Teros signs distribution deal with equIP Technology
Teros, the new name for Stratum8, has signed a distribution deal with equIP Technology for UK and Ireland. Plans call for Teros to use the deal as a launchpad for its expansion into new European markets. Under the deal, EquIP will sell, distribute, and support Teros' Secure Application Gateway in the UK and Ireland.
Announcing the distribution arrangement, Bob Walters, Teros' CEO, said that it allows the company to immediately establish the Teros brand in the UK and Ireland, as well as provide a springboard for expanding into additional European markets. Neil Ledger, equIP's director, said there is string demand for Web security appliances, to secure business critical Web-based applications and to protect customers from the ever-increasing threat of identity theft. 'equIP's partners look to us to source and bring to market best of breed solutions for their customers and that is why we have chosen Teros as a supplier in the Web application gateway space,' he said.
Computer 2000 named distie of year by NAI
Tech Data, the parent operation to UK distributor Computer 2000, has been named Network Associates' European Distributor of the Year for 2003, in recognition of its achievements in growing sales and delivering additional value to reseller customers over the past year. Richard Hales, Computer 2000's software general manager, said the award is a reflection of the hard work that the company has put in over the last year. 'C2000 in the UK and Tech Data operations all over Europe have worked hard to develop business with Network Associates and its resellers. We're delighted that our endeavours have been recognised with this award.' Wayne Carter, regional channel director, Northern Europe, for McAfee Security was equally enthusiastic. 'They have displayed tremendous commitment to delivering value to the reseller and to helping Network Associates build its business. It has achieved a great deal in the past months and thoroughly deserves this recognition of its efforts.
The award follows hard on the heels of the announcement that Azlan Networking Solutions - the networking division of Tech Data Europe -has been appointed as sole distributor for Network Associates high-end Sniffer technology offerings.
Shortages and price rises stifle LCD monitor sales
Meko, the computer display specialist research firm, says that LCD panel shortages and price rises, coupled with component shortages and price rises, caused sales of LCD monitors to stagnate in the third quarter of 2003. According to Bob Raikes, Meko's managing director, the net result of these issues, caused partly by manufacturer greed, only took the same share of the market in the third quarter as they did in the second. This, says Meko, is a repeat of happened in the third quarter of 2002 when the LCD panel makers got too greedy with their profit margins. In some cases, said Raikes, and particularly in the consumer sector, buyers are showing resistance to purchasing larger LCD screens and have adopted a 'wait and see' position. 'After all, prices fell again after the last round of increases,' he said, adding that the third quarter saw the usual seasonal upward trend in the sale of CRT monitors, with a sequential rise also
expected in the next quarter.
Ideal helps resellers crack the security market
A snap survey of UK resellers carried out by distributor Ideal found that 65 per cent of back the introduction of CCTV cameras will cut crime. The results of the survey, says the veteran IT distributor, prove that security issues remain top of the agenda for UK resellers. Alex Tatham, vice president of global software distribution at Ideal's parent company, Bell Microproducts Europe, said that security has
emerged as a huge market in 2003.
'This is set to continue into next year, which is why Ideal is working with RSA and Microsoft to help resellers build a security business,' he said, adding that security remains an important issue for many resellers.
For its research, Ideal's survey asked resellers if they thought more CCTV cameras helped combat crime. 65 per cent said they agreed, 25 per cent were neutral on the idea and 10 per cent were against.
Websense expands accredited technical training program
In response to channel feedback, Websense, the employee Internet management specialist, has expanded its technical certification program for its channel partners.
Based on feedback from Websense Certified Systems Engineer (WCSE) trainees, the technical accreditation program has been expanded from one-day to a two-day course to accommodate the increased functionality of the firm's enterprise offers.
Under the revised program, which is being rolled out across the UK and Western Europe, participants will be required to complete a certification exam at the end of the second day of training to ensure a consistent standard of education has been met. Geoff Haggart, Websense's European president, said the firm is completely focused on its channel partners, with all sales being sold on an indirect basis. 'It's therefore extremely important to us that our accreditation program provides the tools necessary for our channel to understand and effectively sell the three-tier benefits of Websense Enterprise.
Reactions to the expanded program, said Haggart, have been extremely positive, with participants saying the course is well-paced, because it provides enough time to complete the practical exercises necessary to fully understand the product's functionality.
Computer 2000 pushes small business reseller market hard
Computer 2000, the UK distributor arm of Tech Data, has reworked its Business Class program for small-to-medium-sized business resellers, as well as launching a major marketing campaign to drive new business opportunities.
The company is also giving all its Business Class resellers the chance to be part of the Springboard for Business end-user Web portal, opening up further sales potential for new business and partnerships.
Under the revised accreditation scheme, 120 resellers with a clear focus on the SMB sector will be appointed as Business Class partners. According to Computer 2000, they will be eligible to receive dedicated account management and regular site visits from field sales representatives, contractual pricing, marketing support from the distributor's specialist in-house operation, TD Agency, as well as a number of other benefits.
In addition, the distributor says they will become the direct beneficiaries of a continuous marketing campaign focused on small business end users that will be rolled out by Computer 2000 and its vendor partners in the New Year. The distributor says the campaign will use a range of marketing tools to generate leads at the end user level, which will be passed back through the channel to Business Class partners. Nigel Judd, Computer 2000's marketing manager, said that Business Class customers will also have the opportunity to become a part of the exclusive network of IT advisers behind the Springboard for Business.com web portal, a new initiative, backed by the distributor.
Springboard for Business.com will also be supported by an end user business magazine created by Computer 2000 to tackle a range of business issues that SMBs face in today's competitive environment. The magazine will be available for Business Class resellers to distribute to their own customer database. Announcing the changes and allied marketing campaign, Judd said that the distributor's aim is generate a higher level of awareness and interest in IT amongst SMBs and good, well-qualified leads for Business Class resellers. 'We plan to do this through a series of activities that we will run independently and in partnership with resellers and vendors. We're excited about the prospects for this program and believe it will deliver really positive results for resellers who back it.'
Teros, www.teros.com;
equIP, www.equiptechnology.com;
Computer 2000 UK, 0044-1256-463344, www.computer2000.co.uk;
Meko, 0044-1339-880065, www.www.meko.co.uk;
Ideal Hardware, 0044-20-82866599, www.ideal.co.uk;
Websense, 0044-1932-895187, www.roadshow.websense.com/wbt/wbtreg.asp.
Steve Gold (sg@mail.com)