Articles about Channel

Dell veteran and forrmer channel overlord O'Shea quits

The one-time sales chief of Dell’s Brit and Irish channels who stepped aside in a structural overhaul last summer has quit the organisation, The Channel can reveal. Company veteran Bill O’Shea left the exec sales director and GM for the UK commercial channel role in August last year, and Steve Holmes, who was UK channel director …
Paul Kunert, 04 Feb 2015

VMware channel confirms price hikes from next month

The meteoric rise of the US dollar relative to currencies in Europe and other parts of the globe is the reason VMware is reducing channel discounts by mid-to-high single digits and why user pricing will rise. Virtzilla and its distributors have warned their reseller and integrator customers of the pending tweak to the licensing …
Paul Kunert, 27 Mar 2015
Lego Lord of the Rings PC game

IBM creates the One Channel Team to RULE them all

IBM has begun the process of rearranging the deck chairs as it consolidates the hardware and software channel teams into a single unit. As revealed by us earlier today, Big Blue is responding to the challenges of the as-a-service era by pushing through one of the most significant reorgs in its corporate history, shelving the …
Paul Kunert, 09 Jan 2015
An Olympic-sized swimming pool

SAN gang at Nimble jump in Fibre Channel pool, but how big will the splash be?

Becoming a little nimbler in the SAN market, Nimble Storage is adding Fibre Channel support to its CS-series hybrid flash/disk arrays. Up until now these products have supported block data access over iSCSI only. Adding Fibre Channel will, the company believes, triple its addressable market. The product range was refreshed in …
Chris Mellor, 18 Nov 2014

HP takes channel types back to school

HP GPC Product specific sales certifications for HP Enterprise Group resellers are to be struck off in favour of four centred on hybrid IT, big data, mobility and security. The rationale, HP told us, is to get channel types more in sync with the business issues that keep their customers awake at night by training them on “solutions” …
Paul Kunert, 17 Mar 2015

Pure Storage shoves channel growth ahead of IPO dream bid

All-flash array start-up and IPO’er-in-waiting (we think) Pure Storage has got itself a new channel programme and two channel-focused exec hires, to get partners selling more tier-1 storage replacing Pure product. It is implementing a two-tier pan-regional distribution model, an expanded technology alliance ecosystem for …
Chris Mellor, 16 Apr 2015

Weather Channel forecast: Bleak, with prolonged XSS

The Weather Channel has dammed a downpour of cross-site-scripting vulnerabilities that soaked three quarters of links on the popular site, security bod Wang Jin says. The website received a tsunami of traffic with more than a billion unique visitors checking in each month according to Drupal which noted it was the "highest …
Darren Pauli, 01 Dec 2014
Kaminario K-Blocks

Hey channel dudes, says Kaminario, we REALLY want to flog more kit

Kaminario, needing to enlarge its sales, is launching its first channel programme to increase its market points of presence. With its iSPC-1 benchmark-topping K2 all-flash array, Kaminario is facing steadily increasing competition selling to enterprises as EMC (XtremIO), Pure Storage, Solidfire and IBM (FlashSystem) chip away at …
Chris Mellor, 10 Feb 2015

Syscap waves £50 million in CASH at UK tech channel

Finance provider Syscap has set its sights on wooing back the channel by waving at least £50m in cash at partners seeking funding. The firm began life as a channel finance provider, but has since moved into other sectors, such as legal businesses. It currently funds around £30m-£35m to 700 partners - some 10 per cent share of …
Kat Hall, 18 Nov 2014
Sad man stares glumly over boxed contents of desk. Image via shutterstock (Baranq)

Fibre Channel's looking a bit flat. Bad news for these three firms

Comment The Fibre Channel trio, Brocade, Emulex and QLogic, are seeing declining popularity in their SAN storage networking businesses and need to find growth elsewhere. As we have seen with Emulex and QLogic's results, Brocade has found growth through better business efficiencies but the basic Fibre Channel market is widely seen as a …
Chris Mellor, 23 Feb 2015
French fries

AMD stops shipping chips as bloated channel begs 'Please, no more'

Beleaguered chip underdog AMD is not shipping any new gear to channels this quarter as it bites the bullet to clear existing stock swilling around the industry, estimated to have been in excess of $100m. A combination of bad forecasting, sliding PC demand and weak supply chain controls led to the inventory nightmare, and channel …
Paul Kunert, 12 Feb 2015
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
chain_relationship_channel

NetApp channel: Can the new UK boss stop the rot?

NetApp practically wrote the first chapter on how to build a well-functioning and contented channel, but that was before it was squeezed by cloud providers and converged storage upstarts. One of the major challenges facing Elliot Howard, the newbie at the top of the NetApp’s UK management tree, who recently replaced Dave Allen, …
Paul Kunert, 26 Mar 2015
Tornado_funnel

Violin Memory hires ex-Egnyter to add heat to global channel sales

Flash storage biz Violin Memory is hoping to pump up its channel sales volume by recruiting an ex-Egnyte channel sales VP to replace a guy who went to HGST. Jeff Nollette joins from Egnyte, where he spent seven months as its VP for Channels, helping to build a channel for that company's file sync and share product. Before that …
Chris Mellor, 04 Dec 2014
tumbling dice

VMware grabs UK channel exec from SAP

Virty kingpin VMware has raided SAP’s channel exec reservation and made off with industry vet Phil Croxford. The new hire replaces former UK and Ireland partner boss Ed Dolman, who back in the spring was made chief of one of VMware’s enterprise end-user sales teams. Croxford has notched up 17 years in “software partnering” …
Paul Kunert, 30 Sep 2014

Oi, channel peeps. Stop giving money to AWS for IaaS - EMC

Channel partners should eat their own dog food when it comes to deploying hybrid clouds, and use their own infrastructure to develop enterprise apps instead of buying infrastructure-as-a-service from companies like AWS. So said Ross Fraser, EMC EMEA veep of the global alliances team, who unsurprisingly doesn’t want to see its …
Paul Kunert, 16 Dec 2014
management cloud4

Axcient gets $25m injection, promises channel cash splurge

Cloud recovery service startup Axcient has new funding and aims to fully compensate its SaaS-selling channel partners up front. Axcient offers Recovery-as-a-Service (RaaS) from the cloud and has completed a $25m E-round funding exercise, taking total funding to $89.2m. Silver Lake Partners provided significant debt financing in …
Chris Mellor, 18 Feb 2015
The Virtual Compute Appliance

Oracle ♥s Fibre Channel in virty box refresh

Oracle has made a small-but-notable enhancement to its virtual compute appliance (VCA): support for external fibre channel storage. The VCA is Oracle's “engineered system” for virtualisation and is designed to offer everything one needs to run VMs, all packaged into a single convenient box. Oracle even recommends its own ZFS …
Simon Sharwood, 16 Oct 2014

IBM tells channel types 'stick with us, you'll be millionaires'

IBM is going through massive changes to shift its business towards the cloud. It desperately needs channel partners to come along for the ride, so this week threw out a bunch of initiatives that it reckons will help. In a global exclusive last month, we revealed the creation of Big Blue’s One Channel, and at the PartnerWorld …
Paul Kunert, 13 Feb 2015

Warm breeze of consolidation blows through Microsoft channel

A trickle of activity in the Microsoft small biz channel has seen Gold partner minnow Core Technology Systems devour small but perfectly formed on-prem and cloudy CRM consultancy Excitation. In a canned statement, Conor Callanan, CEO at Core, claimed the buy gives it a ready made CRM practice and “rounds out” its web-based …
Paul Kunert, 08 Sep 2014
channel_teaser_exit

Wanted: PC salesman to head up HP's UK channel ops

Headhunters may be scrambling for their phones on the back of the news that HP is on the look-out for someone with PC sales skills to conduct its UK channel orchestra. A note was distributed to some HP workers this week that Damian Cusick is leaving the enterprise, SMB and channel director role, stating that he is looking for a …
Paul Kunert, 13 Feb 2015

Ausgezeichnet! Logicalis devours German channel biz

Integrator Logicalis has wolfed down German infrastructure services biz Inforsacom for an undisclosed sum. Some would say this is a brave move given the state of that country IT market and wider economic woes, with Forrester forecasting a 1.2 per cent rise in spending on tech for 2014. But perhaps Logicalis grabbed a bargain …
Paul Kunert, 02 Dec 2014
Max Headroom

Hamas hacks Israeli TV sat channel to broadcast pics of Gaza wounded

Gaza leaders Hamas took over an Israeli satellite channel for few minutes on Monday to broadcast pictures of Gaza wounded. Viewers who tuned into Israeli Channel 10 reported seeing images of people wounded from Israeli airstrikes on Gaza as well as propaganda messages promising more rocket strikes on Israel from Hamas' military …
John Leyden, 15 Jul 2014

Channel on track: British tech insolvencies fall to seven-year low

It is official: 2014 numbers for corporate deaths in the Brit tech channel have slumped to a seven-year low, figures from credit reference agency Graydon UK confirm. Some 48 local suppliers went under in Q4, taking the tally of insolvencies for the 12 months to 198 versus 293 in 2013 – annual levels not seen since prior the …
Paul Kunert, 16 Feb 2015

HP warns channel types ahead of split: Hold on, it's gonna get bumpy

HP GPC 2015 The first day at HP’s Global Partner knees-up was programme heavy with schemes aimed at smoothing the split between the organisation - pre and post event - which the business fully admits is going to get bumpy. First up is Partner Navigator, exclusively revealed by us last week, which involves HP providing a funded head in the …
Paul Kunert, 16 Mar 2015
management management4

EMC veteran Poole jumps into UK channel director's chair

Time is going to become a precious commodity for EMC’s latest channel boss, Russell Poole. Along with his new big cheese role, he also plans to hang onto his other day jobs of heading up the public sector and service provider teams. The company veteran is to replace Terry Beale - who has taken on a Euro role running the XtremeIO …
Paul Kunert, 05 Aug 2014

Sneak peek: Microsoft's next browser (thanks, IE Developer Channel)

Taking a page from rival web-browser makers, Microsoft has launched a developer channel to give programmers an early taste of upcoming Internet Explorer features. The Internet Explorer Developer Channel comes in the form of a special edition of the IE browser that receives new features and updates before they become available in …
Neil McAllister, 17 Jun 2014

Fujitsu calls on channel man to run education biz

Fujitsu has tapped up channel veteran and former employee Ash Merchant to run its education biz in Blighty. Merchant was a group product manager at the firm for almost a year and a half from June 1990 and in the intervening years was a director at schools suppliers XMA, Quadrant Visual Solutions and European Electronique. This …
Paul Kunert, 30 May 2014
big droplets falling from rain cloud

Channel: IBM stamps us into the dirt in race for cloudy glory

IBM is trampling over some smaller software boutiques in the rush to pump up its cloud sales volumes, we are told. Selling tech as-a-service is one of the five strategic pillars on which Big Blue has staked its future – alongside mobile, social, big data and analytics. But, at least according to some IBM Business Partners, it …
Paul Kunert, 08 Jan 2015

Code42 seeks channel partners for LTR, much TLC on offer

Startup Code42 offers data protection with file sync 'n' share. Both its customer count and channel partner numbers are booming - yet it needs to recruit another 300 partners by the end of the year. Code42 was founded in 2001 by Matthew Dornquast, the CEO, Brian Baspala, VP engineering, and Mitch Coopet, CrashPlan data …
Chris Mellor, 18 Aug 2014

Corporate crashes in UK IT channel drop back to pre-recession levels

Channel fatalities are down for the fifth consecutive quarter as the local ICT sector growth and the wider UK economy becomes the envy of European neighbours. The numbers of tech suppliers that went pop during Q3 was down by almost a quarter to 56 compared to the war stats from credit reference agency Graydon UK for the same …
Paul Kunert, 09 Oct 2014

HP dangles channel compo carrot for Converged Systems

Nothing grabs channel folk by the short and curlies like a margin making scheme and with this is mind HP has strapped a compensation rocket to the posterior of several Converged Systems to get sales to fly. Code-named Shark, the CS300 and 700 lines - server, storage and networking in a rack - hit the streets in December and are …
Paul Kunert, 29 Apr 2014

Microsoft and EMC: 'We need UK channel execs'

Microsoft and EMC are on the hunt for a local channel exec after saying their respective farewells to Amanda Sleight and Terry Beale, with both bound for EMEA-wide positions. Sleight is one of longest serving partner sales directors in Blighty after notching up 14 and a half years on the job. "Amanda is moving to a role within …
Paul Kunert, 19 Jun 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

Channel's großen Käse roll eyes at vendors' performance under the spread sheets

Bulky channel outfits in EMEA are bringing home the bacon, according to peeps at Canalys. Aggregated figures from eight publicly quoted suppliers in the region revealed an average year-on-year sales growth of eleven per cent in the first quarter of 2014 – more than double that of tech titans collective including HP and Apple. …
Paul Kunert, 03 Jun 2014

HP crowns networking boss Ansell as king of enterprise channel

After five years sat on HP's enterprise channel throne, Kevin Matthews is heading to an as yet unconfirmed role in the company with networking boss John Ansell to be crowned the new UK king. Talk in the industry about the role shifting emerged late last week and was today confirmed to El Chan by HP UK and Ireland managing …
Paul Kunert, 12 May 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 …

EMC channel boss: Make a bet – us or the rivals

The shiny new and to some controversial revenue threshold laden partner programme on the way from EMC was designed to cut out the dead wood, the EMEA channel veep claims. The Business Partner Programme launches in January and resellers have until the start of November to sell a requisite amount of gear to get accredited: $65m …
Paul Kunert, 01 Aug 2014
Broke - empty pockets

EMC partners fear rebate dive in new channel programme

There will be financial implications for EMC's partners that slip down the accreditation stack from next year, the storage giant's UK and Ireland channel boss Terry Beale has confirmed. From January, under the Business Partner Programme (BPP) EMC is to introduce a revenue threshold of $1.25m to become a Silver certified partner …
Paul Kunert, 06 Jun 2014
management big_data4

The channel is changing – but if you're prepared, there's no need to fear

What keeps channel professionals awake at night? From resellers to distributors to vendors, they are all concerned about when “traditional IT” will finally shuffle off this mortal coil. The channel is a delicate ecosystem of various vested interests — alliances, partnerships and deals – where each individual player is trying to …
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_teaser_exit

One more director exits creaking channel titan Insight

Yet another Insight veteran is heading out of the door with veep of product management Justin Griffiths set to exit, El Chan can confirm. It has been a period of rapid change in the upper echelons of the license and box shifter’s exec team following the exit of EMEA president Stuart Fenton and subsequently a wave of generals he …
Paul Kunert, 09 Sep 2014

C'mon, Brocade: QLogic's left the Fibre Channel game. Flat revenues again?

Analysis Brocade is a member of the flat revenue Earth society, with its mix of annual and quarterly Fibre Channel and Ethernet revenues hardly changing between last year and this year. Brocade’s fourth fiscal 2014 quarter revenues of $564m were up by one per cent year-on-year, up from $559m a year ago, and also up three per cent …
Chris Mellor, 25 Nov 2014

There's life after Oracle, but very little left in Oracle's reseller channel

Oracle-Sun anniversary A headstone in Santa Clara carries the names of the fallen in Sun Microsystems’ once illustrious reseller channel – it is five years this week since grim reaper Oracle bought the server giant. It’s not that these companies hit the wall, more that some realised quickly that an agreement with Larry’s lot wasn’t going to work out …
Paul Kunert, 27 Jan 2015
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

Former Insight boss Fenton slurps Microsoft ERP channel biz

Former Insight EMEA president Stuart Fenton has picked up the UK arm of global Microsoft ERP integrator Tectura - the first in a planned mid-market roll up. The acquisition of London-based Tectura UK, a subsidiary of US firm Tectura Corporation, was completed by Fenton and his investment biz QuantiQ. After a decade running …
Paul Kunert, 03 Jun 2014