SME & CONSUMER NEWS
ISRaEL
SGI shifts from volume to value
Dell uses distributor
EUROPE
Europa.
ASBIS in Croatia...
SGI’s main
CROaTIa
CALIFORNIA-based visualisation specialist SGI has customers for
announced a number of changes to its partner high-performance ASBIS Group is now a Dell authorized distributor
programme with effect from July 2008, which computing (HPC) status in Croatia. It follows the similar model to
markes the beginning of its new fiscal year. are within the ASBIS’s work in Russia, Ukraine, Bulgaria, Belarus,
“The key change will be the transition from enterprise sector Turkey, Slovenia, Cyprus and the Middle East.
a volume-based to a value-based model with a in the fields of The new agreement covers Dell’s award-winning
greater focus on the channel than ever before,” manufacturing, laptops, PCs, monitors and enterprise products, and
comments Alison Ryan, SGI VP Global Channel sciences, higher- ASBIS will focus on providing Dell’s solutions to the
Sales (right). education and consumer and SMB market in Croatia. ASBIS Croatia
As she explains, the company aims at research, oil and gas, government and the public will begin supplying Dell products to its channel
consolidating its single-tier channel by investing sector. partners before the end of May 2008 and will
significant resources to grow business for SGI’s However, Ryan reveals that the company is ensure full stock availability towards mid June.
value added resellers (VARs), although she doesn’t also enjoying a significant growth in performance Andrew Nicholson, Dell Country Manager, said,
dismiss the chance to move towards a two-tier computing for commercial customers such as “Dell is actively focusing on the SMB and consumer
channel model in the next few years. retail, media and telcos where it sees further market in Croatia and Dell sees the appointment of
The company’s increased commitment to the opportunities. ASBIS as a further step to provide customers with a
channel is also confirmed by the launch of a two- Although it boasts a strong presence across greater availability and choice in Croatia. With the
level certification programme whereby partners Europe with partners in the Nordics, UK, Germany, launch of the new Inspiron and Vostro products we
will be certified on SGi’s foundation products France, Russia, Serbia and Turkey among the others, believe that Dell has a very competitive and unique
(foundation certification) as well as a number of the company intends to further consolidate its offering for the Croatian market.”
market-specific solutions such as back up and market position by supporting existing partners as For the portable PC market, ASBIS will offer
recovery. well as recruiting new ones in some selected areas Dell’s Inspiron, Latitude, Vostro and XPC lines, as
According to Ryan, the new Value and in the upcoming months. well as gaming play stations.
www.asbis.com
Volume programme as opposed to the previous “SGI is focusing first on supporting current
Volume-based programme will enable partner’s partners, and then will target specific high-
growth, offering them financial incentives such as value partners in Northern Europe (UK, Norway,
.....as ASBIS buys
discounting. Sweden, Finland, and The Netherlands), Germany/
“We look forward to our channel partners Switzerland, and Southern Europe (France, Spain, more Balkan business
sharing in this success and growth,” Ryan tells IT Italy),” Ryan declares.
www.sgi.com
Co-op distributor deals with Extech
BOSNIa & HERZEGOVINa
ASBISc Enterprises has acquired 80% of the share
EUROPE
Cas Reefman, Managing Director at Providis, capital of Megatrend d.o.o. a Sarajevo-based
says that this will help them in the full market, distributor of IT products and components in
A new Automatic Identification and Data Capture especially as it already has such a close relationship Bosnia and Herzegovina. Under the agreement,
(AIDC) distribution Cooperative, Providis has done a with Extech. “The mobile printing market is very big ASBISc Enterprises gets the option on another 10%
deal with portable printer developers Extech Data for working outside the office. It’s a broad market, of the share capital exercisable within a period of
Systems for mobile products to be developed. and all these markets need our mobile print two years after the acquisition date. The remaining
Providis is made up of the three independent solutions. We want to offer the whole solution.” 10% of the share capital will be distributed among
European Distributors, the Dutch and German “We offer a broad range of products,” says Tony key employees. Alan Mitrović, ASBIS Group’s Vice
Carema Hardware, the Italian distributor Revis, General manager at Extech. “We are a limited President for South-Eastern Europe, tells IT Europa:
NordElettronica and the Spanish and Portugese distributor not an overdistributor. It’s an interesting “Until now we did not have direct operations in
Paresa Informatica. The Dutch distributor Nord EL model to distribute centrally. Having one central Bosnia & Herzegovina, though we did sell to local
already looks after Extech. service makes things easier for us, in terms of resellers through our neighbouring offices. The
It acts as service provider to the cooperative, training and monitoring.” market is still quite small, fragmented, business
taking care of logistics, repairs, product marketing, Reefman says that it is an “exciting idea” to be terms are unclear, retail market is very small and
allowing its partners to concentrate on sales and a corporation and a forthcoming partner event most of sales are corporate. However, we are
local marketing activities. Services include stock, will be a good chance to expand it into the UK, absolutely positive that this market will grow in the
sales support, logistics, technical support, repair Hungary, Germany, Austria, Switzerland, France, next years to about 100,000 computers in 2010.”
centre, marketing support and business support. Finland and Sweden/Norway. “We want 10-15
www.asbis.com
Alongside Extech, Psion Teklogix, Intermec, partners by the end of June. In around one year we
OUR aNaLySIS
Pidion, Gotive and Unitech, will design, develop want around 25-30 partners and in 2-3 years time
and market portable printer products, for sales we want to have 60 partners in 42 countries.” As our survey last month showed, the Balkans has
through its distributors and marketing partners.
www.providis.nl www.extech.com major potential, if you know what you are doing.
8
02 May 2008
It0808 - 8-11_SME_news.indd 8 30/04/2008 12:05:34
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