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News

Exclusive Group expands financing & leasing services
2017-09-08

Exclusive Capital, the financing and leasing division of network and security VAD Exclusive Group, has announced that its wide range of flexible, innovative, value-generating services is now available in 20 countries worldwide. Fed by increasing market demand, its expanded geographical coverage has doubled in the last six months, benefiting thousands more reseller partners across EMEA with compelling opportunities to expand deal values and close sales more rapidly. "More partners are tuning in to the advantages enabled by IT financing and leasing services that increase the affordability of the latest disruptive technology solutions", said Franck Laga, managing director at Exclusive Capital. "Availability of our services in more places allows us to localise payment options in the context of global, multi-site deals. Vendors are also very supportive of our expansion because our services help address new cloud-based consumption models and allow customers to preserve capital and take advantage of record low interest rates around the world."

Following its launch in France in early 2015, Exclusive Capital quickly grew to incorporate local operations in Austria, Australia, Belux, Germany, Italy, New Zealand, Switzerland and the United Kingdom. The latest additions to its EMEA-wide scope include Denmark, Finland, the Netherlands, Norway, Portugal, Spain, Sweden, Turkey and the Middle East, swelling the total number of countries served to 20.

"In little over two years, Exclusive Capital's scale has grown to match our Group footprint, with the exception of Asia; a fantastic achievement but still a 'work-in-progress' that we intend to turn into a truly global offering", said Barrie Desmond, COO at Exclusive Group. "The popularity of our financing and leasing offerings reflect their outstanding relevance to enterprise decision-makers, making them the natural choice for smart reseller partners and the perfect complement to our other value-added services."

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."

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 Italia Srl
Address

Exclusive Networks Italia Srl
Via Umbria, 27/A
I-10099 San Mauro Torinese
Italy
Phone : +39 011 27476
Fax : +39 011 27476 47
Website : http://www.exclusive-networks.com/it
E-mail : marketing.it@exclusive-networks.com

Other offices
I-20156 Milano
Phone : +39 02 36538 520
I-00144 Roma

Team

CEO : Mr Gian Silvio Galvani (*** ****** ********* ** ***** *)
Deputy Executive Officer : Mr Sergio Manidi (*** ****** ********* ** ***** )
CFO : Mrs Paola Zavattero (*** ****** ********* ** ***** ***)
Marketing director : Mrs Cristina Sordo (*** ****** ********* ** *****)
CTO : Mr Walter Doria (*** ****** ********* ** *****)
Logistics director : Mr Franco Zilioli (*** ****** ********* ** ***** *)
Sales manager : Mrs Maria Antonietta Vasi (*** ****** ********* ** *****)
Division director or manager : Mr Ottavio Patrucco (*** ****** ********* ** ***** **)
Communication director or manager : Mrs Cristina Sordo (*** ****** ********* ** *****)
Product manager : Mr Marco Cervantes (*** ****** ********* ** ***** ***)

Information

Creation year : 1996
VAT number : IT 05969520963
Annual turnover
2013 : 46,90 M€
2012 : 44,00 M€
2006 : 36,20 M€
2005 : 28,00 M€
2004 : 21,00 M€
Active resellers : 7000
Indirect turnover : 100%
VAD : Networks, security
Main brands : Aerohive Networks, Fortinet, NetSkope, WatchGuard, ZyXEL
Clients : Associations, cabling companies, central purchasing companies, consultants, corporate resellers, dealers, installers, IT consulting and service providers, service providers, specialized resellers, systems integrators, VAR
Employees : 75 people

Products

Accessories
Batteries for others kind of materials
Eaton

Cabling and connectivity
Antennas and cables
ZyXEL
Fibre channel/SAN cables and connectivity
ZyXEL
Network cables and connectivity
ZyXEL
VGA, DVI and HDMI cables and connectivity
ZyXEL

Electric protection
Electric protection accessories
Eaton
Line-interactive UPS
Eaton
Off-line UPS
Eaton
On-line UPS
Eaton
Surge protectors
Eaton
UPS management software
Eaton
UPS network adapters
Eaton

Networks
Acceleration hardware and software
Allot, Symantec (Blue Coat Systems)
Analog modems
ZyXEL
Bandwidth management
Allot, Fortinet, Symantec (Blue Coat Systems), WatchGuard, ZyXEL
Bridges, gateways and routers
Symantec (Blue Coat Systems), ZyXEL
Cache servers
Symantec (Blue Coat Systems)
DSL modems
Fortinet, ZyXEL
DSLAM
ZyXEL
Emulation and virtualization software
Fortinet
GPRS, Edge, 3G and 4G modems
ZyXEL
High availability
Allot, Fortinet, Fortinet (Coyote Point Systems), Infoblox, Symantec (Blue Coat Systems), WatchGuard, ZyXEL
ISDN adapters
ZyXEL
Load balancing
Fortinet, Fortinet (Coyote Point Systems), Infoblox, Symantec (Blue Coat Systems), WatchGuard, ZyXEL
Management and supervision software and hardware
Aerohive Networks, FireEye, ForeScout, Infoblox, ObserveIT, Symantec (Blue Coat Systems), Tufin Technologies, ZyXEL
Network adapters
ZyXEL
Powerline communications
ZyXEL
Print servers
ZyXEL
QoS
Allot, Fortinet, Symantec (Blue Coat Systems), WatchGuard, ZyXEL
Remote access servers
Fortinet, ZyXEL
Switches
Fortinet, Symantec (Blue Coat Systems), ZyXEL
Transceivers and repeaters
ZyXEL
Wireless access points
Aerohive Networks, Fortinet, Sophos, WatchGuard, ZyXEL
Wireless network adapters
Aerohive Networks, ZyXEL

Security
Alarm systems
WatchGuard
Antispam
F-Secure, Fortinet, SentinelOne, Sophos, Symantec (Blue Coat Systems), WatchGuard, ZyXEL
Antispyware
F-Secure, Fortinet, SentinelOne, Sophos, Symantec (Blue Coat Systems), WatchGuard, ZyXEL
Antivirus
F-Secure, Fortinet, SentinelOne, Sophos, Symantec (Blue Coat Systems), WatchGuard, ZyXEL
Authentication
F-Secure, Fortinet, HID (Identity Assurance), Infoblox
Biometry
HID (Identity Assurance)
Content filtering
F-Secure, Fortinet, Sophos, Symantec (Blue Coat Systems), WatchGuard, ZyXEL
Encryption
F-Secure, Fortinet, HID (Identity Assurance), Symantec (Blue Coat Systems), WatchGuard, ZyXEL
Firewalls
F-Secure, Fortinet, Imperva, Palo Alto Networks, SentinelOne, Sophos, Symantec (Blue Coat Systems), WatchGuard, ZyXEL
Intrusion protection
F-Secure, ForeScout, Fortinet, SentinelOne, Sophos, Symantec (Blue Coat Systems), WatchGuard, ZyXEL
Log analysis
Fortinet, LogRhythm, Symantec (Blue Coat Systems), WatchGuard, ZyXEL
Physical access control
HID (Identity Assurance)
Secure mail
F-Secure, Fortinet, WatchGuard, ZyXEL
Security appliances (UTM)
FireEye, ForeScout, Fortinet, Infoblox, Sophos, Symantec (Blue Coat Systems), WatchGuard, ZyXEL
Traffic management
F-Secure, Fortinet, Symantec (Blue Coat Systems), WatchGuard, ZyXEL
Traffic monitoring
F-Secure, FireEye, Fortinet, Infoblox, Symantec (Blue Coat Systems), WatchGuard, ZyXEL
Virtual Private Networks
F-Secure, Fortinet, Sophos, Symantec (Blue Coat Systems), WatchGuard, ZyXEL
Vulnerability management
F-Secure, Fortinet, Infoblox

Services
Added value
F-Secure, Infoblox, Symantec (Blue Coat Systems), WatchGuard
After-sale service
Fortinet
ASP and xAAS
Fortinet, Infoblox, Symantec (Blue Coat Systems)
Infrastructure outsourcing
Ixia
Offsite and online backup
F-Secure
Security as a Service
F-Secure, Fortinet, Infoblox, Symantec (Blue Coat Systems), WatchGuard
Training
Aerohive Networks, Allot, Eaton, F-Secure, Fortinet, HID (Identity Assurance), Imperva, Infoblox, Palo Alto Networks, Sophos, Symantec (Blue Coat Systems), Tufin Technologies, WatchGuard, ZyXEL
Warranty extensions
Eaton, F-Secure, Infoblox, Symantec (Blue Coat Systems), ZyXEL

Software
Mail and groupware software
Fortinet
Management software
NetSkope

Storage
Backup software
F-Secure
ISCSI servers
Synology
NAS servers
Synology, ZyXEL
Raid servers
Synology, ZyXEL

Supplies
Smartcards
HID (Identity Assurance)

Telecommunications (IP)
PBX
ZyXEL
Phone and voice-over-IP
ZyXEL