DATA CHANNEL NEWS
Twickenham Stadium April 1st & 2nd, 2009
www.comms-dealer.com
SMC Networks aims
EDS wins most share
to build UK channels
of the UK IT services
market states Ovum
SMC Networks has sharpened its “Mainly because of the change EDS (pre-HP acquisition) com-
gaze on the UK channel aiming to in the last year or so in our product manded the largest share of the UK
add more specialist distributors. line, we’re looking to expand our IT services market in 2008, accord-
The US firm is targeting the distribution base and consequently ing to a new report from Ovum,
SME market with its higher-end also the type of reseller we’re selling followed by IBM and Capgemini.
networking kit bag, including the 10 into,” he explains. Of the top 15 vendors, Steria
Gigabit copper server card, VDSL “We’re targeting markets looking showed the strongest growth dur-
and Managed switches portfolio. for 10 Gigabit technologies, mainly ing the year, before Capita and
Currently, SMC approaches the for storage server solutions. We are TCS, finds the report.
channel in the UK mainly through looking for VARs that are more However, EDS, despite its
Micro-P as its broadline distribu- into the higher-end installations and leading rank, experienced nega-
tor, but says it wants to add ‘at least and Africa, says the firm is looking consultancy, and these tend to be tive growth and saw its market
a couple more niche distributors’, for distributors with knowledge of national or much larger companies. share slip. Other vendors including
and double its number of VARS, applications that require IP con- “We have products that co-exist Logica and Fujitsu also struggled.
Alexander Simkin
which currently stands at 20. nectivity, whether in security appli- with a lot of the larger vendors. Alexander Simkin, a senior tor that turned out to be poisoned
George Zervos, General Man- cations, networked storage, server There’s a space in the market we can analyst at think-tank Ovum and chalices in 2008. IT services ven-
ager of SMC Networks, Europe and server virtualisation. occupy alongside larger vendors.” author of the report, analysed the dors will need to bid more selec-
performance of IT services vendors tively going forward if they are to
during last year, and ranked the avoid repeating last year’s mistakes.
A-Server gets foothold
IT Europa sets
top 15 vendors in the UK market “Imprudent bidding, portfolio
giving their rank, market share and and go-to-market strategies at this
with Diro Systems deal
date for third
year-on-year change. stage will prove especially damag-
He said: “There were mega- ing to revenue growth as the UK
BELGIAN supplier of cloud geographic differences and lack of a
ISV showcase
deals, particularly in the public sec- economy worsens in 2009.”
computing, data back-up and serious European alternative. RESEARCH house IT Europa has
recovery solutions, A-Server, has “As our channel becomes named the date for its third Annual
signed up one of its first UK comfortable with our BDR and European ISV Convention – 13-14
Government asked to
partners, Diro Systems. remote monitoring services, we May 2009 in Prague.
Arvid Fossen, Director of Pro- hope to transition them to our new Alan Norman, Managing Dir-
stump up £1bn IT fund
duct Management and Marketing cloud computing product DAAS. ector, said: “The convention pro-
for A-Server, said: “Our goal is to com (Datacenter as a Service).” vides an opportunity for Europe’s LOGICALIS has called for a fund-
scale the channel in a similar way as Patrick Anigbo, Chief Exec of ISV community to come together ing package of £1bn to allow local
our partner Zenith has in the US. Diro Systems, said: “We started with to address the issues affecting the Government, health and education
The European opportunity is great- remote monitoring services. Now development of the software appli- institutions to accelerate the cost-
er due to the higher percentage of customers are asking for the back- cations market. cutting ICT initiatives called for
small businesses, local language and up and data recovery solution.” “It also provides a framework under the Gershon report.
within which major hardware and “The Government has so far
Ramesys scoops key
software vendors, as well as service ignored investment in locally-driv-
providers and system integrators, en ICT efficiency projects,” says
can meet and engage with the deci- Tom Kelly, MD of Logicalis UK.
Tom Kelly
education contract
sion makers of Europe’s most signif- “We are calling for the Gov- projects that will make a difference
icant ISVs and solution providers, ernment to set aside appropriate in reducing public sector expendi-
RAMESYS has won its first con- creating business opportunities.” provisions for local investment ture, while increasing the quality of
tract under the Government’s www.isvconvention.com in ICT efficiency and innovation services,” he added.
Primary Capital Programme.
The contract for Nottingham
City Council will see the IT
eGain extends market reach Azlan names
solutions firm provide ICT ser-
vices to one of the first primary
via Calyx Group connection new Directors
schools to be built under the UK PROVIDER of multi-channel cus- “We are more than confident AZLAN, the enterprise network-
Government’s £7bn programme. tomer service and knowledge man- that this relationship will strength- ing and mid-range systems business
Nottingham City Council was
Mark Chambers
agement software eGain has formed en our penetration of the UK and of Tech Data, has appointed two
selected as one of 23 pathfinder The £13m Southwark Primary a relationship with Calyx Group in a Irish markets.” members of its management team
local authorities to work with the School will cater for 720 children move that could strengthen eGain’s Tom O’Neill, Head of Profes- to new roles.
Department for Children, Schools and is due to open in March 2010. regional market penetration. sional Services, Enterprise Division Sean Kendrick has been
and Families, ahead of the national Mark Chambers, Chief Exec- Ray Connolly, Sales Director at at Calyx, added: “Customer service appointed Director of European
roll-out of the UK Government’s utive at Ramesys, commented: eGain, said: “Calyx has the breadth has become a key differentiator, Marketing and SMB Activation,
Primary Strategy for Change, the “Nottingham is our home town of capability and depth of expertise and unified customer service tech- while Uwe Stein has taken up the
funding for which was announced and we feel passionate about our to take care of every aspect of ICT nology such as eGain’s has become role of Director of Software and
on 12 November 2008. role here.” through its entire lifecycle. an essential enabler.” Solutions Europe.
16 COMMS DEALER FEBRUARY 2009 www.comms-dealer.com
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