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HOME FEATURES › The EMEA Channel Wrap – 18/12/09

The EMEA Channel Wrap – 18/12/09

by Stuart Wilson, Friday 18 December 2009

What’s happening across the EMEA channel as the fourth quarter draws to a close? Whether it’s a bit of channel stuffing, appointing a new distribution partner to get some more kit out of the warehouse or coming up with the retail promotion to beat all others, we’re going to find it. Well, we won’t find it, but we’ll trawl through the best national channel publications from across EMEA to see if they’ve found it and discover what’s going on as the rollercoaster that was 2009 draws to a close.

Russia & CIS

1. We’re off to Moscow first to find out what’s happening courtesy of the team at CRN Russia. Foxconn and OCS have been celebrating the strength of their relationship in 2009. OCS is Foxconn’s top partner in Russia and supplies to approximately 2,000 resellers. Sergey Guzeev, Foxconn boss in Russia & CIS, praised OCS’ management team for their efforts.

2. There’s a new kid on the e-tailer block in Russia with the launch of www.notebook77.ru set up by Swallowtail, reports CRN Russia. The new website aims to simplify picking a notebook from the thousands of models available by allowing consumer to set specific parameters. Vendors available include Acer, Apple, Asus, Dell, HP, Lenovo, MSI, Samsung, Sony and Toshiba.

3. CRN Russia also carries an interview with Sergei Splits, sales director at distribution giant Merlion, on the company’s plans for 2010. According to Splits, Merlion will focus on boosting the quantity and quality of Positronics and Sitilink retail stores it operates. Merlion will also focus on a new project designed to help enhance the skills and competence of partners.

4. BAC, a leading Russian systems integrator and part of the Asteros Group, has been elevated to the status of Sun executive advantage partner, according to CRN. The new elevated status is testament to BAC’s ability to implement enterprise solutions using the full range of services and solutions available from Sun.

Middle East

5. Channel Middle East is reporting this week on Ahmad Qasem’s decision to step down as boss of Epson and Viewsonic distributor Al Yousuf Digital after a dozen years with the company. Qasem turned Al Yousuf Digital into a distributor with sales of US$160m per annum. Qasem is keeping quiet on his next role but is expected to remain involved in the regional channel.

6. Staying in the region, Channel Middle East covers Juniper’s decision to award distribution rights to Redington in Pakistan, the Middle East and Africa (excluding South Africa). Redington, which is keen to diversify away from pure volume distribution business, is expected to start holding Juniper stock from January 2010 onwards.


7. In the UK market, Microscope reports that DNS Arrow will become EMC’s third UK distributor from January 2010 as the storage giant attempts to deepen its channel reach into the small and medium-sized reseller market. DNS Arrow will join existing EMC distributors Magirus and Avnet Technology Solutions.

8. Microscope also reports on the latest data from market tracking firm Context. PC revenues from 58 distributors covering Europe’s top 14 economies hit US$1.3bn in November – up 10.9% from the October figure. However, while Germany and France were in positive territory, the UK market continued to show signs of weakness.

9. PCR reports on an exclusive UK distribution agreement between hardware giant Dell and UK retail chain John Lewis. Under the terms of the agreement, Dell’s new high-end Adamo XPS laptop line will only be sold through the department store’s technology zones.

10. Staying in the UK and CRN covers Sun Microsystems’ victory in a court case against distributor M-Tech Data for trademark violation. The High Court of Justice has ruled that M-Tech Data infringed trademarks by importing Sun kit into the European Economic Area without authorisation.

Western Europe

11. Over in France, Distributique reports that Microsoft is planning to ramp up commercial channel training for some 750 reseller partners. Microsoft already offers technical training and certification programmes, but the new Partner Academy initiative - run from Microsoft’s national headquarters in Issy-les-Moulineaux – will focus on commercial training for resellers.

12. Staying in France and ChannelInsider reports on the launch of a web portal by Buffalo Technology for its reseller portals. The new online facility will allow secure access to product information and marketing tools. The move comes some three years after Buffalo launched its operations in the French market.

13. Over in Germany, ChannelInsider reports on D-Link’s decision to add a third stream to its existing channel programme. From 1st January 2010, D-Link will look to recruit enterprise integrators as partners. These new partners will hold the status of expert solutions provider and will be expected to focus on major projects in areas such as backbone switching, wireless and security business.

14. ChannelWorld in the Netherlands reports that Ingram Micro has struck a national distribution deal with PNY Technologies. Besides graphics cards, PNY also offers a range of memory and flash products. Ingram Micro reckons that it has already got a market for PNY kit amongst its existing reseller base.


15. Down in South Africa, Microsoft gold certified partner Network Alliance has opened up an office in Cape Town to address business opportunities in the Western Cape. Network Alliance specialises in providing ICT solution to SMBs and had previously been focused on Guateng. Network Alliance has also struck an agreement with Highland Rental Finance to offer purchasing solutions to customers facing budgetary constraints.

Phew, finished. Enjoy the rest of 2009 and we wish you every channel success in 2010.

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