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Articles about Channel Programme

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
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

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

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
globalisation

Huawei erects channel flag in Europe

Huawei Enterprise aims to accredit a large army of foot soldiers after taking the covers off a channel programme and IT pro training camp. The Chinese manufacturer has added more meat around its expansion plans with the long-awaited, obligatory two-tier dealer framework. "The channel is a key component to Huawei Enterprise's …
Paul Kunert, 08 Mar 2012
Larry_Walsh

Survey: Deal registration will never stop channel bloodshed

When it comes to maintaining a fair and level playing field in the channel, solution providers say deal registration is the most effective tool in the arsenal of a vendor or supplier. However, deal registration itself is not always effective, according to the new 2112 Channel Conflict Study. The survey of 150 solution providers …
Lawrence Walsh, 20 Jul 2012
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
Microsoft Surface tablets

Partner firms: Microsoft kept Surface from you for YOUR OWN GOOD

Those caring souls at Microsoft initially cut the technology channel out of the Surface supply chain because execs wanted to finetune forecasting and spare sales partners from a potential inventory pile-up. Or so says Phil Sorgen, global partner veep, who reckons the path Microsoft took was "safer" for its legion of suppliers, …
Paul Kunert, 31 Mar 2014
Broke - empty pockets

No more squeaky bum moments, please Microsoft - partners beg

If there's one thing that can ruin a channel exec's week, it is arriving to work on a Monday morning to be greeted by an official document from a vendor warning of pending rebate doom. But that is exactly what Microsoft's top tier enterprise partners say they've faced in recent years - a double helping of swinging cuts to fees …
Paul Kunert, 18 Mar 2014
channel

Nokia dumps Dragon in major UK channel revamp

Nokia has terminated its distribution contract with specialist comms disties 20:20 and Data Select in a revamp of its UK channel. Filling the chasm, the Finnish giant is ushering on board Micro-P to target consumer and biz telco dealers, broadline giant Ingram Micro will handle sales to IT resellers and Kondor will become Nokia' …
Paul Kunert, 16 Sep 2011
MSA2040

HP offers enterprise fatness to small biz bods in bulked-up sales push

HP's latest MSA 2040 array is one of those cases where midrange enterprise array features have trickled down to an SMB-class product, the MSA being HP's entry-level drive array range. Meg Whitman's company is also boosting its channel programmes to get resellers selling faster to small and medium-sized businesses. In detail the …
Chris Mellor, 09 Oct 2013

Insight warns of $20 MILLION kick in the teeth from Microsoft

The impact of Microsoft's sweeping channel programme changes were laid bare last night when Insight Enterprises warned investors that its bank balance will be up to $20m lighter next year as the new fee structure takes hold. As revealed by The Channel back in early summer, Microsoft killed off its two year old Solutions …
Paul Kunert, 31 Oct 2013
channel

RSA ups channel programme

RSA Security is changing its channel programme to offer more rewards to "committed partners". The programme, called SecurWorld, will offer better rebates to resellers who are fully-certified. Dealers will also have access to a portal of support tools and training information. The company believes the issue of IT security is …
John Oates, 26 Apr 2005
channel

EMC declares war in the channel with entry-level VNXe

The unified CLARiiON/Celerra VNX line lived up to leaked expectations in EMC's announcement today, with the entry-level VNXe. The company has extended its channel programme to sell the new lower-cost systems to small and medium businesses – putting it head to head with offerings from Dell and NetApp. The VNX converges the …
Chris Mellor, 18 Jan 2011

EMC exec - we will not sell clouds direct

Half of the channel firms EMC expects to hoist into its cloud partner programme next year will be resellers, an exec at the storage giant has predicted. The 18 month-old Velocity Service Provider Programme (VSSP) has had more than lick of paint as EMC formalises engagement with channel partners to resell its two reference …
Paul Kunert, 02 Nov 2012
arrow pointing up

Mandriva rejigs channel programme

Mandriva, the Linux distribution outfit formerly known as Mandrakesoft, is revamping its channel programme. It will offer better marketing support and four different levels of relationship. Partners can choose from Standard, Silver, Gold and Platinum. Standard resellers get business and product information through an online …
John Oates, 21 Sep 2005
Intel Cloud pickets

McAfee embraces managed services providers

McAfee is to unwrap a hosted channel programme in Q3, 2012, the IT security vendor told a press briefing in Marbella today. McAfee's global channel boss Gavin Struthers said the company currently works with Managed Services Providers on a bespoke basis; the new programme is intended to bring all hosted channel initiatives under …
Drew Cullen, 12 Jun 2012
channel

Channel veteran off to Avaya

Jan Lawford is joining Avaya to head up its Europe, Middle East and Africa channel programme. Lawford is joining from distie Bell Micro where she was European Commercial Director. Her official title at Avaya is senior director of Europe, Middle East and Africa channels. She has previously worked at CHS, Merisel and RSA Security …
John Oates, 23 Feb 2009
For Sale sign detail

Sophos changes channel programme

Anti-virus specialist Sophos is tweaking its channel programme in response to a survey of its resellers. The firm's new business development team will generate qualified sales leads at firms with between 100 and 1,000 seats. Sophos is also increasing availability of its training courses - they're now run every month and it has …
John Oates, 18 Jul 2005
sea_hp_sink

HP Software goes back to drawing board with MSP scheme

HP Software is taking its global managed service provider programme back to the drawing board after admitting that it is unworkable at a country level. The plan is to rework the scheme for launch on 1 November, the start of HP's fiscal 2013, said Paul Toffis, manager for channel and alliances at the vendor. "The current …
Paul Kunert, 11 May 2012
channel

BMC unites channel programme

BMC Software is replacing its many faced channel programme, a legacy of the firm's various acquistions, with one unified scheme. In recent years BMC has bought Marimba, Magic, IT Masters and Calendra and each of them came with their own channel partners. Resellers complained that selling solutions with more than one BMC product …
John Oates, 09 Mar 2005

Trend Micro overhauls EMEA channel programme

Trend Micro has shaken up its EMEA channel programme in the hope of simplifying the business and forging better partner relationships in that region. The security software firm, which today announced strong Q1 results, said the newly created Affinity Partner Program should offer increased value for its partners. It aims to …
Kelly Fiveash, 26 Apr 2007
acer_slab_cool

Acer vows to lose its rep as cheap consumer tat-pusher

Acer UK has flushed away its previous channel programme after polishing off a shiny new scheme to underpin its pursuit of biz customers. The once high-flying consumer brand, best known for punting low-cost notebooks in huge volumes, is trying to spread its tendrils in the commercial markets and needs tools to more effectively …
Paul Kunert, 03 May 2012
fingers pointing at man

Dow leaves Dell amid UK channel shake-up

Dell is rejigging its UK indirect business after its channel director made a shock exit from the firm a few weeks ago. Andy Dow left the company just as the computer vendor begun embarking on “Phase Two” of its EMEA channel strategy. However, it’s not clear at this stage what prompted Dow's departure, barely a year after he …
Kelly Fiveash, 09 Feb 2009
The Register breaking news

Oh no! Not another channel programme!

The number of enterprise software purchase influencers in the US channel will double to 47,000 companies in 2001, a market research firm claims. As product margins and average selling prices (ASPs) slip, it becomes less attractive to jump through ever-increasing financial hoops to obtain and retain channel accreditation. Lack …
Drew Cullen, 18 Jun 2001
channel

Dell hoists resellers into the clouds

Box shifter Dell is assembling a cloud component for its channel programme with a launch set for the end of January. The Texan tech monster is working on the addition to the PartnerDirect framework but admitted defining cloud competency in third parties is more difficult than drawing up previous reseller certification …
Paul Kunert, 06 Oct 2011
channel

Huawei raids rivals' channels to pilfer dealer partners

Huawei wants to bed 1,000 resellers across Western Europe this year as it tries to crank up the pressure on rivals. The Chinese giant has already signed a bunch of distributors in the region including SDG and Micro P in the UK and recently lifted the covers off its first channel programme in preparation for more concerted dealer …
Paul Kunert, 19 Mar 2012
arrow pointing up

Pipex streamlines channel offering

Pipex has tidied up its channel programme to help make life easier for resellers while hopefully boosting the UK ISP's revenues. Up until now each of Pipex's businesses - Nildram, Pipex Internet, Web Fusion, Donhost and 123-Reg.co.uk - has operated its own channel programme. Now that the company is integrating these …
Tim Richardson, 29 Sep 2005
SolidFIre QOS

SolidFire bags blue chip execs, hopes storage street cred will follow

When a flash start-up gets a product for enterprise cloud service providers out the door it needs to become enterprise-like itself. SolidFire has done just that and recruited a trio of blue-chip storage execs. SolidFire makes modular scale-out flash arrays, with quality of service facilities, for cloud service providers. These …
Chris Mellor, 12 Dec 2012
money notes lifted up

Dell ups revenue threshold for top table resellers

Dell is trying to make its Premier club for resellers more exclusive by upping the enterprise revenue requirement to maintain the accreditation. But the move has caused some concern among the firm's channel fraternity, who are worried that the top tier will become the preserve of the largest resellers. The Texan tech titan …
Paul Kunert, 06 Jun 2012
chart

Dell channel boss turns lights down low for partners

Dell has admitted it will never be the number one computer manufacturer within the channel, where Hewlett-Packard remains at the top of the pile. The vendor, which saw a dramatic 22 per cent drop in PC shipments in the first quarter of this year, is instead hoping to be seen as the best rather than biggest "gorilla of the …
Kelly Fiveash, 26 May 2009
emc_vspex_channel

Magirus claims 'head start' from EMC on VSPEX private cloud

EMC is promoting Magirus as the go-to distributor for VSPEX after it certified 14 configurations that can be assembled at its Euro facility. The converged infrastructure – a pure channel play aimed at mid-market users – is "more flexible" than VCE's Vblock or Net App's Flex Pod, said Philippe Fossé, EMC veep for EMEA channels. …
Paul Kunert, 20 Jun 2012

CA issues 'threat' to channel

CA is to launch a channel programme to help resellers tout its threat management solutions bundle. It said the scheme, which kicks off 1 September, was in response to growing market demand from end users looking for a simplified, single solution to address a range of threats. Existing so-called premier partners and leading …
Kelly Fiveash, 30 Aug 2007
resellers_computers_desktops_workstations

IBM: Our kit needs to be sold with '-as-a-Service' on the end now 

IBM is warning that mid-market customers are now spending as much with managed service providers as they are with the classic value-added reseller that deploys tech onsite. This is according to Andy Monshaw, Big Blue's global GM for small and medium enterprise, who warns that the clock is ticking for any solution provider that …
Paul Kunert, 18 Jun 2012
cloud

Huawei bolsters UK Advisory Board

Huawei has filled out the ranks of its UK Advisory Board with a peer, an IT industry veteran and a non-exec with a finger in quite a few pies. The sleeping Chinese giant – in the European enterprise market anyway – planted former UK Trade and Investment mandarin Sir Andrew Cahn at the head of the panel earlier this year. Now he …
Paul Kunert, 10 Oct 2011
Microsoft Surface tablets

Microsoft Surface slate: Acer, resellers predict a riot

Microsoft has scored two own goals by getting into the hardware game with Surface, the software giant's design for a laptop that thinks it's a tablet: long-standing PC manufacturers are alienated, and there is growing disquiet in the channel over Redmond's decision to sell the lap slab direct. The Pegatron-built Surface slate …
Paul Kunert, 07 Aug 2012
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AMD tries to woo back channel

AMD has admitted that its channel business has been hit hard and today announced that it is to launch a new programme to claw back its marketshare. AMD channel vice president John Byrne said at a briefing in Tunis today that AMD and ATI sales and marketing teams in Europe had already joined forces, and that similar plans were …
Kelly Fiveash, 24 Apr 2007
Violin Memory 3200 Memory Array

HP's 'strained' relations with Violin: Vulture-on-the-windowsill account

It has only been a few days since HP decided to curtail its reselling agreement with Violin Memory to concentrate on its own 3PAR product. Big-mouthed bankers also had plenty to say on the move as it pertained to a rumoured IPO by Violin. But El Reg has since heard a bit of inside information from various players close to the …
Chris Mellor, 25 Oct 2012
The Register breaking news

Sony channel gets united

Sony is rejigging its channel programme to deliver one point of contact for all resellers. The electronics giant hopes the revamped scheme will help get its products into corporate accounts. Sony "1" promises to be a single integrated partner programme. One website will provide simpler communication with resellers. It will give …
John Oates, 05 Apr 2005
FalconStor

FalconStor accelerates dedupe, drives finances over a cliff

FalconStor is cranking out $19m to $20m revenues per quarter, punctuated by regular Q4 spikes, but continually makes losses. Why isn't it a healthy business making steady profits and growing? It is a storage software supplier selling a virtual tape library (VTL), continuous data protection and other products. Its co-founder …
Chris Mellor, 09 May 2012
globalisation

Big Blue claims channel targets

IBM says it is making good progress in recruiting new resellers to its revamped channel programme and will soon be adding services to its hardware offerings. In February, IBM announced plans to double the number of partners it works with and focus more resources on the small and medium enterprise market - companies with between …
John Oates, 17 May 2006
channel

Huawei inks distie deals in enterprise push

Huawei has inked a distie deal with Micro P in the UK and is understood to have inked a deal with TD Azlan across Europe as it steps up efforts to give rivals a bloody nose in the enterprise space. The Chinese giant has vowed to push all of its enterprise business through resellers and has already brought on board ex-Sun sales …
Paul Kunert, 30 Sep 2011
channel

Micron bought the ashes of crashed Virtensys

Far from backers celebrating anything like a fourfold payout after Micron bought Virtensys, it turns out the sad reality is that Virtensys was close to collapse and Micron is buying the ashes of a crashed startup. Stockholders will get nothing as the firm avoided a disastrous implosion by the skin of its teeth. The picture we …
Chris Mellor, 23 Jan 2012
The Register breaking news

BT and Cisco's new channel offering

BT Indirect Channels (BTIC) and Cisco today teamed up to announce Integrator, a channel programme that provides resellers with a one-stop shop for Cisco's kit and BT's telephony and network offerings. Integrator is in essence a virtual distribution platform for BTIC to widen its reach into SME customers, a market that brother …
James Watson, 14 Dec 2001

Bit9 wants to bin 'broken' antivirus, install whitelisting tech

Bit9 is using the Infosec show as a launchpad for its move into Europe as part of its wider ambitions to displace traditional antivirus technologies from corporate desktops and data centres. The firm is marketing its brand of trust-based application control and whitelisting as a better way of tackling the growing malware menace …
John Leyden, 24 Apr 2012
The Register breaking news

German ISDN vendor eyes UK channel

AVM, the ISDN adapter and application software maker, is looking to recruit a network of resellers and a distributor to take on the UK market. The German-based manufacturer is looking for one broadline distributor and 30 to 40 dealers to sell AVM kit and hopes to have its revamped UK channel in place by the end of 1999. AVM is …
Linda Harrison, 14 Jan 1999
The Register breaking news

HP plays channel lottery

Hewlett-Packard plans to put 59 resellers on Concorde as an incentive to sell its printers and scanners. More than that, it is planning to make one of them a millionaire. As if everyone in the channel isn't one already. The vendor has launched its MillionAir promotion, and is sending out scratchcards to resellers of its Hardcopy …
Linda Harrison, 20 Aug 1999
workman in high vis jacket bent over, super-imposed on cloud background

The reseller lining in the SME security cloud

On paper, the cloud is a wonderful thing for small businesses. It gives even the smallest of firms access to enterprise-level software, reduces capital expenditure, and is increasingly seen as being a good move for security, too. This is a turnaround in recent months, says Ben Gower, MD at Perspicuity, a UK SaaS (software-as-a- …
Lucy Sherriff, 21 Jun 2012
channel

Sepaton whups Data Domain on performance

Sepaton's sixth generation dedupe software with OST support makes its clustered system faster than Data Domain's top system, rampaging through incoming data at 43TB/hour. Sepaton produces S2100-ES2 1910 and 2910 high-end deduplicating virtual tape libraries that can have up to eight 2U head nodes clustered together, with a …
Chris Mellor, 25 Jan 2011