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Articles about Channel

management strategy4

VMware channel guru steps out of channel for first time in career

VMware's UK and Ireland channel boss Ed Dolman is taking on a new role to run one of the virtualisation kingpin's enterprise end-user sales teams. The man confirmed his departure to the world, well Twitter followers, this morning after spending some two and a half years in the position "An exciting change of role for me today. …
Paul Kunert, 02 Apr 2014

HDS: channel STILL 60-65% of UK biz, says local COO

HDS' UK COO reckons the proportion of channel sales relative to the direct biz hasn't shifted in recent years because it failed to carve up "solutions" and "services" for partners. The previous management including UK boss Stephen Ball - a Computacenter staffer - said in 2011 that within three years he wanted partners to …
Paul Kunert, 21 Mar 2014

Fibre Channel Industry Association extends roadmap to 128G bps

It's all about speed: the industry association behind Fibre Channel has laid out its acceleration timeline, with 32G bps 128G bps now nailed to the calendar. The Fibre Channel Industry Association has set down its Gen 6 standard, and its timeline puts shipment of kit following the spec at 2016. The basic channel in the …
By michandryan  http://www.flickr.com/photos/49291777@N05/  licensed under creative commons attribution

Dell tells customers: 'Opt out' if you don't want a channel service

Dell is asking half a million customers Stateside to hand over their privates to channel partners or to actively "opt out" of a sweeping programme to reduce the number of accounts the firm services directly. As previously revealed, between 200k to 500k customers in North America – presumably those not deemed large enough – will …
Paul Kunert, 31 Mar 2014
Channel Tunnel by Tony Hisgett on Flickr

EE and Voda subscribers to get 2G and 3G INSIDE the Channel Tunnel

British suits on trains hurtling along deep beneath the Channel will soon be able to continue to work online and over the phone with biz colleagues, after mobile carriers Vodafone and EE inked a 10-year deal with Eurotunnel. The companies said that from March this year their 2G and 3G mobile services will be available to …
Kelly Fiveash, 09 Jan 2014

Brocade-funded study says Fibre Channel faster than FCoE

A study funded by Brocade has found that Fibre Channel provides faster access to all-flash arrays than Fibre Channel over Ethernet. FCoE involves linking all-flash arrays to accessing servers via Ethernet instead of a Fibre Channel fabric. Testers from the Evaluator Group, who carried out the study on behalf of Brocade, hooked …
Chris Mellor, 04 Feb 2014

Xerox names former HP veteran as UK channel royalty

Former HP veteran Norman Richardson has landed at Xerox to run UK channels, the copier titan has confirmed. After 23 years at HP, he left in April '12 when the printer business he ran in Blighty was slapped together with the PC operation and Paul Hunter, who headed that biz was given the top job of the merged organ. In back …
Paul Kunert, 07 Feb 2014

HP mounts channel attack on EMC: We're a Bugatti, they're a VW bug

Do you want a VW bus type array or the go-blindly-faster Veyron-type 3PAR array? This is the thrust of an HP attack programme for its channel sales bods to use against EMC – and against VNX arrays specifically. It's called the EMC VaNquish(X) campaign and a slide deck image gives us the flavour of it: VaNquish(X) VNX accounts …
Chris Mellor, 24 Dec 2013
Love

Dell's channel love-in: We've picked 500k accounts (from direct reps' garden)

With Valentine's Day on the way, Dell is showing more love to the channel by rewarding direct sales reps who push up to half-a-million customer accounts to partners. The move is happening first Stateside where Cheryl Cook, newly crowned worldwide queen of Dell channels, told channel mag CRN US that it is hoped the move will fuel …
Paul Kunert, 07 Feb 2014

UK tech channel in RUDE health as bankruptcies dip in Q1

It's time to crack open the bubbly: corporate fatalities in the UK channel have fallen for the fourth consecutive quarter, official stats from credit rating firm Graydon UK reveal. Some 61 companies bit the dust in the first three months of the year versus 64 for the same period of 2013, indicating that the UK IT industry has …
Paul Kunert, 04 Apr 2014
Photo of a stack of Google Chromebooks

Google offers up its own Googlers in cloud channel chumship trawl

Google has expanded its cloud reseller program as the web giant tries to enlist the channel to help it diversify its business away from search. The updates to the Google Cloud Platform Partner Program were announced by the company on Thursday and sees it split its partners into three tiers: Registered Company, Authorized Partner …
Jack Clark, 06 Mar 2014
management strategy3

EMC hires channel veteran as new EMEA COO

Former Colt Technology Services grand fromage Simon Walsh is set to become one of the top brass at EMC EMEA, according to multiple industry sources. Walsh, an exec director at Colt, exited the business back in November along with a couple of his lieutenants following nearly three years at the firm. Sources told us that Walsh …
Paul Kunert, 15 Jan 2014

IBM x86 sale will disrupt customers and the channel, shrieks Fujitsu

Channel partners and customers of IBM's x86 biz should brace themselves for a period of uncertainty and unpredictability as Lenovo prepares to wolf down the division, rival server maker Fujitsu is warning. The Chinese firm stumped up $2.3bn for the Intel-based volume server unit last month, although the deal is awaiting …
Paul Kunert, 10 Feb 2014

Android, Chromebooks storm channel as Windows PC sales go flat

Despite all the carping about the slumping PC market, it really wasn't such a bad year for channel computing sales, with devices based on Google technologies pulling ahead as the clear winners. According to the latest numbers from market analysis firm NPD, overall sales of desktops, notebooks, and tablets through the channel in …
Neil McAllister, 24 Dec 2013

Tom Kelly: IT depts and channel partners FEAR the cloud

IT departments fear that the cloud will lessen their relevance in an organisation, while perceived complexities of selling the fluffy services from vendors has deterred some tech suppliers. This is the market prognosis from enterprise tech veteran Tom Kelly, a former UK boss at Logicalis UK, who has stepped into the chairman's …
Paul Kunert, 28 Feb 2014

EMC confirms arrival of channel vet as COO EMEA

EMC has confirmed that former Colt and Computacenter bigwig Simon Walsh will land at the firm as COO for EMEA, as revealed by El Chan this week. The industry veteran left Colt Technology Services in November, less than three years after heading the newly launched division, amid talk that the service provider was not satisfied …
Paul Kunert, 17 Jan 2014

Buying EMC? Better get a quote from a channel partner

EMC execs aim to crush any lingering conflict in the technology business channel* by preventing internal reps from quoting configuration and prices to all bar the largest customers that it sells to directly. The storage giant cemented its love-in with resellers, service providers and integrators with a rules of engagement …
Paul Kunert, 21 Jan 2014
Oracle co-president Mark Hurd explaining the Platinum service level price

Oracle raids HP enterprise biz to find global channel chief

Oracle has filled the void at the top of its channel organisation after president Mark Hurd raided his previous employer HP by sweet-talking its Americas enterprise boss Rich Geraffo into jumping ship. The position lay vacant ever since well-respected channel figure and Oracle veteran Judson Althoff upped sticks in March for …
Paul Kunert, 16 Oct 2013

Cisco pilot seeks to determine UK impact of US-made channel schemes

Cisco is running a pilot with Gold-accredited channel partner Logicalis to ascertain the impact that sales programmes designed in the US have had on the operation in Britain. Vendors invariably construct schemes for channel players in their homeland and then distribute them globally without making any adjustments for local …
Paul Kunert, 29 May 2013
management consumerisation

Crayon pleads with channel: Help us build our UK biz

SAM specialist and global Microsoft licensing solutions partner (LSP) Crayon is looking to cosy up to a small bunch of resellers and SIs via a sales referral model. The Nordic-owned consultancy and licensing transactional engine set up shop in Blighty after devouring locally based Fast Ltd a year ago. The 45-strong UK operation …
Paul Kunert, 03 Apr 2014

Mellanox targets Fibre Channel with 56 Gbps FDR InfiniBand

Mellanox is confidently predicting the slow death of Fibre Channel, as it rips the wrapping paper off a 56 Gbps FDR InfiniBand solution it says offers ten times faster live migration of Windows Server 2012 R2 virtual machines. Marketing VP Kevin Deierling believes the march of RDMA-enabled Ethernet and InfiniBand systems, along …
Europe outline map

Violin Memory shuffles out 'half-price' PCIe flash cards to eager tech channel

Companies with good products can screw up in Europe through inappropriate strategies for the technology channel which sells their products and head-office bureaucracy. A case in point is Violin Memory, at least according to sources in the channel, although they say the situation is improving. Stephen Rose joined Violin Memory in …
Chris Mellor, 13 Jun 2013
Two SAS and FCoE thugs killing Fibre Channel

32 Gig Fibre Channel takes another step towards reality

The Fibre Channel Industry Association (FCIA) has announced that a 32 gigabits per second version of the standard is just a little bit closer to reality. The Association has let it be known that the “INCITS T11 standards committee has recently completed the Fibre Channel Physical Interface - sixth generation (FC-PI-6) industry …
Simon Sharwood, 06 Dec 2013

Channel veteran Simon Aron rocks up at Viadex

Former Eurodata joint chief Simon Aron is back in the channel after joining the board of infrastructure reseller Viadex. Aron and former business partner Des Lekerman sold Eurodata in 2011 to Trinity Expert Systems. Aron has since made investments in several small tech start-ups and Lekkerman injected cash into The Internet …
Paul Kunert, 08 Jul 2013

VCE plunges syringe into its channel arm, prepares to fire in a shot

The Virtual Computing Environment (VCE) company will try to get entry level vBlocks shifting by relaunching a channel programme tomorrow with a fresh focus on mid-market sales partners. The four year-old borg created by an alliance between Cisco, EMC and VMware still has just four resellers, three tech alliance partners, three …
Paul Kunert, 16 Sep 2013

IBM likes the channel, puts a ring on it

IBM is getting more touchy with resellers by tackling channel conflict in its hardware biz following a massive slide in server sales during recent quarters. The move is being made exclusively in the System & Technology Group (STG) where IBM sales reps will now only be paid incentives for deals closed alongside resellers, not …
Paul Kunert, 27 Aug 2013
management management4

Exec teleports from Dell, channel organs absorbed into Texan Borg

Dell has stitched together its global channel organisations, saying that improving "support" for resellers and integrators is at the forefront of its mind - and not cost cutting. The move comes days before Dell shareholders vote, on 18 July, on whether to accept CEO Texan Mick's offer of $13.65 per share to take the whole …
Paul Kunert, 12 Jul 2013
box_shifting_channel

UK channel firms rabbit-punch recession in Q4: Sales are HUGE

Blighty is again the largest tech sales territory in the European channels* after distributors reported a near double-digit growth spurt in Q4, fuelled by mobility, software and er... desktops. Numbers are in from Context, which tracks all major wholesalers' sales-out data - the kit that customers are actually buying - showing …
Paul Kunert, 27 Jan 2014

Microsoft's world channel overlord kicked sideways

Microsoft is to shunt global partner bigwig Jon Roskill sideways to make way for a new overlord of channel, Phil Sorgen, who previously managed the partner base stateside. Sorgen will take the seat as corporate veep of the Worldwide Partner Group (WPG) from 1 September, managing the 640,000 channel players that tether their …
Paul Kunert, 30 Aug 2013

Microsoft crowns Barclay as new queen of UK channel

Microsoft veteran Clare Barclay has confirmed that she is to head up the UK and Ireland channel as current incumbent Barry Ridgway heads off to Latin America. Channel oldtimer Barclay has been director of SMB for a number of years and knows the UK partner network well. She told The Channel that Ridgway is heading off to …
Paul Kunert, 11 Apr 2013
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

Oracle to channel: want some extra rebate love?

Oracle has tossed a couple of extra percentage points of rebate into the mix for channel partners that can flog its prescribed blend of systems and software. The sweetener comes in the wake of a lacklustre fiscal '13 for Oracle, and is a good indication of where the vendor needs most help from resellers/ integrators in the year …
Paul Kunert, 26 Jun 2013
channel_teaser_exit

HP UK channel man Bourguet to be crowned consumer veep

HP UK's local channel PC and printer bigwig Pascal Bourguet is set to move into a senior position in the firm's EMEA retail biz. Bourguet rocked up at HP in 2001 as a retail manager and went onto look after major accounts including CarreFour and Dixons in Europe, as well as overseeing consumer PC sales in Blighty. He was made …
Paul Kunert, 01 Aug 2013

Mighty Cisco terminates British channel chum Phoenix IT Group

Cisco has confirmed it was the unnamed vendor that gave top certified services partner Phoenix IT Group its marching orders last week - a move which sent the Phoenix share price tumbling by around 11 per cent. Northampton-based Phoenix resold Cisco kit as a Gold partner but also provided third party maintenance bolted onto Cisco …
Paul Kunert, 05 Nov 2013

More Brocade staffers leap off '800lb Fibre Channel gorilla'

Brocade has promoted its EMEA channel sales director to head up its partners sales operation in the region after long-serving exec Barbara Spicek joined other staffers heading for the door. Spicek is one of a number of senior employees to have exited the storage networking player since CEO Lloyd Carney and his sales bulldog Jeff …
Paul Kunert, 11 Jul 2013
Violin

Violin veep: Can't talk about our IPO, but hey, we love the channel!

Stephen Rose, Violin Memory's senior vice president for EMEA and Latin America, says Violin Memory is committed to its European channel and and wants to extend the company's field organisation to bring in more business. Violin is currently using 19nm MLC NAND from Toshiba in its 6000-series all-flash arrays. Toshiba foundry …
Chris Mellor, 06 Aug 2013

Is FCoE faster than Fibre Channel? Who knows? Just run your own tests

The Cisco Fibre Channel over Ethernet (FCoE) supporters' club has taken grave exception to what it views as a deeply flawed Evaluator Group study, funded by Fibre Channel (FC) enthusiasts Brocade, which showed FC was faster than FCoE. FCoE supporters say the study shows no such thing and lambasted both the Evaluator Group and …
Chris Mellor, 11 Feb 2014
Brocade FME

Cloud storage rains on '800lb Fibre Channel gorilla' Brocade

Brocade results show its business flatlining with steady-ish revenues and profits, and growth dependent on a recovering market but no technology rabbits to pull out of its hat and drive growth higher. Fourth quarter fiscal 2013 revenues were a chunky $559m, 3 per cent down on the same quarter last year, with profits of $64m, 19 …
Chris Mellor, 20 Nov 2013

'800lb Fibre Channel gorilla' Brocade axes 300 staffers worldwide

SAN fabric leader and Ethernet networking wannabee Brocade is going to fire 300 people to cut costs as it realigns its resources towards data centres and software-defined networking. The pink slip news was slipped out in an SEC 8-K filing (PDF) on 10 September. This should take its headcount from 4,180, to 3,880. Stifel …
Chris Mellor, 11 Sep 2013
channel_teaser_money_top

Cough up or else, HMRC tells storage channel biz

Surrey-based storage player Glasshouse Technologies has been slapped with a winding-up petition over unpaid debts from the tax bulldogs at HM Revenue and Customs. HMRC used to issue these orders like they were going out of fashion because it was first in the queue as a preferential creditor if a business went under as a result …
Paul Kunert, 20 Mar 2014
Back of iPhone 5

SIM-free unlocked iPhones coming to a channel near you...

The faint hopes of some Apple resellers were smashed AGAIN this weekend when Ingram Micro became the second tech distributor in a month to confirm it will sell SIM-lock-free Jesus mobes ... in Europe but not the UK. Following in the shadows of nemesis Tech Data, vast wholesaler Ingram Micro confirmed it is shipping the iPhone 4S …
Paul Kunert, 25 Nov 2013
The Register breaking news

STEC - sorry sTec - opens direct and channel sales with name change

What the Zeus is going on? STEC has changed to sTec and it's bragging about its new direct and channel sales program. What's happened is that STEC - sorry, sTec - is adding both direct sales and channel sales alongside its mainstream OEM sales organisation. sTec reckons its enterprise customers will buy direct through OEMs, but …
Chris Mellor, 04 Apr 2013

Brocade's fat pipes a-singin' the Fibre Channel song

Brocade is singing its Fibre Channel song with renewed vigour - aiming to double speed, get OpenStack support, push on with 16gig products and try to render Virtual Instruments diagnostic gear redundant. It has announced the 6520: a denser Fibre Channel switch with 96 16Gbit/s ports in its 2U enclosure, and it also has Brocade's …
Chris Mellor, 26 Mar 2013
closed_sign shut down under collapsed liquidation

Channel firms, rejoice: You're not going out of business nearly so often

Channel insolvencies have fallen for the third consecutive quarter, according to official stats from credit reference agency Graydon UK. Sixty-four tech suppliers hit the wall in Q1, down a whopping 28 per cent on the same period a year ago. Broken down by type there were 45 voluntary liquidations, four compulsory liquidations …
Paul Kunert, 08 Apr 2013
The Register breaking news

Want a fast, private Wi-Fi channel? Fine, go fight the regulators

Ruckus Wireless has been helping satellite comms biz Globalstar prove that its model for a privately licensed Wi-Fi channel is technically perfect, even if it remains legislatively difficult. Globalstar would like to create a private band for Wi-Fi (one that it can charge top-dollar for) using the spectrum it has failed to fill …
Bill Ray, 11 Jun 2013
VMware's monster VM

VMware taps ex-Ciscoer as channel chief

Just ahead of the formal launch of VMware's "Project Zephyr" vCloud Hybrid Service public cloud on Tuesday, the company has appointed a new channel chief. And the timing is not accidental, with VMware's channel being a key component of its hybrid cloud strategy. It's easy to see why VMware wants to build its own public cloud …
Lenticular Cloud

Hey, cloudy channel bods: Vendors have problems too...

The tech industry channel has faced a variety of challenges over the past year or so when it comes to cloud computing. Distributors in the channel have faced a battle over customers with telecommunications vendors, and some channel partners have found themselves unsure about outlining a cloud strategy. This time we're taking a …
Peter O'Neill, 21 Feb 2013

Brocade's fat pipes shrink: Fibre Channel revenue dip ahead

Brocade has cut its current quarter's estimated revenue by between $19m and $34m, implying there may be trouble afoot in the Fibre Channel world. Brocade makes Fibre Channel equipment for use linking networked storage arrays to servers, plus a line of Ethernet switch gear. Recently the company reduced its revenue expectations …
Chris Mellor, 03 May 2013
OpenStack logo

HP: You know what healthy OpenStack bods need? Fibre Channel

Hewlett-Packard says it is enabling OpenStack users to connect to two of its Fibre Channel and iSCSI-access storage arrays. OpenStack is the NASA and Rackspace-initiated open-source platform for building an infrastructure cloud. The build-yer-own platform has both compute and storage controller components and aims to lower …
Chris Mellor, 16 Apr 2013
IBM logo

IBM Euro channel bigwig made Tech Data account daddy

A senior management reshuffle at IBM has seen European channel partner boss David Cornick take up a newly created global role within Big Blue as managing executive for distributor Tech Data. As a result, David Kay, formerly sales veep at IBM UK and was effectively second in command for the operation, has replaced Cornick as the …
Paul Kunert, 09 Jan 2013