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Exclusive Group acquires US VAD Fine Tec
2017-08-11

United States: French network and security VAD Exclusive Group has advanced its global distribution partner offering with the acquisition of leading Silicon Valley-headquartered cybersecurity VAD Fine Tec, a local Fortinet distributor. The move places Exclusive Group at the heart of the world's largest cybersecurity market; complementing its existing global presence throughout the EMEA and APAC regions. Global systems integrators, service providers and vendors, as well as large North American reseller partners, will be the chief beneficiaries as Exclusive Group extends its unique, highly successful 'Disruptive Distribution' blueprint with an established local player that already shares similar DNA and value-adding culture.

"This will be a major step forward for our global proposition as we harness US-based skills, resources and relationships to support the execution of worldwide deals with large systems integrator partners and to advance our unique formula into the domestic market", said Olivier Breittmayer, CEO of Exclusive Group. "Fine Tec is as an operationally excellent business with a strong services capability and successful reputation for delivering value in a highly competitive environment. It represents a great opportunity to integrate a culturally-aligned business into our global family, and we look forward to working with Fine Tec CEO James Shen and his team to build on their success and accelerate growth throughout the region."

"This is great news for everyone connected with Fine Tec family as it validates the approach we've taken to value-added distribution in the US for nearly 20 years", said James Shen, Fine Tec President & CEO. "The Exclusive Group story is well known and we’ve admired it from afar, but now with the Group's global reach and resources it opens up many new opportunities for our partners. It really is an exciting time as there is true opportunity to extend the disruptive distribution model to the US, whilst the ambition for us to grow internationally is finally realised."

The move follows Exclusive Group's recent appointment of Patrick Huth as VP Alliances Americas, who will be instrumental in enabling new partner and vendor opportunities alongside Fine Tec's existing leadership team. The successful integration of the Fine Tec business is set to increase Exclusive Group's forecast revenues for the full year 2017 to 1.8bn€ ($2bn).

Exclusive Group stakes claim in world's biggest market
2017-07-13

Network and security VAD Exclusive Group has launched its unique brand of "Disruptive Distribution" to the US market with the appointment of highly successful channel operator Patrick Huth as VP Alliances Americas. Pat will have responsibility for growing vendor and partner alliances across the world's largest IT market. This latest chapter in Exclusive Group's worldwide expansion is set to deliver significant value to major vendor and GSI partners and complements Exclusive Group's extensive presence throughout EMEA and APAC where total revenues of €1.3b were achieved in 2016.

"The US is a key objective in our global expansion and we see great opportunities for our business alongside key vendor, service provider and systems integrator partners. As VP Alliances, Pat will play a major role in converting those opportunities into results", said Barrie Desmond, COO at Exclusive Group. "We are the only European headquartered global VAD, but it almost feels like we're coming home. Many of our partners are US-based and understand our unique worth in delivering accelerated market success, combining global scale with a genuine commitment to value. The near-term plan is to harness Pat's market expertise and phenomenal track record, so that we ensure local relevance as our successful formula is applied."

Exclusive Group's new VP, Patrick Huth, is an accomplished IT channel sales leader with almost 40 years' experience in distribution, both across the US market and globally. Having held a variety of management roles during a stellar career in the channel, his latest position was as Senior Director of Partner Management for Westcon-Comstor Group where he led efforts to successfully grow revenue and profitability for several top vendors and managed a portfolio worth more than €900m.

"Exclusive's reputation is well known and admired as a major force in delivering a different type of distribution and I'm extremely excited about the opportunity we have to expand our global partnerships", said Huth. "Both our cybersecurity and datacentre IT vendor portfolios are heavily biased toward highly innovative technologies that disrupt the market and provide a platform for generating immense value. US-HQ'd partners now have a new choice when looking to deliver global deals and enhanced value."

Gigamon reinforces relationship with Exclusive Group on an EMEA-wide distribution agreement
2017-07-06

Network and security VAD Exclusive Group has announced Gigamon as the latest market-leading vendor to consolidate its distributor portfolio with Exclusive Networks as it looks to grow its channel presence and accelerate sales across EMEA. The move comes as Gigamon targets ambitious growth objectives for EMEA in 2017/2018; simplifying its channel strategy and forging a more focused channel relationship to realise the full potential of Exclusive Network's unique and proven approach to value-added distribution.

"With unprecedented market change, putting more energy and attention behind a vendor and distributor relationship has never been more relevant. We have known for many years that growth becomes faster and more efficient, and the focus is always greater within a shared mindset leading to more successful risk-taking from strategic, long-term investments", said Barrie Desmond, COO at Exclusive Group. "Gigamon has been steadily growing its influence in the EMEA market with a disruptive technology portfolio that gives unparalleled visibility to data-in-motion into public, private and hybrid cloud environments. Our businesses are a great fit and our combined efforts will accelerate them to the next level."

The distribution agreement for Gigamon solutions now covers 15 countries across EMEA, extending the Exclusive Networks partnerships already established in France, Germany, Spain and the United Kingdom, into the Nordics (Denmark, Finland, Norway and Sweden), Middle East, Benelux (Belgium and the Netherlands) and remainder of the DACH region (Austria and Switzerland). Key objectives for the remainder of 2017 include additional reseller recruitment while bolstering technical services, marketing and pre-sales support for existing and new partners.

"Exclusive is well-suited to help us meet our goals, with a great understanding of the needs of enterprise customers and a remarkable track-record of harnessing channel market dynamics to accelerate growth for disruptive technologies", said Gerard Alison, Vice President of EMEA, Gigamon. "There are also compelling synergies with many other vendors in the global Exclusive Networks cybersecurity portfolio – many of which are Gigamon ecosystem partners – where our Security Delivery Platforms and Visibility Fabric can be applied to brilliant effect."

Exclusive Group puts Cloud First
2017-06-29

Infrastructure VAD Exclusive Group is helping partners evolve from a solely hardware-based solutions approach to take advantage of on-premise, private and public cloud opportunities, with the appointment of Patrick van Arendonk to steer the evolution of its Cloud First strategy. The role combines an educational remit, to promote the adoption of cloud principles among reseller partners, with a wide-ranging business transformation mandate that includes engaging existing and new vendors and creating the infrastructure and processes for future cloud-based services.

"It's time for some 'blue-sky' thinking now that the cloud consumption model is beginning to become more relevant", said Barrie Desmond, COO of Exclusive Group. "The Cloud First initiative is our way of helping us, our vendors and most importantly, our reseller partners understand their relevance in this journey – as much symbolic as it is strategic – to get them to put cloud at the forefront of their proposals and strategic mindset. Cloud First means always thinking cloud – something we've done ever since the launch of BigTec four years ago. And to underline the significance we have appointed Patrick as our ‘envoy’ to spread the message and activate new, practical programmes across all divisions of Exclusive Group."

Patrick van Arendonk is a highly successful channel entrepreneur with nearly 30 years' experience who joins Exclusive Group from Exclusive Networks Netherlands, where he held positions including General Manager and Director of Business Development. Prior to this he was Founder of VADition Benelux (acquired by Exclusive Group in 2011) and has also worked in senior sales roles at Juniper, F5 and Cisco, among others. "The traditional on-premise, hardware-based markets for cybersecurity and infrastructure are still growing, but the private, public and hybrid cloud alternatives are growing 10 times faster. The opportunities for partners are huge but only if they take some steps to evolve", said Patrick van Arendonk, Director of Cloud First at Exclusive Group. "We will support them and stay at the forefront of cloud-driven change. I am looking forward to taking Cloud First to the next level, expanding our global vision to accommodate new kinds of vendors, services and cloud solutions."

Exclusive Group adds PASSport to Global Services Offering
2017-06-07

Network and security VAD Exclusive Group has launched its Passport Global Services division. The launch is the culmination of a worldwide project to define and integrate a comprehensive set of high value professional pre and post technical services that enable channel partners in every territory to deliver greater market relevance, differentiation and annuity-generating opportunities.

David Ellis is Exclusive Group's Director of Global Services and the driving force behind the Passport Global Services launch: "we now have a universal proposition available to partners across our APAC and EMEA footprint with truly global capability into more than 100 countries. At the core of this is a new enhanced premium support service that delivers in-country local language first touch support eight hours a day – backed by a global 'lights out' 24/7 support capability; a truly differentiated proposition. Following significant investments in the digitalisation of our support infrastructure, we are now able to offer a unified customer support experience that delivers consistency of delivery and service level targets."

The service sets available from PASSport Global Services include:

  • PASSport Consulting
  • Pre-sales Engineering
  • Professional Services
  • PASSport Logistics Services
  • PASSport Support Services
  • PASSport Training Services

As part of the launch, Passport Global Services is also introducing MARS (Monitoring, Alerting & Reporting Services) to complement the managed services propositions of VARs and MSP/MSSP partners. "MARS is our response to our partners' desire to climb the value chain in services, complementing their higher value consultancy and incident response services with basic, entry-level support options. It also reflects the deepening cyber security skills shortage", added Ellis. "It helps partners tap into the customer need to outsource visibility and control of certain technology solutions, driving new revenue streams and becoming more strategically valuable in the process. MARS is initially for next-generation firewall (NGFW) and Wi-Fi deployments only, but we plan to add to this in future."

According to Barrie Desmond, COO of Exclusive Group, the benefits of Passport Global Services extend to vendor and reseller partners alike: "vendors benefit from added scale and additional premium service offerings thereby being able to focus more on core R&D and innovation, not on creating increasingly bigger support organisations. This is also a strong proposition for our global system integrator partners as well as our core community of VARs and MSPs, meeting their scale requirements, complementing their skills and increasing their relevance to new and existing customers in tandem to opening incremental revenue streams."

 

Exclusive Networks Deutschland GmbH
Address

Exclusive Networks Deutschland GmbH
Königsberger Straße 260
D-48157 Münster
Germany
Phone : +49 (0)251 97410 0
Fax : +49 (0)251 97410 10
Website : http://www.exclusive-networks.de
E-mail : info@exclusive-networks.de

Other offices
D-10551 Berlin
Phone : +49 (0)30 325131 0
D-81541 München
Phone : +49 (0)89 45011 0

Team

General manager : Mr Martin Twickler (*** ****** ********* ** ***** **** ***)
General manager : Mr Alexander Sprau (*** ****** ********* ** ***** **** ***)
CFO : Mrs Viola Tannhäuser (*** ****** ********* ** ***** **** *)
Sales director : Mr Steffen Brieger (*** ****** ********* ** ***** **** ***)
Marketing director : Mrs Dinah Kuke-Hartwig (*** ****** ********* ** ***** **** ******)
CTO : Mr Marc Horstmann (*** ****** ********* ** ***** **** *)
Sales manager : Mr Philip Matitschek (*** ****** ********* ** ***** **** *****)
Human resources manager : Mrs Heike Twickler (*** ****** ********* ** ***** )
Market manager : Mr Jochen Heueck (*** ****** ********* ** ***** **** )
Product manager : Mrs Katja Wolff (*** ****** ********* ** ***** )
Corporate account manager : Mr Patrick Schmidt (*** ****** ********* ** ***** **** **)

Information

Creation year : 1996
Handelsregisternummer : Münster HRB 4701
VAT number : DE 180 389 135
Annual turnover
2015 : 100,00 M€
2014 : 80,00 M€
2013 : 63,30 M€
2012 : 54,00 M€
2011 : 32,00 M€
Active resellers : 1500
Indirect turnover : 100%
VAD : Networks, security
Main brands : Fortinet, Infoblox, Palo Alto Networks, SecureGuard, Sophos
Clients : Associations, central purchasing companies, corporate resellers, dealers, IT consulting and service providers, multispecialists, semi-distributors, service providers, specialized resellers, systems integrators, VAR
Employees : 80 people

Products

Cabling and connectivity
Antennas and cables
Bintec Elmeg, D-Link, Juniper Networks
KVM
D-Link
Network cables and connectivity
D-Link
USB cables and connectivity
D-Link

Mobility
Mobility software
BlackBerry Ltd

Networks
Acceleration hardware and software
F5 (Crescendo Networks), F5 Networks, Juniper Networks, Silver Peak
Analog modems
D-Link
Audio and video servers
D-Link
Bandwidth management
A10 Networks, Bintec Elmeg, D-Link, F5 Networks, Fortinet, Juniper Networks
Bridges, gateways and routers
AudioCodes, Bintec Elmeg, D-Link, Juniper Networks
Cache servers
Juniper Networks, SecureGuard
DSL modems
Bintec Elmeg, D-Link, Fortinet
DSLAM
D-Link
Emulation and virtualization software
Fortinet
GPRS, Edge, 3G and 4G modems
D-Link
High availability
Bintec Elmeg, D-Link, F5 (Crescendo Networks), F5 Networks, Fortinet, Fortinet (Coyote Point Systems), Juniper Networks
IP cameras
D-Link
ISDN adapters
D-Link
Load balancing
A10 Networks, Bintec Elmeg, D-Link, F5 (Crescendo Networks), F5 Networks, Fortinet, Fortinet (Coyote Point Systems), Juniper Networks
Management and supervision software and hardware
Aerohive Networks, Avecto, D-Link, Dimoco, Endian, F5 Networks, FireEye, ForeScout, Gigamon, Infoblox, Innominate, Juniper Networks, Riverbed (Xirrus), Silver Peak
Network adapters
D-Link
Peripherals servers
D-Link
Powerline communications
D-Link
Print servers
D-Link
QoS
Bintec Elmeg, D-Link, F5 Networks, Fortinet, Juniper Networks, Silver Peak
Remote access servers
Bintec Elmeg, F5 Networks, Fortinet
Serial servers
D-Link
Switches
Arista Networks, D-Link, Fortinet, Juniper Networks
Test products
D-Link
Transceivers and repeaters
D-Link
Wireless access points
Aerohive Networks, Bintec Elmeg, D-Link, Fortinet, Juniper Networks, Riverbed (Xirrus), Sophos
Wireless network adapters
Aerohive Networks, Bintec Elmeg, D-Link, Juniper Networks, Riverbed (Xirrus)

Peripherals
Bluetooth adapters
D-Link

POS and AIDC
Smartcard readers
Kobil Systems, Reiner

Security
Antispam
D-Link, Fortinet, Juniper Networks, SentinelOne, Sophos
Antispyware
D-Link, Fortinet, Juniper Networks, SentinelOne, Sophos
Antivirus
D-Link, Fortinet, Innominate, Juniper Networks, SentinelOne, Sophos
Authentication
A10 Networks, CensorNet (SMS Passcode), Exabeam, F5 Networks, Fortinet, Infoblox, Juniper Networks, Kobil Systems, Lieberman Software, PointSharp, Reiner, Utimaco
Content filtering
Bintec Elmeg, F5 Networks, Fortinet, Juniper Networks, Sophos
Encryption
Barclay Technologies, Befine Solutions, Bintec Elmeg, F5 Networks, Fortinet, InfoGuard, Juniper Networks, Reiner, Utimaco
Firewalls
Balabit, Bintec Elmeg, D-Link, Endian, F5 Networks, Fortinet, Innominate, Juniper Networks, Palo Alto Networks, SecureGuard, SentinelOne, Sophos
Intrusion protection
Bintec Elmeg, D-Link, F5 Networks, ForeScout, Fortinet, Juniper Networks, SentinelOne, Sophos, Teldat Security
Log analysis
Balabit, D-Link, Fortinet, LogRhythm, Sawmill
Physical access control
Reiner, StentofonBaudisch
Secure mail
F5 Networks, Fortinet
Security appliances (UTM)
Balabit, D-Link, Endian, F5 Networks, FireEye, ForeScout, Fortinet, Infoblox, Juniper Networks, SecureGuard, Sophos, Teldat Security
Traffic management
Bintec Elmeg, F5 Networks, Fortinet, Juniper Networks
Traffic monitoring
D-Link, F5 Networks, FireEye, Fortinet, Lookout
Video security solutions
D-Link
Virtual Private Networks
Bintec Elmeg, D-Link, F5 Networks, Fortinet, Innominate, Juniper Networks, NCP Engineering, SecureGuard, Sophos
Vulnerability management
Fortinet

Services
Added value
AudioCodes, F5 Networks
ASP and xAAS
BlackBerry Ltd, Dimoco, Fortinet
Infrastructure outsourcing
Ixia
Mail
BlackBerry Ltd
Offsite and online backup
Ctera Networks, Druva
Security as a Service
Ctera Networks, F5 Networks, ForeScout, Fortinet, Greenbone Networks, Lookout, Symantec (Elastica), WhiteHat Information Security
Training
A10 Networks, Aerohive Networks, Barclay Technologies, Bintec Elmeg, BlackBerry Ltd, D-Link, F5 (Crescendo Networks), F5 Networks, ForeScout, Fortinet, Infoblox, Innovaphone, Juniper Networks, Nimbus Data Systems, Palo Alto Networks, PointSharp, Silver Peak, Sophos, Teldat Security, Utimaco
Warranty extensions
D-Link, F5 Networks

Software
Mail and groupware software
BlackBerry Ltd, BlackBerry Ltd, Fortinet
Management software
BlackBerry Ltd, Carbon Black, Citrix, Juniper Networks, NetSkope, PointSharp
Other types of software
BlackBerry Ltd

Storage
Backup software
Druva
Data management software
F5 Networks, Nimbus Data Systems
ISCSI servers
Nimbus Data Systems
NAS servers
D-Link
Other storage hardware
F5 Networks
Raid servers
D-Link
SAN servers
Nimbus Data Systems

Telecommunications (IP)
Micro-switches
Gigaset
PBX
Bintec Elmeg, Gigaset
Phone and voice-over-IP
AudioCodes, Bintec Elmeg, D-Link, Gigaset, Innovaphone, Juniper Networks
Teleconferencing
D-Link, Vidyo

Telephony (analog, ISDN, mobile)

Thin computing
Thin client software
Juniper Networks


Services

Value added services
Co-marketing funds, demos, information newsletter, logistics, maintenance, manufacturer certifications, newsletters, on-site maintenance, on-site quote, on-site training, online ordering, pre-sale consulting, project management help, telemarketing, trial products
Financial services
Advance payment, automatic transfer, cheque, transfer
Minimum delivery time
National : 24 hour(s)
International : NC