NuMeRu Inspires Channel Surge in Datacentre Transformation at Exclusive Group

Enterprise hybrid cloud made easier than ever thanks to best-of-breed BigTec vendor bundle and associated value-added services

PARIS, FRANCE – January 15th 2018 – Exclusive Group, the value-added services and technologies (VAST) group, today unveiled NuMeRu, a complete datacentre transformation bundle of solutions, services and go-to-market support for BigTec channel partners. NuMeRu is an integrated datacentre stack designed to make it simple to migrate from complex legacy datacentres, creating new opportunities for partners to convert customers to enterprise hybrid cloud with fast ROI and affordable financing. Comprising disruptive, next-generation technologies with premium technical and professional services, a range of financing options and out-of-the-box marketing campaigns, NuMeRu is a turnkey solution that combines market-leading offerings from Nutanix, Mellanox and Rubrik.

“NuMeRu takes its cue from the open standards principles of next-generation vendors who value interoperability over locking customers into proprietary technology, and we have surrounded this with specialised technical, financing and marketing resources to maximise partner success,” said Martin Bichler, BigTec Vendor Manager (EMEA & APAC). “NuMeRu is a fully integrated stack with a single, comprehensive service wrap. It is more than just the sum of its parts too; offering further easy integration with other complementary solutions from the BigTec portfolio to increase deal sizes and customer longevity.”

The constituent parts of NuMeRu are each market-leading solutions in their own right. As a unified whole, they provide the complete foundation for datacentre transformation; a flexible and scalable basis for enterprise hybrid cloud supported.

  • Nutanix (Nu)
    • The world’s most advanced hyperconverged compute, virtualisation and storage platform.
  • Mellanox (Me)
    • Flexible, SDN-based Ethernet cloud networking for blistering datacentre performance.
  • Rubrik (Ru)
    • A unique cloud data management solution for instant backup, recovery, search and analytics.

The service wrap for NuMeRu is delivered by Exclusive Group’s PASSport Global Services division, with tiered support levels and other technical and professional services providing extra revenue and margin opportunities for partners. Flexible financing and leasing plans to help spread purchasing costs and overcome buying constraints are executed by Exclusive Capital.

“We are confident the NuMeRu solution will help satisfy the hi-demand we see for solutions that bring the true Cloud experience to the privacy of the enterprise datacenter, with real freedom of choice concerning platform, hypervisor and hybrid cloud integration,” said Jan Ursi, Senior Director Channel & OEM at Nutanix.

“IT departments are desperately seeking ways to manage their data without the need to patch together inefficient solutions from outdated legacy infrastructure,” said Karl Driesen, Head of Sales, EMEA at Rubrik. “Rubrik’s cloud data management solution allows BigTec partners to offer their customers a way to easily and quickly manage all their data on one platform.”

“Hyperconverged systems and disruptive, next-generation datacentre technologies all need a fast and reliable network,” said Darrin Chen, VP Worldwide Channels at Mellanox. “Our Spectrum switches provide this fundamental, easy and sustainable network to ensure the potential of Nutanix, Rubrik and other vendors in the BigTec portfolio.”

“The adoption of hybrid cloud is a phenomenal opportunity, and NuMeRu ensures that all channel partners now have a compelling proposition for customers that de-risks DC transformation and accelerates their path to greater agility, scale and other benefits,” said Barrie Desmond, COO of Exclusive Group. “NuMeRu also underlines the strategic value of the BigTec vendor portfolio, which is driving extraordinary global growth among our partner community.”

Exclusive Group Adds Mellanox to BigTec Portfolio

Leader in high performance switching and open networking complements strategic BigTec solutions in 24 countries

PARIS, FRANCE – October 19th 2017 – Exclusive Group, the value-added services and technologies (VAST) group, today announced it has struck a major distribution agreement with Mellanox Technologies to add the market-leading vendor’s datacentre interconnect solutions to the global BigTec portfolio. The deal, which sees Mellanox and BigTec team up in 24 countries across EMEA and APAC, brings global expansion opportunities to both parties as well as hundreds of reseller partners, providing the ideal complement to storage and hyper-converged solutions from fellow BigTec vendors including Nutanix and Rubrik.

“Mellanox has a unique and comprehensive technology offering that reflects both its commitment to open standards in networking and cloud computing, and its hunger to continually disrupt the datacentre market,” said Martin Bichler, Group Vendor Manager, BigTec.  “This is yet another bonus for BigTec specialist resellers and global GSIs, as we collectively reap the dividend of a highly-aligned, multi-vendor portfolio that expands and converts more deal opportunities around datacentre transformation.”

Mellanox’s open Ethernet and InfiniBand solutions are available in a total of 24 BigTec countries across Europe, the Middle East, Africa, Asia and Australasia. The partnership has already netted major deals in Spain, France and the Nordics, that include Mellanox solutions alongside other BigTec vendors. A coordinated wave of marketing campaigns and events targeting partner recruitment, lead generation and solution cross-selling are planned over the coming months to build significant pipeline revenue.

“BigTec’s global footprint, focus upon datacentre transformation and experience with disruptive technologies were compelling reasons to tie in a distribution agreement that we believe can deliver significant growth,” said Darrin Chen, VP Worldwide Channels, Mellanox Technologies. “We are also very positive about the synergies that exist with other BigTec vendors like Nutanix, and the value this creates for business partners and customers.  We share an advanced understanding of what the market needs in each territory and look forward to executing on our growth plans together.”

Exclusive Group Strengthens Global BigTec Proposition

Recruits Group leader to sustain BigTec’s steep international growth curve and manage global vendor relationships

PARIS, FRANCE – April 05th 2017 – Exclusive Group, the value-added services and technologies (VAST) group, today announced the appointment of Martin Bichler to coordinate the continuing expansion of its 100m€+ BigTec VAD business. As BigTec Vendor Manager for EMEA & APAC, Martin runs the business management of revenue and profit targets and is responsible for implementing and developing the global BigTec proposition alongside in-country sales teams.

“Martin is a talented channel operator with readymade BigTec credentials that make him the ideal choice to drive further expansion and success of our datacentre transformation VAD business,” said Barrie Desmond, COO of Exclusive Group. “BigTec is at the forefront of technology disruption, shaping the future of enterprise IT and representing a significant growth opportunity for our channel partners. Martin’s close vendor relationships and first-hand experience of rapidly-changing channel dynamics will be vital to continuing our relevance and success in every local market.”

“Major IT trends like advanced automation, hybrid cloud, hyperconvergence and DevOps produce many significant new business opportunities for partners when they learn about the whole BigTec story,” said Martin Bichler. “Taking advantage of these changes is a defining challenge for channel partners around the world, and one that BigTec supports them to achieve. To join this business and help shape its destiny is a real privilege for me, and I look forward to making a difference at global and local levels.”

Martin Bichler brings over 17 years’ experience in IT sales and channel management, including a decade in value-added distribution with Azlan and Arrow. His most recent roles were at Brocade, working with OEM and reseller partners in Germany and EMEA-wide.

Exclusive Group Delivers VAST Results

Continued focus on value, specialism and reach sees revenues double every two years.

LONDON, UK – February 17th, 2016 – Exclusive Group, the value-added services and technologies (VAST) group, today announced underlying organic growth of 31% and total proforma annualised revenues of 1.04bn€ for 2015. The results prove the success of its value-centric approach, relentless focus on cybersecurity and datacentre transformation opportunities, and astute acquisition strategy. The performance underlines the Group’s momentum to grow beyond 1bn€ annual revenues; a target achieved nearly two years ahead of plan.

“We have now entered unchartered territory as the very first ‘Super VAD’ business to retain and extend its value-added model on a global basis,” said Olivier Breittmayer, CEO of Exclusive Group. “Since the start of this journey we have doubled revenue every two years with a strategy blending together accelerated organic growth with hand picked acquisitions that have supported our value and local knowledge qualities to deliver a unique proposition. And people seem to like it!”

Adjusted to remove the added 2015 turnover of Transition Systems – the pan-Asian cybersecurity VAD acquired in December 2015 – Exclusive Group’s core business divisions returned revenues of 840m€, up nearly 200m€ on the previous year’s results.

• Datacentre transformation VAD BigTec grew revenues by 90% to over 70m€ and now operates in over 12 countries worldwide with plans to expand further across the Exclusive global footprint in 2016.
• ITEC Exclusive Global Services has proved enormously successful attracting major global deals and adding significant value to Exclusive Networks resellers and vendors in particular.
• Financing and leasing division Exclusive Capital has expanded into the UK, Belgium, Luxembourg and France, with plans to open operations in 4-6 additional territories in 2016.

“The strategy is to preserve our unique approach, continue to support the entrepreneurial style of our great people, invest in new services, and pursue acquisition opportunities that extend our global footprint, specialist focus, and disruptive approach,” added Breittmayer. “These are the fundamentals of our 20:20 vision, or what we call L’Esprit Exclusive, which we feel is unique and at the heart of aiming to continue doubling performance up to the year 2020!”

Some regional highlights:

• Strong performance throughout the Nordics & Baltics saw the region post revenue growth of over 40%.
• France and Africa demonstrated healthy returns, growing 33% and 63% respectively.
• In the Southern Region (Iberia, Italy, Turkey), collective growth of 41% underlined the strength of the business despite slow economic recovery and other challenging factors.
• The UK continues to report healthy trading and solid sales momentum with over 55% annual growth.
• The DACH region has a consolidated growth of over 26%, while the Middle East maintained its trajectory with YoY growth of over 28%.

VAST Figures Reveal Best Trading Period on Record

H1 income up 60% on previous year as all Exclusive Group business units weigh-in with bigger revenues

LONDON, UK – September 2nd 2015 – Exclusive Group is reaping the rewards of its unique value-added services and technologies (VAST) strategy with results for the first half of 2015 showing record revenues of 370m€. Revenue was 60% higher than the same period last year (42% growth on a like-for-like basis), beating the Group’s own expectations by more than 10%. Sales were boosted by strong performance across the global footprint of its Exclusive Networks cybersecurity and infrastructure value-added distribution business, as well as larger-than-expected gains from the Exclusive Capital, BigTec and ITEC business units.

“The combination of our fast growing core vendors in cybersecurity, combined with our visionary approach to transformational datacentre projects through our BigTec VAD, continue to form the foundation of these outstanding results,” said Olivier Breittmayer, CEO of Exclusive Group. “Our target is greater, global unification of our value-added services proposition, supporting the success of our core activities by developing and adding new services options that continue to differentiate us, but more importantly our vendors and upstream VAR & SI partners.”

Other highlights: 

  • The synergy between ITEC’s global services capability and Exclusive Capital’s flexible asset financing and leasing services has been a catalyst for substantial deal opportunities. In line with this, key Exclusive vendors are actively pursuing white labelling packages that will extend the potential for further business growth.
  • Datacentre transformation VAD BigTec has expanded into a further six countries – 12 in total – and is converting significant opportunities amongst new and existing partners in the cloud and virtualisation space.
  • In real terms, excluding the acquisitions of ITEC and Exclusive Capital, the Group’s growth is 42%; outpacing market trend and demonstrating the underlying strength of the Exclusive Networks cybersecurity and infrastructure business, which continues to make up the bulk of global revenues.
  • Exclusive continues to be the primary choice for new vendors eager to grow and establish their EMEA/global footprint, and this is borne out by solid results delivered for VMTurbo, Lookout, vArmour and other recently announced additions to its vendor portfolio.

Exclusive Group Launches ‘Exclusive Capital’ With Acquisition of Fibail System

New division expands services portfolio; Exclusive veteran Franck Laga appointed as its new MD

Exclusive Group has announced the opening of a new financing and leasing division: Exclusive Capital. Kick-started by today’s acquisition of France-based Fibail System and the appointment of Franck Laga as the division’s new Managing Director, Exclusive Capital will deliver a host of new value-added services that expand reseller opportunity and differentiation.

The launch of the new division strikes at the heart of one of the enterprise IT channel’s greatest challenges. With new, easy to use value added services available from Exclusive Capital, resellers can embrace the opex-orientated, subscription-based IT consumption demands of their customers, while at the same time allowing IT vendors to recognise the full contract value of the deal. Initially operating from France, further acquisitions will fuel the geographic expansion of Exclusive Capital in the coming months.

“To support the ‘as a service’ business model while maintaining upfront cash collection, we wanted control over our own financing operation to make the process quick, easy and totally seamless. We’ve been listening to our vendor and reseller partners, and developed this new strategy to address a growing market need rooted in the seismic changes happening to how enterprises consume IT,” said Olivier Breittmayer, CEO of Exclusive Group. “Fibail System is a highly successful business with great relationships with major French banks. These are early days for Exclusive Capital, but it will soon be making a significant contribution to our business as we target 1bn€ total revenues by 2017.”

The new Exclusive Capital division enables other Exclusive Group companies to provide a truly integrated leasing offering to partners for the first time, reducing the complexity typically associated with arranging leasing contracts, and eliminating delay in closing deals by putting leasing options on a proactive rather than a reactive footing. Heading up the new division is Managing Director Franck Laga; previously the General Manager for Exclusive Networks in France and Africa.

“Fibail System has specialised in IT asset finance for nearly twenty years and there has never been a better time to join the Exclusive success story and be part of this exciting new venture,” said Fibail System co-founders Frédéric Viard and Bertrand Hurel, in a joint statement. “With Exclusive Capital, we will be able to take advantage of added scale to convert many small, large and increasingly global opportunities with major vendors and reseller partners.”

Exclusive Group Acquires ITEC To Expand Global Service Capabilities

Complements existing Passport 24/7 support operations with extended project reach into 90+ countries; adds new presence in the US and Asia

Exclusive Group today announced its acquisition of global managed IT services provider, ITEC Intelligent Services PLC (www.itec-is.com). As well as complementing the value-adding expertise of the Group’s Passport 24/7 professional services, the acquisition adds new, comprehensive global project delivery, installation and onsite support capabilities on every continent. It also extends Exclusive’s in-country presence into the United States and mainland Asia for the first time.

“This acquisition underlines our status and ambition as a global company, with the ability to provide high quality, continuous technical and project support for global deals with major vendors, resellers partners and their customers,” said Olivier Breittmayer, CEO of Exclusive Group. “The ITEC business is highly regarded by major IT brands and blue-chip clients, and its in-house team of more than 50 professionals brings new skills as well as a strong ‘can-do’ culture that mirrors the Exclusive spirit. This is a big boost for our diverse value-added services proposition, and to our continuing geographic expansion into new territories. It means even richer services for all our partners to benefit from, and the ability to manage more global deals end-to-end from project deployment and delivery to 24/7 support and on-site break/fix.”

With headquarters and a 24/7 technical support centre situated in the UK, ITEC’s universal time zone coverage is aided by extra sites in Florida, Singapore and Malaysia, while a network of onsite break/fix support providers enables presence in over 90 countries worldwide. Focusing principally on networking, security and datacentre technologies, ITEC customers currently include major IT distributors, service providers like BT, Vodafone and AT&T, and global IT vendors including Microsoft, Cisco, HP and Avaya.

“We’ve worked with Exclusive on many major project and support contracts, and developed a strong mutual respect for the quality and professionalism of our work. The two businesses are a good match and this is a very positive move for everyone involved with ITEC,” said Ross Teague, CEO of ITEC. “The whole ITEC team has worked extremely hard to earn its success and reputation, and the next stage of the journey promises to be even bigger and better.”

Exclusive Group’s Accelerated Organic Growth Beats Forecast

Group posts 232m€ revenues for H1 2014; up over a quarter on same period last year

Exclusive Group is staying ahead of projections with its latest round of financial results showing growth remains on target to hit ½ billion€ by the end of 2014. The 232m€ revenues for the first six months of 2014 are 5% ahead of expectations, and up 27% on the same period last year. Margins for the period were sustained and in line with expectations. The figures are positive proof of the Group’s continuing acquisition drive but, importantly, also reflect higher than expected organic growth brought on by stronger trading conditions in territories experiencing economic recovery, and continued strong vendor performances outperforming market rates.

“Organic growth has been well ahead of our expectations, and this is coming from many sources; strong performance in core vendors like Fortinet, Arbor, FireEye, and Palo Alto Networks; a return to growth in our southern European business; and a tremendous amount of traction in our Big Technology venture that targets the datacentre transformation market,” said Olivier Breittmayer, CEO of Exclusive Group. “Recent acquisitions to grow the Exclusive family are also performing well, and have extended our geographic footprint across EMEA and now into Asia-Pacific with the recently announced acquisition of White Gold, the highly successful Australia and New Zealand based security VAD. This market diversity has the effect of making us even more resilient to regional economic variations, whilst strengthening our proposition to our vendor portfolio, many of which outperform market growth rates.”

Barrie Desmond, Group Director for Marketing & Global Accounts commented, “For several years the Group’s long-term ambition has been the nurturing and innovation of value-add services to vendors and partners whilst offering accelerated scale and reach. The recent addition of two strategic geo-regions and continued investment in talent, back office and logistics continues in step with our robust financial performance and serves as testament to the continuing vision and ambition differentiating us in the market place.”

The figures stated are like for like, inclusive and adjusted for acquired companies, thereby representing a true reflection of actual performance.

Concluding, Breittmayer added, “As our investment strategy continues to target sustainable growth both organically and through acquisition, we always keep our unique principles at the forefront of our minds and give partners all the benefits of true value-adding expertise.”

Strong Regional Performances Drive Record Quarter for Exclusive Group

Continued growth in Q1 thanks to stronger performances, market recovery and vendor momentum

Healthy continued growth of Exclusive Group during Q1 2014 is being attributed to a number of factors, including significant growth within the regions, general market recovery and strong performance within its vendor portfolio. Financial results for the first quarter of 2014 reveal a 38% like-for-like growth in revenues to 111m€. The performance means the Group is ahead of target for the period and margin is in line with expectations, as it begins to benefit from economies of scale and operational efficiencies.

“We are seeing our acquisitions towards the end of last year performing better than we expected,” explains Olivier Breittmayer, CEO of Exclusive Group. “The Middle East especially has delivered excellent results, while our consolidation in Benelux and early indicators of market recovery in some southern countries have combined to deliver a record quarter for us. In addition, core vendors such as Fortinet and Palo Alto Networks continue to outperform their sector growth rates, taking market share against more traditional IT security infrastructure vendors, while our early investment into vendors like FireEye and Arbor are now paying substantial dividends.”

Renowned for bringing innovative and disruptive technologies to the EMEA marketplace, Exclusive Group specialises in security, network and data centre transformation solutions from a range of market-leading vendors. In order to achieve such strong growth, it continues to identify and execute acquisition targets in key territories to expand its market reach while remaining true to its value-adding principles. In addition, the company has recently expanded into Denmark, a move that has strengthened the Group’s EMEA presence.

“We pride ourselves on our ability to anticipate market change and translate these into go-to market opportunities that not only benefit multiple vendors, but can successfully equip resellers with everything they require to take advantage,” adds Olivier Breittmayer. “Take our CARM initiative for example. As data breaches become inevitable, CARM (Cyber Attack Remediation & Mitigation) is the perfect initiative at the perfect time. Additionally, our investment into the data centre transformation business through our Big Technology division continues to gain momentum and market relevance.”