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[email protected] COMMENT 03 According to new figures from CONTEXT (see page 4), the European IT distribution channel has enjoyed a good 12 months, with growth of 6.7% in 2018. In the UK, the figure was even higher, at 8.7% The research company warns that growth will start slowing in Q2 as Brexit starts to affect demand in EU economies. Even so, IT distributors can look forward to year-on- year growth of 3% to 6% – a level of growth that many other industries would kill for. CONTEXT points out that digital transformation, which poses so many challenges for traditional industries, is the motor for much of this growth, driving demand for secure solutions, hybrid cloud and hyperconverged infrastructure. One vendor that is doing very well from this trend is Cohesity. Founded in 2013, it has developed a hyperconverged webscale data platform for secondary storage and is now growing by more than 300% a year. It recently secured a further $250 million to fund its continued growth and expansion. It is strange to think of such a well endowed company as a start-up, but that is how EMEA Channel Manager Johannes Kunz characterised it in our interview with him (starting on page 23). He pointed out that despite the hundreds of millions of dollars at its disposal, an experienced, inspirational CEO and a stable core product (already at version 6.1), the company faces challenges that all start-ups experience in the high growth phase of their development, notably recruitment. Many companies are finding it hard to attract the right staff, and it can be particularly difficult for start-ups that have a much smaller pool to draw from, mainly because of their need for people with energy, drive, determination, initiative and perseverance. Kunz calls such people ‘hunters’ and distinguishes them from ‘farmers’ who might be better suited to established businesses with a mature product and stable customer base. With growth forecasts at their lowest for a decade, perhaps it’s time more of us discovered our inner hunter and made the effort to track down new opportunities rather than waiting for them to emerge from carefully tilled soil. James Goulding Editor,
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[email protected] www.technologyreseller.co.uk No part of Technology Reseller can be reproduced without prior written permission of the publisher. © 2019 Kingswood Media Ltd. Design: Sandtiger Media www.sandtiger.co.uk 04 Bulletin Technology, vendor, distributor and reseller news 05 Insider... Phil Jones on the importance of focus 08 Working Together This month’s round-up of new distribution agreements 18 What’s New The month’s best new products and services 20 Opinion Joachim Sturmhoefel makes the case for niche products 22 Scanners Preserving our heritage with a Fujitsu contactless scanner 23 Interview Technology Reseller finds out about disruption in the secondary storage market 26 Telecoms North Supply to distribute innovaphone 30 IT Services Konica Minolta extends Workplace Hub offering 32 Digital Signage New organisation to promote the digital signage industry 33 Storage Part two of our article on Western Digital Corporation 36 Predictions Will 2019 be the year of the vaporworm? 42 People New faces, new places 43 Sponsorship Powering up with Speedy Hire v17 · 2019 technology reseller.co.uk Comment Register online To receive your regular FREE printed copy of Technology Reseller Magazine simply fill in our online registration form at www.technologyreseller.uk/register Read Technology Reseller online, on tablets and smart phones www.technologyreseller.uk Join us : Follow us @techreselleruk www.facebook.com/TechnologyResellerMag technology-reseller-magazine Editor: James Goulding 07803 087228 ·
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[email protected] ISSN 2055-3110 (Print) ISSN 2055-3129 (Online)