MERGERS &
ACQUISITIONS
ROUND-UP
Qurius resumes Dynamics partner acquisition trail
Blue Coat plans
after Packeteer
WHEN Blue Coat Systems’ purchase
of Packeteer finally gets approval – Distributors they have mainly in
probably some time this month – it common, anyway. “I don’t think there
will also be a chance to sort out is a need for much rationalisation,
its partner programme. This had though we’ve not looked at each
grown up over the years in different country yet, and some it can’t happen
regions and countries, but pressure until the merger. I don’t think we’ll
Nigel
for standardisation from customers find we need more distribution, but
Hawthorn
will mean global adoption of a single who knows?”
programme. And Blue Coat will bring The company has been thinking EMEA – half don’t overlap, so we’d like
in some new features and vertical for some time that it would like to to contact as many as possible as soon
specialisations to help move it along. enlarge the numbers, and move them as possible. It was good timing that
The EMEA territory has around 500 to a new level of expertise, around we’ve been working on a new global
VARS and distributors across both wide area networking: “Traditional programme anyway.”
ranges, with perhaps a 50% overlap, Blue Coat partners have not been so There is a greater opportunity for
says Nigel Hawthorn VP EMEA strong in this. Often they have been Blue Coat in any case, as proven by
Marketing. And fast-growing Blue security-focused, but the product lines sales figures rising 15% - 20% quarter
Coat will look to use a broader set give both security and networking. So on quarter, and an increase in the
of channels going forward. On the we want to encourage the Packeteer number and type of end users, he says.
Packeteer deal he says: “We’re part- partners to come on board, and give “We’d like to see broader channels
way through the acquisition, which us their networking expertise.” able to deliver those products. We’re
will close in June – the FCC and Any other changes? Neither Blue seeing more specialised vertical
California state will decide. We’ll then Coat nor Packeteer has been too markets in any case – in the UK
encourage existing Packeteer partners broadly distributed. for example, with the health care
to become Blue Coat channel.” “Of the total – around 500 across market. It’s clear that there is a great
opportunity in Eastern Europe – we’ve
seen a lot of requests for information,
A TOP IT distribution business in Turkey, Arena, has been for sale for months, but
and we want to revitalise that region.
it failing to find a buyer because “no-one will recognise its value”.
Provision, our distributor in Romania
“We have seen that acquirers have not yet comprehended Arena’s unique
is running security days at present
position in this highly promising market, thus haven’t agreed in the valuation we
and they say they have 50-75% more
perceive. We are in no urgency to sell the company. The company is healthy
people coming to the event than last
and possesses the resources to support its 30% annual growth. Our wish as
year. This is being repeated across
stakeholders of Arena is to sell Arena to a company who will appreciate its value
Czech Republic etc.”
and to take its leadership in Turkey to a higher order. We will wait for that,” says
With the partner programme –
Melis Senay, Arena’s Executive Assistant. Others say it is hard to find accurate
what is most important is that it has a
figures. Others say it is because it is very difficult to get accurate figures on actual
worldwide global nature, but until now
sales, as there is no legislation driving standardisation of accounts, and that
it has been different in each region.
expectations of value are artificially high.
“As we’re seeing more demand from
When Arena’s attempt to find a buyer last year was reported, no-one could
end users for worldwide delivery,
foresee that this would be a problem, given that it employed local consultants to
we wanted to make sure we could
find a buyer, and had an established position with some leading vendors. But it
respond with a programme that had
has emerged that many smaller firms have put themselves up for sale, believing
similar terms and conditions and
that the growth in the market would prove attractive. And some big names
margins worldwide. We also have a
have been in Turkey, making evaluations. But many - such as Itway have picked
new evaluation programme allowing
off security specialisms, building on existing local company Intellect. Much
channels to get evaluation kit – at
of the distribution channel remains locally focused, though very interested in
around 75% off for Blue Coat devices,
consolidation and preferably being purchased, as our survey reveals.
which demonstrate well, and so when
end users say provide it, we can.”
JUNE 2008 8020 EUROPA 16
15-16.indd 2 13/6/08 09:46:02
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  |  Page 33  |  Page 34  |  Page 35  |  Page 36  |  Page 37  |  Page 38  |  Page 39  |  Page 40  |  Page 41  |  Page 42  |  Page 43  |  Page 44  |  Page 45  |  Page 46  |  Page 47  |  Page 48  |  Page 49  |  Page 50  |  Page 51  |  Page 52  |  Page 53  |  Page 54  |  Page 55  |  Page 56  |  Page 57  |  Page 58  |  Page 59  |  Page 60  |  Page 61  |  Page 62  |  Page 63  |  Page 64  |  Page 65  |  Page 66  |  Page 67  |  Page 68