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Fight Back '09: Drenched in deals

Fight Back '09: Drenched in deals

It's raining partnerships in the IT channel this week

Wheeling and dealing was the name of the game this week as more partnerships and opportunities hit the IT channel.

Specialist distributor, POS POS, has partnered up with Motorola to market the vendor’s data capture portfolio. The deal will also see the distributor increase headcount to service the Motorola business with the appointment of Steven Debois to vendor development manager.

POS POS CEO, Avner Danielli said the company will target vertical markets such as Government and healthcare with Motorola products.

Another distributor that shook hands with a vendor was Synnex, who struck a deal with UPS maker, Eaton.

The new agreement will see Synnex gain access to the MGE Office Protection Systems. Eaton’s other distributors include Altech Computers and ACA Pacific.

“We play into a very small space in UPS, but with Eaton along, we will be able to expand that a lot quicker,” Synnex categories manager, Jason Lee, said.

In a bid to target a growing education market, Avid has appointed Scholastic Media & Technology as a distributor. Scholastic will aim to expand the Pinnacle product range across its national retail, independent and VAR channels, including the Mac channel.

Scholastic media technology manager, Wayne Cooper, also highlighted this new deal’s potential in opening up opportunities to tap into Avid’s other products.

Anyware has also landed a deal, becoming the sub-distributor for peripherals vendor, Logitech.

“We look after a variety of customers from retail to government, but we’re going to specifically be targeting the reseller channel,” Anyware marketing manager, Steve Grant, said. “We’re finding that we’re performing very strongly in the current economic climate and Logitech is going to accentuate that.”

In other partnership news, Dell has forged an alliance with Dick Smith, giving the retailer access to Inspiron 15, Studio 15 and Studio One 19 all-in-one desktop computer.

Dell will be stocked at the top 70 Dick Smith stores across the country.

In a statement, Dick Smith head of buying and merchandising, Glenn O’Neill, said the new deal enabled it to provide a wider and complementary range of PC and laptop solutions for customers.

On the hunt for new associates, Adweb agency is seeking partners to join its new local channel.

The company is looking for 15 partners in Australia and New Zealand in the next 12 months to form its indirect sales force for its Intranet Dashboard product.

Intranet Dashboard director, Connie Pandos, said the new channel strategy was a result of reseller demands.

Newee Computers is also on the hunt for new friends as it appealed for resellers to retail its newly acquired D_Skin disc protection product.

“We are looking for national dealers, one in each state, big or small,” Newee Computers director, Gene Newell, said. “As long as they are willing to sell the product then we will take them on.”

While some were keen to jump into new partnerships, others strengthened their existing relationships.

Contact centre integrator, GlobalConnect, has become a Verint Advanced Partner.

Verint produces workforce optimisation solutions for contact centres as well as remote offices, branch and back office operations environments.

“The partnership gives us various touch points in analytics and back-end process environments,” Managing director of GlobalConnect, Pushkar Taneja, said. “It expands out our offerings nicely and we’ve seen a good response from our customers to Verint – we’ve already done work with a couple of our major customers.”

Bolstering an existing partnership, CSC, has secured two new IT integration contracts with the Western Australia Police.

The first contract, worth $15 million, will see the integrator, who has worked with the WA Police for over a decade, provide SAP application upgrade and maintenance support services for the organisations business operations resource management information system.

In the second contract, worth $120 million, CSC will compete with fellow services provider, Ajilon, to provide infrastructure, applications development, systems integration and consultancy services.

In a statement, CSC said it will provide its own police-approved employees as well as sourcing staff from local providers such as NGIS, Agile Computing, Trilogy Resources and Dialog to service the contracts.

Moving into the retail space, Apple has announced plans to open its fourth local retail store on the Gold Coast in Queensland.

The store will be located at the Robina Town Centre, and will open on the May 9. It joins two Sydney stores, and a Melbourne store to bring the vendor's total Australian retail outlets to four. It opened its first retail outlet in Sydney in June, 2008, to great fanfare.

Need to get away from all the bad news? Keep watching ARN’s Fight Back ’09 for a weekly dose of optimism.


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