CHaNNEL NEWS
Ingram micro
arrow reports
EUROPE
track record of innovation.” The opportunity to ally
with Google “holds great promise for the future.”
server decline
1
consolidation among distributors
www.ingrammicro.com
and resellers. And it may come down EUROPE
OUR aNaLySIS
to survival of the fittest: In the Nordic regions, REPORTING less than impressive figures, distributor
where rival Tech Data has just acquired Scribona, Restructuring could substantially reduce the size Arrow has singled out poor server sales as a cause,
he hopes “it has success in integrating it”, and will of the regional headquarters in Belgium without and warns that the situation may continue for
bring further rationalisation and a “better level disrupting customer service and financial controls, some time. Mike Long, Chief Operating Officer:
of competition”. Failures will continue, he warns, it claims. We hope so, but details may take time “Enterprise computing solutions product saw
and hopes that Tech Data/Scribona will “adopt a to emerge. And as in the Arrow story on this mixed results for the first quarter. Storage software
reasonable go-to-market plan”, but it is “hard to page, Ingram Micro is in a strong position to be and services posted impressing double-digit
say how long the process will last.” Ingram Micro in the “last man standing” as consolidation and year-over-year gains and we expect continued
the Nordics has been turned round to the point of failure take their toll. Jay Forbes also identified growth here given the strong underlying demand
profitability: “We’re well represented there.” strong management as the reason why it had for virtualisation and security solutions. Yet
Discussion of new product areas brings up been able to turn round the Nordics in the face we experience year-over-year declines in both
the relationship with Google where he has just of margin pressure. He needs to be able to repeat proprietary and industry standard servers.”
taken on search appliances. “A very interesting this elsewhere, as Ingram Micro has already done Because it missed its numbers, Arrow also
organisation, moving in many different directions in Italy. And we are very interested in how the didn’t get the rebate level it was expecting. “We
and with a lot of lines in the water, and a strong relationship with Google pans out. anticipate that our server business will continue to
be under pressure and as a result that’s we see a
Getronics may axe staff below 30% utilisation
little bit less than normal seasonality in the top line
for this second quarter.”
www.arrow.com
UNITED KINGDOm
NETHERLaNDS
OUR aNaLySIS
1 Servers represents about 40% range of Arrow’s
joined Getronics in early 2006 as Senior Vice between Getronics PinkRoccade and its unions in business, so it has a big impact on the business
President for Group Sales & Marketing to support the Netherlands have broken down without an overall. Virtualisation is helping to drive software
all strategic global accounts and set a consistent agreement. The union, FNV Bondgenoten is also in and storage sales, and it expects those to continue
approach in key territories. He successfully dispute locally with Atos Origin which suffered a being strong. And every cloud has a silver lining,
managed Getronics international strategic accounts, number of stoppages earlier this month. so it is lining up its acquisition plans. As Mike Long
returning double digit growth. During this period The review in the UK will look at staff says: “In some downturns, the strong can get
Tara also drove the culture away from Solution utilisation. Total client utilisation figure across stronger and the weak look for exit strategies and I
Selling to the now adopted “Consultative Selling Professional Services in 2007 was 32%, which think we’re part of the strong and we are going to
style, providing greater intimacy with clients”. cannot be sustained within the business, says the continue to be looking for those opportunities and
Getronics told IT Europa that, “the UK is on internal communication: “There needs to be clear those pipelines are quite full right now.”
target with its growth and is currently recruiting focus on team and individual utilisation where we
in the area of Professional Services. As part of the can make bigger impact on our current and future
Rapid payback drives comms
growth plan, we are at the same time, ensuring the client base and manage our costs effectively.”
skills base is aligned with the overall workspace The staff review will use selection criteria based
IRELaND
management strategy and the differing needs of on historic utilisation figures to identify those NEW demands for rapid payback on IT investments
our customers.” who are at 30%. It will also review the consultancy are driving demand for unified comms products,
Dave Baldwin will take over the tasks and pipeline and sales prospects for 2008, plus skills says Siemens. In response to feedback from
responsibilities of Tara Brady. Replacing Tara’s required within the new structure - those with the SMEs, vendors like Siemens are introducing new
role on the Board of Getronics has yet to be lowest transferable required skills will be identified. products to reduce the communications overheads
determined, the company says.
www.getronics.com In Ireland, the company has just appointed
Getronic’s Dutch parent company KPN reported distributor NextGen to help drive a new unified
OUR aNaLySIS
this week, and its main business - mobiles and communications toolset, HiPath Open Office.
comms - showed core earnings growth of 7.1%, Since being bought by Royal KPN, getting a picture “Companies want to know the total cost of
while profit in the Netherlands rose 2.1% “due to of what’s happening in Getronics has been hard. ownership, and are demanding evidence of the
KPN’s acquisition of Getronics.” But it looks like the tough market conditions and payback products will give them before they
Chief Executive Ad Scheepbouwer said that need to pay back the new owners are causing buy,” says Gavin McCarthy, Business Development
profits in the Netherlands would rise again on a problems, and staff are under pressure. Manager for Siemens Ireland. “HiPath will integrate
comparable basis. “We’re optimistic that this thing Getronics sold its operations in Spain and seamlessly with several existing products, from e-
is turning around.” Portugal to Tecnocom, a Spanish IT services mail to CRM to ERP products, and will reduce the
But it is facing a bit of an uphill struggle: company, last year, but even getting information costs for internal and external communications.”
negotiations on a collective labour agreement on subsequent progress there has been difficult.
www.siemens.com
02 may 2008 3
It0808 - 2-3_news.indd 3 2008-04-30 12:43
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