ENTERPRISE NEWS
IronKey builds EMEA presence, disties to follow
EUROPE
PROVIDER of secure managed portable storage, authentication and trusted viral company, IronKey has opened its EMEA headquarters at Stockley Park in London, and is strengthening its EMEA team, from two employees to seven by the end of the quarter. “IronKey saw the opportunity that was
beginning to evolve into the EMEA region and decided to invest in developing that further with more people and an office and other things,” Director of Field Operations for IronKey EMEA since last October, Colin Woodland (above) told IT
Europa.
With a two-tier model across the region,
IronKey already has distribution partners in most of EMEA countries, and is looking to expand
its channel with a focus on five areas - the UK, Scandinavia, Benelux, France and Germany. “We can’t literally do everything straight away, so these are the five key regions where we’ll be spending our activity and marketing tokens over the next 12- 18 months to develop them,” explained Woodland. “We’ll also appoint distribution partners in the other parts of EMEA, but they will be pretty much self-sufficient for the foreseeable future, because we’re going to get our primary markets open and running before we invest in other areas.” Newly appointed channel manager for EMEA,
Richard Vines, who comes from CA, will be in charge of the qualification of the existing partners and the identification of new partners, to enable them to be self-sufficient in positioning IronKey’s offering to sell it and manage it going forward. “So this evaluation is the next phase of our channel plans in the next three to six months,” continued Woodland. “IronKey would fit in different pockets of
offerings, but what we’re trying to deliver is value-
SAP develops environmental health with purchase
GERMANY
SAP IS buying German solutions provider TechniData AG in order to expand its product portfolio and strengthen its market presence and sustainability model. This acquisition of the Markdorf-based
TechniData is in line with SAP’s strategy to complement existing applications and solutions with purchases that offer functional capabilities, as well as gaining a staff knowledgable with SAP processes. The strategy will focus on adding value to customers’ investments in SAP, expanding the company’s abilities to support customers and partners in their sustainability approach.
based channel, so we’re looking for partners that can go and sell not just a secure device but a true multi-functional secure device that allows customers to add security as in when needed,” he added. IronKey’s primary focus in the UK will then
be to sell into the high-end enterprise market. John Fielding, “our enterprise sales guy who’s been pretty much doing everything, some of the channel stuff, some of the inside sales, some of the customers’ facing sales engagement as well,” will help Richard Vines in his task, allowing him to really start rolling out IronKey’s channel programme. “The fact that the company is investing in
us people, and in marketing, and offices and in InfoSecurity - where we’re hoping to generate lots of leads to pass them onto the channel - is a real big sign to me and definitely to our channel partners that IronKey is becoming a successful organisation and plans to be there for a while,” Woodland concluded.
www.ironkey.com
The 500-strong TechniData has been a strategic
SAP partner for more than 15 years, and has helped shape SAP’s sustainability offerings in the EHS (Environment, Health and Safety) arena. It provides systems integration, managed EHS services, regulatory content and software to help companies comply with regulatory challenges in these areas. “We believe that the scale of SAP’s
development and field resources combined with our expertise in the EHS and product safety domains can help us bring the value of sustainability to more customers worldwide,” said Juergen Schwab, chief executive officer, TechniData
AG.
www.sap.com www.technidata.com
EMC makes new EMEA appointment
EUROPE
INFORMATION infrastructure solutions specialist EMC has appointed Nicolas Leblanc as its EMEA Channels and Mid Market Director. Leblanc, who joined EMC from HP in 2003, is
promoted from his position as Country Manager for Greece, Israel and Portugal, having previously been Country Manager in France. In his new role, Leblanc will be responsible for all EMEA channel and commercial sales and strategy. He will report to Rainer Erlat, EMC’s President of EMEA and Jeff Casale, EMC’s Head of the Global Channel Sales Organisation. “This is an ideal time to further strengthen
4
EDB builds single Nordic brand
NORWAY
NORDIC integrator EDB’s subsidiaries are being brought together as a new, unified brand. At the same time, all the consulting environments will become a single, powerful unit, and the company are launching a stronger focus on the card services area of the Bank and Finance Solutions unit. It is making these changes in order to make a
EMC’s go-to-market model with our resellers and distributors and leverage their market reach and value-added services with EMC’s broad portfolio to open up new sales opportunities,” said Leblanc. “One of the key focus areas for EMC in 2010 is
to continue growing our channel business and help our distributors and resellers to extend their reach into the marketplace,” explained Rainer Erlat, EMC’s President of EMEA. “Nicolas will help EMC achieve this through his wealth of experience gained from his direct and indirect sales and sales leadership positions in both mature and growth markets across EMEA.”
www.emc.com
broader customer offer. Customers want a broader range of IT consulting and solutions, it says. “We are developing strong centres of expertise that will help to ensure that our customers get more from IT. By simplifying value chains and deliveries, we aim to give our customers practical innovation, speedier time-to-market and streamlined administration.” All industries are going through a process
of major change, and technology is developing rapidly. Bringing together all the group’s consulting environments into a single, powerful unit - EDB Consulting Group should give “practical results in order to create greater value for our customers.”
www.edb.com
OUR ANALYSIS
The changes it is making are supported by a new brand image. The aim is to be recognised as an IT services company with a Nordic corporate culture and value base. EDB has some strong specialist areas which might be hard to brand.
30 APR 2010
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