Lenovo appoints Comway
Lenovo has chosen Danish sparepart specialist Comway Distribution as an official distributor for its server and storage spare parts throughout Europe. Comway will distribute its products in the EMEA region through its offices in Czech Republic, Denmark, France, Poland and Sweden. Beside this, the distributor has also opened its e-commerce website, allowing its customers to buy from them at any time.
Westcoast looks to European expansion
United Kingdom: acquisition is very much on the agenda for the largest British broadliner Westcoast Group, as its founder Joe Hemani revealed plans to grow the business to around €2.9b in the coming year. The firm recently made what it labelled a "game-changing" buyout of high-end printer distributor ArtSystems, and together with its acquisition of a stake in Dutch firm Supplies Service Partner (SSP) 18 months ago, it has a firm foothold in Europe. According to Hemani, "we have to expand our horizons. And that is what we are doing. ArtSystems is a good, clean business, and it is where we want – and need – to be. For the group as a whole, I think we can grow 20 per cent this year. We grew 17 per cent last year so I am confident."
He said growth would be both organic and through acquisition, particularly in Europe. "Europe is very important to us. Our customers are in Europe, our suppliers are in Europe. There is a great opportunity and a bigger one if you are a risk taker. Take Eastern Europe: they have GDP [growth] of between four and five per cent. In established markets it is around two per cent. I'm happy with that, but I'm not going to be running naked down the high street. I'm definitely keeping my clothes on! We now operate across 13 countries in Europe and have a €220m-plus business already in just 18 months."
He admitted that the UK business has had a tougher start to the year, but is more than making up for it in Q2. "The first quarter was challenging. If I'm honest we got a bit complacent, but the second quarter started really positively and we have recovered most of our losses from the first quarter in terms of market share in April already, with May looking OK too. We are putting focus where it is needed."
Hemani said he does not monitor what the competition is up to. "I don't believe in benchmarks [for Westcoast]; I like to set the benchmarks. I don't want to follow everybody else", he said (source: Channelnomics Europe).
Scandinavia: an historical Wyse distributor, VAD Commaxx has extended its distribution partnership with Dell to its full Enterprise portfolio, including storage, security and infrastructure products. Commaxx will distribute Dell products in the region, through its offices in Denmark, Norway and Sweden. On its side, broadliner ALSO has been appointed official distributor by data protection editor Commvault and security editor Kaspersky Lab as official distributor in the region, thanks to its offices in Denmark, Finland, Norway and Sweden.
ALSO Group strengthens attractiveness of its Cloud Platform by revealing Private Catalogue and Partner Branding as new ground breaking features, available in Austria, Denmark, Estonia, Finland, France, Germany, Latvia, Lithuania, the Netherlands, Norway, Poland, Slovenia, Sweden and Switzerland from now on.
"ALSO Cloud Marketplace is growing with one new customer joining every hour of the day, 24/7. We continue our commitment to our customers in developing the ALSO Cloud Marketplace continuously to further enable their cloud business", said Aleksi Partanen, Senior Vice President Digital Services of ALSO Holding AG.
Private Catalogue enables ALSO customers to publish and manage their own services inside the ALSO Cloud Marketplace. This makes it easier for customers to build bundles, upsell and cross-sell beyond the services available in the ALSO Cloud Marketplace. Partner Branding enables ALSO customers to apply their individual company branding and image to their view of ALSO Cloud Marketplace. ALSO customers get the opportunity to grant their end-customers access to an environment with a familiar look. ALSO releases Private Catalogue and Partner Branding at no extra costs for new and existing customers.
Network and security VAD Exclusive Group has appointed technology specialist David Ellis to spearhead the Group's continued investment in innovative new services, as Group Director, Global Services. David will use his considerable experience in supporting new and disruptive technologies to roll out new services offerings for the cybersecurity market, supporting the Group's ambition to retain and extend its value-added model on a global basis.
"David brings with him a wealth of experience and a track-record of success", said Barrie Desmond, COO of Exclusive Group. "Services have always been at the heart of our value-add and are embedded in our DNA. Increasingly we're seeing more and more global deals and our ability to support these will add even more value to both our vendor and channel partners alike. Global services are a key part of our growth strategy over the next 3 – 5 years and David will play a crucial role in achieving this. I'm pleased to welcome him on board and looking forward to working with him for what promises to be an exciting journey ahead."
"Over recent years Exclusive Group has built an enviable reputation for disrupting traditional value-add distribution and I'm really excited to now be part of this", said David Ellis, newly appointed Director of Global Services at Exclusive Group. "In my time within the industry I've identified and brought to market a number of new technologies and services, and have seen the cybersecurity market evolve at breakneck speed. I can't wait to start helping our vendor and channel partners achieve even more value from their relationship with Exclusive Group through new global service offerings."
David joins Exclusive Group from Arrow ECS, where he was part of the senior leadership team in EMEA responsible for vendor business development and the roll-out of new propositions. Before this, he was Director of New Technology and Services at Computerlinks before its acquisition by Arrow. In his 13 years with Computerlinks he built and grew an e-Security offering before assuming responsibility for services, emerging technology and market sectors. David will be based in Exclusive's British officeBritish office.