Technology Reseller - v08

01732 759725 12 BULLETIN : DISTRIBUTORS Channel Vision Gerry O’Keeffe, Managing Director, Exertis UK, I and ME 1 What was your greatest challenge in 2017? To maximise the opportunities from our acquisitions of Hammer, Medium and MTR – retaining their specialist knowledge and expertise but building on the opportunities to grow our business in ProAV, server and storage, while adding recycling and refurbishment to our mobile business. 2 What was your greatest achievement in 2017? Picking just one is difficult, but our Plug In To Exertis event showcasing our technology range, from consumer through to enterprise, was an outstanding success. With 106 vendors exhibiting, 950 visitors and 17 seminars, it enabled customers to identify opportunities in different areas, which has generated business for all of us. 3 What were the key growth areas for you in 2017? We have established Exertis as the leader in Smart Tech distribution, opening new routes to market in the wholesale trade and DIY sector. Our print division continues significantly to outperform the market. We have grown our retail market share in a difficult climate and our investment in our enterprise business has contributed well. 4 Any lessons learned in 2017? The importance of continuing to invest in people through training and management development. 5 What is your main focus for 2018? To remain relevant to our customers by ensuring we adopt a customer-led approach to business, oriented around the channels and verticals we serve. To make services a key part of our revenue by adding value to our resellers in areas that support their business. And to meet our objectives through profitable growth. 6 Reasons to be optimistic about 2018? Our technology portfolio caters for consumers through to enterprise, so we aren’t dependent on any one area. Distribution is increasingly relevant to vendors. The diverse range of services we can provide to our customers is a key part of our offering. In brief Nimans best partner Nimans, the exclusive distributor of Samsung Unified Communications in the UK, has been named Best Partner (UK) in the 2017 Samsung Enterprise Best Partner Awards . Head of Category Sales Paul Burn said: “The award caps a year to remember for our expanded Samsung team as it reinforces our exclusive status as Samsung’s country distributor for unified communications in the UK. We now have a direct working relationship with Samsung in Korea.” Cloud distributor of year Cloud services distributor intY has been named Cloud Distributor of the Year at the 16th annual Computer Reseller News Awards . The Bristol-based company founded in 1997 provides cloud software from leading vendors including Microsoft, Acronis and Symantec. www.inty.co.uk Beta integration Beta Distribution’s complete product catalogue is now available as part of FusionPLUS Data, with full integration with software partners, Prima, Heart, Oasis, CommerceExchange, ECi and Evolution. The FusionPLUS Data set powers the back-office systems and e-commerce webstores of more than 1,000 OP dealers in the UK and Ireland. www.betadistribution.com Beta goes with Flowman Beta Distribution has strengthened its enterprise technology portfolio with the Flowmon Networks platform for flow-based (NetFlow/IPFIX) network monitoring and security. The solution includes everything needed for network traffic visibility and analysis, including probes for monitoring networks up to 100 Gbps, collectors to display and analyse network traffic and modules for advanced functions and analysis. Router sales surge The Nimans Networking division experienced a 30% surge in sales of switches, routers and WiFi in 2017 due to a combination of high capacity innovations from leading brands, such as DrayTek, Netgear and TPLink, and greater reseller awareness. Judith Addison, Nimans Solutions Business Manager (Networking), said: “There’s more awareness and knowledge which is helping drive demand in line with wider market trends. Connectivity is a crucial component in the overall comms mix and Nimans can provide the complete solution from start to finish. A wide product choice, big name brands and high levels of customer support, are proving a winning combination.” Nimans has strengthened its expanding network services division with the appointment of a new Channel Development Manager for the south of England. Tracie Fawcett has more than 17 years’ experience in the industry at EE/BT, Daisy and Avenir (now Chess). Top 50 ranking for SIPHON Unified communications specialist SIPHON Networks, part of the Nuvias Group, has won a place on the Deloitte Technology Fast 50 for the third consecutive year. With a 539% increase in revenue over the last four years, SIPHON is in 46th position on the 2017 ranking. Steve Harris, Managing Director of SIPHON Networks and EVP Unified Communications for Nuvias, said: “Our sustained revenue performance has been achieved by staying focused on driving success through helping our channel partners deliver innovative, profitable and high-quality products and services.” First acquisition for e92plus Independent cybersecurity VAD e92plus has made the first acquisition in its 28-year history, with the purchase of Securicom Global, a distributor of emerging cybersecurity technology companies like Aqua Security, Backbox, Contrast Security, Demisto and Guardicore. Mukesh Gupta, CEO and Founder of e92plus, said: “We’ve enjoyed continued organic growth over the past 9 years so acquisitions haven’t been necessary, but it’s the perfect time to kick on further and seize the moment to accelerate that growth. The UK channel has seen significant disruption, and we’re the last major independent cybersecurity VAD able to offer significant in-house resources and professional services while providing the agile, responsive customer service that we know our reseller partners value and don’t see from the larger pan-European and US distributors.” The company plans to make additional acquisitions in the UK and Europe as part of an aggressive growth plan. Tracie Fawcett