Articles about Channel Programme

NetBackup_5240

Veritas backup appliance sees red

Veritas has upgraded its 5200 deduplicating backup appliance line from the 5230 to the 5240, increasing both capacity and also speed through having faster processors. It has also lowered the energy consumption, increased the number of networking ports, and altered the wavy line scrolling across the bezel from yellow to red. …
Chris Mellor, 13 Jul 2016
Hadoop

Great news, investors of Hortonworks: Only $179.1m net loss in 2015

All that glitters in the world of big data is not necessarily gold - just ask Hadoop-flinging Hortonworks and its army of investors that are today counting the latest annual losses. The Santa Clara-based business reported revenue of $121.9m for the twelve months ended 31 December, versus $46m in the prior year, as customer …

Official: EMC concedes defeat on certified partner sales volumes

The top line on page one of the Vendor Channel Management Handbook is all about listening to and acting upon advice from partners. EMC’s US management might want to re-read this. The storage titan has finally climbed down on a heavily criticised element introduced to the global Business Partner Programme that was launched last …
Paul Kunert, 25 Jan 2016
paper cut-out men holding hands in linked semi-circle

Hortonworks: Fly, my channel army, fly (oh, and help us turn losses into profits)

Hadoop challenger Hortonworks is formalising links with channel folk to spread open source gospel to a wider audience – and maybe, just maybe, help it turn losses into profits. The developer of Big Data wares already has 1,500 partners trade customers including ISVs, independent hardware vendors, consultants and resellers. …
Paul Kunert, 14 Jan 2016
empty_pockets_648

Microsoft: Enterprise channel programme will 'not' disappear

The new exec currently lowering himself into the UK channel chief’s chair at Microsoft said the company has no plans to kill off its enterprise licensing channel, contrary to popular opinion. This week, various Licensing Solutions Partners (LSPs) told us that, based on the reduction in fees Microsoft pays out on volume …
Paul Kunert, 22 Oct 2015
management consumerisation

Veritas-free Symantec: what is glittery and easier to slip into?

Efforts to jump start revenue growth at Symantec started today with a revamped channel programme that threatens to shower third party sellers with more cash, coughed more frequently. The Symantec Secure One follows sales declines of enterprise security in three of the past four quarters at the corporation, and comes as it lops …
Paul Kunert, 05 Oct 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

HP: do box shifters have a future? Hmmm, maybe not a bright one

HP GPC 2015 The break away HP Inc - the PC and print business - is polishing off a brand spanking new channel programme that it says for the first time will not only favour those transacting huge volumes of kit. The as yet unnamed framework - HP is going public on the branding tomorrow - will include three tracks: Volume, Value and …
Paul Kunert, 17 Mar 2015
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
Columns of coins in the cloud

AWS: Wanna join our MSP club? The bar is high, says UK boss

Managed Services Providers - still the most sought after of all channel partners types - can now jump through some hoops to scoop a badge of certification from Amazon Web Services. The infrastructure services firm is formalising relations with MSPs via an extension to it’s programme in a bid to sort the wheat from the chaff. “ …
Paul Kunert, 12 Dec 2014
MSA 1040

It'll all end in tiers: HP tosses small biz another 3PAR-flavored bone

HP is adding some 3PAR-class storage services to its MSA entry-level arrays: automated data tiering, virtualisation and thin provisioning, and more, all via a firmware update. This continues a steady upgrading of MSA functionality. The MSA 2040 model is getting: Archive tiering that shunts cold data from fast SAS drives to …
Chris Mellor, 18 Nov 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

The British are coming! The British are coming! And they're buying Surface fondleslabs

In a small corner of the IT industry, Microsoft is toasting a success of sorts: its relatively unloved Surface tablet is gaining customers and has unseated Google's Nexus slabs in the popularity stakes in the UK. Shipments of all fondleslabs into retailers and distributors in Blighty swelled 20.4 per cent, year on year, to 2.15 …
Paul Kunert, 30 May 2014
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
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

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

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

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
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 …
Chris Mellor, 09 Oct 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

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
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

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
Violin Memory 3200 Memory Array

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

Exclusive 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
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
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
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
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
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
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 …
Drew Cullen, 12 Jun 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
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
FalconStor

FalconStor accelerates dedupe, drives finances over a cliff

Comment 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
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

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

Infosec 2012 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
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
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
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
channel

Micron bought the ashes of crashed Virtensys

Analysis 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
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
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 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

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
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
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
globalisation

HP Networking emerges

HP has announced a new HP Networking brand, under it which it will offer an edge-to-core set of sub-brands: the A Series; E Series; V Series; and S Series products. The ProCurve and 3Com brands will go away. In a webcast today, HP EVP and general manager for enterprise servers, storage and networking David Donatelli said that …
Chris Mellor, 19 Apr 2010
chart

NetApp tried to buy Snap NAS business in 2004

Here's a fascinating bit of history: NetApp tried to buy the Snap network-attached storage (NAS) business back in 2004, according to people with knowledge of the events. In November 2003 NetApp announced it was buying Spinnaker Networks and the acquisition completed in February 2004 at a cost of $300m to $330m. Then Snap was put …
Chris Mellor, 10 Jul 2009
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
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 …
John Oates, 23 Feb 2009