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Articles about Channel Partners

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
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
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

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
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
Love

HP: We're holding nothing back from partners now, coos firm

The new, channel-friendlier HP - jolted into action by CEO Meg Whitman and losing the PC crown to Lenovo - is trying to help rather than hinder partners efforts to build global sales business with customers. A year ago Whitman told a gathering of resellers, integrators and providers of services at its global partner knees-up …
Paul Kunert, 08 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
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
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
SAP HANA

SAP plans HANA education push to channel partners

SAP is planning a serious education push to the channel about its super-fast Business Suite based around its HANA in-memory database software, which will be the basis for all of the company's future apps and development projects. "This is going to be an ongoing process," Ken Tsai, VP of HANA product marketing, told The Register …
Iain Thomson, 11 Jan 2013

Partners to Microsoft: We are NOT ready for cloudy stuff yet

Microsoft has delayed and in some cases completely scrapped a raft of cloudy changes to its Partner Network that were due to be put in place from as early as January. This follows responses from channel partners that they were not ready for the overhaul, which Microsoft made public at its WPC knees-up, because their cloud …
Paul Kunert, 27 Nov 2013

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

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

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

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

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

Big Blue seeks romantic partners with a view to money, maybe more

IBM has turned dating agent to pair together lonely MSPs and ISVs that want to jump into bed together on specific projects, and from October, Big Blue will try to lure in punters to ogle the services. The Solution Store is already up and running for channel partners - some solution providers resellers with a burgeoning MSP biz …
Paul Kunert, 23 Sep 2013
New HP logo

HP tries to tempt fussy partners with juicy new rebates

HP partners have another four months to ponder how many hoops they'll have to jump through under the revised membership set up for HP's PartnerOne programme. The rewards? The tech giant has promised new rebates and fewer certifications. This new tiered structure - the second big set of changes to be made to PartnerOne this year …
Paul Kunert, 10 Jul 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

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

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

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

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

Avaya UK boss tears UK channel partners list in HALF

Anyone in Avaya UK's direct sales force wanting to bypass the channel must justify it to recently landed country chief Simon Culmer. It seems that Culmer, who pitched up at the unified comms vendor in May is staging something of a channel love-in – but not all of the current 800 resellers/integrators will be smothered with hugs …
Paul Kunert, 25 Jul 2012
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
management cloud5

HP to partners: Flog our public clouds ... don't worry, you'll get paid

HP has rolled its public cloud services into a referral programme for resellers and global systems integrators but those channel partners will need to wait until the summer before they can bill customers directly. Private and managed cloud services are already available to partners but to date the public cloud under the Cloud …
Paul Kunert, 01 Mar 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

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

Surface Pro for enterprise: We name the dates and the lucky partners

The clock is ticking for Microsoft to get its house in order before Surface Pro launches in the UK business distribution channel in the middle of next month, say our people on the inside. As revealed by El Chan this week, five resellers are talking to Microsoft execs in Redmond about stocking the slab: Misco, Insight, Kelway, …
Paul Kunert, 02 Jul 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
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
IBM logo

Big Blue cedes software and systems training biz to partners

IBM is getting out of selling education and training services to customers for its Software Group and Systems and Technology Group, and shifting to an indirect sales model through a new training channel that it has set up. Steve Mills, who is in charge of the converged Software and Systems Group (which even IBM doesn't talk …

Microsoft 'in talks' to recruit UK partners for Surface Pro biz sales

Secret squirrel conversations are taking place between Microsoft and five B2B resellers over flogging Surface Pro to corporate customers, The Channel can reveal. Up to now Microsoft has sold Surface Pro only via its webshop direct and through a few select UK retailers including PC World and John Lewis. The device launched in …
Paul Kunert, 01 Jul 2013

Cisco: Listen up, partners – we need to close the skills gap

Cisco is piloting a graduate sales training scheme for channel partners stateside ahead of an expected launch in Europe next year. For the last decade Cisco has run an internal Cisco Sales Associate programme but given the perennial skills gap that usually exists somewhere in the channel it is trialling a partner version. The …
Paul Kunert, 19 Oct 2012
HP CEO Meg Whitman at Discover 2012

Whitman vows to end channel conflict at HP

Direct-sales staffers who continue to pilfer deals from under the nose of channel partners do not have a long-term future at the company, top brass at HP claim. A Rules of Engagement template has been devised by the vendor, designed to give confidence to partners that their investment in certifications to specialize in products …
Paul Kunert, 20 Feb 2013

EMC channel boss cements partnerships with cold hard cash

EMC's channel boss for EMEA has puckered up to give channel partners a big rebate and marketing smacker. The storage behemoth staged a channel love-in during 2012 - in the wake of its dwindling Dell OEM relationship - by making resellers and integrators its primary route to market in all but the largest enterprise customer …
Paul Kunert, 05 Feb 2013

Microsoft turns UK channel over AGAIN

If there's one thing channel partners hate, it's frequent change: but that's exactly what enterprise resellers sitting at Microsoft's top table are facing once again - another massive renovation of the deal reg fees system. The new lot will be introduced on 1 October, 16 months since the last overhaul, and though Microsoft …
Paul Kunert, 18 Jul 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
management cloud4

McAfee: Not all partners are cut out to be SaaS providers

UK channel partners "need a lot of handholding" when it comes to software-as-a-service solutions, EMEA president Gert Jan Schenk has said. Speaking to El Chan at the McAfee EMEA Channel Summit, Schenk said that software-as-a-service was something the firm was introducing "carefully" in Blighty. "Cloud is a buzzword and …
cloud

Dell channel chief gives SonicWALL partners a cuddle

Dell's global channel chief has moved to soothe any "anxiety" among SonicWALL's 15,000 resellers worldwide about the acquisition. The one-time direct selling purist this week went public with its intent to buy the firewall and threat management software and appliance maker for an undisclosed amount. Greg Davis, Dell veep and GM …
Paul Kunert, 15 Mar 2012
Suitcase bulging with cash

Microsoft: Here's some cash, channel. PLEASE sell Office 365

Microsoft is hurling cash at enterprise channel partners to persuade them to convince customers to sign up to Office 365. Under an Enterprise Agreement licence promo, large account resellers get $40 per seat for the first 3,000 seats they sign up and $5 for each additional one. The offer, which applies to a minimum order of 250 …
Paul Kunert, 10 Apr 2013
Love

TalkTalk Biz cosies up to channel

The man at the top of Talk Talk Business (TTB) says it uses the direct sales force to keep channel partners on their toes. This is a novel strategy for a company that wants to do more business with resellers and integrators, and to spread the word it is the third fourth largest ISP in the UK. Charles Bligh rocked up at TTB 15 …
Paul Kunert, 07 Mar 2013

HP: We will never sell 100 per cent through the channel

HP's EMEA boss Peter Ryan can't foresee a time when it will sell entirely through the channel but has "no problem" if the level of business transacted directly with the customer shrinks considerably. His comments come after CEO Meg Whitman told folks attending last week's Global Partner Conference that she will not tolerate …
Paul Kunert, 28 Feb 2013

Dell greases Euro storage partners' palms with $10m

Dell is putting $10m discount dollars on the table for Western Europe channel partners who close enterprise business by the end of the year. Partners will get their cash via an additional discount of 5% on all "qualifying" orders between now and New Year’s Eve. The enterprise orders that count are Dell PowerEdge, Compellent, …
Chris Mellor, 14 Nov 2012

Microsoft partners seriously underwhelmed by Windows 8.1

Microsoft CEO Steve Ballmer promised a flood of touch-enabled devices to fill the market as he previewed Windows 8.1, but is the technology channel raring to snap them up? Not really, it seems. Redmond's very own bald eagle last night said the "rapid release" upgrade - which comes with a revolutionary Start button - will blend " …
Paul Kunert, 28 Jun 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

Citrix: Hey channel, we're BAAAA-ACK. Can't flog clouds without you

Citrix is to again allow resellers to sell a portion of its cloudy wares. The vendor claims that the increased size of the market means supporting a channel is now economically viable. The Citrix SaaS Advisor programme is to be rolled out over the coming months with resell and referral elements for office software products such …
Paul Kunert, 01 May 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 …

Oracle partners drool over juicy £750m ERP framework

Oracle channel partners are gearing up for a mega software and shared services framework worth up to £750m over three years via the Foreign & Commonwealth Office. A Prior Information Notice was released last week and covers the upgrade of ERP platforms including business intelligence and enterprise data warehousing, as well as …
Paul Kunert, 29 Jan 2013
box_shifting_channel

Social media and the channel marketing Fear Factor

Are your favourite vendors helping you to market successfully? We just published a report for our clients where we highlight best practices in marketing enablement, based on a series of interviews with 10 channel partner marketing executives. The majority of these were companies with over $10bn in revenues - so they could afford …
Peter O'Neill, 04 Jan 2013