CHaNNEL NEWS
chiliGrEEN seeks MBO from failed Lintec
Cisco tests SME
GErMaNY aUSTrIa
to improve the liquidity situation of the Lintec
monitors in Europe
Group and this led to negotiations for the sale of
1 Trummer says chiliGREEN wasted no time chiliGREEN Computers. These negotiations failed,
EUrOpE
moving operations back to its Austrian roots, and and so the company has to make public its inability
that founder and CEO, Gerald Wirtl, who sold his to make payments.”
1
that they can represent an answer to the
100% stake to Lintec, is trying to organise the MBO Dorit Bode, HP SPO boss for Germany, remarks, global IT talent shortage, as this software
at the moment. “Some competitors have been in the market for will dramatically reduce the number of people
However, Trummer admits the MBO is subject years, but there are fewer [of these PC assemblers] required to run an operating system, by moving
to agreements with other parties: “We’re still than there were two years ago. Those successful from a component-based to a network-based
negotiating with banks, Lintec’s liquidator, potential ones that left have found an area to focus on.” model.
investors etc - and this will take a few days more.” Attention will now turn to Lintec’s competitors, “We could manage the global network from
“We’re still operating, trying to serve our such as Maxdata, which registered an 11% year- one single location,” he observes. Although Smart
customers without any interruption,” he adds. on-year loss in annual revenues during 2007. But Care has been mainly designed for the SME sector,
“Since we’re experts on being flexible and fast, ALSO Germany MD Michael Dressen is hopeful the Earle explains that it can also be applied to large
it took us just a few days to move logistics from market won’t see a spate of bankruptcies: “I think enterprises.
LINTEC’s premises near Leipzig back to Linz, BTO- Lintec was a special case. We do expect some “SMB is the fastest growing sector but we
assembling is already shipping out desktops and problems with the tightening credit situation but expect further consolidation in the next few years.
not
Authorit
ebooks
ativ
her
e ana
e
lysis of Eur
in Linz
ope
.”
’s ICT channels
the

mark
Ne
et
wslet
is
ter Is
stil
sue 14
l OK.”
September 14th 2007
As the world flattens, companies are increasingly
Lintec’s demise has come as little surprise to the 2007 proved to be a tough year for Germany’s looking for pan-European partners. We will work
German
Ing
IT
r
industry
am
.
M
The
i
vendor
cro
has
’s
struggl
ne
ed
w
o

v
E
er
ur
indig
o
INSIDE THIS ISSUE...
enous PC vendors, with Lintec, Maxdata and closely with our partners to help them globalise,”
the past two years, losing a third of sales during Fujitsu-Siemens Computers all losing marketshare he concludes.
2006.
m
As
o
repor
de
ted
l
in
d
the
ri
l
v
ast
e
issue
s a
of
c
IT
q
Eur
u
opa,
isitio
and
n
onl
s
y Medion rallying against a HP and Acer-led Among the Cisco partners who have already
Lintec’s share price has nearly halved since the start onslaught. For more on the German PC market, see implemented Smart Care, are distributor Comstor,
of
G
the
rowt
y
h
e
p
ar
la
.
n
It
ca
w
lls
as
for
hoped
joint ven
the
ture
Ma
or a
y
cq
200
uisit
7
ion
a

c
in
quisition
the next six mo
our
nths
national survey. part of the Westcon Group and support services
of B65-stry John Garrong achiliGREEN tt would push
On
Lint
the o
ec
ther e
ba
xecutiv
ck
e changes - Vincenz
www
o
.lintec.de www.chiligreen.at provider Comms-care. www.cisco.com
Baggio, appointed Senior VP, and Johan
int
INGRAM
o profit
Micro
abilit
has clear
y
ed
, and
the decks
the
ready
failure to
Vandenbus
make
sche,
up
VP
l
Ingr
ost
am Micro Pan-European
to take market share across Europe. A wave of Business Unit responsible for Ingram Micro OUrFujitsu Servic aNaLesY’ AndrSISew MacNaughton
12
OUr aNaLYSIS
ground executive has appointments led to has this been announcweek’ed, s announcEuropean ementComponents, . Networking Services and
along with the splitting out of the UK market, Imaging & Supplies divisions: “What you have CHANNEL NEWS 1-3
fol
In
lowing
a st
simil
a
ar
tement
moves in Germany
to investors, Lintec says:
seen
“Due
is a bit of musical
This
chairs, -
has
a
been on the cards for a while, and the SMB is growing fast, yes, but even Cisco knows
The main headlines in the channel
to
and
chang
France.
es
Speaking
to
e
l
x
ar
clusiv
ge
ely
contracts belonging to
number
LINTEC
of people have
a
been
cquisition
in
of rising star chiliGREEN was a last roll how reluctant the sector is to lets its data out of
to IT Europa, Hans Koppen (right), position for three or four years.
ENTERPRISE NEWS 4-7
Servic
Ingram
es,
Micro
the
’s president,
financi
Europe,
al health of this busines
Peopl
s, and
e need change to
of
keep
the
them
dice for Lintec. Now all eyes turn to see its control. It will be interesting to see how the
confirmed that he would step on their toes and allow them to NetApp targets new SIs, Magyar Telekom
by
do
implic
wn at year-end,
ation
but
the
would
Gr
not
oup, is not longer guar
ha
ant
ve a diff
eed.
erent experienc
whether
e.”
the
chas
Austri
es down HP
an
, Tiet
as
oEna
sembl
tor banks RSA
er can retrieve its message is presented by Cisco and Comstor.
be leaving the industry. The big change is that Ingram
deal, BasWare makes UK acquisition,
Measur“We haes ve been wergre owing takour en by the executive commitMicro Eurtee ope is now in businestwo pieces s from
CapGemini mo
the Lint
ves int
ec
erna
c
l IT t
ar
o Romani
crash
a
through an MBO.
business gradually over four years, - one an operational core with
SME & CONSUMER NEWS 8-11
with a few step-changes. I expect centralised dealing with Intel, Horizon grows
a
this
S
will
B
continue,
IS
bec

aus
t
e our
o repeat D
Cis
e
co
l
HP
l
Supplies,
d
WD
is
, AMD;
ti
the
suppliers drive it; it’s not just down other about vendor management pl
Ar
a
ena hol
n
ds do
i
wn c
n
o

sts, ASBIS f
Uk
ocus
r
es
on Dutch centre, Dell under EMEA thre
a
at
from Acer, Cisco changes its registration,
ine
to our initiative. And that is what and marketing, business
BT buys resellers, Auchan leaves Morocco
Oracle UK channel
we are preparing for.” development and supply
3
solutions, FEATURE 12-14ASBIS Ukraine has set up
UKraIN
N
E
ETAPP TARGETS INTEGRATORS - PAGE 4 IT Eur
a
opa
Pr
t
ojec
alks to the c
t Distribution
ontinent’s leading
Department
UNITED KINGDOM
IT services bosses about how to run a
AF
O
TER
ut
its
so
s
u
ecr
rc
et
in
suc
g d
ces
ea
s
l
in
s
successful pan-European business
Dell in secret Russian
which will provide technical and pre- HORIZON UK, the UK subsidiary of Irish Horizon
Rus
f
si
a
a
ce
as
M
a Del
&A
l

distribut
spotli
or
ght
sales
CHANNEL PR
suppor
OFILE
t to
15
distributor deal
ASBIS partners. Technology Group which is facing a take-over bid
Oceanus’ MD Nick Rowley discusses end-
was first revealed in IT user demands and the rFor the porole of the channeltable PC market, from an unknown rival distributor, has announced
LARGE outsourcing deals in Europe could be AROUND 200 Russian resellers have signed up
Eurliablopa e to merin ger Sepand atcember quisition (M&A) last legislation, for Dell products through a deal with distributor ASBIS
INTER
wil
VIEW
l off
16-17
er Dell’s Inspiron, the formation of a new operating Division “Horizon
the European Commission has warned. Deals ASBIS. A distribution agreement for Russia
ye
inv
ar
ol
(
ving
right
the tr
),
ansf
ASBIS
er and use
has
of res
just
ources - most between Dell and ASBIS was signed on April 19th
HP neLaw-botitude, y Antoine BarrVostre pro omisand es calmer XPC lines, as Software”. This will be exclusively focused on
channel management during 2008
announc
commonly
ed
human
tha
resour
t
c
it
es and
has
intellectual 2007, but was deliberately kept secret.
well as gaming play stations. The the development of Oracle’s channel partner
property, in the case of outsourcing - could satisfy “The companies decided then to go for a
NATIONAL SURVEY: 18-25 BALTICS
bec
the
ome
definition
Del
of a
l’
mer
s authoris
ger, they say,
ed
if those so-called cold start-up, i.e. to start business
ASBIS Group has now franchises for community in the UK.
resources are used to provide services to third without a public announcement and marketing We take a look at how EU funding
distribut
parties. The
or
bigg
in
est de
Ukr
als w
aine.
ould therefore need support in order to test the water”, says Victor
is impa
distribution
cting three markets with
of Dell products in Russia, Horizon Software is now Oracle’s preferred
approval from the EC before they can go through. Lukjanov, ASBIS’ spokesman (see page 3). The
high education standards but
The new agreement
chall
Commenting on the judgement, Phil Bul
enging skil
gari
ls a
a,
vail
T
abilit
urk
y
two companies held a joint press conference in ey, the Middle East, and Enterprise Value Added Distributor in the UK, it
McDonnell of UK law firm Addleshaw Goddard Moscow last week to announce a second stage of
co
t
v
el
er
ls IT
s
Eur
the
opa: “
c
Outs
ompl
ourcing
et
has
e
chang
line
ed; the
Ukraine.
FINANCIALS 26-31
cooperation.
claims, supporting all of Oracle’s key technology
of
de
Del
als ar
l’
e
s
get
lap
ting
t
bigg
op
er
s,
. This
serv
[M&A
er
] 3 The results proved to be very good, 3
Up-to-date news on the big firms’ shares
www.asbis.com growth areas including Database Advanced
equipment, storage,
OUr aNaLYSIS
Technologies, Security and Identity Management,
It0714 - front_page.indd 1 12/09/2007 11:34:03
UPS, PCs and monitors. ASBIS Ukraine will begin Business Intelligence, SOA and Fusion Middleware.
supplying Dell products to its channel partners The model is proven - actually Dell has been Providing a wide range of value-add support
before the end of April 2008 and will ensure full working through distributors in emerging areas for services to its Oracle partner community Horizon
stock availability towards mid May. ASBIS will offer years, rather than set up an office. But full marks Software will focus on the development and
solutions aimed at end-users, SMB and corporate to ASBIS for getting a grip on a difficult market support of System Integrators; Value Added
segments. like Ukraine. Keep an eye on the share price - now Resellers and Independent Software Vendors.
In order to support the sales of enterprise listed only in Poland - as this translates to business. www.horizon.ie
18 apr 2008 3
It0807 - 2-3_news.indd 3 16/04/2008 10:56:35
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