopWall, whose Netshield products it will distribute through its reseller network. Sparepart specialist Macle has added Datacore backup and data management solutions to its catalog. Finally, broadliner Kosatec has hired Matthias Puchowka as new key account manager. Matthias was previously working for its bankrupt competitor ActionIT, where he was sales manager (source: Dealers Only Deutschland, IT Business Deutschland and Channel Observer Deutschland).
Nuvias opens new office
Switzerland: network and security VAD Nuvias (which includes Zycko, Wick Hill and SIPHON) has opened a new office in Zurich. Nuvias AG Schweiz gives Nuvias complete coverage across the DACH region and complements its existing offices in Germany (Munich, Hamburg and Berlin) and Austria. Helge Scherff, Regional Vice President, Central for Nuvias, said: "our business in Switzerland, which we have been servicing from our German office, has been growing, so we decided to open a Swiss office, with both sales and technical personnel to support our customers there. We want to act as a true local partner to the local reseller base, providing the service and support they need. We have already appointed sales and technical staff to the office and will be building the numbers during the coming months. Besides providing local support, the Swiss office will also have access to the portfolio and facilities available to the wider Nuvias Group across EMEA."
A key motivator in opening the office was Nuvias' appointment by Riverbed as a Swiss distributor, an extension of Nuvias' existing EMEA distribution agreement with the networking vendor. Zycko (now part of the Nuvias Group) has been a Riverbed distributor since 2005, and is the most extensively resourced, qualified, experienced and successful Riverbed distributor in EMEA. The new office allows Nuvias to give Riverbed the best service and support at a local level in Switzerland.
Paul Eccleston, CEO of Nuvias, commented: "Nuvias has traded successfully in Switzerland for many years, through Zycko and Wick Hill. The growth of our business in Switzerland, and the opportunities we see here, are the reason for opening this new office. We see this is as a serious commitment to the territory, and in particular to Riverbed, with significant opportunities for local resellers. As planned, we are extending our reach in EMEA to bring the highest quality of service and support to our channel partners across the region."
Infotheek acquires Global Hardware Solutions
Dutch group Infotheek has acquired network broker GHS for an undisclosed amount. According to Infotheek, GHS will be given a special role in its circular economy chain, as it will fill in a gap with its firm expertise in the field of pre-owned networking hardware equipment. Simultaneously, GHS will gain access to an even wider variety of IT-product portfolio and sources throughout Europe. Beside its Dutch office, GHS is also present in Poland. Beside GHS, Infotheek also owns sparepart and PC VAD Xeptor, which is active in Austria, Belgium, Bulgaria, Denmark, Finland, France, Germany, Ireland, Italy, Norway, Poland, Portugal, Romania, Spain, Sweden, Switzerland and the United Kingdom.
JP gets a new name and a new vendor, while Tech Data invests in finances with Grenke
Portugal: broadliner JP.di (the new name for the distribution division of local group JP Inspiring Knowledge) has been appointed official distributor for Europe by Elitegroup, for its complete offer of motherboards, PCs, notebooks and tablets. Its competitor Tech Data has inked a deal with Grenke to offer its financing services to its resellers (source: IT Channel Portugal).
Exertis and Westbase Technology build up the future
United Kingdom: broadliner Exertis has build up a new 50000 sqm centre is based at Burnley Bridge Business Park in Lancashire, for a cost of €55m, in a move it claims will "future-proof" the business and underpin its growth until 2030. The centre includes 40300 sqm of warehouse space, two mezzanine floors totalling 6200 sqm, 4000 sqm of office space and an additional 18500 sqm of space at the rear to expand the premises in the future. According to Exertis UK and Ireland managing director Gerry O’Keeffe, "when it opens, the centre will already be 65% full and is expected to be completely operational by March 2018, employing around 350 staff. With its seven locations throughout the UK, some consolidation should take place but not all should necessarily close." This is part of an overall €75m investment into Exertis by parent company DCC, with the distribution centre opening revealed in its full year financial results in May 2015. "The opening of our new distribution centre is hugely exciting for us, underpinning our growth and future proofing our business until 2030", said O'Keeffe. "This has been at the front of our minds and been many years in the making. It provides us with huge opportunities to layer on new areas of business as well as the infrastructure to support our growth over that time frame."
Meanwhile, industrial computing and networking specialist Westbase Technology has appointed Paul Evans as its new European Business Development Director to drive its European growth. Paul, who was previously European Sales Director for Electric Imp, joins the distributor with over 15 years of business development and channel experience in the IoT and networking industry. As well as Electric Imp, Paul has worked for other notable IoT businesses in senior sales management and director roles, including NXP, Jennic and Xilinx. "We're very excited to be bringing Paul on-board", said Sacha Kakad, Managing Director. "We have grown rapidly across the region over the past 4 years and with Paul now joining our team, we have the senior team in place to fully realise the opportunity for Westbase in Europe." Also joining the team, Huw Thomas will be its new European Business Development Manager. Huw brings 15 years of business experience within the technology sector, working in both direct and channel roles and will be working with Paul in the region. "It's a great time to be joining Westbase", said Paul. "We're in an exciting industry which is seeing huge growth on all sides as IoT applications expand every day and enterprise networks experience new challenges. Networks today need to be able to do more, yet be less complex and expensive, and the Westbase hybrid networking product range can help businesses to achieve just this. I’m looking forward to spear-heading our European growth strategy in the Nordics, Benelux and Netherlands, and expanding the company in line with our overarching strategy."
"Paul's high levels of experience developing businesses in Europe is exactly what we need to progress our channel across the region", added Sacha. "As well as nurturing our existing channel customers we will be looking to on-board new partners in key application and vertical markets; Paul will be instrumental to this."
Please note Westbase Technology is completely unrelated with Swedish Westbase AB, which is specialized in small accessories and office automation products (source: Mobile News UK).
Merlion acquires Silwerhof brand
Russia: broadliner Merlion has acquired the local brand of office supply products Silwerhof for an undisclosed amount. The goal will be to expand the offer and get an exclusivity on what is a major brand on this market in the country (source: Astera Rossiya).
