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A second distributor for Veeam
2012-04-19
France : virtualization editor Veeam has appointed broadliner ETC as its second distributor in the country, beside multispecialist Avnet Technology Solutions. This signature should help it reach a larger number of smaller resellers.

Huawei in partnership with ETC
2011-12-16
In a bid to strengthen its positions in the European market, Chinese vendor Huawei has signed a distribution partnership with British group SDG. SDG will push its networking and videoconferencing products through its offices in France, the Netherlands and the United Kingdom. The bid for SDG is to provide resellers with challenger products to major vendors such as Cisco, HP Networking or Juniper.

Best'Event 2011 : Bestware confirms its leadership on the Cloud
2011-10-25
France : for the second edition of its Best’Event dedicated to cloud computing, VAD Best'Ware registered a growth of about 20% of the present channel partners, that is more than 550 companies. “Last year, we unveiled the main directions of our cloud builder strategy, to help our resellers to enter the cloud computing market. Then, some did not feel interested. Their position has changed during the year, as they got more and more demand about this from their customers”, says Joël Pera, the MD of the distributor.

Since last year, Best'Ware has been the first European distributor to train its team on IBM cloud systems in the US. The distributor has also set up several sessions on cloud computing transition management, mainly towards infrastructure builders. “We identify one or two new projects each week, that is more than 40 since the beginning of the year, mainly on hybrid or public cloud infrastructures. We have even signed the first contracts and started to install the first systems, while we thought that the end customers would take longer to decide themselves. The resellers who came on Best'Event last year were of course in better place to sign the first contracts now. This shows that we delivered the good message, at the good time”, Joël Pera says. Best'Ware, like IBM and HP, have more difficulties to identify and work on private cloud projects : “all vendors have built up their commission systems on managed services sales, which by definition do not exist in private cloud systems. Thus, cloud salesmen are not eager to work on private cloud projects, while we are certain that many servers are sold to be used in such projects”, Joël Pera notes.

Beside its traditional VAR and integrator market, Best'Ware has started to work on hosting providers and ISV, in partnership with channel management specialist Lemon Operations. It thus comes more and more in competition with Frame, the other main IBM distributor in the country : “out of 300 questioned companies, we have found out 30 cloud projects. The total potential market covers 200 local hosting providers and 2500 local ISV, on which we have recently started a second marketing operation. This target is strategic on the cloud market, as many users of public or hybrid cloud demand that their data remain at worse in the country, at best near their own premises”, Joël Pera explains. Beside this, he is not worried by the financial crisis : “Quite the opposite ! Cloud computing allows end customers to squeeze their investments to the level of their real needs. It will thus help them to save more money.”

In the coming months, Best'Ware will further reinforce its cloud builder services. “We are working with our vendors to refine our financing tools. We want to be able to take into account the scalability of the investments with the earnings. We are also building up new tools to animate our ecosystems, like a blog about cloud initiatives (www.cloudbybestware.fr) or a newsletter dedicated to the legal aspects of cloud computing, which we launched a few weeks ago. We are also starting to work on our e-reputation : we have found out that no French-speaking forum about cloud computing even existed on the Net. We have thus opened a dedicated forum on Linked'In”, details Olivier Gobessi, marketing director for Best'Ware, which plans with all these initiatives to confirm the leadership of the distributor on the cloud-building market in the country.

Questioned about the rise of competition on the cloud market in France, Joël Pera is quite confident : “all initiatives are good, as they help resellers to grow their awareness and competencies. This is particularly clear since September, and will allow the French resellers to answer more efficiently to the questions of their end customers, all that for the benefit of all distributors”, he explains. He is not worried either about the broader offer of its competitors : “we work with our sister company ETC for UPS, cabling, networking or storage infrastructure products. So, SDG does not miss much to be a one-stop-shop in cloud computing infrastructures in France.” But he does not wish to answer about any new vendor entering its portfolio in the coming months…

SDG appointed to drive channel growth for Wyse
2011-06-03
Broadliner SDG will distribute Wyse solutions in the United Kingdom, France and North Africa, building on its expertise in the virtualisation market. In the UK, SDG’s specialist IBM and Lenovo business will spearhead the relationship with Wyse, building a Centre of Excellence to deliver growth in key segments and helping partners to deliver new, virtualised infrastructure solutions for their customers. Beside SDG, Wyse works with three other distributors in multispecialist Avnet Technology Solutions, network and security VAD Arrow ECS and thin-client specialist Getech.

ETC gets official with Netgear
2011-03-01
France : until now a subdistributor of Netgear products, broadliner ETC has officialized its links with the network vendor.

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