ARN Ditributor Guide - September 2018 by ARN - Tech Channel News

SEPT 2018

DISTRIBUTOR GUIDE YOUR GUIDE TO DISTRIBUTION IN THE AUSTRALIAN ICT CHANNEL

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Editorial

REDEFINING DISTRIBUTION

Distributor Index ACA Pacific

Alloy Computer Products

Alloys

Arrow ECS ANZ

abels are long-held traditions in the channel — they act as definitions, form explanations and create meaning. Convention outlines the supply chain in linear terms; starting with the vendor, through the distributor, onto the reseller and into the hands of the customer. But as revealed during Ingram Micro One — held in Singapore to an audience of more than 1,800 partners — such definitions are up for debate. “We’re a solution aggregator,” said Nimesh Davé, executive vice president of global cloud at Ingram Micro. “Every company is becoming a software IP company today.” A blockbuster declaration from the 800-pound gorilla dominating the distribution market. But underneath the surface, the statement has merit. Because the distribution game is changing, transforming at speed with vendors and partners in parallel, as the channel transitions towards new selling techniques. Driven by specialisation, facilitated through the cloud and delivered as-aservice, the supply chain is morphing into a spider web of innovation. This calls for a new strategy, with distributors central to the creation and aggregation of specialised software offerings, stepping away from mere logistics and box shipping. This is a market dominated by the independent software vendor (ISV) and the need to build IP that is both unique and repeatable.

While the notion of an ISV isn’t a newfangled term — rather a relic of the past in some instances — its role within the channel is heightening, as customers seek specialists capable of customised solutions. Applications are the new currency, with the rising importance of ISVs bringing new meaning to how traditional vendors, distributors and partners go-to-market. “Every partner is going to be an ISV,” Davé said. “Every partner at some point of time has carried out a project of custom development and created IP. We have the largest ISV pipeline that we have ever had. That’s new software.” The channel aside, such a change is prevalent across the wider technology industry, triggered by a desire to be closer to the customer. “We’re starting to see banks call us,” Davé said. “Banks will say, ‘if you have a banking account with us, why can’t you get your cloud technology through us? “All of these industries are getting disintermediated by somebody and the banks already have the business of the customer, and crucially, their money. So they might as well sell them IT. It’s a new channel.” As a result, and of note to the channel, the labels of old will no longer be applicable to the customers of the future.

JAMES HENDERSON EDITORIAL DIRECTOR – ARN

Auroz

Bluechip Infotech

CertaOne

Cloud Ready

Dicker Data

DNA Connect

Dynamic Supplies

emt Distribution

Exclusive Networks

i-LAN Technology

Leader Computers

Lynx Technologies

Multimedia Technology

Ocra Tech

Region4

Streakwave

Synnex

Tech Data

Transition Systems Australia

Westcon – Comstor

XiT Distribution

* These listings are compiled by the distributors. ARN cannot accept responsibility for the absolute accuracy of the content.

www.arnnet.com.au/distributor_directory

Editorial published in ARN may not be reproduced in any form whatsoever without written permission. Copyright 2018, IDG Communications ARN is published by IDG Communications Pty Ltd PO Box 1753, North Sydney, NSW, 2059. Phone: (02) 9902 2700

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arnnet.com.au May 2018

02 Analysis IDC

How the channel can capitalise on a “digitally distraught” market WHEN IT COMES TO DIGITAL TRANSFORMATION ACROSS ASIA PACIFIC, CHANNEL PARTNERS LAG CUSTOMERS IN MATURITY – MARK JOHNSTON REPORTS. (right and below) Sandra Ng IDC

That was the headline takeaway of Sandra Ng, group vice president of Asia Pacific at IDC, during the opening keynote of Ingram Micro One in Singapore. Research cited by Ng classified organisations as either “digitally distraught” or “digitally determined,” with 60 per cent of businesses labelled as the former. The digitally distraught organisation knows they need a plan to adopt cloud and software-as-a-service (SaaS) and change work practices, but they struggle to do so, while the remaining 40 per cent (digital determined) have well-governed teams dedicated to transformation. “Understanding customers in the thousands and tens of thousands collectively is becoming increasingly critical; doing so can give partners a competitive advantage,” said Ng. “Buyers and key stakeholders are changing at a quickening pace. “Every time you get into a customer organisation you will find that there are new buyers and stakeholders that you have to influence as part of the selling process.”

Sept 2018 arnnet.com.au

Partner challenges Citing an IDC Asia Pacific poll, Ng disclosed the top challenges partners are facing on their road to digital transformation success, which the “digitally distraught will need to reconcile if they plan on moving towards a “digitally determined” organisation. “Very few partners can see beyond the immediate financial year,” said Ng, citing future-readiness as the top challenge partners face towards successful digital transformation. “When you talk about new digital capabilities and new digital services you have to go beyond the financial year.” Marketing, particularly digital marketing, was also found to impede channel success in digital transformation. “Few channel partners actually master digital marketing,” said Ng. “Digital marketing is so critical today. “Most customers, especially customers who are not from a technical background, will have done their research and reading on digital transformation; you want to be top of mind when they think digital transformation. “That is where digital marketing comes into play.”

The next area is “culture;” organisations by their nature do not like to change. “They are not attuned to the new digital transformation reality,” said Ng. This also applies to customers, who cite change management as the biggest obstacle to determining digital transformation success. To succeed in a highly complex digital transformation project collaboration is a must, according to Ng, as well as adopting effective customer relationship management systems to better engage and manage customer relationships. The proper management of resources and prioritisation based on customer ask are also important, as well as pre-sales considerations, in addition to sales, and technical, in addition to compensation concerns around large one-off deals. “Partners need to think about how they would change in terms of seller compensation structure,” said Ng. “The ability to articulate digital transformation value to a line of business needs to improve too.”

Partner success How can partners amplify their chances of succeeding in the digital transformation

IDC Analysis

economy? For a start, Ng advises focussing on delivering business outcomes, not just technology solutions. “Most of the time the conversation is about technology, even when talking about execution,” advised Ng. “Focus on delivering business outcomes.” The next step to improve digital transformation success is change management. “When partners go out and implement technology solutions they bring with them change management skillsets and inside knowledge into the solutions process,” said Ng. “That is critical for many organisations out there.” Next in line would be to explore multiple financing models, such as consumption and outcome-based pricing, using an Australian train operator as an example. “A train operator in Australia works with a technology partner providing cloud plus an AI solution,” said Ng. “They pay the technology vendor based on the number of trains that are operating during that period of time. “It is a very outcome-based pricing and sounds very difficult. It is difficult but increasingly more customers are aiming for such a model.” The next recommendation would be to engage with IT and business stakeholders. “IT and business stakeholders are a must do for partners to engage with regularly,” advised Ng. The final recommendation would be co-creation. “There is an expectation that

partners bring new ideas to the table and can help customers to co-create some of their new products and services, helping them in their reinvention journey,” said Ng.

Customer challenges “Closing the skills gap is a major hurdle,” said Ng. However, closing the skills gap is not the only challenge facing customers. “The top two challenges that customers in our region face today in their digital transformation journey is creating digital capabilities/skill sets and integrating digital projects across the enterprise or ecosystem environment,” said Ng. With new technologies coming into the market and digital disruption occurring at a quickening pace, organisations are trying to figure out how they can best reinvent their businesses by looking at implementing and experimenting with new technologies. “There has been a lot of talk about the evolution of the IT industry,” said Ng. “We call this evolution the third platform. “We are currently in the second chapter of the third platform. What this means is we are currently in a phase of implementation. “It started off with the rise of mobility, social media, cloud, and big data analytics before it moved on to what we call innovation accelerators such as IoT, AI, AR/ VR, 3D printing, robotics, cyber security, and blockchain technology.” The years of investments in research and

development are now beginning to bear fruit, according to Ng, with much of that innovation now being implemented at an exponential rate resulting in the rapid rise of innovation accelerators.

Opportunities What are some of the new digital services and technologies creating new opportunities in the marketplace? “I always tell technology buyers and customers that anyone can go out and buy a cloud solution or an IoT solution,” said Ng. “What is critical is the way that you contextualise these technologies and then turn it into a business benefit. As channel partners, this becomes critical.” Ng explained that channel partners need to think about how to translate these technologies into real competitive edge digital capabilities for customers. “The biggest opportunities we see are in IoT, AR/VR technology, and AI,” said Ng. “IoT is the largest market of all the innovation accelerators that we track but it is also a highlyfragmented segment of the market. “We have begun to see AR/VR being used quite extensively in the B2B space over the past 12 months. We are seeing more AR/VR applications in the industrial world; manufacturing, training, preventative maintenance, for example. “Almost every technology buyer I talk to asks about AI, whether they are planning to implement it in the next six months. From an AI perspective, the biggest opportunity today is in IT automation.” According to research by IDC, AI represents one of the biggest investment areas for partners, but it also lags significantly in available talent. The top investment area overall for partners is cyber security protection, followed by cloud and customer experience management systems. Wearable and augmented reality technology is where the biggest gap in expertise exist but is also one of the least invested areas for partners with 30 per cent of partners surveyed declaring they are invested in this technology. “Partner with vendors and form alliances to help you get to market a lot faster,” advised Ng.

arnnet.com.au Sept 2018

04 Ingram Micro One APAC

Is Ingram Micro still a distributor? THE 800-POUND GORILLA DOMINATING THE DISTRIBUTION MARKET IS CHANGING DIRECTION, IN THE PURSUIT OF NEW PARTNERS, VENDORS AND CUSTOMERS — JAMES HENDERSON REPORTS.

Nimesh Davé (Ingram Micro)

Sept 2018 arnnet.com.au

Revealed during Ingram Micro One in Singapore, Ingram Micro now falls under the banner of “solution aggregator”, breaking with the traditional tag of distribution. Creative marketing perhaps, a PR strategy possibly, but such a public admission adds further weight to the theory that the conventional channel is being turned upside down, inside out and back-to-front. “We’re a solution aggregator,” said Nimesh Davé, executive vice president of global cloud at Ingram Micro. “Every company is becoming a software IP company today.” Driven by CloudBlue — a newly launched cloud commerce platform — Ingram Micro is making inroads into a new area of the market, a market housing independent software vendors (ISVs) and IP builders. “Some of our smallest partners are creating the best solutions in the market,” Davé added. “In partnership with Microsoft Azure for example, we’re helping commercialise these solutions. The market is going to see us offer solutions that are not typical of what a distributor offers.” Central to such a shift will be ISVs, seen as new weapon in the Ingram Micro cloud arsenal. “Every partner is going to be an ISV,” Davé said. “Every partner at some point of time has carried out a project of custom

development and created IP. “But they have never thought about how they monetise that IP. There’s not only one person that wants that IP, they could be 50 million. “Today, I would categorise all partners as ISVs. We have the largest ISV pipeline that we have ever had. That’s new software.” In response, Davé said Ingram Micro will soon roll-out self-boarding capabilities for ISVs, allowing software creators to deploy solutions onto any marketplace. “We’re offering anyone access to great software,” he added. “But as with any marketplace, if you have too many solutions it can become cluttered so we will be qualifying each submission. Remember, we’re agnostic and we will put the best solution forward.” Delving deeper, Davé acknowledged that the solution aggregation capability also evolves into another layer, resulting in Ingram Micro becoming a system

“Every company is becoming a software IP company today”

Ingram Micro One APAC

integrator in some instances, as an example. For the channel, such a shift in focus could be competitive, with system integration, consulting and professional services core aspects of a partner offering. “This is not competitive,” clarified Mike Zilis, executive vice president and group president of Asia Pacific at Ingram Micro. “It’s about partnering with the right types of partners depending on what the specific need is. “There’s more direct involvement with the end-user than previously, but it’s still through a partnering model.”

Competition? A new identity for Ingram Micro implies new competition, moving the business away from historical rivals such as Tech Data, Synnex, Westcon-Comstor and Arrow. “There’s a lot of different smaller players that we compete with now,” explained Davé, referring to a blurring of the lines between industry players. As the channel evolves from a linear model of vendor — distributor — reseller, to a more advanced state of innovation and collaboration, the spider web is widening. Does this mean the role of mediator is

over? Is there still a need for a go-between in a cloud world? “We touch multiple points now,” said Felix Wong, chief country executive of Australia and New Zealand (A/NZ) at Ingram Micro. “We still do perform a function of the middleman yes, but we also perform other functions as well, such as the software aggregator and the financier.” To clarify also, the traditional distribution functions that Ingram Micro is famed for are not going away — they remain a core aspect of the business and a crucial aspect of the company’s go-tomarket plan.

“The most prevalent example of change has been in the cloud space”

But resellers, managed service providers and system integrators are changing, driven by the emergence of ISVs, start-ups, consultancy giants and developers. “The most prevalent example of change has been in the cloud space,” Zilis added. “We had a reseller base, some of which were willing to move into a cloud space, alongside many more that were born-inthe-cloud. “It’s the same way we address the evolution of the customer base. Think of it of an overlay structure, we can service our existing base of customers and drive technologies into that base, while bringing them along with education and new offerings. “Then we create an overlay to bring in that new type of partner focused on new areas of technologies. It’s about building a new base which is wider and cultivating that with the right sort of attention and ownership. “But it’s the same process and you get into a normal rhythm and begin to build maturity.”

New channels Now, a little left of centre but... have you ever been greeted at the gates of a property with a gleaming white smile? A welldressed agent in a tailored suit, binder in one hand and a gigantic set of keys in the other? Welcome to the world of the real estate agent, seen by many as untrustworthy smooth-talkers, a mega-rich bunch driven by commission, dominated by making a sale and shrouded in scepticism. Now take a second look, because for partners today, they are now your competition. “Look at those who are closest to the customer and that understand where the opportunities are,” advised Mark Iles, executive consultant at Tech Research Asia. “That’s the channel, in whatever capacity or shape that takes, those that know what is happening in the market and can assess key areas of growth are providing the value. “If you look in the data centre space, businesses are leveraging real estate agencies because they have valued

arnnet.com.au Sept 2018

06 Ingram Micro One APAC

information and customer knowledge. When a business moves office space the first thing they do is engage with a real estate agency. “The commercial agents are the ones that know when and where these businesses are moving, and when businesses move, they usually require a technology refresh.” Whether that be product upgrades, wireless networking or perhaps more advanced capabilities around the Internet of Things (IoT) or cloud, in general, Iles said refreshes are commonly triggered when businesses switch locations. “So, real estate becomes the channel,” Iles explained. “It’s the same with power companies, they know the triggers for a technology refresh which means that the points of influence in the market are moving rapidly.” Likewise, for Ingram Micro, a new channel is emerging through finance. “We’re starting to see banks call us,” Davé said. “Banks will say, ‘if you have a banking account with us, why can’t you get your cloud technology through us?’

“If I can connect you with an API, I can provision anything...” “These industries are getting disintermediated by somebody and the banks already have the business of the customer, and crucially, their money. So, they might as well sell them IT. It’s a new channel.” As a result, Davé said everybody is going to become a provisioner of something. “If I can connect you with an API, I can provision anything and anybody can do it,” Davé said. “That’s where we are going. A girl guide could become a provisioner of cable services if they want to. “That’s how easy it is becoming. The channel is definitely changing.”

Sept 2018 arnnet.com.au

Tian Beng Ng (Dell EMC)

Dell EMC partners tier up in pursuit of growth A total of 21 per cent of partners were promoted to titanium status within Dell EMC during the past 12 months, as the vendor skills up a channel business now worth more than Nike. In reaching the US$43 billion mark, the tech giant’s indirect business surpasses the revenue of the world’s leading sports designer, in addition to Starbucks, McDonald’s and Time Warner. Central to such growth has been channel enablement, with 150 authorised resellers promoted to metal tier within the last year, spanning gold, platinum and titanium statuses, in addition to titanium black for a select group of global partners. “Our imperative this year is to make it easier for partners to do business with Dell EMC,” said Tian Beng Ng, senior vice president and general manager of channels APJ at Dell EMC. “We want to allow partners the ability to deliver transformational solutions to customers, while leveraging the capabilities of emerging technologies.” In addressing 1700 attendees during Ingram Micro One APAC in Singapore, Tian Beng said 60 per cent of metal tier partners grew 40 per cent year-on-year, leveraging a portfolio which includes notebooks, desktops, server, storage, networking and peripherals. Within such growth, 70 per cent of partners “made more money” than last year through Dell EMC. “We will have the right strategy and the right commitment,” Tian Beng added.

“We’re confident that we’re able to realise transformation together with the channel.” The channel drive comes as Dell EMC rolls out a fresh round of partner incentives in markets experiencing growth. Forming part of aggressive indirect plans both locally and globally, the vendor is actively rewarding competitive take-outs, heavily compensating individual sellers and driving business growth across multiple business lines. The goal is to create an ecosystem of partners turning over US$50 billion globally, emphasising rapid growth from US$35 billion figures posted only 14 months ago. Driven by partner program refinements, Dell EMC is tabling a new strategy for the channel which on the one hand, emphasises a shift in thinking for the vendor, but also recognises the successes of past endeavours. Channel changes also align with key priorities for the vendor during 2018, which centre around growing partner capabilities across the region. “We’re making sure our partners are completely enabled and bringing in net-new accounts,” said Tian Beng. “We are also doing a huge push in the storage market for 2018, including new robust storage compensation incentives for solution providers.” To capitalise on such potential, Dell EMC aims to enable partners through a revamped Partner AdvantEdge Incentives offering, backed up by the expansion of the FutureProof Storage Loyalty Program.

Back to School @ Bags, Sleeves and Hard Cases

Used in over 2,000 Australian schools EVA Hard Case

Keep your chromebook or laptop safe. Features padded foam inner and EVA outer shell to protect against bumps.

EVERKI has specifically designed a range of education bags, sleeves and hard cases to meet the demands of Australian schools.

Sizes: 11.6” / 11.7”

Commute Sleeve

Advance Compact Briefcase

Provides extra protection for iPad/Tablet/ Ultrabook and laptops. Features soft fine-felt inner lining.

Slim profile, padded, lightweight design. Features removable shoulder strap and front stash pocket.

Sizes: 11.6” / 13.3” / 15.6” / 17” / 18.4”

Sizes: 11” / 14.1” / 16” / 17” / 18.4”

Rugged and Heavy-duty Cases

Rugged cases for Gumdrop cases combine extreme ruggedness, shock absorption and drop protection to allow your school’s technology to go just about anywhere.

DropTech Lenovo Miix 520/510 Case A rugged and reliable solution that protects your Miix 520 from impacts and falls. The design fully integrates with the kickstand, ports and keyboard. Features impact resistant, dual-layer silicone/ABS construction and a stylus pen slot.

HP Elitebook x360 1030 G2 Case A case features a shock-resistant combination of silicone bumper skin and transparent polycarbonate casing. The windows on the case allow personalisation and identification of laptops.

DropTech Acer Switch 5 Case

A silicone case that protects your Aspire Switch 5 from impacts and falls. The case snaps on and integrates with the kickstand, ports and keyboard. Features dual-layered, scratch resistant armour and stylus pen slot.

Peripherals and Accessories

Supplying Australian schools for over 10 years Shintaro represents quality, affordable technology for schools. All of your accessory needs are covered with Shintaro’s range of headsets, USB pocket disks, mice, keyboards, styluses and much more!

Shintaro Rotating Pocket Disks

Features 1,000g shock resistance. Available in 4GB, 8GB, 16GB, 32GB and 64GB sizes.

Shintaro Kids Stereo Headphone

Shintaro Capacitive Touch Stylus

Shintaro 3 Button Optical Mouse

Shintaro Light Weight Headset

These headphones feature an 85dB volume limit that ensures the volume remains at a kidfriendly level.

Shintaro’s touch stylus is designed for use with all capacitive touch screens and displays.

Listen to music or immerse yourself in games. Features stereo sound and microphone with adjustable arm.

An ergonomically designed, stylish optical mouse suitable for almost any surface.

1300 650 203

sales@mmt.com.au

www.mmt.com.au

...ask Multimedia

08 Distributor Guide

ACAPacific

– the ‘Scanning Specialist’ is a leader in this market.

FIRST POINT OF CONTACT: Roberta Waite – Sales

Document Scanners (from business cards to A4/A3 to

Manager, 1800 817 807, roberta.waite@alloy.com.au

ACA Pacific

large format scanners), Capture, OCR, Linguistic Software,

NUMBER OF STAFF: 25+

http://www.acapacific.com.au/

Electronic Document Management – from low-volume desktop to production level. Visit www.scanningspecialist.

Alloy Computer Products (Australia) Pty Ltd, trading

HEAD OFFICE: Unit 7, 435 Williamstown Road, Port

com.au.BUSINESS SOLUTIONS – Cyber Resilience,

as and known to our customers throughout Australia

Melbourne Victoria 3207, Australia

Unified Communications and Productivity solutions.

and New Zealand as Alloy, is a manufacturer

FIRST POINT OF CONTACT: 1300 761 199,

Cyber Resilience Platform, Unified Communications

and value-added distributor of networking and

sales @acapacific.com.au

and Collaboration, Information Reporting, Analytics and

communications equipment. We have been in

BRANCHES: Herston, Queensland; North Sydney, New

Business Intelligence, Disc Duplication and Publishing

continuous operation since 1985, and are widely

South Wales; Subiaco, Perth, Western Australia

Systems, Network Security and Encryption Devices.

respected for the depth of our customer support

MARKET DIFFERENTIATOR: ACA Pacific is a Value

services as well as the quality of our products. Alloy

Expert advice and complete customer service

Added Distributor - our role is to link quality products

brings a wealth of expertise and a commitment to

and solutions for the channel. Pioneer in the value-

with market needs and to add value in the form of

excellence to all our operations and customers.

added supply of specialist information technology

services and support to both the vendors we represent

We supply and support our own Alloy range of

hardware and software solutions to the Australian

and the customers we service. To consistently

enterprise networking products, and represent the

and Asian markets. In our 29th year, we have built an

improve the level of our service and support, our staff

products of our vendor partners through all of the

efficient channel network and earned a reputation

invest considerable time in training, investigating

technology areas in which Alloy is active – Enterprise

as a distributor with a strong understanding of our

new opportunities, and working in co-operation with

Networking, Industrial Networking, VoIP and Unified

customer’s sales cycle needs and a high level of sales

individual customers.

Communications, and Video Conferencing.

and technical expertise. Value-Add is not a buzzword

CHANNEL PROGRAMS: Offers partners genuine

for us – it’s a philosophy. Emphasising end-to-end

revenue generation programs and marketing activities.

VENDORS: 2N, 3CX, Alloy, Cyberdata, Epygi, Ethernet

service, ACA Pacific provides unparalleled levels of

We offer; joint partner lead generation activities,

Direct, Grandstream, Jabra, Patton, Phoenix Audio, Snom,

product sales and technical knowledge and a continued

facilitation of vendor partner programs, ongoing value

Vidyo, Yealink, Zultys

commitment to the profitability of all channel partners –

added promotions, reseller training and seminars.

PRODUCTS: Networking, Telecommunications, Training

Vendors, Resellers and End Users alike. We have shown

VALUE-ADDED SERVICES: We invest in providing

and Certification, Unified Communications, Video

the resilience and flexibility needed to maintain our

channel partners with genuine value-added services

conferencing, VoIP, Wireless Technology (Wi-Fi)

position as one the most successful specialised value-

and facilities. In summary, ACA Pacific engages in

CORE COMPETENCIES: VoIP, Unified Communications,

added distributors with offices in Australia, Singapore,

aggressive market development through a large national

Enterprise Networking, Fibre Optic – Active Equipment,

Malaysia, Thailand and Indonesia

reseller network and always maintains the highest level

Microsoft Skype for Business Endpoints and Gateways,

of sales, marketing, operational and technical support

Networking and Communications, IP PBX, IP Phones,

VENDORS: Abbyy, AEG Power Solutions, Alcatel-Lucent,

for the benefit of our customers.

IP Phone Provisioning and Central Management, Video

Arcserve, Buffalo Technology, Colortrac, Commvault,

CREDIT FACILITIES: 14-to-30 day terms. Credit

Conferencing, ITSP/Carrier, Government Approved Supplier.

Contex – Large Format Document Scanners, CRU,

available for approved customers, in addition to COD and

MARKET DIFFERENTIATOR: Australian owned and

Fujifilm, ioFABRIC, Kodak, Kofax Australia, LSI Logic,

credit card payments. BPay available.

operated; Value-Add Distribution; Local Technical

NovaStor, Overland Storage, QLogic, Quantum, Rimage,

WEBSITE FUNCTIONALITY: Up to date reseller pricing,

Support; Pre and Post-Sales Support Services; Vendor

Samsung, SAP Australia, SGI Australia, Socomec,

online quotation system, product information, and

Certified Training Facility; Market leading vendor partners

StorageCraft, Tandberg Data, UpGuard

updates on current programs, promotions and reseller

Credit Facilities; Large stock holding.

PRODUCTS: Backup and Recovery, Business Applications,

education events. Our website provides links to vendor

CHANNEL PROGRAMS: Reseller Technical Training;

Cloud Computing, Datacentre, Data Management, Data

sites and other useful industry related information.

Sales Lead Generation; Product Demonstration Stock and

Recovery, Digital Imaging and Presentation, Document

TYPES OF RESELLERS SOUGHT: Value-Added

NFR Programs; Online purchasing facilities; Annual Reseller

Management, Knowledge Management, Management

Resellers, Systems Integrators, Consultants, Imaging/

Roadshows; Vendor specific Reseller Partner Events.

Software, MFD, Mobile Device Management, Networking,

Scanning Bureaus, Wholesalers, Retailers and General IT

VALUE-ADDED SERVICES: Local Technical Support;

Network Management, Peripherals, Power Protection,

Solutions Providers focusing on SME to Enterprise level

Pre and Post-Sales Support Services; Local Stock

Security, Software, Storage, Telecommunications, Unified

customers.

Credit Facilities; Reseller Technical Training; Product

Communications, UPS, Video conferencing, Virtualisation,

Configuration and Provisioning Services.

VoIP, Wireless Technology (Wi-Fi)

CREDIT FACILITIES: Credit services available

CORE COMPETENCIES: DATA STORAGE & PROTECTION

WEBSITE FUNCTIONALITY: Online Purchasing, Stock

– Comprehensive range from the industry’s leaders – from

Levels, Product Warranty Check, RA Logging, Sales and Support Live Chat, Product Data Feed

desktop to enterprise. Disk/Flash/Tape/Cloud Storage devices & media, Data Archiving, Disaster Recovery and

Alloy Computer Products Pty Ltd

TYPES OF RESELLERS SOUGHT: System Integrators,

Backup Software, Storage and Data Networking, Network

http://www.alloy.com.au/

Value-Add Resellers, Professional IT Resellers, Online Resellers, Government Procurement Agencies

and Direct Attached Storage, Power Protection Systems (UPS), Total Storage Management – from desktop to

HEAD OFFICE: 4/585 Blackburn Road, Notting Hill,

enterprise level. DOCUMENT IMAGING – ACA Pacific

Victoria 3168, Australia

Sept 2018 arnnet.com.au

Distributor Guide

Stronger relationships: we take the time to know your

partners the ultimate channel experience.

business better than anyone else so we can help

VENDORS: AlgoSec, Amazon Web Services, Arista

you grow and be more profitable. In-depth product

Networks, Aruba Wireless Networks, Avaya, Bit Titan, Blue

knowledge: we’re a specialist distributor. We give the

Coat Systems, Check Point Software Technologies, Cylance,

Alloys

best advice and offer unique product solutions other

Device42, Equinix (DC), ExtraHop, Extreme Networks, F5

http://www.alloys.com.au/

distributors can’t.

Networks, FireEye, ForeScout, Gigamon, Hewlett Packard

CHANNEL PROGRAMS: Personalised partner program,

Enterprise, IBM Security, Infoblox, Microsoft, MobileIron,

HEAD OFFICE: Alloys VIC Distribution Centre, 128-140

reseller margin enhancement program, sales lead

NetApp, Palo Alto Networks, Pure Storage, Riverbed,

Wellington St, Collingwood Victoria 3066, Australia

generator and demonstration stock programs.

SimpliVity, SIPcity, Softlayer, Sonus, Sophos, Sumologic,

FIRST POINT OF CONTACT: Lindsey Thomson –

VALUE-ADDED SERVICES: Demonstration facilities in

Symantec, Tenable Security, Unify, Varonis, Vertiv

Channel Marketing Specialist, 1300 368 348,

Melbourne, Sydney, Brisbane and Adelaide showrooms,

PRODUCTS: Application Delivery Controllers, Backup

lindseyt@alloys.com.au

sales and product training, POS support, prompt delivery,

and Recovery, Cloud Computing, Datacentre, Data

BRANCHES: Acacia Ridge, Queensland; Regents Park,

large stockholding, marketing support, regular reseller

Management, Data Recovery, Development, Firewalls and

New South Wales; Royal Park, South Australia

training seminars, product experts on hand and an

VPN, Management Software, Mobile Device Management,

NUMBER OF STAFF: 90

innovative product range.

Networking, Network Management, Operating Systems,

WEBSITE FUNCTIONALITY: The Alloys website offers

Optimisation Tools, Security, Servers, Software, Storage,

With over 30 years experience in value-added

a complete e-commerce service that allows fast and

Training and Certification, Unified Communications, Video

distribution, Alloys improves the capabilities,

simple online browsing and ordering. The website provides

conferencing, Virtualisation, Wireless Technology (Wi-Fi)

profitability and opportunities of SME technology

product listings for all our vendors which include: pricing,

CORE COMPETENCIES: As the Next Generation

resellers by providing them with a range of non-

product information and specifications, stock availability and

Distributor, Arrow ECS offers their partners a hub for total

traditional services. Alloys offers Distribution Centres

downloadable resource material. Access also provides users

security solutions. Additional to our portfolio of market

in Melbourne, Sydney, Brisbane and Adelaide with

with the latest specials, industry news and sales tools to ensure

leading vendors, we offer a comprehensive range of

product demonstration showrooms in each location.

resellers have all the latest information at their fingertips. Alloys

professional services, strong technical and commercial

Our non-traditional approach requires the Alloys

is also active on LinkedIn, Facebook and Twitter.

skills and pro-active sales & marketing efforts. Our team

team to be more knowledgeable, offer greater

TYPES OF RESELLERS SOUGHT: SME technology

is dedicated to deliver outstanding support to help our

flexibility, and to build stronger relationships with our

resellers; Office Automation Specialists; Security

partners grow their business.

customers, suppliers and the product solutions we

Installers and Integrators; Home Automation; Audio Visual

MARKET DIFFERENTIATOR: We focus on developing

sell. Alloys has three specialist divisions Print and

Specialists.

long term profitable relationships with customers and

Imaging, Audio Visual and Technology.

strategic partners. We pride ourselves on our excellent reputation in the industry which is based on partnership

VENDORS: 2N, ACTi, Allied Telesis, BenQ Australia,

and trust. Our customers benefit from a wealth of value

Brother International (Aust), Canon, Contex, Digifort,

added services which enables them to drive down

Elite Screens, Epson, Fibaro, Foscam, Fujitsu, Fuji Xerox

total costs and supports them to reach their maximum

Printers, HP, Konica Minolta, Kyocera, Leviton Security &

Arrow ECS ANZ

potential. Our difference is that we break tradition by also

Automation, Lexmark, LG, MakerBot, Netgear Australia,

http://ecs-anz.arrow.com/

providing security services offerings such as network

OKI Printing Solutions, OmniMount, Optoma, Panasonic,

health checks, penetration testing and a new to market

Promise Technology, QNAP, Ricoh Australia, Samsung,

HEAD OFFICE: Unit 6, 39 Herbert Street, St Leonards

white label hybrid cloud offering which is provided to

Seagate Technology, Sony, Trolley Dollies, Uniview,

New South Wales 2065, Australia

channel partners. We offer internet and security courses

Verbatim, Vision Solutions, Western Digital

FIRST POINT OF CONTACT: General enquiries -

in our Arrow ECS Authorised Training Centre.

PRODUCTS: 3D Printing, Audio-Visual, Backup and

1300 673 506, (02) 9092 5001, ecsanz.info@arrow.com

CHANNEL PROGRAMS: Our Land, Expand, Extend,

Recovery, Business Applications, Data Management,

BRANCHES: Canberra - Australian Capital Territory,

Protect (LEEP) go-to-market strategy ensures we offer

Digital Imaging and Presentation, Document

Melbourne - Victoria, Spring Hill - Queensland, West Perth

the tools, services, solutions and programs that allow

Management, Knowledge Management, Management

- Western Australia, Auckland - NZ, Wellington- NZ

partners to maintain their relevance to their customers.

Software, MFD, Monitors, Networking, Network

NUMBER OF STAFF: 180

Programs include training and certification, reseller

Management, Peripherals, Photocopiers, Printer

market development, MDF/funding support, digital

Consumables, Printers, RFID, Security, Servers, Software,

Arrow ECS ANZ delivers specialised, technical-

communications, MANIA (annual executive summit) and

Storage, Supplies and Consumables, Training and

service orientated distribution and support for

mid-market partner programs.

Certification, Video conferencing, VoIP

technologies that drive innovation. We provide

VALUE-ADDED SERVICES: Pre and post-sales

CORE COMPETENCIES: • Print Hardware and Supplies

partners and end users with solutions that solve

professional services; advance hardware replacement;

• 3D Print • Document Imaging Hardware and Software

modern business challenges through our leading

finance and leasing solutions; staging services including

• IP Network and Surveillance • Security and Automation

technology solutions; technical pre and post-

configuration, installation, asset tagging and project

Solutions • Audio Visual Solutions • NAS and Storage

sales support, our flexible finance options, market

management; Proof-of-Concept services; Product-on-

MARKET DIFFERENTIATOR: Greater flexibility: we

development and other channel services. We don’t

Demand (POD) services; end user and partner help desk.

recognise every business is different so we tailor each

simply distribute technology, we translate it into

CREDIT FACILITIES: Managed credit facilities; credit

customer experience to meet their unique needs.

tangible business benefits. That’s how we offer our

accounts; credit card payments; finance and leasing arnnet.com.au Sept 2018

10 Distributor Guide solutions; MoneyTech.

HEAD OFFICE: 97 Derby St, Silverwater New South

D-Link Australia, Eaton, Edimax, Glüh, HP, ioSafe, LG,

WEBSITE FUNCTIONALITY: Online quoting, ordering

Wales 2128, Australia

LiquidwareLabs, ManageEngine, Micron, QNAP, Riverbed,

and payment. Manage the complete product lifecycle,

FIRST POINT OF CONTACT: CAIR Centre Hotline, 1300

Seagate, Sophos, Synology, Targus, Teradici, triCerat,

tracking assets through IBAM. Comprehensive technology

72 74 74, 1300 78 48 48, cair@bluechipit.com.au

Unitrends, Watchguard, Webroot, Yealink

configurators and quote designer engine based on local

BRANCHES: Bayswater, Victoria; Dulwich, South Australia;

PRODUCTS: Audio-Visual, Backup and Recovery,

currency and unique vendor SKUs and customer profile

Newmarket, Queensland; Osborne Park, Western Australia

Cloud Computing, Components, CRM, Datacentre, Data

management. ArrowSphere cloud transaction gateway.

NUMBER OF STAFF: 75+

Recovery, ERP and Supply Chain, Firewalls and VPN,

TYPES OF RESELLERS SOUGHT: All resellers, service

IT Asset Management, Management Software, Mobile

providers, cloud service providers and prime contractors

Established in 2001, Bluechip Infotech focuses on

Device Management, Monitors, Networking, Network

that deliver contemporary IT solutions to their customers’

delivering the latest IT products to a wide channel

Management, Optimisation Tools, Peripherals, Power

business problems.

base, while maintaining a dedicated commitment

Protection, Security, Servers, Software, Storage, System

to first class service. Offices in Sydney, Melbourne,

Tools, Telecommunications, Unified Communications,

Brisbane, Perth and Adelaide. We are committed

UPS, Virtualisation, VoIP, Wireless Technology (Wi-Fi),

to service through localised support. The key to

Workstations, PCs, Notebooks

Bluechip’s success is in our strategic implementation

CORE COMPETENCIES: The distribution of an extensive

of the latest technology, broad access of IT channels

range of Technology: Notebooks, PCs. Storage solutions

Auroz

and markets driven, highly motivated sales

and Power protection, Disaster Recovery (DR) networking

http://www.auroz.com.au/

team. Thus, by guaranteeing full comprehensive

solutions, Virtualization, WiFi infrastructure, PSA Solution,

understanding of products and target markets,

RMM, SD-WAN, UC, VoIP.

FIRST POINT OF CONTACT: Jason North, 1300 650

we’re able to provide cost–effective solutions to

MARKET DIFFERENTIATOR: • Dedicated Account and

751, jason.north@auroz.com.au

our partners. We have a long and successful history

Business Managers, Flexible systems, • Recognising

dealing with SMB and Education through our

new market trends and evolving the product base.

Established in 2006 to facilitate the distribution of

channel partners. We bring the Channel and Vendors

CHANNEL PROGRAMS: Valued Partner programs,

Plantronics headsets and audio products, Auroz

together to provide solutions through cooperation.

store representation, co-op marketing, in-house product

now prides itself in being the leading Plantronics

We continuously evolve whilst maintaining the

training, vendor programs

Distributor in Australia. In addition to the Plantronics

traditional distribution market. Helping your

VALUE-ADDED SERVICES: We offer dedicated

portfolio of products, Auroz also distributes a range

business grow! 1. People Although our business

Sales account and Business development Managers,

of Telecommunications, Unified Communications and

is about providing IT services to customers, our

E-Commerce and online tools, incentive programs.

Audio Visual products from world class manufacturers.

most valuable asset is our staff. People are centric

Technical Support, Training Services, POC and Installation

to our business, by understanding our customers’

Services Support, Marketing and Events plus Licensing

VENDORS: Audiocodes, ClearOne, Embrava, Infocus,

needs, we can find suitable solutions for them. 2.

Services including annuity support. We work closely with

Kuando BUSYLIGHT, Plantronics, Polycom, SilexPro, StarLeaf

Partnership Partnership is the key success-element

our vendors to develop channel programs that are market

PRODUCTS: Audio-Visual, Peripherals, Telecommunications,

of our business. Many of our channel partners and IT

specific. We engage with our partners in accreditation

Unified Communications, Video conferencing

consultants depend on us to provide them with the

and training programs, and keep our resellers current

MARKET DIFFERENTIATOR: Auroz specialises in

latest IT products, staff training, and marketing to

with the latest technology. We run marketing programs in

distributing leading brands from best of breed Unified

their customers. We work closely with our vendors

line with our reseller’s requirements

Communication vendors.

to deliver their products and services to our broad

CREDIT FACILITIES: 14 – 30 days, from invoice, from

VALUE-ADDED SERVICES: Experienced Field Sales

channel of partners. 3. Passion For the past 14 years,

statement on prior approved credit account. Credit Card,

Staff, Product Demonstrations, Education and Training

our passion for IT technology has kept us in the

Cash, Cheque, EFT, Moneytech Dealercard.

and Drop Shipment with Reseller Details

business. Starting out by supplying PC components

WEBSITE FUNCTIONALITY: The Bluechip Infotech

CREDIT FACILITIES: Auroz provides trading accounts

and peripherals to IT channels, we’ve evolved over the

website www.bluechipit.com.au is a valuable sales

to resellers upon application. Payment options include

years, along with our channel partners who share the

and informational tool designed to offer our resellers a

Direct Deposit, EFT and major credit cards.

same passion with us. From components to systems

functional online service that is both fast and easy to

TYPES OF RESELLERS SOUGHT: Telecommunications

and from storage to networking, we’re now working

navigate. Our objective is to offer our resellers all the

Resellers and Integrators, Unified Communications

on providing virtualization solutions to our channel

tools necessary to enhance and develop their business

Integrators, Peripheral Resellers and AV Integrators

partners. Our Aim • To exceed customer expectations

as well as provide a vehicle to: • Advertise, position and

as a truly national distributor of strategic products •

promote the products that we distribute • Directly link

To build long-term customer and supplier business

to our vendors’ sites • Provide online details of order

relationships • To provide value for money of products,

status, invoice history, tracking deliveries and account

customer service and support • To make it easier for

history. • Ensure 24-hour online secure ordering •

resellers to do business with us

Emailed notifications of the purchase orders • Data feed

HELPING YOUR BUSINESS GROW

Bluechip Infotech http://www.bluechipit.com.au/ Sept 2018 arnnet.com.au

(CSV / XML) VENDORS: Acer, ActiveImage, Alcatel-Lucent Enterprise,

TYPES OF RESELLERS SOUGHT: Resellers, Retailers,

Aten, Cambium Networks, Cisco, Computicate,

Vertical Market VARs and System Integrators, MSP’s,

ConnectWise, Continuum, Ctera, CyberPower Systems,

ISV’s, IT Consultants.

Distributor Guide

FIRST POINT OF CONTACT: Kelly von der Heyden,

CHANNEL PROGRAMS: Excellent Partner program

+61 (2) 8007 3815 , kelly@cloudreadysolutions.com.au

available. Encourage all partners to register and get

BRANCHES: Southport, Queensland

involved – training, NFR product, excellent pricing model.

NUMBER OF STAFF: <10

Proposal-based market development funds (MDF) Simple deal registration process that allows partners to

Cloud Ready Solutions (CRS) are the preferred ANZ

earn additional discounts on vendor licensing.Arcserve

CertaOne

Value Added Distributor (VAD) for Arcserve Backup,

licensing. Technical and sales accreditation Webinars

http://www.certaone.com.au/

HA, DR, O365 and Email Archiving solutions. CRS

orginised with your clients and site visits.

is also the sole VAD for Replify WAN Acceleration

VALUE-ADDED SERVICES: Arcserve & Replify

HEAD OFFICE: Unit E1, 15 Narabang Way, Belrose New

Products (SD WAN), Cibecs and Netsas Enigma

develop market-leading technologies. CRS help you put

South Wales 2085, Australia

Network Management Systems (NMS). Cloud Ready

them into your customers’ hands. CRS offer Presales

FIRST POINT OF CONTACT: Head Office, 1300 856

Solutions (CRS) are your ideal partner if you are

Solution Design – we can help our reseller partners beat

757, info@certaone.com.au

an MSP/Reseller/Cloud Provider looking to offer

the competition by differentiating & distinguishing our

Backup, Disaster Recovery (DR), High Availability

solutions. Resellers often do not have the technical

CertaOne is an IT and infrastructure solutions

(HA), Business Continuity (BC), Server Migration and

expertise to deploy DR/Backup Solutions or complete

distributor that delivers cloud services and

Network Acceleration Solutions to your customer

server migrations to various Cloud Platforms. CRS

converged IT and infrastructure technologies. We

base. CRS have the experience in providing Cloud

Professional Services will work with or on behalf of the

work with re-seller partners of SMB, Enterprise

based solutions and work exclusively via the

partner to provide expert, best practice deployments in

and Government organisations that need to assess,

channel in Australia, NZ & the Pacific Islands. CRS

a timely and professional manner. Some of the largest

streamline and integrate their IT services.

have the in-house expertise and have provided the

& most successful IT companies in Australia trust CRS

professional services component for our partners to

Professional Services to get the job done. Our Reseller

VENDORS: Avira, CyberPower Systems, Davis Legend,

complete successful migration and DR projects to

Parters love working with Cloud Ready Solutions

DencoHappel, G DATA, Heimdal Security, Huawei,

different Cloud platforms such as the Amazon AWS

CREDIT FACILITIES: Credit facilities available to all

Optimum Path, Paessler AG, Panduit, SecureSoft,

Cloud & Telstra Cloud.

resellers with approved credit application. Direct deposit.

TalariaX, TitanHQ, TTK, YourCloudTelco, Zellabox

Credit Card.

PRODUCTS: Cloud Computing, Datacentre, Management

VENDORS: Arcserve, Cibecs, Replify

WEBSITE FUNCTIONALITY: Sign up on our partner

Software, Network Management, Power Protection, UPS

PRODUCTS: Backup and Recovery, Cloud Computing,

program; http://www.cloudreadysolutions.com.au/

CORE COMPETENCIES: Converged IT Infrastructure,

Datacentre, Data Recovery, Network Management,

newpartner/

Remote Monitoring & Management, Physical Infrastructures,

Optimisation Tools

TYPES OF RESELLERS SOUGHT: Yes, we are keen to

UPS & Power Protection, Precision Cooling, Power

CORE COMPETENCIES: CRS are experts in * backup

talk to partners, MSP’s, System integrator’s, value-added

Management, Environmental Monitoring, Public Cloud.

* HA * DR * Business Continuity * AWS & AZURE Cloud *

resellers, Cloud providers. Please sign up as a partner – it

MARKET DIFFERENTIATOR: 5-star Service Partner for

real-time server migration solutions * across all platforms

is quick and easy. The CRS team is ready to engage and

Huawei Energy Solutions

physical, virtual, Cloud. CRS specialises in protecting

help your business generate additional revenue streams

CHANNEL PROGRAMS: Huawei Channel Partner

and migrating ‘tier 1’ business critical servers to the

in the Cloud space. http://www.cloudreadysolutions.com.

Program

Cloud. We do this on behalf of our valued reseller & MSP

au/newpartner/

VALUE-ADDED SERVICES: – Complex project scoping

partners. Presales Support (solution design), licensing

and project management – Pre-configuration of solutions

options, quotations, professional service deployments.

prior to delivery – Pre-site surveys to ensure smooth

Cloud Ready Migration Services can lower the cost of

implementation – Coordinating on-site installation by

migration projects; We specialise in numerous strategies

mechanical and electrical contractors – Ongoing lifecycle

that can offer either near Zero Downtime, or Near Zero

management services

Data transfer. Our specialities are migration to Amazon

CREDIT FACILITIES: Trading account on application,

AWS, Telstra CSX, Softlayer, vCloud Air WAN Acceleration.

Dicker Data

credit card, EFT, direct deposit and credit cards.

CRS will engage with partners to deploy the best value

https://www.dickerdata.com.au/

TYPES OF RESELLERS SOUGHT: System Integrators,

WAN Acceleration Solution from Replify.

Managed Service Providers, Physical Infrastructure

MARKET DIFFERENTIATOR: CRS is a true VAD and

HEAD OFFICE: 230 Captain Cook Drive, Kurnell New

specialists, Huawei partners, Panduit partners.

are experts in the products we sell. CRS has extremely

South Wales 2231, Australia

close relationships with our vendors and are trusted

FIRST POINT OF CONTACT: Dicker Data Australia,

by our vendors to provide the best advice & services to

1800 688 586, 1800 688 486 , sales@dickerdata.com.au

the Australian & New Zealand Channel. CRS provides

BRANCHES: Mount Wellington, Auckland

pre-sales advice, ‘white box’ implementation services

NUMBER OF STAFF: 300+

and post-deployment support and monitoring. CRS

Cloud Ready Solutions

offers both perpetual & MSP subscription licensing and

Australian owned and operated ASX listed hardware

http://www.cloudreadysolutions.com.au/

maintenance renewals. CRS partners with multiple cloud

distributor with over 40 years’ experience. The

HEAD OFFICE: 3 Spring Street, Sydney New South

providers and can provide expert technical advice to our

dedicated sales and presales teams are comprised

Wales 2000, Australia

partners regardless of the partner’s client’s preferences.

of experienced product specialists that are arnnet.com.au Sept 2018

12 Distributor Guide focused on using their in-depth knowledge to help

distribution of ICT products. End-to-end technologies

demand generation, partner technical enablement

customers’ tailor solutions to suit their client’s

available through a complimentary set of global tier-one

and certification, and technical sales support, we are

needs. Selling exclusively to resellers, Dicker Data

and tier-two vendors.

able to offer the support needed for the profitable

prides itself on establishing and developing strong

MARKET DIFFERENTIATOR: Focuses on forming

growth of our partners.

long term relationships with its customer base to

strong partnerships with Resellers to ensure prompt,

help facilitate growth. Dicker Data’s customer-

reliable and flexible service leading to efficient delivery.

VENDORS: Advantech Australia, Avigilon, B&B

centric approach allows for proactive reseller

We have a brand new custom built facility that consists of

Electronics, FinalCode, Garrettcom, Gemini Data,

engagement and the dynamic ability to shift with

an large warehouse and dedicated logistics team.

IMC Networks, Imperva, Ipswitch, Ixia, Libelium,

changing market conditions. Credit terms offered

CHANNEL PROGRAMS: Offers training for qualified

Malwarebytes, PacketLight Networks, Patton,

for approved customers - no surcharge for VISA

partners to help increase product knowledge and enable

PulseOptics, Radiflow, Radware, Reekoh, Siemens,

or MasterCard transactions; no minimum monthly

partners to sell more effectively. We are able to assist

Splunk, uberAgent, Webroot

spend to keep your account open. Free freight for

partners to leverage vendor initiatives to maximise their

PRODUCTS: Cloud Computing, Datacentre, Data

orders over $300ex and same day delivery for NSW

returns. Dicker Data’s Software Studio rewards partners

Management, Firewalls and VPN, Management Software,

orders placed before 11AM (T&Cs apply). Dicker

for completing online training and for selected sales.

Networking, Network Management, Optimisation Tools,

Data also offers a comprehensive website with

VALUE-ADDED SERVICES: Drop Shipments with

Security, Servers, Software, Storage, System Tools,

product specifications, online ordering facilities,

Reseller Logo on Delivery paperwork; Same Day

Telecommunications, Training and Certification, Unified

order/invoice tracking and annuity reminders to help

Collection; Same Day Shipments; Configuration Centre

Communications, Video conferencing, Virtualisation, VoIP

customers maximise their service and interaction

with Imaging, Asset Tagging and configuration services;

CORE COMPETENCIES: Our core technology

with their clients. Drop shipments are available and

Web order placement; Online order tracking include POD

competencies include infrastructure, security and visibility

can be customised with a reseller’s logo. Please

links; Annuity tracking; Technical presales capabilities;

solutions for enterprise organisations. We support these

contact the Dicker Data sales team on 1800 688 586

Solution architecture and design.

key technologies with our staff of highly certified engineers,

or sales@dickerdata.com.au

CREDIT FACILITIES: Available to approved applicants

comprehensive technical sales support, and effective partner

– 30 Days from statement. No surcharge on VISA/

technical enablement programs as well as opportunity

VENDORS: APC by Schneider Electric, Aruba, Aruba

MasterCard, all other major credit cards accepted, EFT,

generation programs and vendor certification training.

Wireless Networks, ASUS, Audiocodes, Autodesk Australia,

BPAY, COD, Cheque and Payment on Collection available.

MARKET DIFFERENTIATOR: DNA Connect is one of

Belkin Australia, BenQ Australia, Bit Titan, CA Technologies,

WEBSITE FUNCTIONALITY: High level of functionality

Australia’s most effective specialist distributors with over

Cisco, Citrix Systems Asia Pacific, Commvault, Corning,

including Live Pricing, Live Stock on Hand, Live Order

25 years of experience distributing infrastructure, security

Dell, Dell EMC, Ekahau, EMC, Fujifilm, Fujitsu, Gigabyte,

Tracking, Full Product Information, Product Specifications

and analytics technologies to the IT and OT markets.

Hewlett-Packard Australia, Hewlett Packard Enterprise,

and Options, Daily Datafeeds, Online Ordering and

We were founded in 1993 on a simple premise: Distribution

Hewlett Packard Inc, Hitachi Vantara, HP, IGEL Technology,

Processing, Online ETAs, Weekly ‘Newsletter’ marketing

supported by outstanding technical services. Our total

Intel, Interactive, Juniper Networks, Kensington, Kingston,

Excel’s, Order Tracking and POD’s, Online Statements,

commitment to exceptional customer service across all

Kyocera, Kyocera Document Solutions, LaCie, Laser,

Online Payment facilities, Online annuity tracking.

aspects of our business has earned us the admiration of

Lenovo, LG, Linksys, Logitech, Micron, Microsoft, Mist

TYPES OF RESELLERS SOUGHT: All - Retail, SIs, Value

our Partners and provided the platform for our continued

Technologies, Nimble Storage, Nuance, Paessler,

Added Resellers, IT Solution Providers. ISV, MSP.

success. Our expansive, agile customer-first culture and

Plantronics, PlusOptic, Pure Storage, QNAP, Quest

outstanding technical expertise not only makes us a great

Software, RSA, Samsung, Sandisk, SAP Australia, Seagate

company to work in, but also to work with.

Technology, Shoretel, Skykick, Sony, STM, StorageCraft,

CHANNEL PROGRAMS: In addition to our key

SuperMicro, Suse, Symantec, Targus, Telstra Corporation,

channel programs, we also offer assistance with funded

Toshiba, TP-Link, Trend Micro, Trustwave, Venom, Veritas,

marketing campaigns, vendor certification programs and

Watchguard, Western Digital, Wyse

DNA Connect

technology and solution awareness programs

PRODUCTS: Audio-Visual, Backup and Recovery,

http://www.dna.com.au/

VALUE-ADDED SERVICES: Demo and proof of concept

Business Applications, Cloud Computing, Components,

support; Product health checks; Evaluation equipment;

CRM, Datacentre, Data Recovery, Digital Imaging

HEAD OFFICE: 13/8 Campbell Street, Artarmon New

and Presentation, Document Management, ERP

South Wales 2064, Australia

products; Accredited Training services; Marketing services.

and Supply Chain, Finance, Firewalls and VPN,

FIRST POINT OF CONTACT: Sales, 1300 723 600,

CREDIT FACILITIES: Full credit facilities and accounts

Management Software, Mobile Computing, Mobile

sales@dna.com.au

for approved customers together with credit card

Device Management, Monitors, Networking, Network

BRANCHES: Brisbane, Queensland; Melbourne, Victoria;

payment options.

Management, Operating Systems, Optimisation Tools,

North Sydney, New South Wales; Perth, Western Australia

Peripherals, Power Protection, Printer Consumables,

Maintenance renewal service; Level 1 support for all

WEBSITE FUNCTIONALITY: Complete B2B e-commerce facility with transaction management.

Printers, Security, Servers, Software, Storage, Supplies

DNA Connect, a division of Digital Networks Australia

TYPES OF RESELLERS SOUGHT: Value-Add Resellers,

and Consumables, System Tools, Telecommunications,

is a leading distributor of infrastructure, security and

Integrators and Service Providers involved in the delivery

Training and Certification, Unified Communications,

visibility solutions. We are committed to growing

of infrastructure, security and visibility solutions for

UPS, Video conferencing, Virtualisation, VoIP, Wireless

business for our vendors and reseller partners by

medium to large organisations.

Technology (Wi-Fi), Workstations, PCs, Notebooks

connecting them with the right customers. Using

CORE COMPETENCIES: Hardware, Software & Cloud

a suite of unique programs that cover innovative

Sept 2018 arnnet.com.au

Distributor Guide

channel programs run by Brother, Canon, Epson, Fuji

and Channel Partners to deliver best of breed solutions

Xerox, Kyocera, OKI & Samsung.

for the security needs of enterprise and SMB alike. emt

VALUE-ADDED SERVICES: • Dedicated account

Distribution delivers sales, marketing and pre and post

management. • Product specialists across the brands.

sales technical support and professional services for our

• Direct ship service with customised shipping document

vendors and channel partners.

and label. • Automated courier shipping / tracking

MARKET DIFFERENTIATOR: emt Distribution providers

notification. • Automated order processing system for

vendor representation and works exclusively through

b2b and b2c channels. • Data feed integration. • Trade

the channel providing opportunites to engaged partners

Dynamic Supplies

show / reseller training events. • Editable marketing

around the globe. emt Distribution focuses on our highly

http://www.ds.net.au/

collateral for email and print. • PrintSolv partner -

technically competent team, with deep understanding of

Managed Print Services.

current cyber security threats and market drivers.

HEAD OFFICE: 66–72 Alexandra Pl, Murarrie

CREDIT FACILITIES: Credit facilities available to

CHANNEL PROGRAMS: Thycotic Partner Program;

Queensland 4172, Australia

approved applicants. Credit Card (Visa and MasterCard).

Flexera Partn er Program; ThreatTrack Security Partner

FIRST POINT OF CONTACT: nswsales@ds.net.au

Direct deposit.

Program; Acunetix Partner Program; Temasoft Partner

BRANCHES: Belmont, Western Australia; Beverley, South

WEBSITE FUNCTIONALITY: Product compatibility

Program; VIPRE Partner Program

Australia; Chatswood, New South Wales; Eastern Creek,

search & stock on hand

VALUE-ADDED SERVICES: • Training • Pre Sales

New South Wales; Sunshine West, Victoria; Otahuhu,

TYPES OF RESELLERS SOUGHT: All IT and office

• Technical Engagement • Sales Engagement • Deal

Auckland

products dealers / resellers.

Registration • Support • Professional Services

NUMBER OF STAFF: 150+

• Marketing WEBSITE FUNCTIONALITY: • Deal Registration

Established in 1994 and 100% Australian owned

• Product Information • Product downloads

and operated, Dynamic Supplies is one of Australia’s

TYPES OF RESELLERS SOUGHT: Security Focused

leading distributors, supplying a comprehensive

Resellers and service providers; Managed Service

range of IT products and office furniture from the

emt Distribution

Providers; Managed Security Service Providers; Covering

world’s leading manufacturers. Our team comprises

https://www.emtdist.com/

all size organisations from Enterprise to SMB.

over 150 qualified staff with strong industry experience based in state-of-the-art distribution

HEAD OFFICE: 83 King William Road, Unley South,

facilities in Brisbane, Sydney, Melbourne, Perth and

Australia 5061, Australia

Adelaide. With an exemplary reputation for service

FIRST POINT OF CONTACT: Shane Mahney, 08 8273

and support, total customer satisfaction has always

3030, sales@emtdist.com

been and will always remain a core focus.

NUMBER OF STAFF: 30

VENDORS: Brother International (Aust), Canon, Dymo,

emt Distribution is a specialised Australian security

Energizer Australia, Epson, Fujifilm, Fuji Xerox Australia,

software distributor covering ANZ and the Asia

HP, Kodak, Kyocera, Lanier Australia, Lexmark, Logitech,

Pacific. emt Distribution concentrates on solutions

HEAD OFFICE: Level 5 20 Rodborough Road, Frenchs

Moki, OKI, OKI Printing Solutions, Panasonic, Ricoh

that help address the ASD’s Strategies to Mitigate

Forest New South Wales 2086, Australia

Australia, Samsung, Sharp, Toshiba, Verbatim

Cyber Security Incidents, and the ASD’s Top 4

FIRST POINT OF CONTACT: Enquiries, 1300 137 993,

PRODUCTS: 3D Printing, Office Furniture, Peripherals,

strategies. We help our channel partners solve

(02) 8572 6047, enquiries@exclusive-networks.com.au

Photocopiers, Printer Consumables, Printers, Storage,

the security and work space management needs

BRANCHES: Brisbane, Queensland; Hawthorn, Victoria;

Supplies and Consumables

of Government, Critical Infrastructure, Enterprise,

Perth, Western Australia; Mairangi Bay, Auckland

CORE COMPETENCIES: • Print hardware &

Healthcare, Utilities, Banking and Finance and more.

NUMBER OF STAFF: 50+

consumables – including OEM and compatible /

emt Distribution also address the security and

remanufactured cartridge alternatives. • Consumer

business needs of Managed Service Providers and

Exclusive Networks (formerly WhiteGold Solutions),

electronics and accessories – including keyboards, mice,

Managed Security Service Providers.

part of the Exclusive Group, is a leading value-added

Exclusive Networks http://www.exclusive-networks.com.au/

distributor specialising in transformative technology

headphones, phone accessories and portable storage. • Office furniture products – including chairs, sit / stand

VENDORS: Acunetix, Airlock Digital, Cososys, CYBONET,

solutions for businesses across Australia and New

workstations, electric sit / stand desks & monitor arms.

Delta Electronics, Flexera, NinjaMSP, OPSWAT, Picus

Zealand. Our portfolio includes a comprehensive

MARKET DIFFERENTIATOR: Dynamic Supplies is

Security, Temasoft, ThreatTrack Security, Thycotic, VIPRE

range of security, networking, mobility, storage

a 100% Australian owned and operated distributor,

PRODUCTS: Backup and Recovery, IT Asset

and data centre solutions, as well as associated

specialising in print hardware, consumables, office

Management, Mobile Device Management, Security,

services, wholesale managed services and certified

furniture and consumer electronics and accessories.

Software, System Tools

training courses – all delivered through the very

With a focused and experienced team, Dynamic Supplies

CORE COMPETENCIES: emt Distribution focuses on

best Reseller and Service Integrator Partners

are renowned for our unparalleled levels of service and

providing a portfolio of innovative products and solutions

available in Oceania. Exclusive Group is the value-

support.

addressing the major strategies to mitigate Cyber

added services company accelerating the growth of

CHANNEL PROGRAMS: Dynamic Supplies supports

Security Incidents. emt Distribution works with Vendors

disruptive and innovative technologies around the arnnet.com.au Sept 2018

14 Distributor Guide world. Its people are committed to the high-growth

VALUE-ADDED SERVICES: Installation, configuration

Management, Peripherals, Security, Telecommunications,

imperatives of ambitious IT vendors and fuelled by

and training on all vendor products. Exclusive Networks

Unified Communications, Video conferencing, VoIP,

a strong culture of ambition, entrepreneurialism

is an Accredited Training Centre for Fortinet, WatchGuard,

Wireless Technology (Wi-Fi)

and sustainable growth. This is complemented by

Barracuda and Kaspersky (amongst others). We have

CORE COMPETENCIES: i-LAN Technology employs a

extensive and innovative global services capabilities

dedicated facilities offered under the “SecureWise

team of networking and communication engineers and

for project deployment and support through ITEC

Academy” brand – where we can comfortably house up

specialists in Australia. We have strong relationships

Global Services, and an arsenal of integrated

to 20 people for hands-on training. Exclusive Networks

with leading networking product and interactive projector

commercial leasing offerings delivered by Exclusive

can also provide information security consulting, policy

manufacturers in Asia.

Capital. Exclusive Group is the standout visionary

creation, vulnerability assessment services and more.

MARKET DIFFERENTIATOR: Through reliable supply

and leader in its industry and aims to redefine the

CREDIT FACILITIES: Yes. Also Exclusive Capital finance

of good quality IT and networking products and services,

Value Adding Distribution model even further through

solutions.

we endeavour to make positive contributions to business

unique, service-rich propositions available on a

WEBSITE FUNCTIONALITY: Exclusive Networks

and daily life of each of our customers. We communicate

global scale.

Customers can access their account on our Customer

closely with our suppliers to ensure the products meet our

Centre online portal and create their own quotes, view

customers’ requirements and suit their budgets. We keep

VENDORS: A10 Networks, Barracuda Networks,

statements, add/view support tickets and more.

sufficient stock and dispatch customers’ orders with timely

BlackBerry, Cloudian, Cumulus Networks, Exinda

TYPES OF RESELLERS SOUGHT: Security, Data Centre,

logistics to ensure the customers get what they need on

Networks, FireEye, Fortinet, IGEL Technology, Kaspersky,

Mobility, Networking and Storage Specialised VARs, SI’s,

time. We provide comprehensive technical support for

LogRhythm, McAfee, Mellanox Technologies, Nutanix,

MSPs and Consultancy Houses as well as VARs and SI’s

our products, addressing inquiries from how-to-setup, to

Rubrik, SentinelOne, Silver Peak, Tripwire, Watchguard

that require assistance and education to enter these

fault clearing and to how-to applications. Customers can

PRODUCTS: Application Delivery Controllers, Backup

technology areas to dramatically increase revenues.

access our support through multiple platforms including

and Recovery, Cloud Computing, Datacentre, Data

email, instant messaging, our call centre, and on technical

Recovery, Firewalls and VPN, Mobile Computing, Mobile

forums. Our technical team effort is backed by solid and

Device Management, Networking, Network Management,

prompt support from our manufacturers, ensuring that

Optimisation Tools, Security, Software, Storage,

our customers get timely and adequate updates. In this

Telecommunications, Training and Certification, Unified

way, we ensure our customers receive the best possible

Communications, Virtualisation, VoIP, Wireless Technology

value for money and time, and trust i-LAN Technology for

(Wi-Fi)

our products and services. These are the reasons why our

CORE COMPETENCIES: IT Security, Data Centre,

i-LAN Technology

motto is Smart & Innovative.

Converged Infrastructure, Mobility, Networking and

http://www.i-lan.com.au/

CHANNEL PROGRAMS: i-LAN engages its customers

Storage.

with generous margins and comprehensive reseller

MARKET DIFFERENTIATOR: • Your own internal

HEAD OFFICE: Unit 24, 128 Station Road, Seven Hills

training regime that comprises of online training guides,

account manager whose job it is to facilitate your sales.

New South Wales 2147, Australia

video content and comprehensive reseller support. We

• Free telephone-based technical support for partners.

FIRST POINT OF CONTACT: Sales, (02) 9838 8899,

have a reseller education program through webinars and

• Free calls direct to potential clients on your behalf,

(02) 9838 8818, sales@i-lan.com.au

workshops for our range of products, and have conducted

to talk through their business needs, product details,

BRANCHES: Seven Hills, New South Wales

regular technical training sessions for our resellers in

technical requirements, etc. • Qualified engineers and

NUMBER OF STAFF: 14

their venues, or in hired training rooms in various states. VALUE-ADDED SERVICES: We aim to: – Help our

business development managers who will visit clients with you to provide additional technical, consultancy and

i-LAN Technology Pty Ltd is the exclusive distributor

customers grow in their individual fields – Listen to the

sales support, help with installations and more.

of the DrayTek brand networking products in

market’s needs and wants, developing products that

• Extensive Support – (in most cases free of charge)

Australia and New Zealand. In addition, i-LAN

exceed expectations – Establish and maintain trust

with your own marketing campaigns. For example,

Technology distributes Planet networking devices,

by providing exceptional values and services to our

branded telemarketing services where we will call an

DINTEK structured cabling systems, Protech

customers – Enable our staff to have a rewarding career

agreed-upon list of customers and/or prospects on your

industrial computers and Boxlight interactive

with positive working/learning environment.

behalf – representing you as a virtual employee. • Full

projectors and education solutions. i-LAN Technology

CREDIT FACILITIES: Available for approved resellers.

Web-Based Customer Centre – capabilities to allow you

distributes the Boxlight’s new class of projectors

WEBSITE FUNCTIONALITY: Product information,

to place orders, track shipments and returns, add and

with interactive functions. They allow the free flow

company profile, distributor information, Dealer zone,

track support cases, view and save statements, invoices

of subject materials and cater for the collaborative

blog, comprehensive online support offering – including

and quotes and much, much more. • Free product sales

needs of schools, organisations, and businesses.

online helpdesk, downloads, knowledgebase, FAQ,

training • Technical training courses – on-site or at our

application notes, troubleshooting, comparison charts,

fully equipped SecureWise Academy technical training

VENDORS: Dintek, DrayTek, Planet Technology, Protech

compatibility information, “how to” videos on YouTube,

centres in Sydney and Melbourne (with mobile capability

Systems

and warranty information.

for Brisbane, Perth, Canberra, Adelaide and Auckland).

PRODUCTS: Audio-Visual, Business Applications, Cloud

TYPES OF RESELLERS SOUGHT: i-LAN Technology

• Vendor solution showcase sessions – at our

Computing, Datacentre, Data Management, Digital

welcomes IT/AV/Communication/Security resellers

SecureWise Academy centres in Sydney and Melbourne

Imaging and Presentation, Firewalls and VPN, Knowledge

in networking (DrayTek, Planet, DINTEK), Business or

CHANNEL PROGRAMS: Exclusive Networks DRIVE.

Management, Mobile Computing, Networking, Network

Education/AV resellers (Boxlight Interactive Projectors).

Sept 2018 arnnet.com.au

Distributor Guide

that is an official service agent for Samsung, LG, Toshiba,

solutions to the Australian reseller channel. Through

ASUS, Brother, plus more. • Data Communication and

our system vendor partnerships, Lynx provides

Telecommunication Software Solutions and Hardware

software solutions from leading enterprise software

(Telstra Direct) • Education & Government Solution &

vendors including Veeam, Commvault, and VMware.

Leader Computers

Implementation Provider

Established in 1988, Lynx has developed a strong

http://www.leadersystems.com.au/

MARKET DIFFERENTIATOR: • Proudly Australian

reputation based on a commitment to: • Only provide

made desktops, ultrabooks, notebooks, tablets and

the very best and strategically correct products and

HEAD OFFICE: 165–187 Franklin Street, Adelaide,

servers. • The Leader™ Corporate Desktop range has

solutions. • Enhance the competitiveness of our

South Australia 5000, Australia

the best warranty in Australia (3 Years Australia Wide

Channel partners through price positioning and the

FIRST POINT OF CONTACT: Jaimie I’Anson - Sales

Onsite Warranty). • PC customisation and building

provision of the very best capabilities and support.

Manager, 1300 453 233, sales@leadersystems.com.au

facilities in NSW, Victoria, Queensland and SA • 100%

• Solutions include: Backup and recovery, highly

BRANCHES: Archerfield, Queensland; Noble Park,

Proudly Australian company • Service centre for ASUS,

available storage (SAN and NAS) whether software

Victoria; Osborne Park, Western Australia; Silverwater,

Toshiba, Samsung, LG and HP • Locally built quality PC’s

defined or traditional, servers, hyper-converged

New South Wales

with local support. • Personalised account management.

systems, data management, and wired and wireless

NUMBER OF STAFF: 140+

• Local representation in all major states. • Leader™ is a

networking. With a complete portfolio of best-of-

Direct Microsoft OEM Platinum Account • Australia’s only

breed products and a considerable investment in

Established in 1996, Leader™ Computers is an

local Intel OEM

technical capabilities, Lynx is strongly positioned

Australian owned and operated IT&T distributor

CHANNEL PROGRAMS: Annual Leader™ National

to satisfy the requirement... be it for products or

and PC manufacturer. Leader™ is a National IT

Roadshow. Regular product training and sales incentive

solutions.

Distributor with warehousing in Sydney, Brisbane,

programs. Quarterly Leader™ Catalogue campaigns.

Melbourne, Perth and Adelaide. Leader™ is strictly

VALUE-ADDED SERVICES: Regular RRP Leader™

VENDORS: Arista Networks, Aruba, Brocade

trade only and is 100% supportive of channel. The

catalogue for resellers to use as sales tool to promote

Communications, Commvault, Emulex, Fusion-io,

Leader™ goal is to assist resellers’ success by

Leader™ Desktops Tablets, & Notebooks. Leader™

Hewlett-Packard Australia, Hewlett Packard Enterprise,

providing products with outstanding support, service

DealerShop e-commerce website with stock levels,

Hitachi Vantara, HP Maintenance, Micro Focus, Nimble

and marketing. Leader™ is Australia’s largest

product information, quoting facility, ordering, payment,

Storage, SimpliVity, Veeam, Veeam Software

Australian owned Tablet, Notebook, Desktop & Server

RA and tracking, Corporate eCommerce website, online

PRODUCTS: Backup and Recovery, Cloud Computing,

manufacturer. Leader™ custom builds products to

SEO campaigns

Data Management, Data Recovery, Development,

suit unique needs of all channel players. Leader™

CREDIT FACILITIES: Credit available upon request after

Firewalls and VPN, Management Software, Mobile Device

has a very comprehensive e-commerce site which

subsequent approval. Credit card accepted.

Management, Networking, Network Management,

has live pricing, availability, product information,

WEBSITE FUNCTIONALITY: Full online ordering,

Operating Systems, Optimisation Tools, Security, Servers,

ordering & accounts facilities.

product information, stock availability, RA service,

Software, Storage, Supplies and Consumables, System

quotations, order status, account inquiry, PC configurator.

Tools, Training and Certification, Unified Communications,

VENDORS: 3CX, AMD, AOC, APC by Schneider Electric,

TYPES OF RESELLERS SOUGHT: Professional IT

UPS, Virtualisation, VoIP, Wireless Technology (Wi-Fi)

Astrotek, ASUS, Atdec, Aywun, Ballistix, Billion, Bitfenix,

Resellers, IT Consultants, Mass Retailers, Education

CORE COMPETENCIES: Our highly qualified pre and

Brother International (Aust), Casecom, Chenbro, Cisco,

Specialists, Government IT Procurement Professionals

post sales technical expertise is geared to assist our

Cooler Master, Corsair, Crucial, Edimax, Epson, FRITZ!Box,

Channel partners compete. Our key areas of focus are:

FSP, Gigabyte, HGST, HP, Intel, Kingston Technology,

• Data Storage Solutions – entry to high performance

Leadtek, Lenovo, Lexar, LG, Logitech, Micron, Microsoft,

systems with 6 9s availability. • Business Continuity &

MSI, NetComm, Norton, Orico, Pioneer, Power Shield,

Information management • HPE server solutions to suit a

QNAP, Rapoo, Samsung, Sapphire Technology, Seagate,

vast array use cases – deep and broad expertise • Network

Shuttle, Silverstone, Swann Communications, Targus,

infrastructure: Datacentre, access, remote sites, WLAN,

Telstra Corporation, Thecus, Toshiba, TP-Link, Trend

Lynx Technologies

wireless, storage networking, and network management.

Micro, Tronika, Ubiquiti, Verbatim, Western Digital

http://www.lynxtech.com.au/

MARKET DIFFERENTIATOR: Lynx provides the

PARTNERS: Yealink

strongest products, along with a unique level of

PRODUCTS: Backup and Recovery, Components,

HEAD OFFICE: Unit 7, 207-229 Young Street, Waterloo

capabilities and expertise from technical design

Monitors, Networking, Network Management, Operating

New South Wales 2017, Australia

to understanding and delivering on technical and

Systems, Peripherals, Photocopiers, Printer Consumables,

FIRST POINT OF CONTACT: Sales, 02 9663 4855 /

commercial requirements. We are totally committed to

Printers, Security, Servers, Software, Storage, Supplies

1300 112 111, sales@lynxtech.com.au

providing strength to and for our Reseller partners.

and Consumables, System Tools, Telecommunications,

BRANCHES: Hawthorn, Victoria

CHANNEL PROGRAMS: • Sales and marketing programs

Training and Certification, Unified Communications, UPS,

NUMBER OF STAFF: 18

(targeted and broad) • Reseller partner enablement

Video conferencing, VoIP, Workstations, PCs, Notebooks

• Product training and vendor certification programs.

CORE COMPETENCIES: • IT distribution and Tablet,

Lynx Technologies is an established supplier of

VALUE-ADDED SERVICES: • Pre-sales consultation (in

PC, Notebook & Server manufacturing • Service &

data storage, HPE’s full range of servers, as well as

and out bound) • Configurations and quotes • Manage

Warranty - Leader™ is the only distributor in Australia

wired / wireless networking software and hardware

protected deal pricing • Proof-of-concept • Integration

arnnet.com.au Sept 2018

16 Distributor Guide services • Training and education • Unique product

servers, networking, projectors, displays, desktops,

coordinates numerous incentive programs throughout

bundles and packaging. • Multi vendor support renewals

NAS, components, professional graphics cards,

the year in conjunction with vendors, designed to be

CREDIT FACILITIES: Subject to approval.

surveillance, 3D printers, cameras, POS printers &

both fun and rewarding. We have a strong commitment

WEBSITE FUNCTIONALITY: – Product information –

mounts and backup. We are an authorised distributor

to providing product education and marketing advice

Pricing – Account information – White papers – News

of Panasonic Toughbook and AMD Radeon Pro, the

to our staff and channel partners, and this is facilitated

TYPES OF RESELLERS SOUGHT: Lynx services a vast

master distributor of NVidia QUADRO professional

by informal in-house seminars and information on our

variety of Resellers, including niche consultancies of < 5

workstation desktop graphics cards, and exclusive

website. We also provide appropriate marketing materials

staff to the largest corporate Resellers.

Australian distributor of Shintaro, Matrox, Everki and

needed to assist point of sale transactions.

EVGA.

VALUE-ADDED SERVICES: Our knowledgeable Product Management and Sales teams provide expert advice

VENDORS: 2C, 3M Australia, Acer, Alogic, AMD, Atdec,

on computers, networking, storage, graphics and AV

BenQ Australia, Bravia, Cherry, Cisco, D-Link Australia,

solutions. Our Technical Services department can provide

Eaton, Epson, Everki, Evga, Fujitsu, GeForce, Gett,

system configuration, assist with pre- and post-sales

Grandview, Gumdrop, Hauppauge, HP, iKey, Infocase,

support, and manage SOE and project integration for

Intel, J5Create, Kingston Technology, Leadtek, Lenovo,

SMB and Corporate roll outs. They also provide break/fix

Logitech, Matrox, Microsoft, MSI, NEC, NetComm, Nikon,

and full warranty management.

Norton, Nvidia, nVidia Quadro, OKI, Olympus, Panasonic,

Multimedia Technology (MMT)

CREDIT FACILITIES: Multimedia Technology offers

Pelican, Philips, Pioneer, Power Shield, Quadro, RADEON,

account facilities to approved applicants, with online

http://www.mmt.com.au/

Samsung, Seagate, Shintaro, Sony, SuperMicro, Super

ordering and payment facilities available at www.

Micro, Synology, Team Group, Toshiba, Toughbook, Trend

mmt.com.au. Please contact your nearest Multimedia

HEAD OFFICE: 93 Heatherdale Road, Ringwood Victoria

Micro, Vantec, Western Digital, XYZ Printing, XYZ Robot

Technology office or check the Become a Reseller link on

3134, Australia

PRODUCTS: 3D Printing, Audio-Visual, Backup and

our website for further details.

FIRST POINT OF CONTACT: Sales, 1300 650 203,

Recovery, Components, Digital Imaging and Presentation,

WEBSITE FUNCTIONALITY: Online ordering, order

sales@mmt.com.au

Firewalls and VPN, Mobile Computing, Monitors,

status and tracking, payment facilities, datafeed, live

BRANCHES: Greenmount, Herston - Queensland;

Networking, Operating Systems, Peripherals, Photocopiers,

stock and more.

Lane Cove - New South Wales

Power Protection, Printer Consumables, Printers, RFID,

NUMBER OF STAFF: 95

Security, Servers, Software, Storage, Telecommunications, UPS, Video conferencing, VoIP, Wireless Technology (Wi-Fi),

Multimedia Technology is one of Australia’s premier

Workstations, PCs, Notebooks

national IT distributors, representing the leading IT/

CORE COMPETENCIES: Long term, highly trained sales

AV/Software and Communications vendors from

staff; high level of personalised service; long standing

Australia and around the globe. A major player in

strong relationships with major vendors; always at the

the Australian IT industry, Multimedia was launched

forefront of technological developments; competitive

in 1990 and currently employs over 95 staff with

pricing; professional warehouse management systems;

offices in Melbourne, Sydney, Brisbane and Perth.

friendly and efficient after-sales support; product

Orca Tech

Channel partners deserve a responsible distributor

evaluation to ensure reliability; up-to-date website with

http://www.orcatech.com.au/

who understands their business and is willing to

live pricing and online ordering facilities; industry leading

go the extra distance to contribute to their success,

product catalogue and weekly email updates.

HEAD OFFICE: Ground Floor, 49 Hume Street, Crows

and this is exactly where Multimedia has the edge.

MARKET DIFFERENTIATOR: By focusing on customer

Nest 2065, Australia

Customer service is one of our core strengths, and

service and excelling at being easy to deal with,

FIRST POINT OF CONTACT: Sales,

we work hard to maintain our reputation for providing

Multimedia has become the distributor of choice in

sales@orcatech.com.au

the highest level of customer service in the business.

the industry. Our experienced and knowledgeable staff

Staff training is an integral part of our commitment

is customer focused and understand that a positive

Orca Tech is the only Value-Added Distributor in the

to providing quality service, with training sessions

relationship with resellers is the key business driver for

ANZ marketplace solely focussed on Cyber Security

run on a regular basis to ensure total familiarity

success. This very philosophy has made Multimedia

and Analytics. We represent best of breed products

with our products. Our company slogan – Ask

Technology the No.1 choice for channel partners

in their specific areas of security expertise and focus

Multimedia – is indicative of our comprehensive

and consultants in Australia. Our family of class-

heavily on Partner Enablement to ensure partners

product knowledge and don’t-keep-the-customer-

leading vendors and products, no telephone queues,

have the necessary access to Sales, Technical and

waiting philosophy; where automated phone queues

comprehensive distribution catalogue, educated advice,

Marketing tools to succeed in a highly competitive

are non-existent and everyone in the company is

fast and accurate warehouse order processing, and

industry.

accessible and accountable. Multimedia Technology’s

implementation of the latest business management tools

extensive product range is easily viewed on our

including custom CRM, ERP and Web-based facilities

VENDORS: Big Switch Networks, Bitglass, Check Point

website and in our complimentary bi-annual product

all add up to one thing: a relationship with Multimedia

Software Technologies, Cyber Risk Aware, ExtraHop,

catalogue, widely acclaimed in the industry. Our

Technology is a positive experience

Forcepoint, vArmour

specialist product range includes notebooks, storage,

CHANNEL PROGRAMS: Multimedia Technology

PRODUCTS: Cloud Computing, Firewalls and VPN,

Sept 2018 arnnet.com.au

Distributor Guide

Networking, Security, Software

everything flash memory and optical disc duplication and

VENDORS: ARC Wireless, Bridgewave, Cambium

CORE COMPETENCIES: • 100% Channel focused •

printing related.

Networks, Grandstream, Hana Wireless, Laird

Security and Analytics • Flexible Service • Orca Tech’s

CHANNEL PROGRAMS: Technical and sales training,

Technologies, MikroTik, Mimosa, Netonix, Open Mesh,

vast portfolio of security vendors all with complimentary

product demonstration offers, promotions, Co-op

RF Armor, RF Elements, Shireen, Siklu Communications,

key sets.

marketing programs.

Transtector, Tycon Power, Ubiquiti

MARKET DIFFERENTIATOR: IT Security Focused

VALUE-ADDED SERVICES: Demo room available,

PRODUCTS: Networking, Network Management,

CHANNEL PROGRAMS: • Bitglass Altitude Partner

marketing support, warranty and non-warranty repairs,

Telecommunications, Unified Communications, Video

Program - Checkpoint Channel Program

needs assessment, technical advice.

conferencing, VoIP, Wireless Technology (Wi-Fi)

VALUE-ADDED SERVICES: • Dedicated Marketing

CREDIT FACILITIES: Major credit cards, account terms

CORE COMPETENCIES: Streakwave provides: WISPs,

Resources - Lead Generation Resources

to approved applicants.

consultants, integrators, dealers, self-service end-users,

CREDIT FACILITIES: 30 days credit terms are available

service providers, and value-added resellers (VAR’s)

TYPES OF RESELLERS SOUGHT: Security

with outstanding service and a wide product offering. Streakwave offers premier pricing programs, partner programs, and technical support helping clients achieve success in their own businesses.

Streakwave

CREDIT FACILITIES: Credit available upon request after subsequent approval. Credit card accepted.

http://www.streakwave.com.au

Region4

HEAD OFFICE: Level 9 440 Collins St, Melbourne

http://www.region4.com.au/

Victoria 3000, Australia FIRST POINT OF CONTACT: Streakwave Sales,

HEAD OFFICE: 7/2 Fiveways Boulevard, Keysborough

(03)90014295, sales@streakwave.com.au

Victoria 3173, Australia

NUMBER OF STAFF: 80

Synnex http://www.synnex.com.au/

FIRST POINT OF CONTACT: Sales, (03) 9798 1133, sales@region4.com.au

Streakwave is a global value added distributor

BRANCHES: Grey Lynn, Auckland

with sales and distribution facilities in: Australia,

HEAD OFFICE: 92 Carrol Road, Oakleigh South, Victoria

NUMBER OF STAFF: 8

New Zealand, United States, Brazil and Hong Kong.

3167, Australia

Streakwave offers complete lines of wireless

FIRST POINT OF CONTACT: National Sales Centre &

Region4 is a leading distributor in Australia and New

broadband networking equipment, two-way

Dedicated Account Managers, 1300 100 100, 1300 100

Zealand specialising in digital storage, archiving

communications, telecommunications solutions, IP

103, sales@au.synnex-grp.com

and publishing solutions. Since 1997, Region4 has

surveillance/security and green technologies from

BRANCHES: Lidcome, New South Wales; Lytton,

represented some of the world’s largest and most

top-tier manufacturers. Streakwave Australia is

Queensland; Malaga, Western Australia; East Tamaki,

innovative storage product manufacturers catering

Australian owned with the backing and resources of

Auckland

for a range of specialised markets including optical

Streakwave’s global distribution centres. This allows

NUMBER OF STAFF: 480+

disc and flash memory printing, duplicating and

us to supply the latest products with the shortest

publishing systems, photo/video backup, medical

lead times at unrivalled prices. Solutions include:

For more than 20 years, Synnex have helped

imaging and Hard Disk RAID and duplicating

point-to-point backhauls, point-to-multipoint systems;

businesses become more profitable in Australia. We

systems. Region4 provides a comprehensive range

two-way radio equipment along with related antennas

stand out from the competition through our strong

of equipment to the market, via educated and

and accessories; IP video equipment; green power

channel heritage, honed over decades of service

knowledgeable channel partners and offers localised

management systems; and, equipment for all other

to the local technology industry. In working with

warranty and non-warranty services to address the

types of wireless and wired network applications in

over 6,000 partners and more than 80 vendors, we

particular support requirements of the Australian and

the licensed and unlicensed frequencies. Primarily,

provide an extensive suite of services and solutions

New Zealand markets. Also available, the complete

Streakwave serves the enterprise, education,

to value-added resellers, system integrators,

range of on-demand Ink-jet and Digital Label Printers

government, healthcare, security, service provider,

SMBs, enterprise and computer retailers, as well

and Associated products from Primera.

hospitality, defence forces and telecommunications

as managed service providers and born-in-the-

markets. Streakwave prides itself on technical

cloud providers. With offices in Melbourne, Sydney,

VENDORS: Brinno, Evocept, Primera, Takeway, U-Reach

expertise along with offering first-tier technical

Brisbane, Perth and New Zealand, we offer value

PRODUCTS: Audio-Visual, Data Management, Digital

support for most products. Streakwave’s sales

through end-to-end solutions, competitive pricing,

Imaging and Presentation, Peripherals, Printers, Storage

account management team verbally assists clients

stock availability, product reliability, on-time

CORE COMPETENCIES: Experts and specialists in

with all aspects of: planning, design, network

delivery and excellent after sales service. Our

digital storage, archiving and publishing solutions,

layout, troubleshooting, site survey assistance and

multi-billion-dollar network also means that we

on-demand ink-jet and digital label printers.

implementation. These attributes accompanied by

can respond quickly to global trends, protecting

MARKET DIFFERENTIATOR: Exclusive distributor for

unparalleled customer service proves Streakwave is

customers from market fluctuations while still

major industry vendors. One stop shop for anything and

the leader among product equipment providers.

focusing on the needs of the individual user. As one arnnet.com.au Sept 2018

18 Distributor Guide of the leading IT solutions aggregator and trusted

TYPES OF RESELLERS SOUGHT: SME, SMB, SOHO,

Device Management, Networking, Network Management,

partner in Australia, we operate as a division of

Enterprise, ISVs, MSPs, MPS, Independent Shops,

Operating Systems, Optimisation Tools, Peripherals,

Synnex Technology International Corporation, the

Resellers, Dealers, VARS, System Integrators, Corporate

Power Protection, Printer Consumables, Printers, RFID,

largest IT solutions provider in the Asia Pacific

Resellers, National Retailers, Education and Cloud.

Security, Servers, Software, Storage, System Tools,

region and ranked the third largest worldwide.

Telecommunications, Training and Certification, Unified

This means we can combine local experience

Communications, UPS, Virtualisation, VoIP, Wireless

with global expertise to ensure the channel stays

Technology (Wi-Fi), Workstations, PCs, Notebooks

at the forefront of the ever-changing technology

CORE COMPETENCIES: • World class tools and

landscape. For more information on Synnex Australia, please visit www.synnex.com.au

support specifically designed for business partners • ISO

Tech Data

certified facilities, systems, infrastructure and processes

http://au.techdata.com

• Comprehensive financial management support and

VENDORS: Abbyy, Acer, Acronis ANZ, Activision, Act-On,

services • Extensive sales, marketing, technical and

Adaptec Australia, Advantech Australia, Aerocool, Alogic,

HEAD OFFICE: Ground Floor, 67 Epping Road, North

logistical support • Education Solutions • Unique Solution

AOpen, Apple, ASRock, ASUS, Aten, Aver, AVG (AU/NZ),

Ryde New South Wales 2113, Australia

Provider of enablement and demand generation • Local

Barracuda Networks, BenQ Australia, Bit Titan, Brother

FIRST POINT OF CONTACT: Head Office, 1300 36 25

support, national coverage, global reach

International (Aust), Check Point Software Technologies,

25, aus-sales@techdata.com

MARKET DIFFERENTIATOR: We take a holistic

Cirrius, Corsair, Delta Electronics, D-Link Australia,

BRANCHES: Armadale, Victoria; Bowen Hills,

approach to helping partners succeed in their markets

Eaton, Epson, Fetch TV, Fuji Xerox Australia, Galax,

Queensland; Mt. Wellington, Auckland

by bringing together both the technology and the

Getac, Gigabyte, Google, Hapara, Honeywell, HP, Huawei,

NUMBER OF STAFF: 100-200

comprehensive services necessary to develop and deliver

Inno3D, Intel, Jabra, Kaspersky, Kentico, Kingston, LaCie,

solutions that drive sales and profitability. We also work

Laser, Lenovo, Lexmark, LG, Lite-on, Logitech, Managed

From the smart phone in a user’s hand to complex

with our partners to provide the comprehensive services

Services Finance, Megaport, Microsoft, Microsoft Azure,

solutions powering a global enterprise, Tech

and support they need; from expert pre-sales technical

Microsoft Gold Partner, Microsoft OEM, MYOB, NCR

Data is connecting the world with the power of

and integration support and world-class logistics services

Australia, Netgear Australia, Nomadesk, Nvidia, Parrot,

technology. Our end-to-end portfolio of products,

to innovative marketing programs and financing solutions.

Printix, Rapoo, Razer, Samsung, Sandisk, Seagate,

services and solutions, highly specialised skills and

VALUE-ADDED SERVICES: • Strategically focused

Simble, Skykick, Softlayer, Sony, Steelseries, Striiv, Team

expertise in next-generation technologies enable

sales account managers and business development

Group, TeamViewer, Toshiba, TP-Link, Transcend, Trend

channel partners to bring to market the products

managers • Dedicated solutions team; expert technology

Micro, UBTECH, Udocx, Vertiv, Viewsonic, Visitor Manager

and solutions the world needs to connect, grow

resources with extensive knowledge and experience

Plus, Vodafone, Western Digital, XYZ Printing, Zepp

and advance. As the world’s leading end-to-end

• Customised, flexible finance solutions • Marketing

PRODUCTS: 3D Printing, Backup and Recovery, Cloud

technology distributor, we put singular focus on our

solutions, from individual services through to campaign

Computing, Components, ERP and Supply Chain, Finance,

customers’ needs and goals with the objectivity

management • Pre-sales technical support • Tech

IT Asset Management, MFD, Mobile Computing, Monitors,

of a true strategic partner. With reach, capabilities

Data Academy training and enablement • Sales and

Networking, Operating Systems, Peripherals, Power

and resources that span the technology continuum,

technical training and certification programs • Partner

Protection, Printer Consumables, Printers, Security,

we are a vital link in the IT channel, delivering

enablement solutions • Designing of solutions sets and

Servers, Software, Storage, Supplies and Consumables,

the insights and optimised solutions our channel

identification of new opportunities • State of the art

Telecommunications, UPS, Video conferencing,

partners depend on to compete in the market today,

integration centre • Integration Services; a full suite of

Virtualisation, Wireless Technology (Wi-Fi), Workstations,

tomorrow and into the future.

configuration services, project based implementation,

PCs, Notebooks

and consulting • Our cloud solutions help partners and

CORE COMPETENCIES: Synnex offers end to end

VENDORS: Amazon Web Services, Apple, Brocade

customers capitalise on the cloud by transforming their

tailored solutions to help scale and grow your business,

Communications, CenturyLink, Cloudphysics, Commvault,

business with our portfolio of integrated and hybrid cloud

through aggregated offerings, digital integration and

Ctera, CyberPower Systems, DataCore, Datadobi, Dell

and managed services solutions.

enablement.

EMC, Delta Electronics, Forcepoint, Gemalto, HGST, HID,

CREDIT FACILITIES: 30 day credit terms available

CREDIT FACILITIES: Flexible arrangements individually

IBM Australia, Informatica, Information Builders, Jamf,

upon approval; Debt Assignment and End User Billing

suited to each customer on application and by request.

Kingston, Lenovo, Lightspeed, Micro Focus, Microsoft

Services; Leasing Services; Visa, MasterCard, AMEX,

Payment options available: All major Credit Cards, EFT,

Azure, Mindray, Nutanix, Nvidia, Oracle, Parallels, Pitney

EFT, Cheque accepted; Customised financng solutions

EFTPOS,Cheque and Moneytech.

Bowes, Raritan, Red Hat, SuperMicro, ThinPrint, Trend

available.

WEBSITE FUNCTIONALITY: Single Login to access

Micro Australia, Urbanise, Veeam, Veritas, VMware

WEBSITE FUNCTIONALITY: The Tech Data website

hardware, software, cloud solutions and finance services

Australia

offers business partners secure access to real time

Customer Password Protected Area; Online Order

PRODUCTS: Application Delivery Controllers, Backup

information such as pricing, stock levels, back-orders,

Automation; Cloud Automation Platform – central hub for

and Recovery, Business Applications, Cloud Computing,

order history, invoices, statements and credit utilisation.

procuring and configuring solutions; Statement Checking

Components, CRM, Datacentre, Data Management, Data

TYPES OF RESELLERS SOUGHT: ISVs, Systems

Delivery Tracking; RA/Warranty Registration; B2B Payment

Recovery, Development, Digital Imaging and Presentation,

Integrators, Service Providers, VARs, System Builders,

Gateway; Online Quotation Tools; Web Promotions; Product

Document Management, ERP and Supply Chain,

OEMs, Cloud, Medical & ID.

Data Feed Availability & Personalisation Electronic Software

Finance, Firewalls and VPN, Knowledge Management,

Download (ESD); Apple CTO

Management Software, Mobile Computing, Mobile

Sept 2018 arnnet.com.au

Distributor Guide

CORE COMPETENCIES: Value Adding Distribution of Unified Collaboration and Conferencing Solutions. MARKET DIFFERENTIATOR: Customer Attention: Transition is dedicated to providing excellent customer service. It is our mission to provide our resellers and

Transition Systems Australia

Westcon – Comstor

partners with ready access to informed, courteous and

http://au.westcon.com/

http://www.transitionsystems.com.au/

professional channel and operational support. Technical Excellence & Expertise: Transition has vendor qualified

HEAD OFFICE: Unit 4, 39 Herbert Street, St Leonards

HEAD OFFICE: Sydney – , Unit 5, 28 Barcoo St, Roseville

technical experts and sales professionals able to

New South Wales 2065, Australia

New South Wales 2069, Australia

complement and support resellers on specific market

FIRST POINT OF CONTACT: Customer Experience

FIRST POINT OF CONTACT: Sales, 1300 864 835,

opportunities. Vendor Certified Training: Transition has

Team, 1800 646 112, support@westconcomstor.com

sales.au@transition-asia.com

training facilities in Sydney and Melbourne and can

BRANCHES: Brooklyn Park, South Australia; Canberra,

BRANCHES: Claremont, WA; Wheelers Hill , VIC

offer vendor certified sales and technical courses.

Australian Capital Territory; Melbourne, Victoria; South

NUMBER OF STAFF: 17

People attending training sessions at our offices can

Brisbane, Queensland; West Perth, Western Australia

gain hands on product experience. Regional Coverage /

NUMBER OF STAFF: 180

Transition Systems Australia is part of the Exclusive

Single contact: Throughout its South East Asia regional

Group of companies. Founded in 1999,Transition

network, Transition has a team of highly experienced

Westcon-Comstor (WestconGroup Inc.) is a global

Systems Group, an Asia Pacific regional distributor

operational staff available to assist in the fulfilment of

technology distributor with worldwide capabilities

of technology products was acquired by Exclusive

initiatives. Your contact here in Australia is equipped to

in Cloud, Global Deployment and Services, and

Group in January 2016 and is well positioned to

coordinate the deployment for you across any one of

category-leading Security, Unified Communications

capitalise on the extensive support and reach of its

the many countries in the network. Financing Options:

and Collaboration, Networking and Data Center

new partner. Transition Systems Australia (TSAU) is a

Collaborative financing tailored to the specific business

technology Practices. Combining expert technical

true value added distributor of Unified Collaboration

needs of our Partners/Resellers helping them maintain a

and market knowledge with a uniquely collaborative

and Conferencing solutions. Together with its training

competitive advantage.

engagement model, the company is transforming

programs, Partner financing options, Professional

CHANNEL PROGRAMS: Professional Services: TSAU

technology distribution through its digital and

Services and other value added support services,

provides support and professional services to our

physical products and services delivery. We work

TSAU provides a unique platform for Partners/

partners in complementing their go to market for the

with our partners to deliver results together through

Resellers to develop their market opportunities.

products that we sell. Buy- back: TSAU partners with

an investment in enablement programs and its

Exclusive Group is the value-added services and

a global organisation to provide market based valuation

associates’ dedication to creating an exceptional

technologies group accelerating the growth of

and buy back services for assets that our partners would

partner experience. Westcon and Comstor are the

disruptive and innovative technologies around the

like replaced. In addition to this the company is in the

company’s go-to-market brands, offering customers

world. Its people are committed to the high-growth

process of developing asset tracking capabilities to

a strong portfolio of market-leading and emerging

imperatives of ambitious IT vendors and fuelled by

further help with renewal based activities for partners.

vendors. Teams in 110 offices in 70-plus countries

a strong culture of ambition, entrepreneurialism

VALUE-ADDED SERVICES: Value Added Services:

across six continents, Westcon-Comstor provides

and sustainable growth. With 49 offices across five

Transition Systems offers a unique blend of Professional

services to more than 170 countries.

continents and presence in over 100 countries,

Services to support our customers. Complementing our

Exclusive Group brings all the essential elements

full suite of pre-sale service options such as Solution

VENDORS: Amazon Web Services, Avaya, BeyondTrust,

of a proven winning strategy for market entry and

design and analytics, we also provide implementation,

Check Point, Cisco, F5 Networks, FaceMe, Firemon,

growth. Redefining value and enabling new market

installation and help desk maintenance support and

ForeScout, Intel Security, ION, Juniper Networks, NetApp,

opportunities through “Disruptive Distribution” is at

hands-on training. Contact us to find out more about this

Oracle, Palo Alto Networks, Polycom, Pulse Secure,

the heart of the Exclusive Group proposition through

comprehensive package which can help you in closing

Purplewifi, Radware, Smart, SolarWinds, Sonus, Symantec

its cybersecurity brand, Exclusive Networks and

those all-important deals.

Cloud, Tenable, Uci2i, Virsae, VMware Australia, X-IO

datacentre transformation division, Big Technology.

CREDIT FACILITIES: Available upon application.

PRODUCTS:Application Delivery Controllers, Cloud

This is complemented by extensive and innovative

Contact our channel team on +61 2 9370 9700

Computing, Datacentre, Data Management, Data

global services capabilities for project deployment

for more information. TSAU Finance offers financed

Recovery, Finance, Firewalls and VPN, Mobile Device

and support (ITEC), and comprehensive, integrated

solutions for you and your customers. Please contact

Management, Networking, Network Management,

commercial leasing offerings delivered by Exclusive

your channel representative at Transition Systems for

Power Protection, Security, Servers, Software, Storage,

Capital.

more details.

Telecommunications, Training and Certification, Unified

WEBSITE FUNCTIONALITY: www.transitionsystems.

Communications, Video conferencing, Virtualisation, VoIP

VENDORS: AOpen, Avocor, Huddly, Network Value, Perle,

com.au

CORE COMPETENCIES: Westcon-Comstor offers

PexIP, Polycom, Silex Technology, StarLeaf, Vidyo, VQ,

TYPES OF RESELLERS SOUGHT: Transition Systems

resellers products and services to deliver profitable

Vyopta.

is a distributor of technology & unified communication

business and competitive advantage. Our people are

PRODUCTS: Audio-Visual, IT Asset Management,

products in Australia and is part of the Exclusive Group.

critical to achieving these outcomes by delivering this

Telecommunications, Unified Communications, Video

model with knowledge, exemplary customer service,

conferencing, VoIP

integrity, flexibility and adaptability. arnnet.com.au Sept 2018

20 Distributor Guide MARKET DIFFERENTIATOR: Our difference is the

Digital Cameras, Monitors, Storage Devices, Memory

passion we have for technology, our product expertise

Products, Blank Media, wide range of accessories,

and can-do attitude towards customers. We work on

Uninterrupted Power Supplies, Wired & Wireless

helping each reseller reach its maximum potential. We

Networking Products, PC Components, Label Makers,

do this by identifying emerging technologies, offering

Software, Commercial Display Panels, LED Televisions,

customised marketing support, sales and technical

XiT Distribution

Amplifiers, Projectors & Screens, DVD Players &

training and professional services to support them

http://www.xitdistribution.com.au/

Recorders, Home Theatre Systems, Speaker Systems

on their customer’s site. Westcon-Comstor actively

and more.

participates in helping resellers pitch and win large

HEAD OFFICE: XIT - QLD, Unit 7, 101 Newmarket Road,

MARKET DIFFERENTIATOR: • XiT has established an

projects where they may need support on document

Windsor Queensland 4030, Australia

Audio Visual Division and distributes a complete range

preparation, technical expertise or pilot program

FIRST POINT OF CONTACT: QLD Sales, 07 3866 5000,

of Audio Visual products including Plasma & LCD TVs,

development. For our vendors, we actively participate in

sales@xitd.com.au

Commercial Display Panels, Home Theatre Systems,

developing and executing channel strategy. That means

BRANCHES: Belmont, Western Australia; Sunshine West,

Amplifiers & Speakers Systems. • A 32 page full colour

we recruit and develop relationships with the right resellers

Victoria

catalogue is produced each month and posted to all

to ensure maximum market penetration across Australia.

registered resellers. It is perfect for communicating new

We provide market feedback and consult on market-entry

XiT Distribution is 100% Australian owned &

products, monthly specials or promotions and helps

and development strategies. We are also fully equipped to

operated. With warehouses in Brisbane, Perth and

resellers maximize their sales. • XiT has established

train and certify resellers so they can sell and implement

Melbourne, the company distributes products for

a permanent demonstration facility/showroom where

vendor technologies more effectively. Our niche? Westcon-

some of Australia’s most respected brands. It has a

products from various vendors are on display. • There

Comstor is the largest specialty distributor of unified

reputation for providing fast, friendly and efficient

is no minimum purchase order value and no minimum

communications, network infrastructure, data centre,

service to IT & AV resellers. Staff are competent,

monthly spend, as every reseller regardless of size is

and security solutions. Our services? Marketing, training,

motivated and possess the skills and attitude

important to XIT Distribution.

leasing, integration, deployment, third-party procurement,

necessary to succeed in the IT & AV distribution

VALUE-ADDED SERVICES: • 100% of incoming

third-party logistics and technical support services,

business. In addition to its huge range of IT products,

calls are answered by one of the XiT sales team. There

exclusively for our channel partners. These services enable

XiT distributes a complete range of Audio Visual

is no automated phone cue/voice messaging system.

you to compete for business that you may not otherwise

products including LED TVs, Commercial Display

Resellers are able to gain information regarding price,

have been able to fulfil. Our professional services include

Panels, Home Theatre Systems, Amplifiers & Speaker

specifications, and stock availability immediately. Perfect

network design, technical pre- and post-sales support as

Systems. This is of particular interest to resellers

for resellers who are on the road. • Drop ship service:

well as training and certification programs. Our programs?

as the IT & AV industries continue to merge. XiT

In addition to normal delivery services, orders can be

We offer business-building marketing programs that allow

carries substantial local stock and goods can either

despatched directly to the resellers’ customer, with a

customers to extend beyond their own capabilities, thereby

be delivered nationwide, drop shipped or collected

delivery docket bearing the resellers’ details. • Instant

achieving profitable business relationships with their

directly from the Brisbane, Perth or Melbourne

Pickup Service: Resellers can walk in, place an order and

customers.

warehouses. There is no minimum purchase order

collect the goods on the spot.

CHANNEL PROGRAMS: In-house marketing

value and no minimum monthly spend. Every reseller

CREDIT FACILITIES: Credit Terms are available

services, Avaya Connect Partner Program, Check Point

regardless of size is important to XIT Distribution.

to approved applicants, Direct Deposit, EFTPOS,

PureAdvantage Partner Program, Cisco Channel Partner

MasterCard, VISA, AMEX, Moneytech & GE Capital.

Programs, F5 UNITY Partner Program, Juniper Networks

VENDORS: Acer, ASUS, BenQ IT & AV, Billion,

WEBSITE FUNCTIONALITY: View prices & stock

Partner Advantage Program, McAfee Security Alliance

BitDefender, Brother International (Aust), Canon, D-Link

availability on-line. On-line ordering, view product

Partner Program, Palo Alto Networks NextWave Partner

Australia, Dymo, Epson, Fujitsu, HP, Kyocera Document

brochures and pictures. View or download the latest 32

Program, PolycomConnect Partner Program, Radware

Solutions, LaCie, Laser, Lenovo, LG, Logitech, Microsoft,

page colour catalogue.

Partner Central and VMware Partner Network.

Netgear Australia, OKI Printing Solutions, Panasonic,

TYPES OF RESELLERS SOUGHT: XiT distributes

VALUE-ADDED SERVICES: Our significant customer

RVM, Samsung, Sanyo, Socomec, Toshiba, Verbatim,

products to consultants, system integrators, value added

service team and inside sales team ensures every single

Viewsonic, Yamaha

resellers, installers & retailers, providing they are actively

Westcon-Comstor account has a dedicated named

PRODUCTS: Audio-Visual, Business Applications,

involved in reselling products to the IT or AV industry.

account manager. We also offer: marketing lead-generation

Components, Digital Imaging and Presentation, Firewalls

programs for our customers; staging of products and

and VPN, Mobile Computing, Monitors, Networking,

professional services; mass customisation (direct

Network Management, Operating Systems, Peripherals,

customised shipping to customer site); leasing/finance

Photocopiers, Power Protection, Printer Consumables,

services; and network and security consulting services.

Printers, Security, Servers, Software, Storage, Supplies

CREDIT FACILITIES: Yes, see Become a Reseller on our

and Consumables, UPS, VoIP, Workstations, PCs,

website. Also visit our Westcon Capital offering at http://

Notebooks

au.westcon.com/content/support/westcon-group-capital

CORE COMPETENCIES: Wholesale Distribution of

Westcon-Comstor prides itself on our flexible finance

IT Hardware, Consumables & Audio Visual Products.

options – just call us to discuss your requirements

Products include: Notebooks, Desktops, Servers,

1800 646 112.

Multifunction Devices, Printers, Scanners, Fax Machines,

Sept 2018 arnnet.com.au