technologyreseller.co.uk 09 Working Together way that small vendors don't feel they're getting represented correctly by the big disties, small resellers struggle to engage with them. The big distributors have all these capabilities, but it can be challenging for a small reseller to access them. We're more approachable…I wouldn't necessarily say services is going to be transformational to the business, but it's definitely a value-add.” Organic growth Cantwell points out that because Intec is profitable and still has the warehouse capacity to accommodate future growth, it has no need for further capital investment, unless an acquisition opportunity comes along. “At the moment, we're focusing on organic growth which we believe is more predictable and more in our control, but that’s not to say that we wouldn’t consider an acquisition if it came across our desk. There are quite a few other smaller distribution companies that we would be keen to look at, particularly if they come with less of a hardware and more of a services or security or software focus. “The margins on services, on value-add are far greater than they are on shifting more product. But they’re a tougher sell. At my previous company, Selection Services, which I ran for 20-odd years, 75% of our business was services-based – project revenue, managed services, managing people’s networks, helpdesk services – and the sales cycle is much longer. I don't want to run before we can walk.” Sustainability and DEI In addition to its growth plans, Intec aims to have a much greater focus on DEI and sustainability, with Cantwell eager to implement measures, including becoming a B Corp, while the company is of a size (circa 100 employees) that allows new policies, procedures and principles to be introduced without too much complexity. “Going back 30 years, statistics show that companies that pursued initiatives like BS 5750 (or ISO 9000 as it became) and Investors in People outperformed their peers. Now, it’s companies that take diversity, social responsibility and climate responsibility seriously that are outperforming their peers,” explains Cantwell. “I don't want Intec to be late to the party.” www.intecmicros.co.uk Mayflex partners with Secure Logiq Secure Logiq, a provider of servers specifically designed for HD surveillance, is aiming to strengthen its market presence through a collaboration with converged IP security solutions distributor Mayflex. With speeds of up to 4000 Mbps and storage capacities surpassing 1 petabyte, Secure Logiq’s advanced servers align well with Mayflex’s surveillance and security offering. www.mayflex.com Mitel added to Nimans offering Following a new UK distribution agreement between the two companies, Nimans is offering Mitel’s comprehensive suite of communication solutions, including cloud-based phone systems, collaboration tools and contact centre solutions. Nimans’ dedicated team of experts will work closely with Mitel to ensure seamless integration, efficient implementation and ongoing support for customers. www.mitel.com Giacom expands FTTP portfolio with CityFibre Giacom, a provider of comms, cloud and hardware services, has expanded its relationship with CityFibre by adding the company’s FTTP services to its broadband offering. Giacom has offered CityFibre Ethernet since 2018. Available to Giacom partners from the company’s new Cloud Market, CityFibre FTTP is a competitive alternative to the BT and Vodafone FTTP products that Giacom already supplies. Unlike most broadband services, which offer asymmetrical bandwidth, CityFibre offer synchronous upload and download speeds of up to 1 Gbps. www.giacom.com QBS Software partners with FileWave QBS Software, a distributor with more than 35 years’ experience in the enterprise software market, is adding FileWave multi-platform endpoint management to its enterprise software procurement platform. In addition to software deployment, patch management and real-time asset tracking, FileWave’s FileSet technology allows for remote device management at a granular level. www.qbssoftware.com/contact e92plus and Deep Instinct offer prevention-first approach Independent cybersecurity distributor e92plus is enabling its partner community to take a prevention-first approach to cybersecurity through a new partnership with Deep Instinct. Using the world’s first and only purpose-built deep learning cybersecurity framework, Deep Instinct stops ransomware and other malware attacks before they land inside an organisation, reducing noise and alerts and improving SOC efficiency. www.e92plus.com Pan-European first for Exertis ColorTokens has appointed Exertis as the first pan-European distributor of its Unified Zero Trust Platforms, claimed to reduce compliance costs by up to 70% and security alerts by up to 80%. ColorTokens allows customers to manage microsegmentation across all asset types, with visibility into deployed assets and network traffic via an intuitive visual dashboard. Users can simplify the creation of least-privilege microsegmentation policies through automated tagging, use centralised policy management to automatically organise and create network and domain groups, manage microsegmentation for containerised microservice application at the API level, and minimise exposure by automatically extending security controls to new cloudnative workloads and applications. www.exertis.co.uk BeeDrive now available from TD SYNNEX TD SYNNEX has been appointed exclusive UK distributor for the new SYNOLOGY BeeDrive personal backup hub. Available in 1TB and 2TB capacities, the BeeDrive is an ideal backup solution for smaller businesses and mobile and home users. https://uk.tdsynnex.com/ Brigantia partners with Conceal Cybersecurity distributor Brigantia is improving edge security through a new UK&I distribution agreement with Conceal. ConcealBrowse, a lightweight browser extension, transforms any browser into a secure, zero-trust environment, defending against malware by isolating risks at the browser. www.brigantia.com PSCo expands projection portfolio with DLP projectors Trade-only display and video specialist PSCo (part of the Midwich Group) is adding DLP projection technology to its professional projector portfolio for live events and large venues. Available for tradeonly rental or purchase, the Barco UDM and G62 DLP projectors give partners more versatility and choice, as well as greater lens coverage and brightness output. www.psco.co.uk Working together This month’s round-up of new distribution agreements
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