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Scansource acquires Intelisys

American POS, network and telecom VAD ScanSource has unveiled a definitive agreement to acquire Intelisys Communications, a distributor of business telecommunications and cloud services. With 2015 gross commissions of €108m, Intelisys distributes services for the main telecom carriers, cable companies, cloud services providers and technology partners through channel sales partners. ScanSource thus broadens its capabilities by entering the telecom and cloud services market with the acquisition of Intelisys. In the United States, small and medium-sized businesses spend an estimated €135B on telecom services. Approximately 10% of this market is currently served by the indirect channel, creating a large and growing addressable channel market for Intelisys and its sales partners. In addition, the market dynamics favor Intelisys' two-tier services-based business model with an expected growth of business opportunities for the indirect channel. With this acquisition, Intelisys' sales partners are better positioned to capture this benefit and have the potential to grow faster than the market. Craig Schlagbaum, Vice President of Indirect Channels for Comcast Business, added, "This next transformation of the channel is clear evidence of evolving end-user needs, as we begin to see the bundling of hardware and software with network and cloud. As our largest ‘Master Agent’ partner, Intelisys has been instrumental in helping Comcast Business build a scalable channel. With the combined strength of Intelisys and ScanSource, we expect outstanding customer and partner opportunities to result from bridging these two channels."

Intelisys provides agents and value-added resellers (VARs) with an extensive portfolio of services, support and enablement tools to sell cloud and connectivity services. The acquisition accelerates Intelisys’ ability to extend this successful model to the ScanSource VAR community. ScanSource VARs will gain access to Intelisys' robust portfolio of carefully selected, highest-quality connectivity and cloud services offerings, as well as the tools and platforms that help partners build recurring revenue streams.

Under the agreement, the all-cash transaction includes an initial purchase price of approximately €75.4m, plus earn-out payments based on earnings before interest expense, taxes, depreciation and amortization (EBITDA) over the next four years. Intelisys has demonstrated double-digit growth of net revenues and EBITDA, which is projected to continue during the four-year earn-out period. For the first full year after closing, Intelisys’ net revenues, which reflect gross commissions less payments to sub-agents, are estimated to total over €30.7m with a 45% to 50% estimated EBITDA margin.

"Intelisys is unmatched in the master agency space, and their two-tier model is an ideal fit with our culture and way of doing business. We are entering a high-growth, recurring revenue business that is complementary to our current business and represents a compelling opportunity for our VARs", said Mike Baur, CEO, ScanSource. "Since our founding nearly 25 years ago, ScanSource has effectively taken complex market opportunities and created avenues for customers to be successful. Acquiring Intelisys and their immense expertise and talent will be instrumental in helping our combined sales and supplier channels build on that success."

Founded in 1994 and based in Petaluma, California, Intelisys operates in the United States and has approximately 120 employees, more than 130 supplier partners, and over 2,400 sales partners. Last year, Intelisys was named one of the Best Entrepreneurial Companies in America by Entrepreneur Magazine for its growth, sustainability and ability to achieve lasting success. The experienced Intelisys management team will remain in place, including Co-Founders Rick Dellar and Rick Sheldon, and Co-Owner Dana Topping. Jay Bradley will continue to serve as President of Intelisys, and his senior leadership team will also remain in place. Upon completion of the transaction, Intelisys employees will join the Worldwide Communications and Services segment of ScanSource. "Intelisys' driving mission has always been to enable the growth and success of our sales partners. ScanSource shares that same set of core values. Our commitment will only be strengthened as we become part of the ScanSource team", said Rick Sheldon, Co-Founder of Intelisys. "This is an exciting time for the channel as VARs and telecom agents converge. Together, we believe ScanSource and Intelisys will become the ultimate channel company as we offer an unparalleled experience in the cloud and telecom space, including fully connected solutions for our partners."/p>

The acquisition is expected to close in the quarter ending September 30, 2016, subject to the satisfaction of customary closing conditions and receipt of regulatory approvals. Prior to the close, ScanSource and Intelisys will continue to operate as independent companies.

Europe's tech channel eyes up cyber-security opportunity as businesses rush to adopt cloud and mobile

The Western European IT channel is gearing up to ride a wave of new demand for security products as customers rush to adopt mobile and cloud services to support their businesses, according to the latest ChannelWatch survey from CONTEXT. Over 2,000 IT resellers in the UK, France, Germany, Italy, Spain and Portugal were surveyed at the beginning of 2016 for the report. In terms of growth prospects for the year, security was the number one rated category. With a weighted score of 79/100 among resellers with more than 25% of their sales in business services in the region, security came in just ahead of mobility (78/100), cloud computing (76/100), Software-as-a-Service (73/100) and Infrastructure-as-a-Service (69/100) in terms of growth potential.

"We're seeing the tangible effects of the growing interest in cloud and mobility services that's been predicted for so long", commented CONTEXT co-founder and CEO Jeremy Davies. "As actual cloud implementation grows, security is a huge concern and that is reflected in the demand resellers are experiencing today."

The CONTEXT ChannelWatch survey revealed that only 24% of resellers surveyed said they had sold cloud security services over the period. CONTEXT notes that cloud services and mobility represent an enormous opportunity for Western European IT resellers, enabling more agile and productive ways of operating and running IT departments, and without the right security tools, organisations find threats from nation state hackers, financially motivated cybercriminals and hacktivists overwhelming. For those business-focused resellers that had sold cloud services over the past three months, back-up (65%) and storage (49%) were the most popular categories, according to CONTEXT.

A bad summer for Action

Polish broadliner Action has filled up bankruptcy and opened restructuring proceedings officially because of insufficient margins and VAT arrears (€14m+interests, seemingly as part of a missing trader scheme in which Action was, according to its director, passive member) it owes to the Polish tax authorities. The company has also lost some of its credit lines in the process. It has until the end of next year to pay back all its creditors and review its cost and income structure (cancellation of low margin contracts, focus on more profitable markets, consolidation of the activities, staff and service cost reduction). Its German subsidiary, Action Europe (formerly known as Devil) is not affected by the bankruptcy process.

Western European HCP Market, 2Q16: the negative trend continues, says IDC

According to research by International Data Corporation (IDC), the Western European printer and multifunction (MFP) market declined by 5.8% in unit terms in 2Q16 compared with the same period a year ago, with negative performances in both the inkjet and laser segments. For the second consecutive negative quarter, the market shows a decline of 275,000 units with a shipment volume of 4.5 million devices — a decline that is again largely due to the contraction in consumer printing but is relatively in line with forecasts. Revenues declined by 0.8% — inkjets showed an encouraging 3.4% increase due to business inkjets, but laser revenues fell by 1.4%. Laser markets showed a decrease of 7.9% in 2Q16, following the negative trend seen in the past several quarters in Western Europe. Still, the laser revenue decrease is much lower than the volume decrease, indicating that prices in many markets are holding. Business inkjet shipments are still going strong in 2016. After seeing an increase last quarter, shipments grew by 6.2% in 2Q16. MFP products showed the highest growth rate, with an 8.7% increase, but business inkjet printers decreased 15.9% in the quarter. Despite this, business inkjet MFPs accounted for 91.7% of business inkjet shipments in 2Q16. Overall, MFP products accounted for 81.4% of all shipments in Western Europe in 2Q16, higher than the 81% average in 2016. Laser and inkjet MFPs decreased but laser and inkjet printers decreased at a higher double-digit percentage, with shipments were generally in line with IDC forecasts. Growth in the business market, comprising laser and business inkjet devices, slowed by 4.9%, but the value only slipped by 1.1%. The highest value growth was in 45ppm+ color devices, a positive trend that has been seen for more than a year now.

"The negative trend in the printing and imaging industry continues in 2Q16", said Delphine Carnet, senior research analyst in IDC's Western European Imaging, Hardware Devices, and Document Solutions group. "It is in fact difficult to look at growth areas nowadays in the market as both the inkjet and laser segments are decreasing in Western Europe. Business inkjet and high-speed laser devices show moderate growth in the current bleak economic context."

Main Highlights

The overall Western European hardcopy market declined 5.8% year on year in 2Q16, with the laser decline greater than that for inkjet. Few segments saw any significant growth, with A3 color printers and MFP devices showing the only real laser growth increase in Western Europe. Business inkjet grew by 6.2%, with MFPs responsible for the increase, while printers decreased by 15.9%.

Country Highlights

Germany : the German market followed the overall Western European negative trend with a 9.5% decline after three negative quarters. The business inkjet market performed below the Western European average, with an increase of 2.7% compared with the regional average of 6.2%. The laser market in Germany has shown negative growth for more than a year now, with color devices decreasing 6.5% compared with the 16.9% decrease in the mono laser segment. The inkjet market also decreased, by 7.2%, with consumer inkjet showing a 9.9% decrease. Both multifunction and printer devices saw declines, with an 8.5% decrease for MFPs and a 12.4% decline for printers.

France : France performed better than the Western European average but still showed an overall decline of 1.0% in 2Q16 over the same period last year. Inkjet increased by 5.5%, but laser declined by 15.7%. The consumer markets for inkjet surprisingly increased by 2.2%, in sharp contrast with the rest of Western Europe, and business inkjet increased by 37.5%, contrasting strongly with the slightly positive trend seen in Western Europe. Inkjet MFPs grew by 5.7%, but laser MFPs decreased by 10.8%.

The United Kingdom : The United Kingdom recorded a very poor performance again this quarter, with a 17.6% decline. This is in line with the negative trend seen in Western Europe, though the United Kingdom performance was even worse. Business inkjet performed slightly below the regional average, with only a 5.8% increase. Both the laser and inkjet markets declined, but we saw very high positive growth in A3 inkjet MFPs.

ALSO extends the reach of its WaaS platform

Germany: after France and Scandinavia (through ALSO offices in Denmark, Finland, Norway and Sweden), broadliner ALSO has opened up the distribution of its WaaS to its German subsidiary. German resellers can from now offer a flexible and configurable Workplace-as-a-Service. The WaaS configurator, embedded in the ALSO Cloud Marketplace, gives an access to a variety of laptops, smartphones, tablets, cloud-based software solutions and peripherals which can be offered together to the end customers. According to the distributor, the WaaS model is, compared to leasing, more flexible, easier and more time efficient. Given the huge expectations of the distributor towards WaaS, it has built up a dedicated BU, managed by Malte Wigger. Switzerland ought to follow by the end of the year.


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