New EMEA distribution alliance emerges as GTDC alternative

The Technology Channels Alliance (TCA) is looking to recruit local distributors across EMEA to share ideas and drive business

Three former members of the Global Technology Distribution Council (GTDC) have clubbed together to spearhead an EMEA-focused group.

Reading-based Westcoast, Dublin-based Exertis and Italy-based Esprinet have banded together to form the Technology Channels Alliance (TCA), which according to its website is to ensure that technology vendors "understand and make full use of the benefits of working with local and regional channel partners across EMEA."

The group was waiting to be incorporated by the EU before launching, and this happened late last week, with the organisation incorporated in Dublin. It is now hoping to encourage distributors across the entire region to sign up as members.

Robert Norum (pictured), chief executive of the TCA, told CRN: "The GTDC is headquartered in North America and is a representation of the biggest technology distributors in the world. This leaves the local players at a disadvantage as they are all regional specialists and are in need of representation too."

He added that the organisation will run events, offer research and case studies to help its members work closely with vendors and each other to address issues and capitalise on opportunities. It will also promote new technology.

"We will be asking our members to sign up to a charter. They need to be decent, honest and trustworthy to do business with. New members have to be ratified by the board, but if you are a genuine technology distributor headquartered in EMEA, you will be welcome," he said.

Norum explained there would also be an opportunity for corporate resellers and retailers to join as associate members, and for distributors with headquarters outside EMEA to join as affiliate members.

"We don't want anyone to feel excluded; it is going to be a fully democratic organisation," he said, adding that the TCA will establish a social charter and set up a charitable foundation with a portion of its member fees.

Founder member Joe Hemani, chief executive of Westcoast, told CRN: "It is really about working together in Europe to get the best possible working practices, share case studies and bring knowledge to all our partners. It is about trying to get us all thinking in the European way."

Allessandro Cattani, chief executive of Esprinet, said: "We have an ambition to create what we call a 'chain of knowledge' all the way from vendors through the channel to end users."

Niall Ennis, chief executive of Exertis, added: "Regional players are a hugely important part of the technology channel in EMEA and provide a focus and a range of services tailored to each of the countries in which they operate."

CRN is currently awaiting a comment from the GTDC, but no one was available for comment at the time of publication due to a public holiday in the US.