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Articles about Channel Biz

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

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
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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
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Dell shuts down channel biz Cheriton over unpaid debt

IT reseller Cheriton Computers has been wound up by US giant Dell over an unpaid five-figure debt. Alton-based Cheriton - which is a Lenovo Premium Business Partner, Microsoft small-biz specialist and Dell registered dealer - celebrated its ten-year anniversary this month, but it won't be toasting an eleventh. A winding-up …
Paul Kunert, 18 Apr 2013

Ball-gazer on 2013: More like Crystal Maze for channel biz

Well, it’s that time of the year again: time to engage in some belated amateur crystal ball gazing to pick out the channel trends of the next 12 months. In all honesty, I think 2012 went better than any of us could have hoped, given the continued macro-economic slump throughout Europe. Considering the less-than-glorious forecast …
Tim Ayling, 01 Feb 2013

HDS: 'We're out of the traps to become a grown-up channel biz'

Hitachi Data Systems has for the first time handed its sales team in the UK and Ireland a channel component within their overall revenue target. This is one of a number of changes made by the new guard at the storage vendor in the wake of a shakeup of local management last year, including the additions of new regional veep …
Paul Kunert, 31 May 2012
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Enormo reseller Insight seeks experienced sales hands for City pad

Headhunters will be on red alert after Insight confirmed plans to establish a sales outpost in the City in a bid to snuggle up to existing and potential corporate customers. The firm has rented some space from an unspecified service delivery partner in Aldgate to rub shoulders with Kelway, Misco, Softcat, Computacenter and many …
Paul Kunert, 20 Mar 2014
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HP exec: 'CYOD' will TEAR APART the IT dept as we know it

Corporations are close to handing staff credit notes to buy or choose their own technology in a trend that will bust classic IT departments and supply chains, HP's top boss for Europe reckons. BYOD has morphed into Choose Your Own Device (CYOD) but the impact will still be just as dramatic, said Herbert Kock, HP's joint head of …
Paul Kunert, 07 Apr 2014

Plusnet wants resellers' SME customers and is willing to pay

Biz broadband and calls provider Plusnet has called on distie DMSL to muster dealers that want to flog its services to SMEs weeks after the latest web wobble. The timing on recruitment could be better for the Sheffield-based ISP following an outage on 4 March that downed services for an hour. Connectivity wholesaler DMSL will …
Paul Kunert, 19 Mar 2014
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Watch out, channel biz: Mega-services models will cut you if they can

Does the channel as we know it have any relevance to customers in today’s very complicated technical world? Forgetting the emotional kneejerk responses, which I can anticipate coming immediately, and the indignant shrieks of outrage from some legacy organisations and their dinosaur management who believe they have the right to …
Ian French, 22 Jun 2012
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Juniper Networks UK bigwig hotfoots it to Alternative Networks

Juniper UK and Ireland boss Mark Quartermaine is hot-footing it to one of the firm's biggest channel partners, Alternative Networks, where he will be COO from next month. The former IBM, C&W, BT Global Services and Azzurri exec initially joined LSE-listed Alternative as a non-exec director in January last year but his …
Paul Kunert, 24 Apr 2014
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Dell streamlines channel biz exec team

Dell has insisted it is committed to its British channel policy amidst confusion as to whether it will replace its just departed UK channel director Andy Dow. The computer vendor reiterated that it has simply rejigged its indirect sales management team and insisted it remains fully “committed” to its channel partners. “We …
Kelly Fiveash, 10 Feb 2009

Systemax's Euro tentacle set to buy ailing schools supplier RM

The word sweeping through the technology channel is that big changes are afoot at education supplier RM with the parent of reseller Misco understood to be acquiring the software and services business. Sources claimed that talks between the LSE-listed RM and NYSE-listed firm Systemax, which trades in Europe as Misco and Inmac …
Paul Kunert, 29 Nov 2013

Management buyout at Hamilton Rentals AGAIN

Hamilton Rentals is again a privately owned channel biz after the management team led a buy-out from previous proprietor Xchange Technology Group. The leasing outfit was consumed by Compel in 1996, which was itself flogged to 2e2 in 2007, before Hamilton top brass performed an MBO in 2008 and sold up to XTG in 2011. So far so …
Paul Kunert, 13 Aug 2013

Softcat smashes through £400m sales barrier

Ever expanding channel biz Softcat has reported another year of double digit growth proving there is life in the classic reseller model. The Marlow based outfit had forecast reaching £365m - £1m for each day of the year - in fiscal '13 ended July, but smashed through that target, growing 30 per cent year-on-year to hit the £400m …
Paul Kunert, 01 Aug 2013
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Channel biz in good health, says survey

The European IT market is in a confident, bullish mood with sales growth predicted to be strong and revenue expected to rise. These were the highlights of the findings in this year's European Technology survey (ETech 2007), which was published by IT Europa yesterday. Over 70 per cent of channel distributors and resellers said …
Kelly Fiveash, 04 Apr 2007
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Clock ticking for IT distie Tech Data to end accounts probe

IT channel biz Tech Data has until September to get its house in order - because that's when it must file all its delayed financial reports to regain compliance with NASDAQ rules. The world's second largest tech distributor missed the deadline for filing its Q1 2013 results this month, some 45 days after the end of the quarter …
Paul Kunert, 20 Jun 2013
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HP buys Arab channel biz

HP is buying the Atos Origin Middle East Group (AOME), to pump up its consulting business in the Arab world. Terms are undisclosed. AOME dubs itself the "leading Business Consulting and Systems Integration Partner in the region", covering 16 countries in five countries. The business is headquartered in Bahrain and has offices in …
Team Register, 22 Oct 2007

We'll miss SEC financials deadline, says accounts-blundering Tech Data

Tech Data has warned it will fail to report its fiscal first-quarter financial numbers to the US Securities and Exchange Commission on time due to a continuing investigation into its accounting errors. The channel biz has 45 days from the end of April to file the paperwork, but says it will sail through that deadline. The world …
Paul Kunert, 11 Jun 2013

Integrator 2e2 axes 319 UK staff, halts pay cheques - insiders

Troubled integrator 2e2 Group has let go 319 UK sales and admin staff and, to add insult to injury, their pay for last month is being withheld, sources claim. After weeks of negotiations by investors and bosses to keep the debt-laden business afloat, the decision was taken yesterday to call in administrators FTI Consulting for …
Paul Kunert, 29 Jan 2013
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Going into tech services? It's way bumpier than it looks

It is results season for a slew of mid-market resellers but top and bottom line growth numbers have not exactly matched the sizzling sunshine outside, and were cooled by the challenging economy. First up is Burnley's finest, Lanway Corporate Business Systems, which saw turnover in the year to 31 March 2013 dip a little over five …
Paul Kunert, 22 Jul 2013

IT spending set to SOAR in Europe ... by, er, 1.4 per cent

Slablets, smartphones and software will lead a very mini revival in IT spending across EMEA next year, but a bumper return to growth for some channel biz owners may be just out of reach. Beancounter Gartner forecasts market contraction in 2012, with the amount of cash that consumers and businesses splash on tech projected to …
Paul Kunert, 06 Nov 2012

Happy dealers, solid managers. So what's wrong at HP?

What’s going on at HP? CEO Meg Whitman has pulled out the scythe and is whipping it through the troubled hardware titan, chopping out the weak and underperforming bits and clearing a path back to a market-leading position. But trouble keeps cropping up. The latest batch came in when HP cried foul play over its $10.3bn of …
Steve Bell, 31 Jan 2013
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Calyx gives up reselling, axes jobs

Calyx has disbanded its reselling team with the loss of some jobs as it pins future growth ambitions on managed services and cloud computing. The Better Capital-owned outfit, which is also parting with CTO Joe Mayhew, said it is on the lookout for potential acquisitions in the space to boost its standing. Martin Mackay, CEO at …
Paul Kunert, 15 Sep 2011
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NEC UK abandons direct sales

NEC Computers yesterday signalled its intent to become 100 per cent indirect in the UK over the next year. The Japanese firm will take on one mainline distributor in September and about 100 resellers over the next 12 months. The vendor hopes to increase its reseller base in vertical sectors that include healthcare, finance and …
Kelly Fiveash, 23 Jul 2008
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Acer boss quits after board disses his future strategy

Acer CEO and president Gianfranco Lanci has quit the computer maker, after boardroom wrangles over the company's future left him high and dry. His resignation is with immediate effect, said Acer in a statement to The Register this morning. The company's chairman, JT Wang, will take the CEO chair in the interim, while Acer …
Kelly Fiveash, 31 Mar 2011
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Big UK resellers confident despite world's gloom

Customer demand for virtualisation, security and unified communication technologies has helped large UK resellers outgrow the European IT market over the past year. Consolidation has also helped drive growth, with the top 250 resellers’ revenues climbing 24.6 per cent to $43.7bn, well above the industry average growth rate for …
Kelly Fiveash, 20 Aug 2008