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Chodzi RAPORT P O Szybkie ŚWIAT OBRAZU Zwycięstwa Str 24 marca 2017, nr 3 www.crn.pl ISSN 1429-8945 „Stworzyliśmy solidną podstawę do dalszego działania. I choć już teraz nasze przychody rosną, to spodziewane żniwa przyjdą nieco później. Najpierw trzeba było zasiać”. Gustavo Möller-Hergt, CEO Also Nie chodzi RAPORT p o szybkie ŚWIAT OBRAZU zwycięstwa str. 47–75 Usługi zarządzania drukiem Nowa strategia Actionu Macierze all fl ash: idą zmiany 3/2017 Cena, choć wciąż bardzo istotna, przestaje być podstawowym czynnikiem decydującym o wyborze danego rozwiązania. Centrum danych: niezbędna infrastruktura 28 14 Distree: w poszukiwaniu 38 Nie wszystko szybkie, 88 Ivanti: nowe oblicze efektu „wow” co się nie kręci Landeska Nowości z sektora „mobile” Nowe trendy w sprzedaży macierzy Rozmowa z Mitchellem Rowe’em, i gamingu wiceprezesem ds. globalnej sprzedaży, 44 Wybijam y się Andym Baldinem, wiceprezesem 18 Samsung na ISE na niezależność odpowiedzialnym za region EMEA, Nowe możliwości dla partnerów Rozmowa ze Sławomirem i Bogdanem Lontkowskim, dyrektorem Harazinem, wiceprezesem Actionu regionalnym Ivanti na Polskę, 20 Showroom na kółkach Czechy, Słowację i kraje bałtyckie Promocja Intercept X 47 RAPORT w Sophos Truck ŚWIAT OBRAZU 92 Rosnący wpływ IT Monitory i projektory jako punkt na wyniki i rozwój fi rm 21 Tech Meets 2017: wyjścia do wdrożeń w segmencie Centrum Wiedzy Menedżera różne oblicza ochrony biznesowym i instytucjonalnym pod patronatem Oferta produktów zabezpieczających Harvard Business Review Polska Konsorcjum FEN 76 Puls branży IT 95 Nowości produktowe 22 Nie oczekuję szybkich 78 Managed Print Services: rezultatów wielkie porządki 96 5 mitów o polskiej Rozmowa z prof. Gustavo w świecie druku i zagranicznej dystrybucji Möllerem-Hergtem, CEO Also Włączenie do oferty usług MPS może Felieton Ireneusza Dąbrowskiego związać resellera z klientem 36 Ever 4B: mariaż zasilaczy 98 Nie od razu z Internetem rzeczy 87 Wystarczająco dobre Dolinę Krzemową Rozmowa z Markiem Bigajem, Felieton Pauli Wąsowskiej, zbudowano Fot. © vladimircaribb – Fotolia.com © vladimircaribb Fot. prezesem zarządu Ever eksperta i trenera ICAN Institute Felieton Wojciecha Urbanka CRN nr 3/2017 3 EDYTORIAL Wywiad, który był W poprzednim numerze CRN-a wsadziliśmy kij w mrowisko. A konkretnie opubliko- waliśmy tekst Ireneusza Dąbrowskiego, który wykonał znakomitą warsztatowo robotę literacką, tworząc fi kcyjny wywiad z wyimaginowanym szefem nieistniejącego między- narodowego dystrybutora. Wymowa „niby-wywiadu” była dość oczywista: zachodni gracze są zbyt pewni siebie w swoich deklaracjach dotyczących podboju polskiego ka- nału dystrybucyjnego, nie do końca zdając sobie sprawę ze specyfi ki lokalnego rynku. Tomasz Gołębiowski Oczywiście zorientowany w polskiej branży IT czytelnik – a w naszym przypadku Redaktor naczelny innych z defi nicji nie ma – domyśla się, że wyimaginowanym rozmówcą Ireneusza Dąbrowskiego mógłby być CEO Also ewentualnie Tech Daty lub Ingram Micro. Nie- zależnie jednak od adresata lutowego felietonu, tekst Ireneusza Dąbrowskiego nie tylko wzbudził spory odzew, ale też towarzyszyły mu kontrowersje. Przy czym – co znamienne – nie dotyczyły one przesłania, jakie kryje się za literacką zabawą Irene- usza Dąbrowskiego, ale faktu, że autor stoi na czele rady nadzorczej ABC Daty. Co nie stanowi zresztą żadnej tajemnicy – sami o tym informowaliśmy czytelników naszego Pierwsze portalu, a także prenumeratorów wydania cyfrowego i papierowego. Pozostaje pyta- nie, czy zarzut o brak obiektywizmu oznacza, że przesłanie „niby-wywiadu” ma sens czy też nie. Rzecz do dyskusji. Jeśli chodzi o mnie, to wobec międzynarodowych dystrybutorów w Polsce mam koty mieszane uczucia. Tech Data na pewno ma znacznie większy potencjał, niż wskazy- wałyby na to obecne udziały rynkowe. Jeśli chodzi o Ingram Micro, to dystrybutor ten zdecydował się na powrót do Polski metodą wykupienia jednego z tutejszych graczy, za płoty. co samo w sobie nie jest złym pomysłem, ale na efekty przyjdzie nam jeszcze trochę poczekać. Also też kupiło lokalną spółkę, ale jedynie w segmencie retailowym, więc dystrybucję w kanale resellerskim i integratorskim musi budować od zera. Zapewne dlatego potencjał tej fi rmy również nie jest jeszcze wykorzystany, ale na jednoznaczne opinie o sukcesie lub porażce jeszcze za wcześnie. Dopiero ten rok, w mojej opinii, po- każe, na co ich faktycznie stać. Krótko mówiąc, pierwsze koty za płoty. Sam CEO Also, w obu wywiadach dla CRN Polska (z grudnia 2015 r. i marca tego roku) wyraźnie de- klaruje, że od początku myśli o tutejszym oddziale w kategoriach długoterminowych i nie planuje żadnego biznesowego blitzkriegu. COMPUTER RESELLER NEWS POLSKA Dariusz Hałas dh, [email protected] ZARZĄD: HANDLOWCY: Rok 19, numer 3 (415) 24 marca 2017 Andrzej Gontarz ag, [email protected] Chief Executive Offi cer: Alexander Sorg Head of Sales: Agata Myśluk, PL ISSN 1429-8945 General Director Poland: Justyna Namięta tel. (22) 360-36-75, FELIETONY: Ireneusz Dąbrowski, [email protected] REDAKCJA: 02-674 Warszawa, Marynarska 15 Damian Kwiek, Konstanty Młynarczyk Chief Financial Offi cer: Account Executive: tel. (22) 36-03-800, ŁAMANIE I GRAFIKA: Aneta Mikulska Dobrosława Snarska-Pełka Szymon Zięborak, tel. (22) 360-36-76, [email protected], www.CRN.pl FOTOGRAFIA NA OKŁADCE: Doradca Zarządu ds. Edytorskich: [email protected] PhotobyMysluk.pl Krystyna Kaszuba Tomasz Gołębiowski tg (redaktor naczelny) FOTOGRAFIE: Focus Images Dyrektor Zarządzająca segmentów: PROJEKTY SPECJALNE: tel. (22) 44-88-488, [email protected] Tomasz Pisiński, Piotr Syndoman, popularnonaukowy, podróżniczy, IT Senior Marketing & Sales Wojciech Urbanek wu Marek Zawadzki, archiwum oraz psychologiczny: Edyta Pudłowska Development Manager: (zastępca red. naczelnego) KOREKTA: Katarzyna Winsztal Brand Manager: Jacek Goszczycki, tel. (22) 360-36-78 tel. 691-672-065, [email protected] Ewa Korzańska, tel. (22) 360-36-55, [email protected] Dorota Smusz ds (sekretarz redakcji) KIEROWNIK PRODUKCJI: Tomasz Gajda, [email protected] tel. (22) 44-88-350, [email protected] [email protected] Reklamy przyjmowane są w siedzibie wydawnictwa. Karolina Marszałek km KOORDYNATOR PRODUKCJI: REKLAMA: Za treść ogłoszeń redakcja nie ponosi odpowiedzialności. tel. (22) 44-88-459, [email protected] Jan Kutyna, [email protected] Burda Media Polska Sp. z o.o. © Copyright 1998 Burda Communications sp. z o.o. Krzysztof Pasławski kp PRENUMERATA: Andrzej Janikowski, 02-674 Warszawa, ul. Marynarska 15 Wszelkie prawa zastrzeżone. Computer Reseller News tel. (22) 44-88-495, [email protected] [email protected], [email protected] tel. (22) 360-36-03, Polska contains articles under license from CMP Media Inc. Krzysztof Jakubik kj faks (22) 360-39-80 © 1998 CMP Media Inc. All rights reserved. tel. (22) 244-29-23, [email protected] WYDAWCA: Commercial Director of Advertising Sales, Tomasz Janoś tj, [email protected] Burda Media Polska Sp. z o.o. Sales Director Men & Special Interest: Burda Communications należy do: Ogólnopolskiego Rafał Janus rj, rafał[email protected] 02-674 Warszawa, Marynarska 15 Katarzyna Nowakowska Stowarzyszenia Wydawców i Izby Wydawców Prasy 4 CRN nr 3/2017 PERYSKOP + ABC Data wygrała w głosowaniu organizowanym przez EMEA Channel Academy otrzy- - Toshiba, znajdująca się pod presją potężnej straty zwią- mując tym samym tytuł „Central and Eastern Europe Consumer Tech Distributor of the Year”. zanej ze swoją amerykańską spółką (6,3 mld dol. odpisu), zo- Polski broadliner otrzymał najwięcej głosów od producentów i resellerów działających stała zmuszona do sprzedaży swojego działu pamięci – Storage w naszej części Europy. Do miana najlepszego dystrybutora w regionie CEE pretendowało & Electronic Devices Solutions, który generuje większość zysku ponad dwudziestu czołowych graczy, wśród nich tacy jak AB, Action czy Tech Data. Roz- operacyjnego korporacji. Planowana transakcja może przynieść danie nagród dla najlepszych dystrybutorów z poszczególnych rejonów obszaru EMEA ok. 9 mld dol. Nieoficjalnie faworytem japońskiego koncernu jest odbyło się w Monako, podczas konferencji Distree EMEA. SK Hynix, należący do największych graczy na rynku pamięci. Duże szanse w ocenie obserwatorów ma również duet TSMC (Taiwan Semi- + Apple jest liderem wśród producentów, których sprzęt jest najmniej awaryjny conductor Manufacturing Company) oraz Foxconna. – wynika z najnowszego rankingu Rescuecom. W skali niezawodności przyjętej przez amerykański serwis producent MacBooków, iMaców oraz iPadów uzyskał 669 punk- - Producenci smartfonów stracili ponad 4 mld euro na podróbkach tów, zdecydowanie wyprzedzając drugiego w rankingu Samsunga (326 pkt). Ze- sprzedawanych w Unii Europejskiej – wynika z analizy unijnego urzędu stawienie powstało w oparciu o porównanie liczby komputerów i tabletów danej ds. własności intelektualnej (EUIPO) oraz międzynarodowej unii telekomuni- marki, sprzedanych na amerykańskim rynku, z liczbą awarii zgłoszonych w Res- kacyjnej (ITU). Według nich w 2015 r. na terenie UE sprzedano 14 mln podró- cuecom. Im mniej awarii w porównaniu do ilości sprzedanych maszyn, tym wyż- bek, a producenci stracili z tego powodu 4,21 mld euro, co oznacza uszczuplenie sza pozycja w rankingu. ich przychodów o 8,3 proc. Na polskim rynku problem handlu podrobionymi smartfonami okazał się większy, niż przeciętnie w UE. Wartość sprzedaży legal- + Avaya znalazła chętnego do przejęcia jej biznesu sieciowego. Ofertę nych producentów była z tego powodu niższa o 12,8 proc. w 2015 r. zakupu w wysokości 100 mln dol. złożyli
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