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Distributor News

  • Abacus falls to Avnet
    Components distributor Abacus has fallen to Avnet in a £42m cash deal after failure to execute on a planned acquisition strategy meant it put itself up for sale last month. Avnet had already been linked to a possible takeover bid after tough trading conditions lead to a rapid slide in Abacus’ stock and profits.
  • Rocom launches vertical seminars
    Avaya distributor Rocom is to collaborate with vendor partners Avaya and New Media Software to run a series of vertically-focused workshops to help resellers break into new markets.
  • Logitech signs Enta as OEM distributor
    Enta Technologies has become an OEM distributor for Logitech handling the range of peripherals including keyboard and mice.
  • Stonesoft adds Magirus to distributor roster
    Network security and business continuity specialist Stonesoft has signed a pan-European distribution contract with Magirus, adding another distributor to its UK roster in the process but stressing the deal will complement its existing partner base.
  • Avnet adds high speed encryption with InfoGuard deal
    Avnet has added high speed encryption to its security product portfolio by securin the rights to distribute Swiss-based InfoGuard's network encryption products in the UK, Germany, The Netherlands and Austria.
  • Acal latest to report soft market
    Following worrying announcements in recent weeks by big names such as Ingram Micro, Nortel and Phoenix IT, Acal has become the latest industry player to bemoan challenging market conditions in an interim statement.
  • ShoreTel takes wider approach
    IP telephony vendor ShoreTel has made good on its plans to take a ‘wider’ approach to distribution after signing up Scansource-owned MTV Telecom as its fourth UK disti.
  • Blue Solutions drops certified OEM status with Microsoft
    Blue Solutions and Microsoft have changed their relationship with the distributor opting to end its authorised OEM partner status at the end of today.
  • Channel will feel the pinch
    Financial crisis could lead to higher rates of consolidation among ICT companies.
  • Staff influence IT buying decisions
    The drive to improve technology is now coming from the bottom up, with individuals rather than IT managers pushing for change
  • Toal named as Bell Micro president of Europe
    Bell Micro have appointed John Toal as president of its European operations tasked with responsibility for driving the continental operations.
  • Northamber posts results for 2008
    The downturn in the economy and an upswing in the number of reseller casualties have taken a toll on Surrey-based distributor Northamber which this morning posted results for fiscal 2008.
  • Bell looks to expand security sales across Europe
    Bell Micro is looking to increase its security sales across Europe next year in an effort to exploit its existing continental operation.
  • Canon hands Midwich large format range
    Midwich has extended the products it carries by Canon after being given access to the vendor’s large format printer range.
  • Dell plays down expectations of distribution changes
    Dell has said it does not plan to overhaul the way it works with resellers in the volume markets across Western Europe calming expectations that it was about to embark on an expansion in the number of distributors it works with.
  • Hammer signs trio of vendors to bolster portfolio
    Hammer has announced a trio of vendor signings to bolster its portfolio in the crucial fourth quarter.
  • Microsoft opens up public sector discount licensing
    Microsoft has widened its public sector licensing discount levels to allow resellers to sell competitive licences to organisations with five PCs or more.
  • Ingram Micro cuts forecast
    Ingram Micro CEO Greg Spierkel has spoken out on the worsening economy as the broadline distributor released a downward revision to its Q3 financial outlook.
  • Westcoast parent files results for 2007
    The level of borrowing required to fund acquisitions dramatically dented the profitability achieved by Westcoast parent Kelido in 2007.
  • Ingram Micro adds to Euro data capture pack
    Days after it picked up French POS specialist Eurequat, Ingram Micro has devoured another distributor on the continent, forking out an undisclosed sum for Germany-based Intertrade, which deals in automatic identification and data capture kit.
  • Simms strengthens management team
    Memory distributor Simms International has strengthened it management team after bringing in Jon Blows.
  • HP first to raise PC and server prices
    A strengthening dollar has forced Hewlett-Packard to raise its PC and server prices by 5 to 10% in the UK from Monday and other major vendors are expected to follow suit.
  • Ricoh signs Westcoast and preps print services
    Ricoh is preparing to release a managed print service for IT resellers in the coming weeks, after it finally completed its distribution line-up in the UK with the appointment of Westcoast.
  • Unsworth axed by Avnet
    John Unsworth the UK head at Horizon has been made by redundant by new parent Avnet Technology Solutions (ATS) but the US distributor has moved to calm fears that this will be the first of many to be pushed out of the door.
  • Ingram falls out of favour with Brigantia
    Dealer buying group Brigantia has not renewed Ingram Micro’s contract after the two failed to agree on rebates, delivery and service level agreements.
  • Perkins set to return to Computer 2000
    Lee Perkins is set to re-join Computer 2000 on 1 November in a newly created position as head of broadline business after resigning as business unit director at CCD.
  • Comstor gets Cisco training accreditation
    Westcon-owned Cisco specialist Comstor has been appointed a Cisco Learning Solutions Partner (CLSP) – the highest level of accreditation on Cisco technical, product, sales and solutions training.
  • Dell names Micro P as first UK distributor
    Dell has appointed Micro P as its first distribution partner in the UK charged with bolstering printer and consumables sales through resellers.
  • Cohort fires up ShoreTel training unit
    Networking VAD Cohort Technology has opened the first certified ShoreTel training centre in Europe at its Basingstoke headquarters, offering training courses on implementing and managing ShoreTel IP systems to Cohort’s dealer partners.
  • Tech Data sales up despite economic gloom
    Second quarter results released by Computer 2000 parent Tech Data have painted a positive picture of the business’ performance over the three months to 31 July, in spite of a worsening macro-economic climate.
  • Battery cell shortages to continue
    The shortage of battery cells has not yet been overcome by manufacturers in the Far East and demand is unlikely to be fully satisfied until next year, according to local reports.
  • Target launches 'Beat the High Street' scheme
    Components distributor Target has launched a new initiative designed to help independent IT retailers compete more effectively against high street multiples such as Currys.digital.
  • Threats wrongly perceived, says Wick Hill
    Security distributor Wick Hill has warned that enterprises are still focusing too much on external security threats, despite a recent rise in popularity of remote working and mobile solutions, which meant that internal IT security risks were more of a threat.
  • Rocom adds dealer marketing support
    Networking distributor Rocom has introduced a new reseller initiative aimed at helping VARs become more effective in the fight for market share and profile.
  • Comstor launches SmartCare offering
    Two months after Cisco first began to make details of its new SmartCare services offering public, Westcon’s specialist Cisco unit, Comstor, has started selling the SmartCare package in EMEA.
  • Nusoft knuckles rapped over Symantec counterfeit sales
    Essex-based distributor Nusoft has paid Symantec £700,000 in damages and costs for selling 35,000 pirated copies of its pcAnywhere software
  • Computerlinks shareholders approve Barclays buyout
    Barclays Private Equity looks set to officially take over Germany-based security and network distributor Computerlinks providing the European Commission approves the acquisition by 27 August.
  • IBM teams up with Linux vendors to push open source adoption
    IBM has announced a tie-up with Novell, Red Hat and Canonical/Ubuntu to promote Linux in response to what is perceived to be a weakness in Microsoft’s hold on the desktop market.
  • HP ProCurve swoops on Colubris
    Hewlett-Packard’s networking arm, HP ProCurve, has broken a four-year acquisition drought after forking out an undisclosed sum for intelligent wireless network provider Colubris.
  • Westcon claims tool speeds up accreditation
    Westcon Convergence has introduced a new ‘onboarding’ tool for its UK resellers, designed to help dealers navigate vendor certification processes through its ConvergencePoint programme.
  • Selling to SMBs in a downturn
    The lack of consumer confidence in banking and borrowing is bound to have a knock-on effect in the business community, particularly among SMBs, who can feel very vulnerable during times of general economic unease. So how can resellers to SMBs maintain confidence and help customers overcome concerns about IT investment when fears over borrowing are high?
  • VMware targets system builder with programme
    VMware is looking to cover all its bases by formalising its relationship with system builders to tap into a community that accounts for only 5% of UK server sales but still has some reach in the public sector and SME.
  • Getting Novell on the right track
    Jacqueline de Rojas, Novell's managing director for the UK and Ireland, talks to Simon Quicke about how she is transforming the vendor's reputation in the channel
  • Microsoft revamps distributor rebates
    Microsoft has increased the complexity of its rebate programme for volume distributors by tripling the number of targets partners need to meet but it is too early to say if the changes are positive, negative or neutral.
  • The word on unified communications
    Unified communication technologies offer big opportunities for resellers. Cath Everett looks at the benefits of convergence and asks how resellers should present it to customers
  • Cisco bullish about long-term growth
    Positive financial results and a courageous optimism suggest it is not all doom and gloom in the IT sector
  • Clarity Technology files anti-competitive case against Grahame Smee
    Clarity Technology, owner of Equip, has made a legal claim for damages against Grahame Smee, the former managing director of its networking division, following allegations that he broke an anti-competition clause after leaving the business.
  • Avnet acquisitions pay dividends
    The buy and build strategy employed by Avnet in the last financial year has helped the distributor post relatively healthy results in spite of tough trading conditions.
  • Target cans freight charges
    Components distributor Target has announced it is axing delivery charges on orders that meet or exceed a value of £500.
  • PC prices collapse in the UK as volumes continue to soar
    PC vendors have used price cutting strategies to artificially sustain demand in the current climate but it will become increasingly difficult for companies to pursue that model analyst Gartner has warned.
  • Distribution still vital route to SMEs
    IronPort's return to the two-tier fold reaffirms the importance of distributors for reaching smaller customers
  • VADition gets lucky with Huawei
    VADition has signed on to distribute Huawei’s storage portfolio in a tie-up that the firm says will enable UK customers to make between 30 and 50% CAPEX and OPEX savings.
  • IBM to charge up PowerNet
    IBM is to double the 200-strong PowerNet community after claiming that increases in rebates for mid-market partners winning new business has seen sales in the first half of 2008 already match last year.
  • $100 netbook a reality in three years
    Resellers wondering how low notebook prices can go have been given the answer by Gartner after the analyst claimed the first $100 (£50) device is on its way, but will not arrive for another two to three years.
  • Acer moves to clear old kit and improve UK supply chain
    Acer has been forced to write down notebook inventories in the UK by an estimated £4m to clear ageing stock but it looks as though the reckless channel stuffing of the last two years will become a strategy of the past.
  • Hansford re-joins IBM to head up distribution
    Identifying efficiencies and simplifying the engagement with distributors is the role IBM has passed to Gareth Hansford, who returns to Big Blue three years after transferring with the PC division that was sold to Lenovo.
  • Replicate data to protect servers
    Many organisations are adopting virtualisation in their data centres to better use hardware, reduce power consumption and simplify management.
  • Web-based collaboration tools used to drive productivity
    Organisations are increasingly deploying collaboration tools as a means of deriving more value from their converged IP networks and to support ever-rising levels of flexible and mobile working.
  • Wick Hill chosen as UK distie by ArcSight
    Security distributor Wick Hill has been appointed by ArcSight as the need for managing appliance systems logs spreads out from the enterprise market.
  • Insurer cuts credit cover for Bell Microproducts
    Bell Microproducts has had its cover withdrawn in Europe by credit insurer Euler Hermes as players in the indemnity market look to cut their exposure across all sectors.
  • Citrix UK says no changes planned for distribution
    Citrix has assured UK distributors that it does not plan any changes to the UK following a restructure in the US that saw all distributors bar Ingram Micro cut from the fold.
  • Morse announces £4.5m cost reduction programme
    Morse will embark on a cost reduction programme that is aimed at reducing fixed costs but will produce a one off charge of £4m to £4.5m that will be recorded in its next financial year.
  • SCH Distribution completes Interface acquisition
    SCH Distribution has finalised the acquisition of Interface Solutions and Systems Loans Services (SLS) this morning after the board of parent company Fayrewood gave the £2m deal the thumbs up.
  • Ingram Micro posts Q2 results
    In spite of the current rocky economic climate Ingram Micro has posted its highest second quarter gross margin in ten years but said it expects tough macro-economic conditions to continue.
  • Zycko moves Riverbed training to London
    Cirencester-based distributor Zycko has moved its training course on Riverbed’s WAN optimisation technology to London due to popular demand from resellers that were struggling to take time out of the office to travel to its HQ in the Cotswolds.
  • Vendors urged to set more realistic sales targets
    The channel has called for vendors to start factoring the economic slowdown into their sales forecasts, which industry sources claim is on average five to ten per cent below expectations.
  • Bell Microproducts post second quarter preliminary results
    Bell Microproducts has ground out three per cent growth in revenues according to preliminary data for the second quarter but the enterprise distributor gave no indication that market conditions will improve this year.
  • Late payments growing issue for SMEs
    Payment times from large companies are slipping to levels that could have a serious impact on smaller suppliers struggling to maintain cash flow.
  • Horizon packages ShoreTel skills
    The unified communications (UC) division of Avnet-acquired Horizon is to capitalise on sky-high levels of interest in UC with the launch of a white-label professional services package, pitched at resellers of IP telephony solutions from ShoreTel.
  • Overland first vendor for post Avnet acquired Horizon Data Management
    Overland Storage has become the first vendor to be signed by distributor Horizon Data Management since it was acquired by Avnet, filling a hole in its portfolio for entry level tape technologies.
  • Ingram EMEA first to pass on fuel costs
    Ingram Micro has become the first distributor to charge resellers for freight on all orders in an attempt to recoup the rapidly rising cost of fuel across Europe which will mean the cost should be passed down the supply chain to users.
  • Horizon equIP offers F5 training
    Horizon equIP has become the first UK distributor to be awarded full training accreditation from application delivery networking specialists F5 Networks.
  • North/South divide widens
    Despite the increasing mobility of the UK’s workforce, there is a view gaining ground that the gap in both IT skills and distributor coverage between the North and the South is widening.
  • Promethean launches Channel Academy training scheme
    AV distributor Promethean has launched the Channel Academy training programme to drive reseller sales of interactive whiteboards and associated software in the education market.
  • Dodwell-Bennett to head up sales at Steljes
    AV distributor Steljes has appointed Martine Dodwell-Bennett as head of sales following the recent announcement that Mark Bird, sales and business development director will leave the distributor at the end of this month.
  • Siemens comms arm moves to distributor model
    Siemens Enterprise Communications has canned its direct dealings with partners and will from now on work exclusively through distribution.
  • Fayrewood recommends SCH offer
    SCH has had a £2m bid for Birmingham-based Interface Solutions and Systems Loans Services (SLS) accepted by the board of parent company Fayrewood, subject to shareholder approval.
  • Midwich buys Synergix
    Midwich has acquired Wokingham-based auto ID distributor Synergix to bolster its own division and presence in a market that has captured the imagination of a number of IT wholesalers.
  • Lexmark returns to C2000 after six year break
    More than six years after splitting with Computer 2000 Lexmark has reprised the relationship giving the printer vendor access to the thousands of SME focused resellers that the broadline distributor deals with.
  • Avnet completes Horizon acquisition
    Avnet has been given the green light to complete the acquisition of UK and Ireland distributor come integrator Horizon Technology Group for 1.18 Euros per share amounting to a total of 98m Euros (£77.4m).
  • Comstor will address reseller concerns
    Cisco distributor Comstor will speed up quotation process after reseller complaints.
  • Ingram Micro shuffles EMEA deck
    Ingram Micro has unveiled further details of its European restructuring programme as the process nears completion.
  • Distribution promotes two-tier value
    The decision by IronPort to return to distribution higholights the value that a two-tier model can deliver
  • Comstor sees Cisco sales boost
    Comstor, the Cisco-focused arm of networking and security distributor Westcon, has reported successes in its Cisco Mentor Programme.
  • Westcon signs AirMagnet
    Westcon Group has added wireless LAN security, performance and compliance specialist AirMagnet to its roster of vendors in EMEA.
  • Westcon offers UC package
    Westcon has said resellers seeking new revenues in the face of collapsing product margins might consider hosted unified communications (UC) services after teaming up with Nortel and business communications provider iHub to offer carrier-grade kit to SME dealers.
  • Computerlinks plans expansion
    Computerlinks’ first financial year of freedom from former parent Fayrewood has passed off well, with the firm growing total revenues over 18 per cent year-on-year to €469.1m (£376.4m).
  • Avnet tipped as Horizon suitor
    There is continued industry talk identifying Avnet as the distributor that recently approached enterprise player Horizon Technology Group to kickstart negotiations that could lead to the sale of the business.
  • Distributor in line to sell comms division
    Australian firm in talks as consolidation runs apace in telecoms sector.
  • HP expected to rationalise client distributors
    Roadmap for HP thin clients to be outlined this summer.
  • Becta happy that Ramesys lessons learnt
    Issues resolved over Ramesys's mis-selling of Microsoft software licences.
  • Staff given boot as ITAC closes down
    Mystery surrounds collapse of distributor and reseller hybrid.
  • UTM gains ground
    Unified threat management (UTM) appliance solutions continued to gain ground on the firewall/VPN and intrusion detection (IDS) sectors particularly towards the end of last year according to IDC security data.
  • Westcon invests in security wing
    Westcon Security, formerly known as NOXS, will receive a cash injection after its parent, networking and comms distributor Westcon Group, increased its European banking facility by €45m (£35m).
  • Distribution landscape tough for CCD
    Sales of Hewlett-Packard from Computacenter fell last year in the UK, France and Germany according to group results for 2007 but the drop in sales was felt acutely in the trade arm, not the reseller business.
  • Acquisition talks boost Horizon shares
    Horizon Technology Group has confirmed it has been approached by a potential acquirer that may buy the entire UK distribution and Irish integrator businesses.
  • Bell Micro faces delisting
    In seven days Bell Micro could be delisted from the Nasdaq if it fails to regain compliance with the market’s filing requirements but the distributor has played down the impact of such an outcome.
  • Avnet leads as Interface suitors line up
    The chief executive at the Fayrewood Group has confirmed that six parties have expressed an interest in buying its subsidiary Interface Solutions but none had yet proposed the right price.
  • Slowdown predicted
    The global IT market is going to slow next year, with any impact of the US credit crisis expected to hit the hardware sector first.
  • Fortinet and NOXS fall out
    A war of words has broken out between Fortinet and NOXS after the security vendor faced criticism for its stocking policies and in turn accused the departing distributor of losing its specialist credentials.
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