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HOME REGIONS EMEA › The EMEA Channel Wrap – 15/01/10

The EMEA Channel Wrap – 15/01/10

by Stuart Wilson, Friday 15 January 2010

Here we go again with your indispensable guide to what’s happening in the channel in EMEA. With 2010 now in full swing, we’ve had a quick scan of some of the top national channel publications in the region, to let you know what’s making the headlines this week. Sit back, grab a cup of tea (or coffee, your choice) and get ready. We’re off to Russia first and asking what happened at RSI?


1. CRN Russia reports on an official announcement from distributor RSI, announcing its closure at the beginning of 2010 after some 18 years of operation. RSI represented a number of major vendors including Acer, BenQ, Epson, HP and Samsung among others. RSI’s website announces that the company has closed and directs visitors to vendor websites to find alternative distributors.

2. Electronics and home appliance retailer M.Video announced solid sales figures for December 2009, according to CRN. The retailer posted sales up 2.4% year-on-year at US$420m driven by strong demand for laptops, games consoles and MP3 players. M.Video is confident that the introduction of new technologies will continue to stimulate market demand in 2010.

3. Staying in Russia and CRN reports that Polikom Pro has been awarded gold partner status by Oracle. Polikom reckons that its enhanced status will boost its ability to sell Oracle database, middleware and business applications. Polikom Pro operates as a systems integrator and supplier of products, services and solutions to medium and large organisations.

Middle East

4. Channel Middle East reports that Anil Kumar, head of HP’s PSG business unit in the Middle East has resigned and left the company. Salim Ziade, previously SPO boss in the region, has stepped up to take on the general manager role within the PSG unit. Given the fact that the SPO unit was scrapped by HP and a new channel sales organisation was attached to PSG, Ziade’s move makes sense.

5. Comguard has struck an exclusive distribution deal with PC utilities vendor iolo according to the team at Channel Middle East. The deal covers the Middle East, Pakistan, Turkey, Afghanistan, Armenia and Azerbaijan. iolo’s portfolio includes PC tune-up, security, file recovery and data privacy software tools.

6. Sticking with software and Channel Middle East covers Sage’s decision to expand its partnership with Kuwait’s Eastern Solution. Under the terms of the latest agreement, Eastern Solution will include Accpac ERP and Sage CRM solutions in its portfolio. Eastern Solution has an ‘excellent track record’ of selling Sage in Kuwait according to Vikram Suri, Middle East managing director for the software vendor.

Western Europe

7. ChannelInsider in Germany covers the retail agreement between hardware giant Dell and Media Markt. The deal will also include Dell’s high-end Alienware PCs making Media Markt one of the first European retailers to stock this product range. The deal forms part of Dell’s ongoing push to open up more channels to reach consumers – be it retail, online or direct sales.

8. IT security solutions manufacturer Kobil Systems has appointed a new channel manager, according to the team at ChannelInsider. Oliver Mimmler has left Borderware to take on the channel role at Kobil. Mimmler has more than a decade of channel experience in his CV having worked at both a vendor and distributor level.

9. Jumping across to France and ChannelInsider’s local edition reports on an EMEA-wide distribution deal between Magirus and EMC unit Iomega. The deal is intended to increase the availability of Iomega NAS solutions to resellers and EMC partners. Magirus is already one of EMC’s largest distribution partners in EMEA.

10. Dutch website ChannelWorld is covering the latest additions to Westcon’s convergence portfolio in the Netherlands. From February 1st, Westcon will add Siemens communications products and Enterasys’ SME networking solutions to its line-up. Westcon is planning a launch event on February 10th to give resellers more details.


11. Heading way down South and ITWeb reports that IT security and compliance automation outfit Tripwire has selected Biodata as its primary distribution partner in South Africa. Under the terms of the agreement, Biodata will distribute the full range of Tripwire’s configuration audit and control solutions. Tripwire reckons that Biodata’s deep technical expertise sealed the deal.

12. Mitusbishi Electric has picked PartServe channel support as its technical service partner for South Africa. PartServe will carry a full range of spare parts to support the Mitsubishi’s range of photo printing solutions, including self-service kiosks, digital micro-labs and standalone printers. PartServe will now offer a Mitsubishi Electric carry-in service at all its branches throughout South Africa, including Johannesburg, Cape Town, Durban, Port Elizabeth and Bloemfontein.


13. To the top of Africa and back across the Mediterranean to Spain next. Dealer World reports that distribution giant Esprinet has added Grammata to its portfolio. Grammata specilaises in the design, content and marketing of electronic books. Esprinet will look to boost Grammata’s presence in the Spanish market – especially in the retail channel.


14. Finishing up in the UK and Microscope reports on the latest results from London-quoted reseller Computacenter. The company reckons that while the outlook for service contracts remains satisfactory, the hardware market is still looking a little ropey. Computacenter continues to cut costs and restructure as necessary.

15. And finally, PCR reports that retail giant Best Buy has launched a UK website ahead of the opening of its first store in the country, which is supposed to happen in the next few months. Best Buy’s UK CEO Paul Antoniadis writes a blog post on the site stressing just how exciting the retailer’s launch will be. Look out DSG, the elephant is almost ready to enter the room.

That’s it. Same time, same place, next week. Remember, if you’re involved in the EMEA channel - at a distributor or a vendor level - and you’ve not yet sorted out your place at DISTREE XXL, time is running out. Visit for full details of EMEA’s premier channel event.

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