Tag Archives: IT Channel

Thoughts from DISTREE EMEA

This year there were 500+ participants in the flagship event, and the buzz was back. The focus was on new technology, and everyone attending the conference can feel good about where we are. No, it is no longer the A brands – that has been the case for a number of years. But we have to get over this – HP, Intel, Acer, Microsoft and others no longer support conferences as they did before – they focus more on the big international events.

But in a world where new technology is exploding with fast growth rates and boundless innovation, more than ever there is the need to bring people together so that people can sit down and meet the latest innovative brands. And that is where the DISTREE model works well, because of the scheduling of meetings which means that vendors know that, if they pay to come, they will get a minimum number of meetings. And we had many of the big players here this year – Tech Data, Ingram Micro, Also, Exertis, Cool Blue and Amazon, as well as dozens of other smaller distributors.

DISTREE

But it is not just about meetings, and that is where the interest of the event comes in. As Ilona Weiss, CEO of ABC Data put it in her blog after the event, it is the time to “pick up the rhythm of global markets and predict accurately the direction in which things are changing so that I can buy enough time for ABC Data to adjust its course.” This comes from the informal discussions with other tech leaders, and also the rich thought leadership on offer, with keynotes and workshops which illuminate and stretch people’s imagination.

This year CONTEXT organised an invitation only event for C Suite executives from selected distributors and other invited guests. The content was rich, and the tone was set by Patrice Arzillier, Managing Director of Exertis Continental Europe, and board member of Exertis plc. He opened up to a series of questions about Board investment decisions, their approach to acquisitions and the challenges they face.

The meeting was done under Chatham house rules in order to create the right ambiance for senior executive sharing, but with Patrice there was no need, as he launched into a frank and open dialogue with the other participants in the room. These times of exchange are vital for the health of the industry, and to give each other the chance to “adjust your course if necessary”. This discussion was enriched by the input from Peter Van den Berg, the head of the GTDC in Europe and a presentation from Michael White of Quadmark, showing the new financial drivers of distribution, emphasising the need to have different measures for different types of revenue stream, and to take into account all investments, not just working capital.

The other theme we covered was strategic collaboration, and the level of congruence between the presentations was remarkable – old style confrontational negotiations are out, and the smart money is on those who find strategic ways of collaborating. One of the speakers, Marcos Garcia Esteban, until recently Purchasing Director of Worten (the Portuguese/Spanish tech retailer), spoke of high-level contacts between retailer and brand to find innovative ways of delivering product. Distributors are the “midfield” players, he said, and can bring everyone together in the new technology ecosystem.

Adam Williams, who has spent the last 6 months bringing a smart home product to market, laid out the complexity of the new emerging technology market and echoed Marcos, saying that distributors are the best placed to act as brokers between the various parties. Lastly Alan Clayton, a mentor at the Investment fund SOSV, one of the largest providers of seed capital to technology start-ups, spoke of the role he saw distributors playing in bringing products to market. “I need someone who, as a one-stop shop, can broker space in the top retailers in Europe.” His final call to action was memorable, for distributors to become “Co-creators of global brands.” A great and positive thought to keep distributors going forward in the right direction.

by AS

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Filed under Enterprise IT, IT Distribution, Market Analysis, PCs, Retail, Supply Chain

Channel Predictions for 2018: Cloud, virtualisation and security

CONTEXT recently interviewed Sam Routledge, CTO of Softcat plc and Abdel Bennour, Sales Director of Ingram Micro in France on their Channel Predictions for 2018

SamRoutledge

Sam Routledge, Softcat


Hybrid Cloud becomes Reality
I’d say that the year ahead is the time that hybrid cloud becomes a reality. Most cloud deployments have been new applications and services, or backup/ DR for on premise workloads. With Microsoft releasing Azure Stack and VMware partnering with AWS, customers will have serious options for genuine, interchangeable, hybrid cloud.

 

If you would like more detail, I wrote a post on this just before the turn of the year.

A French distributor speaks about cloud, virtualization and security
In a rapidly IT environment, it is critical to remain focussed on basics – partners first. On premise business still has great days ahead. Cloud, virtualisation or cyber security are overperforming and should be considered as key areas of development in 2018.

AbdelBennour

Abdel Bennour, Ingram Micro

I would recommend that we all keep an eye on the human aspects of digital transformation which we have started.

From a personal point of view, life balance has always been a key success factor to manage the pressure of work. So more than just a resolution it’s a daily action which is part of my DNA. So I launch a New Year resolution of S.I.S : Smile, Interests (of others before yours) and Sincerity which is one of the best ways to care about yourself and others.

I wish all of you an amazing, healthy prosperous and joyful year 2018.

 

 

 

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Filed under Enterprise IT, Market Analysis, Retail

Channel Predictions for 2018: A global PC Manufacturer speaks about digital transformation

In order to start the year, CONTEXT has asked senior executives from across the Channel globally to state their predictions for 2018. Today’s post is by Ralf Jordan, Head of Distribution in EMEA for Dell

RalfJordanIn 2018 the world will take another step forward in its Digital Transformation. The IT industry will continue to play a pivotal role helping organisations reinvent themselves to realise their digital future. We see three transformations underpinning this – IT; Workforce; and Security. IT centres on helping customers modernise their infrastructure; Workforce focuses on connecting people anytime, anywhere; and Security aims to protect organisations from the one million cyber attacks every day. 2018 can be the year of change and with change comes rich opportunities as industries are transformed, human progress is accelerated and lives are changed.

To see all of Dell EMC predictions for 2018, take a look to the following article: Dell Technologies 2018 Predictions – Entering the Next Era of Human Machine Partnerships

My personal ‘New Year resolution’ is to ‘Learn something new every single day of the Year’. I subscribed to a couple of industry and non-industry newsletters and Vlogs and will dedicate at least five minutes a day on something new. The willingness and ability to learn is in my mind the most critical success factor to succeed not only in our IT industry but in life in general.

 

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Filed under IT Distribution, Market Analysis, Security

Attracting and retaining talent in the Channel

Guest blog by Jessica Hadleigh, Marketing Manager at Thames Distribution Ltd

Last Tuesday, I was lucky enough to be invited to be part of a panel at the new format Channel Live conference, discussing a topic that I am very passionate about; attracting and retaining new talent into the tech channel.

Hosted by Adam Simon, the Global Managing Director of CONTEXT, the panel was truly a wealth of experience that included David Jones, Chief People Officer of Daisy Group, Leon Conway, Co-founder of Channel People, David Pitts, Partner and Founder of Trust Business Partners, and myself.

Our industry is constantly evolving and with every new advancement – technological or otherwise – comes the need for a new skillset to keep our businesses current. Continue reading

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Filed under Enterprise IT, IT Distribution, Market Analysis

Latin American Consumers Ready for Smart Home

Over three quarters of consumers surveyed in Latin America’s leading economies say they want to know more about Smart Home products, according to CONTEXT’s new survey. With no one retailer dominating the Smart Home market in the countries surveyed, this potential demand for the new global wave in technology products and services presents significant opportunities for the IT channel in Latin America.

Carried out in January 2017, the CONTEXT Survey was announced at the Global Technology Distribution Council Latin American IT Distribution Summit in Miami, USA, and covered 2,000 consumers in Brazil, Mexico, Argentina and Chile.

The general picture for Smart Homes in these countries with a combined GDP of $USD4.4TN is good, with an encouraging level of awareness. However, it is clear that this awareness is not rooted in a deep understanding of the concept. This is partly down to limited exposure to Smart Home products or ideas, with very few people seeing or hearing things about Smart Home on a regular basis.

Such limited exposure is hardly surprising, given that no one channel is doing a good job of explaining or showcasing the concept. Where people have picked up on Smart Home, it tends to be from online sites – both retailers’ and manufacturers’ – rather than from in-person contact via things like store displays. This limits the degree to which consumers can interact and engage with Smart Home products.

As well as highlighting the opportunities, the CONTEXT Survey found that worries surrounding the idea of the Smart Home are prevalent, with 9 out of 10 people having at least one concern. Some of these are serious, including views that products may malfunction, causing harm or damage to the home. Privacy concerns and a fear of identity theft are also high on the list of worries.

When asked what user scenarios were encouraging them to buy Smart Home products, the top three responses were “arriving home”, “waking up”, and “advanced security”. In terms of the Smart Home hubs people would be most likely to trust, the Survey found that while there are variations across different countries, Apple, Amazon and Google dominate. Amazon has a clear lead in Brazil, while Apple leads in Mexico and Chile. Google is in the lead in Argentina.

In summary, despite the lack of deep knowledge and the barriers this creates, the good news is that across all countries there is an appetite to learn more. This is especially in terms of how they can save money, and how they can make home living more enjoyable, easier and better.

by JD

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Filed under Connectivity, Home automation, IoT, Smart Home, Smart Technology

Channel to Print Vendors: Clearer labeling is needed!

According to the latest CONTEXT ChannelWatch, European channel players believe print manufacturers could do “a lot more” to stop counterfeit toner cartridges flooding the market.

The call to action for vendors to label their products better comes from over 2,000 business owners and senior managers at key channel businesses across Western Europe. The in-depth report is compiled from interviews with these organisations including resellers, vendors, retailers and distributors.

When asked who they thought could do the most to stop the growing problem of illegal printer consumables in the region, a clear majority (55%) claimed print vendors could do “a lot more”, although a significant minority claimed the channel (37%) and government (35%) could do the same.

When it came to government, however, a large number of respondents (30%) claimed they “don’t know” what role it should take.

The problem as the channel sees it lies in the packaging of illegal toner cartridges.

Over half (58%) of resellers told us it would be easy for them to spot counterfeits, but just 15% of them said they thought it would be simple for their customers.

Clearly labelled packaging (73%) for re-manufactured and legal compatibles was called out as the best solution to the counterfeit problem amongst other suggestions.

Some major print vendors are taking the initiative, raising public awareness, training channel partners, monitoring sales via distribution channels, and most importantly – seizing counterfeit goods and taking their manufacturers and resellers to court.

HP Inc. seized more than 12 million items and enforced over 1800 actions across EMEA between 2011 and 2015, while Kyocera seized €10m worth of counterfeit goods in FY 2015. But between just April and May this year Kyocera reported the capture of goods worth over €5m – an indication of the escalating scale of the problem.

Some vendors have also responded with secure holographic seals, serial numbers and other innovative features to help distinguish genuine from counterfeit products.

The new ChannelWatch report from CONTEXT covers this and other key channel trends in detail, shining an important light on what resellers from the UK, Spain, Portugal, France, Germany and Italy really think. To request a copy of the report or to speak to someone, please contact tgibbons@contextworld.com.

by TG

 

 

 

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3D Printing: Challenges for the IT Channel

Industry analysts are often asked about the “tipping points” for various technologies. The active involvement of the $135bnIT global distribution market may just be one of the major elements that creates such a tipping point for 3D printing.

But there are challenges on both sides of this equation. For major broad-line distributors, many 3D printer companies are just too small to deal with or are too unfamiliar with the IT channel to bother with at the moment. For the manufacturers of the relatively new breed of personal/desktop 3D printers (those mostly under $5K), the IT channel is a strange, gigantic, unknown entity with rigid terms and conditions, which seem unfriendly to newcomers.

Even 3D-printer vendors who have operated in the professional space with larger, more expensive printers seem to be happy with their legacy direct resellers, many of whom they have been partnered with for decades. But the hype of 3D printing over the last few years and the emergence of this desktop/personal breed of 3D Printers (which, to the channel, act and feel much as any other PC peripheral) potentially calls into question the ability of legacy distribution to push the industry to the next level. The technology keeps getting better and the lines between desktop and professional 3D printers continue to blur, but good products are only part of the marketing mix: the industry seems to be begging more and more each day for a closer relationship between 3D printer companies – new and old – and the IT channel.

The entrance into the market of long-time industry stalwart HP will help. HP knows the IT channel and the IT channel knows HP. HP Inc’s entrance into this market in 2016 will be from the PC side of the split company and will continue to legitimize the technology both on a broad level and within IT circles. This entry will be in the professional space, not the desktop printer space; however, many assume that HP desktop 3D printers will not be too far behind as both the PC industry and HP desperately search for new areas of growth.

While HP’s entrance into the market may indeed be a tipping point, strides are already being made in the nascent desktop 3D printer market, with the top brand in the space, XYZprinting, being an excellent example of this. Part of this company’s success can be attributed to its familiarity with the IT channel through other products in their portfolio, which allows it to quickly place its 3D printers in the global IT distribution market. Stratasys/MakerBot has also been seen to be embracing the channel more, as has 3D Systems (and vice versa: the channel is embracing them). Regional brands can also be found in IT distribution across the globe, collectively allowing this segment to see a 249% year-on-year growth in sell-through from Q2 2014 to Q2 2015 in the EMEA region alone.

So, as the IT channel continues to look for ways to grow beyond single-digit rates and 3D printing looks for ways to get printers into the hands of SMBs, educational institutions, engineering labs and the like, it seems inconceivable that the two cannot grow together.

by CC

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Filed under 3D Printing, Imaging, Market Analysis