NETHERLANDS
SME & CONSUMER NEWS
Partners grow in redefined wireless channel
is on the cusp of the third the skills to build a solutions practice.”
EUROPE
wave of technology. With “In particular we will be putting market
WiFi specialist vendor Colubris the significant launch of the resources behind our partners to ensure they are
Networks is about to launch a new 802.11n standard WiFi is now able to generate, qualify and close sales leads.
partner programme and embark capable of replacing wired Whilst our partners go through the learning curve
on an aggressive recruitment networks at the edge of the our distributors and Colubris will help fill any gaps.”
campaign across Europe according network.”
OUR ANALySIS
to Gary Mead (right), Vice “The move to ‘n’ is
President International Sales, at happening at an incredible Many channel companies have avoided the WiFi
Colubris. speed and will redefine the market which went mainstream and thus low
“Colubris has always been WiFi market. For those in margin almost overnight. However over the last
indirect but we need to be even the channel, who may have 2 years we have seen organisations implementing
more channel-focused and much avoided or been unable to see serious WiFi installations, not just to support hot
more bullish about what we have the profit in WiFi solutions, spot and mobile users, but to support mission
to offer our partners.” now is the time to get involved and Colubris is the critical business applications and more importantly
“Our reputation in the WiFi market is second right partner.” voice. The advent of 802.11n now makes WiFi a
to none when it comes to technical competence To support their recruitment of new partners serious contender to traditional wired networks
and quality of product. However our focus has Colubris are about to launch a new partner and thus a critical part of the enterprise network.
been much too narrow to date, on complex market programme and provide extra support to its This means that any channel solution provider now
segments where our competence shone through.” distribution partners. needs to get involved in WiFi and understand how
“We now need to broaden out and take “Our new Channel Program which will be to manage and control traffic across it.
Colubris into the mainstream WiFi market and launched early May 2008 is not just a new set of Colubris has obviously identified this shift in
recruit channel partners who want the best words or Ts & Cs. It is a whole new commitment to the use of WiFi and chosen this point to expand its
product to build professional wireless solutions.” supporting channel partners,” explained Gary Mead. presence and capitalise on its reputation It will be
The timing of Colubris Networks expansion into “We will be working hard with our distributors to interesting to see how its partnership proposition is
the broader market coincides with a major shift train and support our partners and enable them to viewed by the channel.
in the wireless marketplace as Gary explains, “WiFi offer high value, high margin solutions and develop www.colubris.com
Itway enters Turkey and plans further expansion
ITALy TURKEy
carried out marketing services, leads and pipeline management,
by the Group training and support through Itway Academy as
AS WE anticipated six weeks ago (IT Europa, issue since 2003, well as additional services that we will announce
5), Italian Itway Group has announced the creation by which soon,” Farina reveals.
of a Turkish subsidiary, Itway Turkiye, to further we gained He has set some ambitious targets for the next
consolidate its position in the Mediterranean. a strong twelve months, expecting the group’s turnover to
The new company, which will operate as a presence in range between $7m (€4.3m) and $10m (€6.2m) as a
value-added distributor of security solutions, was France, Spain, result of this operation.
created from Itway’s integration of Turkey’s main Portugal and Indeed, he predicts a 10 to 20% growth rate for
distributor Intellect. Greece.” Itway Turkiye, which if confirmed, would exceed
“Intellect has a system integration division He the figures of those countries where the company
which has become Itway Turkiye’s core activity, believes that is already present.
while the distribution activity has been suspended”, the Turkish Talking about Itway’s competitors, Farina points
explains Itway Chairman and CEO Andrea Farina market has a out that they are mainly represented by local
(right). high potential companies which he intends to respect while
“On request of the main security vendors, we and is growing fast. carrying out some joint operations to grow in the
signed a distribution contract for Turkey and we For this reason, Farina seems confident that by market, developing a “healthy competitiveness.”
took advantage of Intellect VAD division’s great implementing the same business model which the The Turkish sub will also rely on the support of
experience,” he says. group previously applied to other markets, Itway some of Itway’s strategic security solutions partners
As a result of this operation, the disti will gain will rapidly increase its profits, consolidating its such as Check Point, Nokia and Websense.
an important client portfolio as well as a number position in the Med and further expanding across Itway Turkiye’s head office will be located in
of distribution agreements with key local players. the so-called “STAN” countries, ex-soviet republics Istanbul, the centre of the enterprise and finance
“The entrance of Itway in Turkey marks an which offer huge investment opportunities. market, while the Ankara branch, due to open in
important step in the expansion process in the “Itway VAD Turkiye will only operate through a the next few months, will mainly focus on the
European markets and in the Mediterranean area three-tier channel and not directly. We will offer public sector. www.itway.com
02 MAy 2008
9
It0808 - 8-11_SME_news.indd 9 30/04/2008 12:06:09
Page 1  |  Page 2  |  Page 3  |  Page 4  |  Page 5  |  Page 6  |  Page 7  |  Page 8  |  Page 9  |  Page 10  |  Page 11  |  Page 12  |  Page 13  |  Page 14  |  Page 15  |  Page 16  |  Page 17  |  Page 18  |  Page 19  |  Page 20  |  Page 21  |  Page 22  |  Page 23  |  Page 24  |  Page 25  |  Page 26  |  Page 27  |  Page 28  |  Page 29  |  Page 30  |  Page 31  |  Page 32