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FVC signs distribution agreement with Sonus

Network and telecom VAD FVC has signed an agreement with real-time communication securization specialist Sonus, to tap into the growing SIP-based, Unified Communications (UC) opportunities across the Middle East & Africa (MEA) region. Sonus enables and secures real-time communications so that service providers and enterprises can embrace the next generation of SIP and 4G/LTE solutions including VoIP, video, instant messaging and online collaboration through a complete portfolio of hardware-based and virtualized Session Border Controllers (SBCs), Diameter Signaling Controllers (DSCs), policy/routing servers and media and signaling gateways. With a significant growth in enterprises considering Microsoft Lync as a platform for Unified Communications and enterprise voice, Sonus Session border controllers (SBCs) serve an important role in making their vision become a reality. Through its offices in Egypt, Kenya, Lebanon, Morocco, Nigeria, Saudi Arabia and the United Arab Emirates, FVC will provide its partners with support at every stage: from consulting, sales, marketing, channel development, implementation to support and training. With this value backed, experienced and trained workforce, it will be able to create and penetrate opportunities of high value for Sonus with partners across the region.

Arrow ECS promotes Dave Ellis and launches StorageGUARD

Dave Ellis, who was the local manager of Computerlinks UK before its acquisition by infrastructure VAD Arrow ECS to become its Network & Security arm, has been promoted to EMEA CTO of the group. The lastest role of Ellis at Arrow ECS was director of strategy for the United Kingdom. A replacement is been seeked. In its new job, Ellis has started overlooking the pan-European deployment of Arrow StorageGUARD, a maintenance and support service for NetApp hardware and software products, which was initially run as a pilot in the Netherlands. The service ensures that storage systems are stable and reliable at all times. A cost-efficient programme, it also guarantees the optimal performance of installed NetApp storage technologies. NetApp partners benefit not only from vendor-independent support offered by Arrow with StorageGUARD but also from other support options provided. Optionally, preventive services can be booked that further reduce potential issues with existing storage infrastructures. Resellers can choose between three different levels of support (standard, essential and premium). All three support services include technical remote support around the clock (24/7) as a minimum, as well as corresponding targets for response times and spare part deliveries. From the second level of support – essential support – comprehensive support is guaranteed by one of over 30 qualified, highly experienced and certified Arrow technicians in EMEA. Depending on the requirements, additional service components can be included, such as storage system installation, AutoSupport, advice line through online support, remedial software updates or health check reports. Arrow therefore recommends the essential support package to its customers as a minimum to receive a comprehensive service. Depending on the service package, services can vary greatly from reseller to reseller. It is therefore possible to offer a service tailored to the customer and get an edge over the competition. In the StorageGUARD package, FlexPod support is included free of charge for all Premium support customers until the end of March 2015. With this additional service, Arrow stands out as a central support contact for the entire NetApp, Citrix, Cisco, Microsoft and VMware solution. An existing manufacturer's maintenance contract is still required.

Spigraph achieves the Dicom acquisition with success

One year after the acquisition of its competitor Dicom, EDM VAD Spigraph has finalized its reorganization. The name "Dicom" disappears, and all subsidiaries are now known as Spigraph. As the Dicom name was better known in some countries, the distributor is planning some communication around the rebranding, as well as a new partner program, named PlusPac Club Spigraph.

The distributor is now organized around three BUs. The first, Spigraph Network, provides professional document scanners and document capture software from all leading vendors as well as related business services via a network of more than 6,000 authorised partners in over 40 countries through offices in Algeria, Austria, Belgium, Denmark, Dubai, Finland, France, Germany, Italy, Morocco, the Netherlands, Norway, Poland, Portugal, Saudi Arabia, Spain, Sweden, Switzerland, Tunisia and the United Kingdom. It weights about 2/3 of the turnover of the group.

The second, DTS (for Document Technology Services) is dedicated to delivering after sales services to the document capture and enterprise content management market (maintenance, installation, training, helpdesk, hotline, etc.). Besides fulfilling the service requirements of all Spigraph Group customers, DTS provides white label services to third-party vendors and distributors that want to set up an own service business under an own brand without the need for any capital investments. DTS is able to cover any of the 40 countries where Spigraph is present, thanks to its teams organized in geographical and language clusters. DTS weights about 20 % of the turnover of Spigraph Group.

The third and last, named Alos Solutions, is present in Germany and Switzerland. It integrates end-to-end document capture and enterprise content management solutions directly to customers of all sizes in a wide variety of industry verticals. Physically separated from the Spigraph Networks offices in these countries, it is managed as any other customer. Alos Solutions weights about €17m, that is about 15% of the group turnover, with about 60 employees. Alos Solutions may be extended to Benelux, France and the United Kingdom, upon the acquisition opportunities the group may find in these countries.

The warehouses, which are handled by a subcontractor, have been dispatched between the United Kingdom, France (for Southern Europe), Germany (for Northern Europe) and Dubai (for the Middle East), in order to answer as efficiently as possible to the needs of the customers in any country.

Despite a tough year, Spigraph Group has reached a turnover of €110m for 2014, 25 % of which being done in France. For 2015, the new target is €124m, with a strong focus on the improvement of the bottom line, which ought to be realized through the extension of the after-sales services largely beyond the French market.

Bluestar loses its EMEA marketing director

Ricard Ferrer, who was EMEA marketing director for POS and AIDC specialist Bluestar, based in Spain, has left the distributor to join German card printer vendor Matica as head of corporate and channel marketing. He is still based in Spain. It is yet unknown who will replace him.

A new owner for EET Europarts

Norwegian private equity FSN Capital has acquired Danish broadliner and sparepart specialist EET-Europarts in a secondary buyout from Alipes for a reported €160.95m. The new owner will help the distributor grow on new geographic and product markets along the coming years. EET-Europarts is currently present in Austria, Belgium, Czech Republic, Denmark, Egypt, Finland, France, Germany, Hungary, Ireland, Italy,the Netherlands, Norway, Poland, Romania, Russia, South Africa, Spain, Sweden, Switzerland, Ukraine and the United Kingdom.


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