Articles about Account Managers

recruitment_hired

Dell and EMC name the captain who'll run their $36bn channel biz

Dell has chosen one-time AMD exec and its current veep of sales John Byrne to head up its near-$36bn turnover global channel biz, once it has swallowed EMC in the coming weeks. The $67bn buy of the storage giant is due to close late in July or early August, sources close to the situation told us, when the enlarged organ will …
Paul Kunert, 13 Jul 2016
Car on Monopoly board. PHOTO BY Kamira, editorial use ONLY VIA SHUTTERSTOCK

Microsoft devolves sales ops powers to the UK

Microsoft has finally admitted its internal systems aren’t up to the job as it devolves control of sales operations from a centralised team in Europe to certain local country teams including the UK. Clare Barclay, GM for small, medium solutions and partners at the vendor, confirmed the shift will take place from “early 2017” …
Paul Kunert, 05 Jul 2016

UK tech supplier Softcat shows off fuller figures

Mid-market reselling monster Softcat is still piling on the pounds after adding hundreds of new punters and squeezing more out of existing ones. But the tech supplier agrees with Chancellor Osborne - storm clouds are gathering over the UK economy. At the half-way stage of fiscal ’16 ended 31 January, turnover at the Marlow- …
Paul Kunert, 17 Mar 2016
management social5

Two sales directors wave goodbye to Dell

Dell has embarked on a search for two new shiny-suited sales directors amid a senior-level revamp of its UK channel ops. Steve Holmes, UK commercial channel sales director, is leaving the firm after two decades. Ed Owen, regional sales director for managed service providers and resellers, has already cut and run. Under the …
Paul Kunert, 15 Feb 2016
Boardroom_and_directors

Basho bashed by bolshy backer, ex-boss claims in court brouhaha

Basho Technologies is being sued by its cofounding ex-CEO, who alleges a major investor caused a disastrous fall in the company's finances. Antony Falco and Earl Galleher founded Basho in 2008. The biz, based in Bellevue, Washington, develops the Riak distributed NoSQL database that can store massive amounts of unstructured …
Chris Mellor, 08 Jan 2016
Longhorn image via Shutterstock

Oracle promises 'next-gen' Texas cloud campus

Oracle has unveiled plans for what looks like the first-of-its kind “next-generation technology” campus inside the US. The database giant has selected Austin, Texas, for a development that will comprise offices plus “affordable” staff accommodation. Austin is home to StackEngine, the Docker container-management startup Oracle …
Gavin Clarke, 23 Dec 2015
Trainspotting

Softcat set to open up Scottish operation as sales spike continues

Cuddly-named unstoppable reselling machine Softcat keeps on growing in double digits, is hiring more staff and setting up shop north of the border, according to its first trading update as a publicly traded entity. The Marlow-based tech supplier launched itself onto the London Stock Exchange last month. The listing price was …
Paul Kunert, 02 Dec 2015

Insight UK veep de Sousa set to split – sources

Insight Enterprise's EMEA president has told us that his UK sales general Emma de Sousa is not quitting the company, despite claims from myriad sources to the contrary. The company veteran rocked up at the reseller as sales director in 2006 and rose through the ranks to run German ops, the Southern Europe hub, and for the last …
Paul Kunert, 29 Oct 2015
Rows of Gummi Bears in military formation. Author: Institute for Web Science and Technologies, University of Koblenz-Landau. Licensed under CC 3.0

The tyranny of choice: Why enterprise tech buyers are confused

Canalys Channels Forum The tech industry has left users punch-drunk with choice with the ever-increasing complexity of the technology offering being one reason for the recent sluggish IT market. This has exacerbated the impact of a strengthening dollar which has been behind an unprecedented rise in the price tags of tech products, Canalys boss Steve …
Joe Fay, 07 Oct 2015
graveyard_648

HP’s controversial sales scheme isn't dead, it's just resting. There – it moved!

HP’s controversial Value System Integrator sales programme hasn’t been taken out the back and murdered, contrary to the wishful thinking from some in the channel – but it is being scaled back. The mechanism started in the public sector in the noughties as a way to beat Dell on pricing, by removing distributors from the supply …
Paul Kunert, 21 Sep 2015
Bang by Guian Bolisay

Invicta IT to vendors: 'Put us in the bucket... of ones to watch'

Reseller minnow Invicta IT has hired a raft of heavy-hitting - and no doubt expensive - sales account managers from Insight Enterprises as it eyes up moving into the bigger leagues. The Slough-based HP, Cisco and NetApp seller recruited ex-Insight corporate sales director Gary Remmington as sales director on 1 April and he in …
Paul Kunert, 17 Sep 2015
axe_648

Cisco account managers' sales bonuses slashed

Cisco has instituted a cap on the commissions it pays to sales staff, The Register has learned. A Cisco staffer tells us that some account managers could lose as much as 25 per cent of their compensation, due to an edict sent out last week. The new is retroactive, meaning the company will attempt to recover some commissions it …

Lenovo UK boss exits for EMEA supply chain glory

The arrival of Eric Cador at the top of Lenovo’s EMEA business has signalled a slight reshuffle, with UK boss Marc Godin elevated to a vitally important role running the supply chain in the region. In a note to partners, Godin said the acquisition of IBM Systems x and Motorola means the business profile is “very different to …
Paul Kunert, 04 Jun 2015
HP execs Mike Nefkens, Antonio Neri, and Robert Youngjohns

Life after HP cracks off into two: Execs spill the beans – tiny little beans

HP Discover The theme of the opening keynote at the HP Discover conference on Tuesday was "Winning in the New Style of Business," but what the audience in Las Vegas really wanted to know was whether HP can really win by splitting into two companies. That transition is expected to complete by the beginning of HP's fiscal 2016, which starts …
Neil McAllister, 03 Jun 2015
management strategy2

Computacenter will NOT replace UK MD Muller

Computacenter will not appoint a director replacement for UK managing director Neil Muller, who left at the end of last month to become CEO of now privately owned Daisy Group. This weekend, colourful CEO Mike Norris told 700 staff at the services-based reseller’s 2015 sales conference that his former general’s duties will be …
Paul Kunert, 07 Feb 2015
axe_channel_teaser

SAN upstart Coraid AXING staff, struggling to survive – sources

+Comment Multiple sources have told us that Etherdrive storage SAN startup Coraid is floundering and staffers are losing their jobs after the firm spent over $100m trying to launch itself as a viable business. The UK service office has no staffer answering calls, Coraid in Australia gives out a recorded message asking for your number …
Chris Mellor, 15 Jan 2015
Frodo and the One Ring

HP crowns one veep to rule ALL server, storage, network sales

A rejig within HP’s Enterprise Group aimed at making the tech tanker more agile – and no doubt cutting some costs to boot – will see all sales teams consolidated under a single UK and Ireland overlord. From the start of next month, HP’s fiscal new year, all specialist and pre-sales teams, along with account managers, will fall …
Paul Kunert, 28 Oct 2014
Register Roundtable at the Soho hotel

How do Reg readers keep their vendors in line?

Reg Roundtable It's difficult to speak openly about how to squeeze the best out of your suppliers. On the one hand, you always suspect there's more you could be doing. On the other, you don't want to give away your secrets. So, last month we gathered a team of senior IT execs from an eclectic mix of large corporates, government departments, …
Dominic Connor, 27 Oct 2014

Citrix says reports of XenServer's death are greatly exaggerated

When the mages at Gartner gave the world their most recent view of the x86 virtualization market, the firm offered unkind words about Citrix's prospects in the market. “Citrix is no longer investing strictly to keep up with market leaders VMware and Microsoft for traditional server virtualization,' the crystal ball gazers …
Simon Sharwood, 22 Aug 2014
euros_channel_money

CenturyLink slashes prices to guarantee its megacloud future

When your entire market is hellbent on destroying itself through an endless death march of price cuts, you're faced with a choice, either you hold on tight and keep cutting, or you get into another business. Major co-location provider CenturyLink is opting for the former and to help it along is beginning to put the assets of its …
Jack Clark, 01 May 2014

Microsoft puffs up OneDrive, now with 1TB per head for biz users

Microsoft has upped its ante in the ongoing cloud wars, increasing storage allotments for business customers and offering to help companies migrate from their existing storage solutions to OneDrive. OneDrive for Business subscribers will soon be granted 1TB of storage per user, up from the more modest 25GB per user that …
Neil McAllister, 28 Apr 2014

AIM-listed Coms hoovers up Actimax for £3.4m

Acquisitive cloud-based telephony player Coms Plc has hoovered loss-making comms dealer Actimax in a cash splurge that could rise to £3.4m depending on results. AIM-listed Coms, which dug deep and found £9.5 to buy Redstone back in November, also revealed it is planning to place more shares on the market to raise £7.9m after …
Paul Kunert, 12 Feb 2014

Dell staffers react to news of 1-in-3 axe dangling overhead

Our readers at Dell have responded to the New Year Dell redundancy stories. They make worrying reading, illustrating the pressures people are under. Here’s a comment from a Dell Asia Pacific Japan staffer: In APJ no one knows what the new org is or what is happening to their roles. We are all guessing or we can try for VR ( …
Chris Mellor, 13 Jan 2014
channel_teaser_money_top

Cisco, EMC love child VCE finally dangles rebate lure over channel pool

Cloudy hardware biz VCE threatened to roll out a new tiered channel programme and, by Jove, that is exactly what UK partners have got. The company was forged by Cisco and EMC in 2009, but it has taken the best part of four years to finally create a mechanism that looks and feels like a vendor programme – and it's offering …
Paul Kunert, 26 Sep 2013
Larry Ellison lovingly pats his first Oracle mainframe

Sun sets on Oracle VDI products

Oracle has let it be known that the sun will soon set forever on desktop virtualisation (VDI) products including some it acquired from Sun. After an internal support document bearing the news made it into the public eye, the company has blogged to confirm a raft of Sun-derived VDI kit will soon be pining for the fjords. Big Red …
Simon Sharwood, 16 Jul 2013

Comms giant Vodafone ready to smash up hosting and services market

Hosting and managed services players are about to face a heated battle as comms bigwig Vodafone prepares to jump into the market later this year, sources close to the vendor are claiming. The telco acquired Cable & Wireless Worldwide in the spring of 2012 and sucked up a load of hosting and management service capability that is …
Paul Kunert, 12 Jun 2013

Surface Pro to hit Blighty priced 25% up on top-o-the-range iPad

Microsoft has confirmed prices for the Surface Pro: the 128GB model will cost punters 25 per cent more than a top of the range iPad. The laptop-cum-tablet, which Redmond says is "designed to showcase Windows 8 Pro", will land in the UK on 23 May, Microsoft revealed today. The estimated retail price for the 64GB version is £719 …
Paul Kunert, 17 May 2013
Our intrepid party playmonaut on a sofa, surrounded by blondes

Think Xmas bashes in your biz are scary? Try partying with the Channel

Etiquette experts Debrett’s has extensive advice for how to negotiate the work Christmas party, including retaining one’s professional gloss and never doing anything one might regret in the morning. Debrett’s has never been to a channel Christmas party. But with a threatened Eurozone double-dip recession, limping distributor …
Steve Bell, 28 Nov 2012
grab_that_cash

Credit insurance: The hidden data-driven force which killed Comet

A quick look at what happened to high street electronics retailer Comet when its credit insurers slammed their wallets shut should be enough to get any IT business interested in cash-flow, insurance and credit lines. But while credit and cash-flow are often seen as stale subjects, they can be the lifeblood of business - almost …
Eddie Pacey, 16 Nov 2012

Revenues dropping or flatlining at hefty distributor giants

Investors and funders may soon need to see a warning on every distributor prospectus or public filing that over revenues are heading in the opposite direction to up. A slew of recent results from some of the heavyweights show sales have indeed gone south, but after years of near unbroken growth – and given the assumption that …
Ian French, 20 Aug 2012
channel

BT to swing axe at sales account managers – sources

Staff at BT Engage IT are bracing themselves for further redundancies amid talk of a shift away from traditional reselling to managed services. The reseller arm of the telco giant merged its disparate brands last autumn, laying off a number of staff in the process including chief operating officer Chris Leigh and former bigwig …
Paul Kunert, 30 Apr 2012
channel

LARs to Microsoft: Please make deal reg programme that works

Updated Microsoft is being urged by large account resellers (LARs) to take steps to speed up the deal registration process more than two months after launch. LARs continue to complain of the Partner Sales Exchange (PSE) – the centralised system underpinning the process – crashing intermittently, forcing Partner Account Managers to …
Paul Kunert, 12 Apr 2012
arrow pointing up

Acer unleashes account managers on corporate customers

Acer will capitalise on its Olympics prominence this year by ratcheting up its SMB channel and setting an end-user sales team on the UK's biggest companies. The vendor will launch a revamped partner portal in the next few months as it looks to strengthen its contacts: about 2,000 dealers will target the SMB space and up the …
Joe Fay, 25 Jan 2012
globalisation

Dell channel boss heads to HDS

Dell UK channel boss Paul Harrison is set to leave at the end of the week to join Hitachi Data Systems, The Register can reveal. In a note sent to resellers today, the Texan titan confirmed that after 11 years on board, including the last two-and-a-half as reseller lead, Harrison is in the process of handing the reins to Bill O' …
Paul Kunert, 05 Sep 2011
channel

HP assigns $2bn of finance in CIO cloud investment prod

Hewlett-Packard's financial services arm has set aside $2bn (£1.2bn) for customers to buy its cloud technologies. At the same time, the US tech monster lifted the covers off the CloudAgile Service Provider programme which it is piloting with 10 services providers globally, including reseller SCC in the UK. The financing scheme …
Paul Kunert, 09 Jun 2011
The Register breaking news

Amazon expands cloud services support

Amazon Web Services, the cloudy infrastructure-peddling arm of the online retailing giant, is expanding its support offerings with entry and higher-end options while at the same time chopping prices on existing support levels. AWS, of course, is the juggernaut of the cloud computing field right now, with its EC2 compute cloud …
The Register breaking news

Ad networks owned by Google, Microsoft serve malware

Two of the world's biggest ad serving networks – one owned by Google and the other by Microsoft – have been caught delivering booby-trapped banner ads that infect computers with malware without any action required on the part of the end user. The ads on Google's DoubleClick and Microsoft's rad.msn.com contained heavily …
Dan Goodin, 13 Dec 2010
channel

Dell waves job axe in Bracknell, keeps schtum on numbers

Dell is continuing to trim its workforce in the UK, but has refused to comment on how many of its employees have been affected by the latest cuts. The Register has learned that 25 staff at the computer vendor’s Bracknell site will be laid off next month. Dell, when asked, refused to comment specifically on the individual jobs …
Kelly Fiveash, 07 Sep 2009
graph up

HP says weak pound won't force a price hike - yet

Hewlett-Packard has no plans to jack up its UK price list despite the pound’s weak performance against the US dollar, which has already forced Dell to hike its prices. We asked HP whether it would respond to Dell’s decision to up its EMEA prices by making a similar move. “It is HP company policy to not comment on competitor …
Kelly Fiveash, 04 Feb 2009
channel

Dell quietly jacks up EMEA prices

Dell quietly jacked up its prices at the start of this year, but its account managers are only now filtering that information through to the computer maker’s partners and customers, The Register has learned. The firm, which plays second fiddle only to Hewlett-Packard on worldwide computer shipments, didn't go public with its …
Kelly Fiveash, 30 Jan 2009
graph up

Whose notebook is it anyway?

Workshop For some, the freedom and flexibility of a laptop PC is essential to getting the job done. For others, having the latest piece of mobile kit is perhaps more of a luxury, or even, dare we suggest, just a status symbol. Either way, there is no disputing the shift in emphasis from desktop to portable machines in a business context …
Dale Vile, 20 Jan 2009
homeless man with sign

Microsoft promises, fails to keep things simple for partners

Microsoft today tried to convince UK channel partners that it’s working hard to simplify its licensing terms, but many resellers have grumbled that the firm hasn’t gone far enough yet. MS director of emerging technology, Gurprit Singh, who was speaking at the company’s partner event in London this morning, told the gathered …
Kelly Fiveash, 01 Oct 2008
heart

Dell tells channel: You're not just a bit on the side

Dell is gunning to sign up a select bunch of channel resellers to the certification part of its two-tier programme over the next few months. The firm's new UK channel director Andy Dow said Dell no longer thinks of the channel as simply being “something on the side”. Dow, who was speaking at a Professional Computing …
Kelly Fiveash, 20 Feb 2008
The Register breaking news

You bought into mobile email - what have you got to show for it?

Mobile Clinic Our mobile clinic returns today, this time looking to get some clarity on whether or not we really have become more efficient since the advent of the mobile phone, and if we have, by how much, and why. As before our panel of experts provide their opinion, something which you can do to via the comment forms at the bottom of the …
Team Register, 13 Sep 2007
Egg

Egg.com server cracks

Updated Online banking service Egg.com is currently unavailable to its customers and the firm is pointing the finger of blame at telecoms provider Cable and Wireless (C&W). Many users have contacted The Register to complain that the service has been down since 7pm yesterday evening, indeed a visit to the website throws up a "server …
Kelly Fiveash, 23 Aug 2007
EMC

DATAllegro: an update on Version 3

When DATAllegro announced earlier this year that it had partnered with Dell to provide node processing capabilities and EMC to be its disk provider I was not particularly impressed. In particular, I heard the words about EMC salespeople earning commission on the disks sold within DATAllegro systems but didn't understand the …
Philip Howard, 19 Jun 2007
Flag United Kingdom

CA gets new UK channel boss

Software provider CA has appointed a former Dell executive to head up its channel business in the UK. Mike Feltwell, who worked at Dell as public sector sales manager, government and defence, steps into a newly created role which CA hopes will help the firm drive business growth in the UK channel. CA UK and Ireland regional …
Kelly Fiveash, 02 May 2007
fingers pointing at man

CA shakes up European channel

CA World 2007: CA, previously known as Computer Associates, wants thirty per cent of new business to come from indirect partners and it will both weed out existing European partners and recruit new resellers. Ned Jaroudi, VP of partner marketing for Europe, Middle East and Africa, said: “Partners and customers need to get value out of CA. …
John Oates, 23 Apr 2007

CA boss says strategy on track

CA World 2007: Delivering the opening speech at CA World 2007 chief executive John Swainson thanked customers for their loyalty and support and laid out a six- point plan for the future. The elephant in the room of the company's ongoing legal and accounting problems was addressed obliquely; otherwise the 6,000 attendees heard the strategy of …
John Oates, 23 Apr 2007
channel

HP hunts for printer consultants

HP is putting its mouth where its money is by offering 2,300 of its key account customers a printer consultancy service. Bruce Dahlgren, senior vice president of worldwide enterprise sales for HP's imaging and printing group, said the company will officially launch the service next year and is currently hiring account managers …
Eric Doyle, 04 Oct 2006