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03/09/98 Daily Digest

Where there's a channel, we find flannel

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SU turns to channel for growth opportunities Systems Union is looking to the indirect channel to deliver growth. The accountancy software vendor has expanded its international indirect sales team in the UK, Europe, Middle East and Africa, to prepare for the expansion of the market. Hugh Scantlebury, indirect sales manager at Systems Union, said: "We have set aggressive growth targets for our indirect channel in the next year." Meanwhile, Nina Carey was promoted to international channel manager, Kurt Van Den Eynden now manages the African SunCentres and UK indirect sales will be managed by Emma Lazell who joins the company from Computacenter in France. Ingela Nilsson will be responsible for managing Mediterranean and Middle Eastern SunCentres and supporting the Nordic recruitment drive. Wise strengthens Benelux channel Wise Solutions, the installation software specialist, has named Delado BV as its new master distributor in Belgium, Luxembourg and the Netherlands. Delado will market Wise's flagship product, Wise Installation System, and four new installation suites that Wise plans to launch next month. The software company said that this new channel would better serve its customers in the Benelux region. Memec CEO to make way for new blood Dick Skipworth, one of the founders of Memec, has announced that he is to stand down as CEO, but remain with the distribution group as chairman, at the end of 1998. In a letter to staff, Skipworth said he was making way for a younger and more energetic CEO to run the company in today's highly competitive market. He will be succeeded by David Ashworth, who currently heads up Memec Asia Pacific. DCS interim profits leap DCS Group, the automotive and logistics software VAR, has posted £3.053 million PBT (up 50 per cent ) on sales up 96 per cent to £46.5 million for the six months to 30 June,1998. Sales growth was in part due to the move by subsidiary CSI to move from an agency agreement to a VAR accreditation, meaning that it now records hardware sales in full as revenue, as opposed to recognising commission, as was previously the case. Jonathan Lees has been appointed to DCS Group plc as group finance director. He joins the company from Eidos, where he held the same positions. Andy Forsyth, managing director of CSI ( the DCD-owned IBM reseller) and head of DCS' services division has been promoted to the main board as executive director. Chief operating officer Robert Arrowsmith is leaving the company to o take up a position as Chief Executive in a "new, non-competitive venture". ®

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