Feeds

CEO of Brit biz Phoenix plans to 'ram-raid' old friend, new enemy Cisco

Firm rises from ashes of terminated Cisco deal clutching Huawei Gold badge

Reducing security risks from open source software

The boss at Brit services provider Phoenix IT Group wants to "ram raid" former vendor partner Cisco.

The UK biz is currently bulking out its portfolio, with Chinese networking firm Huawei Enterprise the latest addition.

In the autumnal months last year, Cisco wrote to 1,000 firms across EMEA telling them it was withdrawing authorisation to sell its products because they had flouted Ts&Cs, with Cisco Gold badge partner Phoenix among them.

In the case of Phoenix, Cisco said the ending of the long standing partnership was a termination of convenience.

This was a costly blow for Phoenix, coming after a botched restructure under one-time chief exec Dave Courtley, the discovery and correction of accounting errors, shrinking sales and multi-million pound losses.

Under the guidance of new CEO Steve Vaughan, a man billed as a turnaround expert, the firm recently scored an HP Platinum accreditation, has Gold tier status with Avaya and now the same with Huawei Enterprise.

He told us Phoenix will carry the entire networking line card via its managed services wing - an area of the business previously branded as Servo.

"Huawei is very keen to have partners on the ground in the mid-sized customer space. The pricing is extraordinarily competitive, not just the buy price but total cost of ownership," he claimed.

Phoenix is already working on the development of an MPLS service for long distance network routing.

According to Huawei's "Find a Partner" website, there is only one other Gold partner in the UK: Mason IT.

Huawei's wider channel-building plans are believed to have been impeded by Cisco when it leaned on distie partner Azlan to refrain from going ahead with a partnership with the Chinese firm in Europe.

In the last financial year, Phoenix revealed its existing order pipeline had dropped by £8m due to the Cisco issue.

Vaughan said he was working with HP, Avaya and Huawei in a bid to "replicate what's been lost".

Asked if Phoenix will work with Cisco again, he said:

"Who knows, but if you read the press Cisco is not having a very easy time of it themselves. The best possible outcome will be... I have existing and new partnerships and I'll go and ram raid them. Why wouldn't I?"

In a statement sent to The Channel, Dave Poskett, UK and Ireland veep for Huawei Enterprise Business Group, said the company is trying to develop key vertical markets.

See The Channel next week for an in-depth interview with Vaughan. ®

Eight steps to building an HP BladeSystem

More from The Register

next story
BBC goes offline in MASSIVE COCKUP: Stephen Fry partly muzzled
Auntie tight-lipped as major outage rolls on
iPad? More like iFAD: We reveal why Apple fell into IBM's arms
But never fear fanbois, you're still lapping up iPhones, Macs
White? Male? You work in tech? Let us guess ... Twitter? We KNEW it!
Grim diversity numbers dumped alongside Facebook earnings
HP, Microsoft prove it again: Big Business doesn't create jobs
SMEs get lip service - what they need is dinner at the Club
Bose says today IS F*** With Dre Day: Beats sued in patent battle
Music gear giant seeks some of that sweet, sweet Apple pie
Amazon Reveals One Weird Trick: A Loss On Almost $20bn In Sales
Investors really hate it: Share price plunge as growth SLOWS in key AWS division
Dude, you're getting a Dell – with BITCOIN: IT giant slurps cryptocash
1. Buy PC with Bitcoin. 2. Mine more coins. 3. Goto step 1
There's NOTHING on TV in Europe – American video DOMINATES
Even France's mega subsidies don't stop US content onslaught
prev story

Whitepapers

Top three mobile application threats
Prevent sensitive data leakage over insecure channels or stolen mobile devices.
Implementing global e-invoicing with guaranteed legal certainty
Explaining the role local tax compliance plays in successful supply chain management and e-business and how leading global brands are addressing this.
Boost IT visibility and business value
How building a great service catalog relieves pressure points and demonstrates the value of IT service management.
Designing a Defense for Mobile Applications
Learn about the various considerations for defending mobile applications - from the application architecture itself to the myriad testing technologies.
Build a business case: developing custom apps
Learn how to maximize the value of custom applications by accelerating and simplifying their development.