N E W S
Itway enters Turkey and plans further expansion
ITALIAN Itway Group has announced Mediterranean area carried out by the turnover to range between $7m (€4.3m)
the creation of a Turkish subsidiary, Group since 2003, by which we gained and $10m (€6.2m) as a result of this
Itway Turkiye, to further consolidate its a strong presence in France, Spain, operation.
position in the Mediterranean. The new Portugal and Greece.” Indeed, he predicts a 10% to
company, which will operate as a value- He believes that the Turkish market 20% growth rate for Itway Turkiye,
added distributor of security solutions, has a high potential and is growing fast. which if confirmed, would exceed
was created from Itway’s integration of For this reason, Farina seems the figures of those countries where
Turkey’s main distributor Intellect. confident that by implementing the the company is already present.
“Intellect has a system integration same business model which the group Talking about Itway’s competitors,
division which has become Itway previously applied to other markets, Farina points out that they are mainly
Turkiye’s core activity, while the Itway will rapidly increase its profits, represented by local companies which
distribution activity has been consolidating its position in the Med he intends to respect while carrying
suspended”, explains Itway Chairman and further expanding across the out some joint operations to grow
and CEO Andrea Farina. “On request so-called “STAN” countries, ex-soviet in the market, developing a “healthy
of the main security vendors, we signed republics which offer huge investment competitiveness.”The Turkish sub
a distribution contract for Turkey and opportunities. will also rely on the support of some
we took advantage of Intellect VAD “Itway VAD Turkiye will only operate of Itway’s strategic security solutions
division’s great experience,” he says. through a three-tier channel and not partners such as Check Point, Nokia
As a result of this operation, the disti directly. We will offer marketing services, and Websense.
will gain an important client portfolio leads and pipeline management, training Itway Turkiye’s head office will be
as well as a number of distribution and support through Itway Academy as located in Istanbul, the centre of the
agreements with key local players. “The well as additional services that we will enterprise and finance market, while
entrance of Itway in Turkey marks an announce soon,” Farina reveals.He has the Ankara branch, due to open in the
important step in the expansion process set some ambitious targets for the next next few months, will mainly focus on
in the European markets and in the twelve months, expecting the group’s the public sector. www.itway.com
Westcon testing IP services white label
HOSTED communications provider iHub, and eW stcon Thompson says the increasing number of resellers
Group will be offering 4SureConnections, a hosted looking to offer hosted services have a choice:
telecommunications solution as a white label platform. It “Resellers can either select one of the carriers and get a
means Westcon resellers can provide hosted services— pre-fixed solution, or they enter the risk game and work
helping increase their overall value proposition and with some of the new entrants that aren’t as financially
allowing them predictable annuity revenues. secure or haven’t been around as long as us.”
4SureConnections, which will be available through a eW stcon is looking to sign up a limited number of
dedicated Westcon programme, is a scaleable hosted IP resellers to join the 15 - 20 currently offering the service
service tailored for SMEs, providing access to carrier grade following a soft launch last year.
and corporate functionality at a lesser cost than traditional Nortel maintains that the hosted solution is an
PBX solutions. CEO of iHub, Mike Webb, believes there alternative to its current BCM range for SMBs. “That
is an opening for a significant part of the SMB space to go build-it-yourself part of the market is something we’re
hosted: “In this environment there is an opportunity for still very much focused on,” explains David Perry at
resellers to provide significant incremental value in the Nortel’s carrier marketing division, who says that the
management of LANS, AW Ns, provision of hardware, and vendor is also targeting “the other part of the market that
so on.” doesn’t want to do it themselves.”
Simon Thompson, European services director at westcongroup.com
eW stcon, says the distributor had been looking for a
partner to bring a VoIP offering to market. “It’s a very OUR VIEW:
nice marriage – iHub is relatively new to the market and This is arguably the first distributor to offer a hosted
not carrying any baggage around in terms of channel telephony solution. While it may be UK-only at present
conflict, we have a very sensible, mature approach to there may be plans to take it to Europe.
the market and clearly the attraction to both Nortel and
iHub is that we have tremendous reach across Europe,”
he says.
08 8020 EUROPA JUNE 2008
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