HOME Vendors run channel programmes, not value-added distributors (VADs). South African VAD SecureData Security begs to differ from this conventional channel wisdom and has whipped the covers off its own channel scheme called the enterprise security partner programme – abbreviated to ESP². The new programme aims to reward the VAD’s enterprise security channel partners for focus and commitment.
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Comtrade and Hermes Softlab form regional giant
Comtrade Group, one of the largest IT companies in South East Europe, has purchased Slovenian software and IT services powerhouse Hermes Softlab. Unicredit Group provided both debt and equity financing for Comtrade and will become a 21% minority shareholder in the combined entity. The combined group boasts 1,600 employees, annual sales of approximately US$465m and operations in 14 countries.
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NASDAQ-quoted wireless device distributor Brightpoint has gobbled up Hugh Symons UK-based wireless distribution business. Brightpoint has paid US$586,000 for Hugh Symons plus the value of inventory at the date of closing. Brightpoint has also put in place a three-year earn out agreement worth a maximum of US$7.2m.
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Force10 storms into UK channel
High performance player Force10 has stormed into the UK channel with the appointment of Zycko as the company’s first in-country distributor. Force 10 Networks claims that its high performance networks fit perfectly into Zycko’s open-standard solutions strategy.
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Francis Tchertoff, Channel Experts
Channel Experts’ Francis Tchertoff delves inside the grey market in his first column for Channel EMEA. The grey market issue: ‘See no evil, hear no evil, speak no evil’
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Storwize appoints Spanish master distributor
Storwize has strengthened its EMEA route-to-market with the appointment of Market Experts as a master distributor. Storwize, which provides real-time storage compression solutions, will utilise Market Experts’ network of systems integrator partners across Spain and Portugal. Madrid-based Market Experts offers customers a range of storage solutions accompanied by implementation, pre- and post-sales services and technical support.
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Avnet starts Belgian hub expansion
Global distribution and services giant Avnet has started work on a 10,000 square metre expansion of its central distribution centre in Tongeren, Belgium. The centre houses a pan-European distribution and logistics operation. It also includes an integration centre, primarily serving Avnet Technology Solutions (ATS) customers in EMEA. The extension at Tongeren will take the area of the facility to 34,000 square metres – equivalent to approximately five football pitches.
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Dell authorises Asbis for Croatia
Hardware giant Dell has named Asbis as an authorised distributor in Croatia. The deal extends Dell’s successful existing distribution relationship with Asbis, which covers Russia, Ukraine, Bulgaria, Belarus, Turkey, Slovenia, Cyprus and the Middle East. Asbis has carved out a strong reputation as a distributor off hardware and software in the emerging markets of EMEA.
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Emerging markets distribution powerhouse Asbis has established a presence in Bosnia and Herzegovina. Asbis has snapped up an 80% stake in local distribution outfit Megatrend Sarajevo. Megatrend has been operating in Bosnia and Herzegovina for more than a decade, distributing a number of A-brand vendors including HP, IBM, Lenovo, Apple and Toshiba. Asbis hopes that its sales in Bosnia and Herzegovina will hit US$20m in 2009.
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InVision Software has restructured its indirect sales operation and created a dedicated channel and alliance management division. InVision, which provides enterprise-wide workforce management solutions, will concentrate on channel expansion with an initial focus in the EMEA region.
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