SAS to rely on the channel
Software editor SAS is moving from a direct-only to a mixed-channel model in a bid to compete in the big data world. The analytics giant has already lined up its first two UK partners – Computacenter and SCC – as it looks to lean on the channel's relationships with the CIOs who control big data purchasing decisions, while a global relationship with distributor Arrow has also been inked (no particular country being named although). A dedicated alliances team has been formed, while changes have been made to its legal and licensing process, pre-sales, sales compensation and marketing strategy. As well as VARs, SAS is looking to recruit vertical solution providers that embed their technology into a joint vertical proposition. Technology partnerships with the likes of SAP, Oracle and Hadoop providers are also in the works, while the firm is also looking to add more systems integrators to boost its delivery capability (source : Channelweb UK).
Arrow ECS promotes Eric Nowak
Eric Nowak, who was VP Western Region for VAD Arrow ECS, has been promoted to VP EMEA of the distributor.
Arrow reveals it will retire Computerlinks brand in Q2
Infrastructure VAD Arrow ECS will drop the Computerlinks brand name in Q2 as it ploughs on with the integration of the security VAD. The pan-global distributor formed an integration steering team immediately after closing its €230m acquisition of Computerlinks and is now a good way through the integration process. According toLaurent Sadoun, EMEA president of Arrow ECS, Computerlinks would be rebranded under the Arrow ECS Networking and Security banner some time between April and June. In UK, there seemingly are no plans to close any major offices. John Dams, who was sales director at Computerlinks, will now head up Arrow's combined security business, with Arrow's current UK security boss Nick Bannister moving up to a senior European security and networking role. Mark McHale will continue to helm Arrow ECS's UK infrastructure business. Dave Ellis, who was director of new technologies at Computerlinks, retains a similar role at Arrow ECS - but covering the entire UK organisation - in the post of director of strategy and new products. He will report into UK boss Nick Thurlow. Meanwhile, Computerlinks UK founder Mark Norman will stay on board with Arrow as a non-executive director. Computerlinks adds almost €750m to Arrow ECS' revenues, bolstering its strength in existing markets such as the UK and the US and handing it access to new countries and territories such as Australia, India, Italy, the Middle East and Singapore. The duo shares several big vendors, most notably Check Point, Trend Micro, RSA and Blue Coat, but Sadoun said these overlaps were "complementary" and would make the integration process easier. A small number of job cuts may come in Q2 when the back office systems are combined. The integration process will seek also to draw on Computerlinks' skills with its ALVEA cloud offering likely to be developed alongside Arrow's ArrowSphere cloud proposition (source : Channelweb UK).
Juniper Networks drops Computerlinks
Switzerland: the acquisition of Computerlinks by Arrow ECS starts to have effects in the distribution partnerships. Juniper Networks has thus decided to stop working with Computerlinks, to focus on its two other VADs, Ingram Micro and Westcon Security. In Switzerland, Arrow ECS works with Juniper's competitors HP Enterprise and F5 Networks, among others.
Sophos replaces Computerlinks with ALSO
Switzerland: security specialist Sophos has decided not to extend its partnership with VAD Computerlinks, and has replaced it with broadliner ALSO. ALSO thus becomes the second distributor for Sophos in the country, beside VAD Infinigate.