IT Partners 2018: “human wealths in the middle of technology”

Edition IT Partners 2018, the thirteenth one, is directed towards the optimization of the information systems at the era of the cloud and the mutiplication of the connected devices.

This year on living room IT Partners we discovered the exposure and the whole of its last innovations PC storage. Division PC BTOB exposes not only its new range of portable PC E–Generation containing new Intel processors of 8th generation but also the mini PC dynaEdge accompanied by its new IoT peripheral (revealed in preview).

The manufacturer presents also his collaborative solution Pack Pro Connect and his mobile offer extremist secure Mobile Toshiba Zero Customer. Lastly, Toshiba also presents its outvessel fuel and internal innovations of storage.

“The distributors are obliged to go up in competence on convergence and digital transformation” ensures Laurent Eydieu, the person in charge of living room IT Partners. Because the companies are equipped, finally! The 13th edition of this meeting dedicated to the distributors of solutions and material Audio–visual IT, Telecom &, are not only the place where it is necessary to be for the wholesalers of technology. It also makes it possible to note the fine evolutions of a sector.

The ecosystem of distribution IT profits from the keen demand from solutions and services emanating from companies, SME and great groups, having engaged their digital transformation.

Edition 2018 of IT Partners should profit from this dynamism “, explains Laurent Eydieu, director of division new technologies of Reed Expositions France.

Five key markets are covered: infrastructures, software & services, audio–visual, mobility and networks, management of the document. In addition, the Internet of the objects (IoT), robotics, the drones, virtual reality and increased reality are with the official menu of the living room since last year. A space of innovation their is devoted on more than 300 square meters.

Companies like Airria (IoT B2B), Hoomano (software for social robotics), Context (virtual reality) and Augment (increased reality) will make the demonstration of uses.

The acceleration of the technological cycles is not the only concern of the distributors telco and IT. The growing complexity of the integration of products however labelled “converging” requires a true effort of them to remain with the current.

Great groups of the data–processing distribution (Tech Dated, Ingram Micro…) and their suppliers of software, hardware or services (Intel, Dell EMC, Microsoft, HP, HPE, Samsung…) were present at go. Other great names, on the other hand, were not in the list of the exhibitors. It is the case of IBM, for example.

For the dealers who specialized in the market of the small companies, this environment in full change is rich in opportunities but it requires a change of mentality. The dealers must adapt their strategy by forgetting the mentality of niche and regard themselves as total service providers.

Because if one of the engines marketing of the manufacturers of technology is the simplicity of use, in the facts, nothing is falser. “The fitter needs new competences. All these technologies, it is not plug and play” according to Laurent Eydieu. “The formation with new technologies is an essential component for the dealers and the distributors” says Gary Guillier–Marcellin. A work all the more necessary as the Korean giant does not sell live, and always passes by a network of dealers and integrators. If its products and services are badly understood of this ecosystem, that can have dramatic consequences.

Another evolution of the trade of dealer and integrator, progressive construction and the catch in local hand of datacenter. “The cloud modified the circuits of resale. From now on one finds full dealers and distributors which create to them datacenter in area, with the idea that the customers do not want to manage the accommodation of the data any more them even, but want geographically to continue to have them at hand” explains Laurent Eydieu. For these actors, the challenge thus passes by the sale of services of cloud made–to–order. Especially that this transition necessarily weighs on the sales of equipment of the dealers.

Sectoral side, the organizer of a living room whose dynamism is certainly based on the arrival with maturity of new technologies, but especially on the cycles of renewal of equipment, perceives some nuances. “I am not a professional of the IT or telco, but I feel the “hot zones” of the living room “says Laurent Eydieu. Its analysis: the manufacturers of PC are not very well, except perhaps for the segments of the extremist mobility.

And convergence towards the communications tools touches even the pillars of the living room. “13 years ago, 80% of the living room they were manufacturers of copier says Laurent Eydieu. Today, they all are in the dematerialization”.

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Gabriel MIHAI

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