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HOME FEATURES › The EMEA Channel Wrap – 30/7/10

The EMEA Channel Wrap – 30/7/10

by Stuart Wilson, Friday 30 July 2010

With the EMEA channel gearing up for summer holidays, it’s time to take our latest tour of the top in-country news sites, to find out what’s making headlines across the region. If you’re already on holiday and reading this on the beach, we’re very jealous. We’re heading to Russia first this week to get to grips with some of the latest channel developments in this vast market.


1. CRN Russia reports that distribution outfit Landata has picked up authorisation to sell IBM System i servers to its customer base. Landata reckons that its extended agreement with IBM forms part of its ongoing policy to provide partners with a complete range of products and services from Big Blue.

2. Moving to the retail channel and CRN Russia confirms that Eldorado has opened a new store in Novosibirsk, the largest city in Siberia. Eldorado’s new store will stock a wide range of IT and consumer electronics products and will also offer a range of installation and configuration services to customers.

Middle East

3. Channel Middle East claims that Oracle has shaken up its regional channel management in the wake of the Sun acquisition. Hisham Esaadi, who served as director of alliances and channels, has taken on the role of MD for Oracle Libya since June 1st. The channel role is now being handled by MEA VP Gabriel Bakhazi and Donald Thomas, its former WITS alliance director.

4. Networking equipment maker Allied Telesis has appointed Sabbahuddin Khan as its first regional manager for the Middle East and Pakistan, according to Channel Middle East. Khan is best known in the regional channel for his stint at regional distribution outfit Aptec where he led the networking division.


5. South Africa-based distributor Nashua picked up a Ricoh distributor of the year award at the vendor’s recent channel conference held in Switzerland. Nashua reckons that its positive performance during the last two years – despite tough economic conditions – contributed to its success. Nashua reckons that market conditions have improved significantly in 2010.

6. Microsoft gold certified partner iSolve Business Solutions has expanded its operations in South Africa. iSolve is opening new offices in Cape Town to increase the availability of its services and solutions to customers in the Western Cape. iSolve claims to have experienced exceptional growth despite tough market conditions.


7. Heading up to Europe and the first stop is Germany. ChannelInsider reports that API Computerhandels has been appointed as an authorised distributor for Sennheiser. API will look to implement Sennheiser’s channel programmes and certify resellers and retailers, giving them access to additional benefits and possible bonuses.

8. CRN Germany covers the departure of a senior executive from retail giant Metro. Thomas Unger, deputy chairman at Metro, will leave the company in September 2010. Unger’s role at the retail giant had included overseeing the Media Markt and Saturn retail chains. This responsibility will transfer to CEO Eckhard Cordes when Unger leaves.

Southern Europe

9. Over in Italy and ChannelCity covers the in-country distribution deal between Citrix and Computer Gross. The two companies reckon that the agreement is in response to growing market demand for virtualisation solutions in Italy. Citrix wants to make full use of the channel’s potential and claims that Computer Gross’ existing Microsoft skills make it an ideal partner.

10. Heading West to Spain and Dealer World confirms the appointment of Ramirez Alfonso as director of consumer business at security software vendor Kaspersky in Spain and Portugal. In his new role, Alfonso will look after online and retail sales. Prior to first joining Kaspersky in 2008, Alfonso had previously worked at distributor GTI as an account director.

UK & Ireland

11. In the UK, Microscope explores McAfee’s recent in-country distribution review, reporting that Arc Technology had not made the cut as the vendor cut its number of first tier channel partners to three. McAfee has retained Computer 2000, Ingram Micro and Arrow as its three distribution partners in the UK.

12. Staying with distribution line-up changes in the UK, CRN reports that F5 Networks has added a fourth distributor, appointing VADition to drive sales of its ARX storage solutions. VADition joins ATS, Computerlinks and Westcon Security as authorised F5 partners. F5 Networks’ existing UK distributors were not rushing to congratulate VADition, according to CRN.

Central & Eastern Europe

13. In the Czech Republic, ChannelWorld reports that distributor AT Computers has boosted its mobile phone vendor line-up, signing agreements with heavyweights Nokia and Samsung. AT Computers had an existing distribution deal with HTC. The distributor reckons that the new additions to its line-up will open up additional business opportunities for customers.


14. Netherlands next where ChannelWorld declares that Copaco has picked up distribution rights for Acer’s smartphone products. The agreement covers the Benelux region and builds on an existing distribution deal between the two companies covering PCs. Copaco reckons that Acer smartphones can allow it to build sales in a fast-growing product segment.

15. ChannelWorld also reports on some personnel changes in the Dutch market. Mark Verheijke has been appointed channel director at Fujitsu Netherlands. Elsewhere, Thijs Vink has been named as marketing manager at Ingram Micro. He previously held the role of business unit manager for software.

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