SME & CONSUMER NEWS
Canon buys its Turkish partner
Westcon cleans up
TURKEY ISRAEL
Director and Volume Business Country Director.
at Cisco event
Peter Saak will take up the position of Value
CANON Europe has bought the Canon business Business Country Director.
EUROpE
arm of its Turkish partner Hesmak, a long term “Today’s announcement marks an important WESTCON was named “Global Distributor of the
reseller. This will establish a new Canon company, step towards the realisation of Canon’s potential Year” at last week’s Cisco Partner Summit. It also
Canon Eurasia, in Turkey, which it sees as a dynamic in Turkey. The move is part of Canon Europe’s picked up “Multi-Theatre Partner of the Year,”
growth market. Canon Eurasia represents a strategy to focus on growth in emerging markets. an award which has never before been awarded
substantial investment by Canon in the region and We have a very strong team to lead this new to a distributor. Westcon Group’s multi-national
is aligned with the company’s strategy to further company and manage Canon’s interests in the programmes, OneVoice, OneDefense, OneNetwork
accelerate growth, it says. region”, says Ryoichi Bamba, President & CEO, and OneWave were identified by Cisco as key
Canon Eurasia will manage Canon’s interests Canon Europe. reasons for the nomination. Westcon also picked
in Turkey and Israel. In Turkey Canon Eurasia is This follows a number of other vertical channel up European regional and country awards including:
building on the “long and successful partnership” consolidations as we reported in the last issue with - Comstor France: Distributor Partner of the Year
which Canon Europe has enjoyed with Hesmak French ICT buying its partner. Turkey is becoming - Comstor France: Geography Winner
over many years. increasingly interesting to vendors and channels as - Comstor Germany: Distributor Partner of the Year
The management team at Canon Eurasia will stability emerges after the elections last year. - Comstor Germany: Geography Winner
be headed by Roman Troedthandl as Managing
www.canon.com - Comstor Netherlands: Distributor Partner of the
Year
Regional focus boosts SAP’s SME sales
- Comstor Netherlands: Geography Winner
- Comstor Spain: Distributor Partner of the Year
RUSSIA UKRAINE
to expose the - Comstor Spain: Geography Winner
product.” - Comstor Spain: European Distributor of the Year
ERP kingpin SAP doubled its levels of SME business When it - Comstor UK: Distributor Partner of the Year
in Russia and CIS last year, with 35% of Q3 and Q4 comes to the - Comstor UK: Geography Winner
‘07 sales coming from small to mid-size companies. large enterprise
www.westcongroup.com
The vendor attributes this rise to a significant space, SAP has a
channel recruitment programme and the increasing strong presence
Avnet hits rebate
regionalisation of SAP’s presence in Russia. among certain
According to SAP CIS marketing manager Boris vertical sectors
bumpy times
Volpe (right), the company increased its number of - namely the
channel partners by 50% in 2007. Last month’ SAP oil and gas
EUROpE
opened an office in Russia’s third city, Novosibirsk, business, metal
to help increase revenues outside of Moscow and and retail. SHARES in Avnet fell about 7% this week after the
St Petersburg. And Volpe reveals the next planned And Volpe distributor said sales and profit in the fiscal third
office is for Donesk in Ukraine. says these quarter would undershoot its target.
“We have targeted the upper-SME market since businesses The company blamed sales shortfalls in some
late 2006, and trained our salesforce and partners still provide segments of its business, a significant change in
to sell to SMBs. Our ability to deliver packaged SAP with a good “base” for its revenues. But the a rebate program with a major supplier, (thought
solutions helps,” he says. strategy for the next couple of years will focus on to be HP) and higher costs related to a recent
“Partners are key to success in the regions. Most those upper-midsize companies.
www.sap.com acquisition - possibly the Magirus deal (IT Europa
large enterprise customers are in Moscow, but July 27 2007). Avnet trimmed its estimate for third-
OUR ANALYSIS
the SME cost basis is different. We have slightly quarter revenue to $4.42bn (€2.80bn). That’s at
localised our partner programme for Russia and Given the predominance of smaller sized the low end of its previously announced goal of
made it more flexible to help partners target companies in Russia, SAP’s strategy is probably well $4.37bn (€2.76bn) to $4.57bn (€2.89bn).
regional SMEs.” judged. That said, it would be unwise to turn too “We are extremely disappointed with our
The much-heralded on demand application far away from the country’s burgeoning enterprise earnings as a confluence of issues contributed to a
Business ByDesign has been pencilled in for a Q1 sector and allow Oracle to steal an extra slice of very difficult quarter,” Chief Executive Roy Vallee
‘09 release in Russia, once the product has been the pie. It also faces fairly strong competition from says in a statement. He said the company has
localised for the market. For this year at least, the Microsoft, plus locals 1C and Galaktika. already taken “corrective action” to remedy the
priority is pushing Business Intelligence (BI) in the The Business One and Business All-in-One problems.
wake of SAP’s acquisition of Business Objects. products are said to be performing well among
www.avnet.com
“We need to prepare the market for Business SMEs, though the local SAP office is increasingly
OUR ANALYSIS
ByDesign. The product localisation is progressing keen to get its hands on a localised version of the
well, and later in the year we will begin a marketing on demand application Business ByDesign. Many in The mature markets are the problem; small margins
campaign. The concept [of Software-as-a-Service] the company think this could prove decisive in the make rebates all-powerful. See our feature on
is rather new for the Russian market so we need battle for Russian SMEs. Avnet in emerging markets.
17
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18 ApR 2008
It0807 - 8-11_SME_news.indd 8 16/04/2008 11:00:50
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