Authoritative analysis of Europe’s ICT channels
Constrained markets hit brokers and ordering model
Shortages of Cisco, 3Com and similar cause drought for second user suppliers
By John Garratt
FOR the last few months, IT Europa has been getting calls and emails from companies, particularly in eastern Europe who have been unable to source used networking products in the way they could a year ago. With Cisco in controlled supply, though not necessarily constrained, companies previously used to buying replaced kit and goods from cancelled project have been feeling the pinch. Jon Pritchard (above) has just been promoted
to President, Comstor Worldwide from Executive Vice President. Talking to IT Europa on the issue of the effects of “constrained” supply, he says: “This whole second user and broker market which feeds off the back of one tier projects which don’t get fulfilled was making a great play of Cisco inventory issue nine months ago. It’s great that now it is the exact opposite – if there is constraint, it will hit them doubly where it hurts.” “We’ve seen both second user and brand new
broker product off the back of a project is just not available. People are hanging onto used kit and just not letting the brokers get it. An interesting time going forward, I think the broker issue will last as long as the inventory staying fairly constrained,. And constrained
doesn’t mean that there is no product, but less of it and that vendors are controlling where it goes and there might be a couple of weeks lead time, which doesn’t work for their model.” He suggests that it will last until at least the
end of Cisco fiscal year in August, then after that, inventory use may change permanently. “We have seen, in spite of the challenges, that
very very few of our orders have been cancelled, because I think the perception in the end-user and channel has changed. It is OK to wait two weeks rather than expect it next day. There is a mind-set in the market that will wait a couple of weeks to get it in the right way from the right source. I think it will change everything.” Matthew Archer from broker ICP
12-14 Debate the issue of distributor direct
Skills in demand cause pay jumps
LATEST results from the US and anecdotal evidence from Europe suggest that channels are finding it harder to forecast pay levels and skills demand. High volatility in market values for individual
IT skills and certifications in the first three months of 2010 in the US is a factor. Average pay for 227 non-certified IT skills surprised the market with its first overall gain since October 2008 according to the latest update of Foote Partners’ long-running quarterly updated IT Skills and Certifications Pay Index (ITSCPI) released last week. Average pay for 211 IT certifications, by contrast, posted a small decline after a brief recovery in late 2009.
Actebis boosts VAD approach
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ACTEBIS Peacock is expanding its value added distribution (VAD) activities in Germany with the appointment of Dieter Hahn as the new Vice President Value Added Distribution. He will report directly to Managing Director Uwe Neumeier. The establishment of a dedicated organisation within Actebis Peacock in the consultancy-intensive solutions sector, will add another key strategic pillar to the company’s portfolio, alongside volume business, it says. The plan is for this to allow further qualitative and quantitative growth in Germany. Uwe Neumeier, says: “We are continually expanding and extending our VAD portfolio
Newsletter Issue 08
April 30th 2010
INSIDE THIS ISSUE...
Avaya’s Edouard de Fonclare talks to IT Europa about its growing competitiveness in France, and its successful indirect model.
NEWS 4-11
IronKey opens EMEA headquarters, SAP develops environmental health with purchase, Engineering strengthens its open source with Novell, Infocus concentrates on French and German markets, Check Point focuses on SMB market, Zetes opens Copenhagen office, UK and France are cheapest for mobile broadband.....
INTERVIEW 17
IT Europa went to Toshiba’s World Event to find how its been doing, and its 2010/2011 plan
NATIONAL SURVEY 18-25 S E Europe
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Collection of low-cost European states, but with a real determination to succeed in IT
Stop press
CEE to lead on cloud?
CISCO’s channel boss in Central and Eastern Europe says the region is set to jump ahead of western Europe in cloud use. Zoran Radumilo says: “There is a particular demand for data centres in the area, with high certification levels in the channel and plans to start providing applications.” Everything has changed, he says. “Cloud and virtualisation is the next wave. A lot of the customers will be moving to cloud and managed services before Western Europe. I can say generally, here in this virgin area you can leapfrog. If you have countries with service providers who are slow with providing the new consumption models, you will see our partners doing this.”
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