France: IP phone and unified communications vendor ShoreTel has inked a partnership with telecom VAD ScanSource Communications, to distribute its solutions in the country. ShoreTel is currently accelerating its growth, both through acquisitions (like M5 Networks Australia or Corvisa), but also through a growth of its sales. ScanSource Communications is already a Shoretel distributor in Belgium, Germany and the United Kingdom. The extension of the partnership to the French market is thus natural. Thanks to this deal, ShoreTel will be able to distribute more broadly its cloud offer, which is currently pushed by network and telecom VAD Exer.
"We are very happy to allow our resellers in France to have an access to Shoretel products. Working with ShoreTel allows us to offer optimized UC solutions to our existing or new partners", explains Pierre Krasnovsky, General Manager France for ScanSource Communications.
"This deal with ScanSource Communications is part of our strategy to reinforce and accelerate our development on France and Belux markets, and to reach more efficiently the cloud market. Our plan is to triple our turnover in France and Belux by 2019, through an extension of our local distribution network. Scansource Communication is instrumental to reach this target", concludes Paul-Emile Guyon, Country Manager France, Belgium, Luxembourg for ShoreTel.
France: mobile security vendor Lookout has signed a distribution partnership with network and security VAD Exer. This agreement allows Exer channel partners access to Lookout's Mobile Threat Protection security solution and future Lookout products that leverage its comprehensive intelligence and understanding of the mobile threat landscape.
"Although our flagship enterprise product, Lookout Mobile Threat Protection, launched in June 2015, we began recruiting distributors, systems integrators, and VARs several months in advance to ensure delivery on our promise to sell our enterprise products 100 percent through the channel from day one," said David Helfer, VP of Worldwide Channel Development and Inside Sales, Lookout. "We’ve been successful in securing these relationships because this channel-first go-to-market strategy fosters tremendous bi-directional value between the Lookout team and our alliance partners."
Lookout's devoted go-to-market channel model indeed sets it apart from many SaaS providers, who often launch with a direct sales model and struggle to recruit channel partners at a later date. The Lookout approach creates trust with channel partners, provides access to important services and integration skills within the channel, offers a route into new customers, and gives Lookout the flexibility to align with the business models of different partner types.
Lookout Mobile Threat Protection allows large enterprises to embrace mobility in the workplace while protecting company data, securing against malicious attacks, and maintaining compliance with security policies through effective risk management. Lookout's tremendous success in the consumer market has enabled it to assemble a dataset of the world’s mobile code to track threats from known attackers and predict new, never-before-seen threats. Lookout Mobile Threat Protection extends this predictive security platform to the enterprise, helping organizations anticipate and defeat mobile threats.
NComputing drops Exer
France: thin computing vendor NComputing has stopped working with network and security VAD Exer.
Exer signs with Tenable
France: security VAD Exer has inked a distribution partnership with vulnerability scanner vendor Tenable Network Security.
Additional Design closes its doors
France: following the silent desmise of Arkeia by Western Digital, the end of its partnership with Synology (whose products are now more considered as commodity and therefore needing less services from a VAD) and the nebulous product strategy of Sphere3D and Overland (its three main vendors), network and security VAD Exer has decided to close the doors of its storage division, Additional Design. The distributor has currently no plans to reenter the storage market, although it remains opened to any requests from vendors. Additional Design opened its doors in 1988 and was one of the oldest VADs on the French market. In 2013 it generated a turnover of €3.64m.
Exer (Groupe Exer)
Exer (Groupe Exer)
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