Network and security VAD Exclusive Networks has expanded Exclusive Capital, its leasing operation, in the DACH (Austria, Germany, Liechtenstein and Switzerland) region through a joint venture with Miller Leasing Miete (MLM), an IT financing provider based near Frankfurt. This new service offers Exclusive Networks and Big Tec resellers and their customers an uncomplicated access to IT financing and leasing offers, hence allowing them to realize larger projects and complete them more quickly. Exclusive Capital DACH is managed by Eva Dürrwanger, an experienced IT finance specialist.
"We have a great opportunity in the DACH region, harnessing the expertise of Eva and the support of Exclusive's local business units to help partners succeed in the face of changing IT consumption models", says Franck Laga, Exclusive Capital Group Director. "Our presence in the DACH region complements our activities in Belgium, France, the Netherlands and the United Kingdom. With this offer, we now cover the largest European markets and are investing for aggressive future growth. We will continue to look for further expansion opportunities in other parts of the Exclusive Group global footprint."
"IT asset leasing is a great opportunity for our local partners. Thanks to our fully integrated Exclusive Capital services, they have access to a very fast and easy project-oriented financing offer", says Martin Twickler, CEO of Exclusive Networks Germany GmbH. "As IT consumption has become more utility-based, and IT spending more OpEx-orientated, partners can take advantage through Exclusive Capital's flexible range of specialist services that increase deal sizes, develop customer loyalty and dramatically improve their business cashflow."
Network and security VAD Exclusive Networks is growing its distribution agreement with BlackBerry into Austria, Belgium, France, Germany, the Netherlands, Switzerland and the United Kingdom following outstanding successes achieved by Exclusive Networks in Australia and the Nordic region (Denmark, Finland, Norway and Sweden). Exclusive Networks will now offer the full BlackBerry enterprise software portfolio as part of its services, which includes among others the recently introduced Good Secure EMM Suites by BlackBerry, a comprehensive set of mobile security, management, productivity and collaboration offerings including best-in-class app security and containerization, Identity and Access Management and Enterprise File Sync and Share with file level data protection.
"BlackBerry has developed genuinely disruptive new technology and has been a leader in security for the mobile enterprise for many years", said Barrie Desmond, COO at Exclusive Group. "We believe this represents exciting new opportunities for the channel, as customers strive to achieve maximum productivity and security for all their mobilised applications and data from a single platform."
"BlackBerry and Exclusive Networks have made a great team in Australia and the Nordics, and we're confident about extending our partnership to bring customers the most innovative and secure solutions across more territories", said Carl Wiese, President Global Sales at BlackBerry.
Exclusive Networks will play an integral role in expanding market penetration of BlackBerry's enterprise software portfolio into Tier-1 reseller accounts and target verticals, using its strong partner relationships and big data analytics to maximise tactical and strategic opportunities. Exclusive Networks teams in more than 10+ countries will also help existing partners develop more cybersecurity-focused technical pre-sales capabilities and new go-to-market propositions.
United Kingdom: broadliner Entatech has hired Alicia Shepherd from CMS Computers to a newly created head of retail role. Two months after leaving broadliner Exertis, former Entatech boss Jon Atherton has resurfaced in the channel, taking on a commercial role with Centerprise International. After Germany and Switzerland, German vulnerability management software and appliance editor Greenbone Networks has extended its distribution partnership with network and security VAD Exclusive Networks to its British outfit. Finally, Kemp Technologies has expanded its relationship with the VAD division of broadliner Exertis to act as another distributor for its range of hardware and virtual Application Delivery Controllers (ADCs) and load balancing products. Exertis has been partnering with Kemp for two years on getting customers to replace Microsoft's end-of-life Forefront Threat Management Gateway (TMG) with the vendor's Edge Security Pack (ESP). As a distribution partner with Dell Sonic Wall, Exteris says it will give Kemp access to new customers for its LoadMaster bare metal ADC running on Dell PowerEdge Rack Servers. Kemp also works with VADs Getech and Zycko in the region (source: Channel Pro United Kingdom, Channelweb United Kingdom and PCR United Kingdom).
Network and security VAD Exclusive Group has hired Stéphane Duplaix, the former EMEA Sales Director of Arrow ECS, to head the company's ambitious expansion plans as Group Director, Strategic Alliances. Stéphane will steer the Group's fast growing partnerships business with an increasing number of global systems integrators and key vendor partners. Stéphane brings considerable experience in the cybersecurity and datacentre distribution industries, and will play a pivotal role in maximising Exclusive's expanded international footprint, rich services offering and "pace setting" vendor portfolio.
"Stéphane joins the team at an exciting time", said Barrie Desmond, COO of Exclusive Group. "We're on the radar of an increasing number of global SIs and service providers, and maximising this is a major priority for us. In parallel, our vendors continue to 'market-outperform', and our global footprint expands almost weekly. This perfect storm of opportunity needs harnessing and we could think of no one better than Stéphane to help achieve this. We're very pleased and excited that he’s decided to take up the challenge."
"I'm looking forward to helping our leading partners achieve even more value and market success through the many bilateral opportunities created by this fast-changing 'Exclusive' landscape", said Stéphane Duplaix, newly appointed Director of Strategic Alliances at Exclusive Group. "I've seen Exclusive Group shake up the market for value-added distribution, challenge the old business models and offer a new service-centric vision. Achieving this on a global scale will be unique, and I'm thrilled I can play a key part in this next and most exciting part of the journey."
At Arrow ECS, Stéphane Duplaix managed a significant channel sales organisation across 30+ countries. Prior to this he accumulated considerable success at businesses including McAfee, F-Secure, Azlan and EdenWall Technologies. His wealth of experience within security, networking and datacentre channel ecosystems is directly relevant to both VAD divisions (Exclusive Networks and BigTec) of Exclusive Group.
French-based Exclusive Group has unveiled the largest acquisition in its history: that of Singapore HQ'd cybersecurity and infrastructure VAD, Transition Systems. The acquisition adds a further 18 offices in eight countries including: India, Indonesia, Malaysia, the Philippines, Thailand and Vietnam. With offices already in Australia and New Zealand, the move significantly expands the Group's presence and penetration in the APAC region, and – with 50% of Transition Systems' portfolio matching that of Exclusive Networks – the deal mirrors the profile of previous acquisitions where the benefits of scale and reach were immediately and positively realised.
The acquisition of Transition Systems brings the total size of the Exclusive Group to over 1,000 employees and 1bn€ annual revenues; 25% of which will now come from the APAC operations.
Olivier Breittmayer, CEO of Exclusive Group said: "Asia is crucial for the expansion of our global strategy and this acquisition gives us a great platform to grow throughout the region in the coming years. Transition Systems is a large, influential regional player with similar business DNA to our own, as well as having important vendors, technologies and a very strong value-adding culture in common. We have every confidence in the existing management of the business to continue applying its successful formula under its new Exclusive Networks brand in tune with our global VAST strategy."
"This marks a significant opportunity for our partners, customers and people as we become part of the global Exclusive family and continue the journey we started back in 1999," said Jonathan Juay, Group Managing Director of Transition Systems. "With the resources and support of the Exclusive Group we can remain committed to our value-adding principles, innovate new solutions and services tailored to local market needs, and invest for greater expansion in the future. We are already looking at starting BigTec, Exclusive's hyperconvergence business unit, into several countries here, and exploring synergies with strategic Exclusive vendors and global SIs."
Exclusive Group's unique business model generates value for vendor and reseller partners by continually challenging and disrupting VAD approaches, both through its choice of innovative technology solutions and its evolution of new value-added services. "To achieve this on a truly global scale is a first for our industry," added Breittmayer. "This acquisition adds significant capabilities to our overall proposition. Now our partners around the world have greater in-country presence to support global projects across Asia, while conversely our Asian reseller partners have the full spectrum of Exclusive Group services to support their deals into more than 100 countries worldwide."
The acquisition of Transition Systems follows the Group's track record of success in identifying and acquiring "like-minded" businesses and supporting their continued entrepreneurial success as distinct parts of a coherent, federated organisation.
"It also breaks the Euro Billions target we set ourselves just three years ago, almost one year ahead of plan," concluded Breittmayer.
Exclusive Networks Deutschland GmbH
Exclusive Networks Deutschland GmbH
General manager :
Mr Martin Twickler
Creation year : 1996
Cabling and connectivity
POS and AIDC
Telephony (analog, ISDN, mobile)
Value added services