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Solution Provider News

Digital Disruption Key to Distributors’ Services Opportunities in EMEA

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Digital Disruption Key to Distributors’ Services Opportunities in EMEA

by Tim Curran, CEO, GTDC

As the digital era transforms the way companies do business, it’s also ushering in a new wave of services opportunities for IT distributors. A new research report by the GTDC reveals that GTDC members are making unprecedented investments and experiencing sales growth for services capabilities around cloud, managed services and other next-generation solutions.

A GTDC survey reveals that European distributors cite demand generation, solution development and education and training as particular high-growth, high-demand opportunities. Of course, those services have been mainstays for many years around the various product lines that distributors carry, from PCs to networking to storage and security. What’s new is those services now are in demand for the accelerating adoption of digital technologies.

Vendors and solution providers simply don’t have the bandwidth nor the coverage to design, build and market complete, multi-vendor services capabilities that help a business transform how it operates. So distribution’s value takes center stage.

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The Channel Faces Another Difficult Transition: And This Time It Is Not A Technology Or Business Model Change

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The Channel Faces Another Difficult Transition: And This Time It Is Not A Technology Or Business Model Change

by Jay McBain, Principal Analyst, Global Channels, Forrester

The global IT channel have proven to be remarkable change-agents, both in front of their customers and inside their own businesses. Thinking about the amount of churn over the past 35 years can be downright dizzying.

Starting from the first disconnected PC's to last week's WannaCry ransomware attack, channel partners have transitioned their skills to dozens of new technology opportunities. At the same time, they have transformed their business models from resell, break-fix, installation, maintenance, to solution providing and recurring managed services, among others.

The one thing that has stayed relatively constant over these decades is how customers decide and procure technology. Led by CIOs and IT departments, channel partners and vendors have fine-tuned their product and messaging mix to capitalize on this customer buying journey. Over the past couple of years, driven by cloud and the growing acceptance of SaaS business ecosystems, this journey just took a hard right turn.

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Nuvias Strides into Benelux With DCB

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Nuvias Strides into Benelux With DCB

Nuvias Group, the pan-EMEA distributor and owner of Wick Hill and Zycko, acquires DCB, the value added distributor with a focus on security based in Belgium.

DCB has offices in Belgium (Zaventem) and the Netherlands (Veldhoven), and has over 20 years of experience in the industry. It works with security vendors, including the likes of WatchGuard, Kaspersky lab, Trustwave and Centrify.

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ELKO Enters the Nordics With Gandalf Buy

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ELKO Enters the Nordics With Gandalf Buy

Latvian distie ELKO arrives in the Nordics through the acquisition of an 85% stake in Gandalf, a hardware and components distributor based in Sweden.

Gandalf has 30 years of experience in the distribution and sales business, and has offices in Stockholm, Gothenburg and Malmö. It has a total staff of 40, and offers products such as laptops, HDDs, monitors and graphics cards together with networking hardware across the Nordic region.

“ELKO has been looking for geographical expansion opportunities for some time,” the company says. “Gandalf’s business model and operational structure is very similar to our own and thus we feel confident about this acquisition.”

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EET Europarts Buys Heimdal

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EET Europarts Buys Heimdal

EET Europarts plans to become a leading distributor of POS and Auto-ID with the acquisition of Heimdal, a French specialist distributor of in mobile automatic identification and logistics hardware.

The financial details of the deal are not available.

Heimdal has partnerships with Zebra, Brother and Motorola. It offers mobile terminals, bar code readers and printers. The acquisition sees a team of experienced Heimdal employees move to EET Europarts. In addition, Heimdal managing director Fabrice Fanget joins EET Europarts as Business Development Manager, POS & Auto-ID France.

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