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Another country for Prianto

France: German software VAD Prianto has opened a new subsidiary near Paris. Prianto France is managed by Jean-Christophe Poncet, the former local channel manager for Netapp. It will initially push 8Man, Macrium, Quest Software, SmartBear Software and TeamViewer products through local VARs and system integrators.

Another country for ALEF Distribution

Czech VAD ALEF Group has opened a new branch in Romania, which was founded as a joint venture with the Romanian company LIKE Solution, a distributor of IT solutions on the Romanian market. ALEF Distribution RO shows that Alef Distribution continues with its territorial expansion into new markets. "For ALEF Group's expansion into new markets is one of the strategic step. The extension helps us not only to reach more customers, but it helps to gain new knowledge and experience that can be transmitted throughout the company. Model of VAD distribution on the Romanian market lacks therefore we believe that with our colleagues from LIKE company to strengthen our market position. For our business partners and vendors is a surely positive signal proving power of ALEF", said Milan Zinc, ALEF CEO. By merging of those two companies there is a perspective for us to become a distributor with a strong know-how and the high potential for cooperation internationally. LIKE represents more than 40 brands within its portfolio including ASUS, Brother, Cisco, Fujitsu, Microsoft, etc. For the time being, ALEF is present physically in Croatia, Czechia, Hungary, Romania, Serbia, Slovakia and Slovenia.

News from Intact Software Distribution, Nology and Rectron

Africa: South African security specialist Intact Software Distribution has opened an office in Kenya as a step to expand its reach and service the channel across Africa in a better fashion. Nathan Wohoro will run the Kenyan operations for the distributor. He will bring years of experience and in-depth market knowledge as well as the technical expertise in information security. He will be responsible for overseeing business development, and will work closely with local channel partners and end-users throughout Kenya, and the region as a whole. Talking about the opening of Intact Software Distribution East Africa in Nairobi that will service the East Africa region the CEO for Intact, Simon Campbell-Young said: "this expansion into East Africa is part of the distributor's ongoing growth strategy. Kenya is a rich and exciting economy and is very much under-represented in terms of security tools and solutions."

3CX, a developer of software IPBX, has announced that South African network and mobility specialist Nology has become an official distributor of 3CX. In partnering with 3CX, Nology has demonstrated its commitment to continue its legacy of innovation. Alex Bantjes, Product Manager Nology, said: "Nology constantly strives to provide a comprehensive product portfolio that caters to the needs of our ITSP, telco and system integrator partners. As part of Nology's strategy we endeavour to align ourselves with the best solutions and products that cater to the unique requirements of our industry and clients. 3CX offers Nology an excellent opportunity to provide a tried-and-tested IP PBX platform, while entering a new market segment that Nology has not traditionally been associated with. Our clients love 3CX and Nology is proud to empower its partners with a truly best-of-breed solution." Greg Garrett, Regional Sales Manager for 3CX, added: "3CX customers and partners in South Africa are going to greatly benefit from this co-operation. Bringing over 15 years of experience to the table and working with some of the biggest brands in the industry, 3CX is happy to join forces with Nology and we look forward to expanding our presence in the South African Market."

Broadliner Rectron has acquired a majority stake in ERP software development company Palladium. "We are extremely excited about our investment in Palladium and making our mark in the growing South African software ecosystem. Palladium aligns well with Rectron's strategy to grow its cloud and software business", says Spencer Chen, MD of Rectron. "Not only will Palladium add value to Rectron's product line, but we believe that Rectron's broad-based resellers will benefit from using the in-house developed ERP software too, as it is feature-packed with functionality that would ordinarily only be available to larger corporates. It also gives our resellers the opportunity to stand out in the over-saturated ERP software market." (source: ChannelPost MEA and IT Online South Africa).

News from ALSO, ELKO, Nelro Data and Versim

Poland: broadliner ALSO has added Meetup videoconferencing systems from Logitech to its portfolio. Latvian broadliner ELKO has extended its business presence to Poland by outsourcing a local sales team for IT & Consumer products. According to the distributor, ELKO's extensive product portfolio, multi-regional coverage and particular East European market expertise, combined with the local market experience provided by the team of IT industry professionals, should generate significant incremental business opportunities for Polish channel partners. The sixth-largest economy in the EU, and the largest of the EU's former Eastern-Bloc members, is an organic and natural opportunity for the further growth of the ELKO Group, and the timing is right for this move. ELKO believes that, despite the relative maturity of the Polish market, there is room and a need for a new distributor, well known for its reliability and distinctive service offering in the region. ELKO Polska is located in Wrocław under the management of Marcin Tatar (the former export manager of MGM), which is the right choice for combining local presence with international logistics routes to get ELKO products and services supplied to the Polish market. Consumer electronics specialist Nelro Data has expanded its portfolio with two new brands, Ubiquiti Networks (meshed network infrastructure)1 and ZeeGO (home automation)2. Finally, network and security VAD Versim has inked a distribution deal with local data management editor Storware3 (source: IT Reseller Polska, CRN Polska 1, 2 and 3).

Kymeos opens in Tunisia

French telecom VAD Kymeos has opened a sales office in Tunisia. According to Arnaud Guillet, the director of Kymeos, Kymeos-MEA will manage the development of sales and technical support for Africa, until now done from France: "we plan to manage 2/3 of our sales from Tunisia, the remaining being done from France, by the end of next year", he explains. France will keep all operational roles: purchase, logistics, export, invoices.

More business for DSD, Quantis and Videoguard and a new boss for Adveo

Benelux: Dutch downloadable software specialist DSD Europe has been appointed official MSP distributor for ESET solutions1. Chinese vendor Hisense has chosen consumer electronics specialist Quantis Electronics as its distributor to enter the Netherlands with its brown and white products (including LCD televisions, smartphones and tablets). Dutch video-security specialist Videoguard has opened a sales office in Düsseldorf2. Videoguard Deutschland will help the distributor address the needs of the German resellers, starting with the Nordrhein-Wesfallen region, roughly the same size of the Dutch market. Finally, Ronny van Rossem has been appointed managing director for supply specialist Adveo in the Benelux. He thus manages both Adveo Belgium and Adveo Netherlands (source: Channel Connect Nederland 1 and 2, Digitailing Nederland, BPS Deutschland).

A subsidiary for Westnet, and more webcams for Divitec

Greece: broadliner Westnet has opened its first subsidiary in Cyprus1. Westnet Cyprus, with a local warehouse served weekly from Greece, will push all the brands ot the distributor on the local market. It is managed by Nikos Tsahouras. Meanwhile, consumer electronics specialist Divitec has expanded its partnership with Chinese vendor XiaoYi to include its dash cameras and home video-security products, under YI Technology brand2 (source: Biztech Hellas 1 and 2).

Entatech goes bankrupt

United Kingdom: broadliner Entatech has gone bankrupt because of worsening credit woes and legacy VAT issues. Jason Tsai, the former owner of ENTA Technologies, was banned from being a company director earlier this year for his part in a VAT carousel. The company has for some time sought a buyer, competitor Beta Distribution having shown some interest but finally dropped off the idea. Competitors such as VIP have offered to help customers of Entatech who are unable to access credit and return faulty stock in the wake of the demise of the distributor's demise: "we are putting credit facilities in place for any customer that was dual sourcing from VIP and Enta that needs additional support. Without this, they may not be able to transact", VIP managing director Rich Marsden said. "We are also covering the RMAs [a return merchandise authorisation] for the brands VIP also supplies. My concern for the customers would be where do they return the items, because some of Entatech's vendors don't have secondary distributors. If Ingram, Exertis and Tech Data do the same, the customers will be covered, which is the important thing", he adds.

KPMG has been named Entatech's administrator, and laid out 2/3 of its remaining workforce, keeping 29 employees onboard. A new firm has been created by Dave Stevinson, Entatech's last MD, to take over last Entatech's valuable assets (namely the stock and some fixtures and fittings, as well as goodwill that gives it access to customer contracts). Named GNR Distribution, it has been funded by a blend of personal funding and new funding secured from Aldermore Bank. Stevinson claimed GNR was in it for the long haul, although admitted some of Entatech's vendors might struggle to work with a new and smaller company (source: Channelweb United Kingdom).

OSF takes over OpenStorage AV business

France: following a reorganization of its business, storage VAD OpenStorage has decided to spin off its AV distribution business. The activity has been taken over by OSF, a new company created and managed by Nuh Akdogan, the former AV BU manager of OpenStorage. It focuses on digital signage, videoprojection and digital podiums.

Bulwark expands operations

India: Dubai-based security VAD Bulwark Technologies has expanded plans in the Indian sub-continent region. The expansion plans is in response to the company's growing business, robust partner network and strong demand for IT Security Solutions in India. "Over the last few years, Bulwark has seen a significant growth and a strong demand for our security solutions in the region. We are very pleased to launch our new office in the Indian sub-continent region. Bulwark Technologies brings on board, immense experience, wide partner network and regional expertise to provide continuous and excellent value-added services to our channel partners and customers. Our aim is to have a good penetration across different verticals and across different market segments in India", says Jose Thomas Menacherry, Managing Director Bulwark Technologies.

Bulwark India will help the company to better serve the needs of a robust partner network and its growing customer base in India. The company is investing in new talent and has recruited a strong team to drive sales and offer on ground technical support and services. In addition to this, the company is planning to invest in training programs for channel partners to enable them to sell and distribute its wide array of products better (source: Enterprise Channels EMEA).

Tech Data renews Triade

United Kingdom: broadliner Tech Data has created a Consumer Technology Group (CTG) to focus on the opportunities emerging around mobile technologies, tablets, wearables, VR, smart home and other bleeding-edge consumer technologies that present rapid growth potential, from vendors such as HP Inc., Lenovo, Philips or Samsung. The new group, which includes 40 employees and kind of replaces defunct TD Triade, is headed by Matt Child, who is also Managing Director of Tech Data Mobile. It will provide a clear focus on the consumer electronics areas in which there is now significant cross-over and ensure that all sales and marketing efforts are fully aligned. Matt Child stated: "We are seeing an unprecedented wave of new technology development in which the lines between product categories are becoming blurred. A number of our vendors now have ranges that straddle mobile, wearables, VR and smart home. It's vitally important that we can focus on all the opportunities these technologies bring for our partners. The Consumer Technology Group will provide the focus and synergy needed to maximise the potential. The market has moved on from a product based sell – it's now about propositions, ecosystems and connected experiences."

Another country for headtechnology

After Estonia, Kazakhstan, Latvia and Russia, Ukrainian security VAD headtechnology further strengthens its coverage of Eastern Europe through the opening of a new sales offices in Turkey. Based in Istanbul, headtechnology Turkey is managed by Tarık Altunok and will push headtechnology's portfolio throughout the country.

Config reorganizes and expands in Africa

French network and security VAD Config has decided to reorganize itself. The company has poached Pascal Barascud from networking specialist ACTN to become the manager of its new infrastructure division, while Denisa Monville, who joined from Arrow ECS in last December, becomes the manager of its security division. Pascal Barascud, who is based in Toulouse, also manages its new southern France sales office. Besides all this, the distributor has hired a sales agent based in Dakar, Senegal, to cover locally the French-speaking African market.

Another office for Littlebit

Benelux: after Austria and Germany, Swiss storage and memory specialist Littlebit has opened up a new office in Utrecht. Staffed with six major account managers coming from some of its vendors, Littlebit Technology BV will target the whole Benelux market with Littlebit portfolio (source: IT Markt Schweiz).

Another creation for Grahame Smee, a new partnership for Ci Distribution and more employees for Mdee and Midwich

United Kingdom: serial channel entrepreneur Grahame Smee has launched 4SECGroup, a new security VAD that he says will pride itself on an ability to generate leads for its vendor and reseller partners with two launch vendors in the shape of Entrust Datacard and CensorNet. Smee, who sold his previous venture Cohort to Exertis in 2013, said 4SECGroup's telemarketing team would mark it out from other VADs that have recently launched. "Our strength will be our ability to target end users, as well as resellers", he said. "We will never deal with end users, but we will stimulate interest around our vendors and pass those leads back through our channel. The vendors we are working with are growth vendors, but they need partners – and the best way to recruit partners is to say 'if you work with us we can give you sales leads.'" 4SECGroup has been handed sole distribution rights by CensorNet, a cloud security specialist Smee worked for last year after leaving Exertis. Its flagship Unified Security Service (USS) offering is designed to provide integrated web security, email security, cloud access security broking and adaptive multi-factor authentication. It will also carry Entrust Datacard's Digital Certificate Services offering, which is targeted at high-end enterprise and service providers. "We will be focusing on the sharp end of the emerging technologies coming out of various places around the world", Smee explained. "I'm talking about securing cloud applications and secure e-commerce; compliance and visibility – all the hot topics in security. Over time the 4SECGroup will grow to encompass not only a distributor but also other channel-only components, including a services arm that will provide consultancy, implementation and managed services."

PC component and peripheral specialist Ci Distribution has unveiled a partnership with components vendor ASRock, which will see the firm ship out a wide range of products including the small-form Beebox PC, Mainboards, and – in the near future – the G10 gaming Router.

Telephony specialist Mdee has appointed former Orange channel manager Michelle Berry as business manager for operations as it looks to continue its drive for service excellence and business growth. Berry spent 18 years at Orange, a decade of which was as a channel manager, overseeing the indirect channel operational team, supporting the operator's retail stores, specialist retailers, dealers and distributors.

Finally, AV broadliner Midwich has announced that Russell Taylor has joined as the new Business Development Manager in Scotland. Russell has vast experience in the industry, including spending 9 years working with Steljes and latterly working with Nigel Steljes in his new venture, Avocor. Russell has a deep understanding of the Scottish territory and the partners within it. Russell is to focus on all UK divisions within The Midwich Group. Here he will work closely with his partners to assist them in delivering profitable solutions. His experience within the Audio Visual industry and his relationships within the region will ensure that The Midwich Group are now best placed to develop stronger partnerships in Scotland (source: ChannelWeb United Kingdom, PCR United Kingdom and Mobile News United Kingdom).

VAD Technologies makes big steps with Mario M. Veljovic

Middle East: Mario M. Veljovic, who was lately vice-president for broadliner Global Distribution, has left the company with a few former colleagues and distribution experts to join dormant VAD Technologies, in a bid to make it a new major VAD in the region. VAD Technologies was created last year as a company of an undisclosed shareholder, but not really visible until the arrival of Mario and his team. "As ICT Solutions are becoming increasingly complex for the Channel Ecosystem, we felt it was the right time for a solutions based VAD in the Market. VAD's vision is to deliver world-class technology products and solutions to its resellers that will support transforming the IT landscape", explained Mario to ITdistri. According to him, VAD Technologies will act as a incubator for new, innovative vendors and technologies, with a light albeit experienced team (10 people today, up to 15 by the end of the year). All the vendors it will carry will be organized around the datacenter and hyperconvergence market, with emerging companies such as Pure Storage, Cryptzone, etc. A bit like the Big Technology division of network and security VAD Exclusive Networks. "We wish to remain a focused distributor, because the technologies we distribute are complex. When you become a larger VAD, you take more time to administer, rather than to develop the Business, to the cost of the true values we are committed to", he says. VAD Technologies will also work with major vendors such as Fujitsu and its Primeflex-based hyperconverged solutions, as well as their "K5" cloud offerings, to help them better address emerging technologies in the market. The GCC market will be the main focus with Offices in the major markets, such as the UAE, Saudi Arabia and Qatar. "In the mid-term, we plan to be present in all major MENA markets, including North Africa and Levant", concludes Veljovic.

Revenue growth from wireless access points bounces back

Combined revenues from networking products sold to enterprise customers through the distribution channel in Western Europe (WE) declined by -6.8% year-on-year in December 2016, according to data published by CONTEXT, the leading European IT market analysis company. In contrast, sales of wireless access point (WAP) products to the same market grew by +18.5%. Last year, sales of WAPs fell in a number of months: March, July, October and – to an even greater extent – in November. Furthermore, the year-on-year growth recorded in the distribution channel has slowed down and this suggests the WAP market is beginning to become saturated. December 2016, however, saw not only a return to growth in this product segment, but the highest growth rate of 2016. The increasing adoption of the WiFi ac standard, which enables higher connection speeds, has been a continuous driving force, and products using this reached a market share of 85% in December. In particular, there was strong year-on-year growth in the WE Corporate Reseller channel (+64.2%), and even stronger growth in the Small and Medium Reseller channel (70.3%). The Retail Chain channel saw stronger growth still, increasing +138.6% over the region, but this was from a much smaller base. This shows that wireless connectivity solutions continue to be adopted by enterprises of all sizes. "The increased use of mobile devices (smartphones, tablets and notebooks) is not limited to companies of certain sizes, but offers benefits for any user, no matter if part of a large enterprise or a start-up, small office/home office environment", said Mathias Knoefel, Senior Manager Corporate Benchmarking and Enterprise Analyst.

Wireless Access Points sales revenue growth by country December 2016


Country Monthly progression
Spain +110.8%
Sweden +59%
Italy +42.9%
France +28.8%
Norway +28.2%
Germany +26.5%
Switzerland +14.7%
Austria +11.5%
Finland +5%
United Kingdom -6.2%
Netherlands -14.8%
Portugal -16.5%
Denmark -21.1%
Belgium -29.4%
Ireland -43.3%
Total +18.5%


Enterprise Networking sales revenue growth by country December 2016


Country Monthly progression
Sweden +31%
Spain +15.4%
Norway +14.5%
Netherlands +3.6%
Germany -0.1%
Italy -3%
Switzerland -3.4%
Austria -3.4%
Finland -5.6%
France -7.9%
Belgium -11.9%
United Kingdom -23.3%
Ireland -28%
Denmark -30.8%
Portugal -45.3%
Total -6.8%

Another office for ScanSource Communications

Poland: a few months after the opening of a local office for its POS business, American multispecialist ScanSource has opening a new office in Warsaw, Poland, for its ScanSource Communications network and telecom VAD business. With the opening of ScanSource Communications Polska, ScanSource can better serve its reseller partners in the region, providing dedicated service and support. By enhancing its presence in Poland, ScanSource Communications enables its vendor partners to broaden their reach and assists resellers looking to grow their communications business in the region. ScanSource can also invoice its reseller customers in Poland in Polish zloty, making it even easier to do business.

"We are pleased to be able to support resellers in Poland with the opening of our new office", said James Vickerage, president, ScanSource Communications, Europe. "We are committed to investing in the region – both with our resellers and our vendors. The easier it is for our partners to do business with us, the more time they have to focus on customer service and growing their business."

ScanSource Communications will immediately begin providing support to Unify partners in the region with their unified communications business. "We are happy for ScanSource as they increase their presence in Poland, and are pleased to extend our relationship with ScanSource there", said Ritesh Patel, vice president, distribution, for Unify. "This is great step towards driving a competitive offering via a distribution model that supports the sale of Unify products in the region.". Beside Poland, ScanSource Communications owns offices in Belgium, France, Germany and the United Kingdom.

Nigel Steljes founds a new company, while Scansource Communications signs with NFON

United Kingdom: Nigel Steljes has launched new telecom VAD Ascentae to focus on "disruptive technology" in the collaborative workplace sector. Steljes unveiled new vendor Avocor last June, soon after his audiovisual distributor Steljes Ltd went into administration in the wake of changes to its relationship with its principal vendor SMART Technologies. Avocor also handled the distribution for Nureva – the vendor created by SMART founders David Martin and Nancy Knowlton – but Ascentae has now been set up as an independent distribution entity to handle Nureva's UK distribution. Ascentae will initially distribute three vendors: Nureva, Evoko and its parent company Smart Media Solutions. The distributor will be headed by commercial director Jon Knight, who worked at Steljes Ltd in the late 1990s before leaving to set up reseller Smarter Interactive. Ascentae will operate separately from Avocor but will initially share the Avocor premises in Camberley, where it is looking to recruit around eight members of staff to begin with. Steljes explained that Avocor and Ascentae have enabled him to focus on more disruptive products, after becoming frustrated with SMART Technologies while Steljes Ltd was still in business.

The same day, cloud telecom vendor NFON has unveiled a partnership with telecom VAD ScanSource Communications. ScanSource Communications will offer the full NFON product portfolio, giving voice resellers a one-stop shop for Cloud PBX and PSTN termination. The products will initially launch in the UK, with expansion to other European territories planned for 2017. Rami Houbby, Managing Director NFON UK, said: "our UK operation has grown massively last year and our channel program has been a strategic priority for the business. We are thrilled to have this partnership with ScanSource Communications – by adding our portfolio its voice reseller customers will have access to an end-to-end solution. NFON is the only cloud solution able to handle all sizes of enterprises across all industries." ScanSource is offering a special incentive for voice resellers in Q1 of 2017. Resellers can contact their ScanSource Communications sales rep for more information. Paul Emery, Vice President ScanSource Communications UK, explained: "the cloud-based UC market continues to grow at a rapid pace. Our reseller partners are looking for a total solution to offer their end user that is not only feature-rich but also competitively priced and NFON fits that bill. What’s more, resellers are able to bill their end users on a monthly basis, ensuring our partners are staying ahead of the competition as the industry continues to move to an 'as-a-service' model." (source: Channelweb United Kingdom).

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."

Recent additions

Our directory is updated daily through information sent by vendors and distributors. Here are the latest updates :
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
ACTS Srl -  Italy - VAD
EA Accessories Ltd -  Ireland - Specialist
Aqaio GmbH -  Germany - VAD

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