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Articles about Channel Sales

Android, Chromebooks storm channel as Windows PC sales go flat

Despite all the carping about the slumping PC market, it really wasn't such a bad year for channel computing sales, with devices based on Google technologies pulling ahead as the clear winners. According to the latest numbers from market analysis firm NPD, overall sales of desktops, notebooks, and tablets through the channel in …
Neil McAllister, 24 Dec 2013
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UK channel firms rabbit-punch recession in Q4: Sales are HUGE

Blighty is again the largest tech sales territory in the European channels* after distributors reported a near double-digit growth spurt in Q4, fuelled by mobility, software and er... desktops. Numbers are in from Context, which tracks all major wholesalers' sales-out data - the kit that customers are actually buying - showing …
Paul Kunert, 27 Jan 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

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
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
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Insight grabs EMEA sales and marketing veep

Insight has plucked a former Microsoft licensing honcho to run its sales and marketing function across EMEA, at a time when it is looking to move well beyond straight software transactions. Alexander Kaatz is joining the reseller titan to fill the shoes vacated by Ashley Gatehouse, who departed last autumn along with a bunch of …
Paul Kunert, 04 Aug 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

APAC PC sales plummet 11 per cent after political upheaval

Global PC growth engine APAC suffered a record eighth consecutive quarterly decline in the first three months of 2014 thanks to political upheaval in the region and the continued popularity of smartphones and tablets, according to IDC. The analyst’s preliminary APAC (ex Japan) PC shipment stats for the period revealed an 11 per …
Phil Muncaster, 24 Apr 2014
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HP UK channel man Bourguet to be crowned consumer veep

HP UK's local channel PC and printer bigwig Pascal Bourguet is set to move into a senior position in the firm's EMEA retail biz. Bourguet rocked up at HP in 2001 as a retail manager and went onto look after major accounts including CarreFour and Dixons in Europe, as well as overseeing consumer PC sales in Blighty. He was made …
Paul Kunert, 01 Aug 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

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
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RIM PlayBook trumps new iPad in UK channel sales - analyst

RIM's once little-loved BlackBerry PlayBook tablet has outsold the latest iPad in Blighty's IT distribution channel, according to an analyst. More than 802,000 touchscreen tablets were sold in November and December compared to nearly 118,000 units in the same period of 2011 - and Apple accounted for just a quarter of this latest …
Paul Kunert, 29 Jan 2013

AMD taps gamer and ex-Nvidia exec to run its channel

Chip-maker Advanced Micro Devices continues to rejigger its executive team to reflect changes it is making in its business to attack new markets and get its channel partners peddling current and future products. On Monday, the company said in a statement that it had tapped Roy Taylor to head up its global channel sales. Taylor …
Mellanox SwitchX-2 ASIC and its switches, not to scale

Mellanox pumps up channel for InfiniBand, Ethernet pushes

Switch and server adapter maker Mellanox Technologies gave Wall Street a bit of a shock with some cable issues and a big revenue shortfall in its most recent quarter and a projected one for the current quarter after one of its OEM customers bought more product in the latter part of 2012 than they could sell even into the first …
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Online channel sales dodge the dip in 2010

Online channel sales continued to grow in 2010 pushed by HP, Lenovo and Sony, but Dell is growing fast too. Sales of notebooks, support products and desktops still dominate sales but other fast-growing categories include white goods and smaller form factor products such as cable locks. The numbers come from Icecat.biz which …
John Oates, 12 Jan 2011
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
channel_teaser_exit

HP parts with sales director Richard Logan

HP sales director Richard Logan is exiting the organisation as the printer and PCs business units collide, say channel sources close to the vendor. The shake-up at the top of the Printing and Personal Systems (PPS) biz began some months ago with Eric Cador, EMEA head of the PC division, bagging the most senior role in the region …
Paul Kunert, 09 Jul 2012
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Windows 8 wait prompts PC sales droop in EMEA

IDC has confirmed sales of PCs to distributors in Europe, the Middle East and Africa tumbled in Q3 as all the major players bought stock conservatively ahead of the launch of Windows 8. The beancounter noted "weak sell-in levels" in July and August forced a 7.7 per cent slide in shipments across EMEA and a 12.8 per cent decline …
Paul Kunert, 19 Oct 2012

Big Data’s booming. So why hasn't the channel caught on yet?

There’s a funny thing happening in the channel at the moment. Big Data solutions are absolutely booming, driven by a perfect storm of mobile computing, 4G connectivity, vast quantities of user generated content, cheaper storage, 10GbE networking, and next gen data management technologies like Hadoop. Yet despite flogging loads …
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AMD smacked by channel slump in Q2

The bean counters at AMD have done a first pass on the company's second quarter, and it is not looking so good. The company said in a statement after Wall Street called it a day on Monday that revenues in the second quarter ended in June would fall by approximately 11 per cent sequentially from the first quarter. AMD had …
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Fujitsu TS axes channel boss role

Fujitsu Technology Solutions has removed a layer of management after head of channel Martin Smith left the firm to join former colleagues at Microsoft. Talking to El Reg, Fujitsu TS boss Michael Keegan insisted Smith had opted to leave after six years of service, but that he was using the opportunity to shed some costs and will …
Paul Kunert, 06 Oct 2011
globalisation

Dell channel boss heads to HDS

Dell UK channel boss Paul Harrison is set to leave at the end of the week to join Hitachi Data Systems, The Register can reveal. In a note sent to resellers today, the Texan titan confirmed that after 11 years on board, including the last two-and-a-half as reseller lead, Harrison is in the process of handing the reins to Bill O' …
Paul Kunert, 05 Sep 2011
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Brit PC market out of intensive care thanks to XP, falling prices

The PC market is gradually on the mend after the bloodiest period in its history when businesses sweated their assets, consumers bought tabs and costly excess stock swilled around the channel. Sales went up by mid-single digits in Q1 as UK shoppers in the commercial sectors began to spend on traditional systems again, said …
Paul Kunert, 05 Jun 2014
channel

Ethernet, Fibre Channel sales boom in Q4

Networking and telecom market watcher Dell'Oro Group says that shipments of 10 Gigabit Ethernet and 8 Gb/sec Fibre Channel adapters are booming. And, somewhat surprisingly, they're not eating into each other, despite the convergence of server and storage fabrics with Fibre Channel over Ethernet (FCoE) support on mny 10 Gigabit …

Veteran vendors are shaping up for a bitter fight to the DEATH

Distributors and resellers are witnessing some pretty turbulent times in the UK and Ireland which could reshape the industry for years to come. HP has always been a leader but today it’s being attacked from all sides. A battle across the pond between the Silicon Valley stalwart and the likes of Dell, Cisco and Lenovo will have …
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Samsung UK computing chief leaves for HP PC biz

HP has plugged the gap in its local printer and PC biz following the exit of channel sales director Pascal Bourguet with Samsung UK computing GM Damian Cusick, The Channel can reveal. Popular channel figure Bourguet was handed a European remit with HP in August when he was made EMEA veep of the consumer PC biz. Cusick is …
Paul Kunert, 11 Oct 2013
Suitcase bulging with cash

Oracle pays off SEC to settle Indian channel bribery claims

The Securities and Exchange Commission (SEC) has agreed to settle an outstanding action over inducements paid by Oracle India to secure government contracts. The SEC filing notes that between 2005 and 2007 Oracle India siphoned off around $2.2m from eight different contracts with the Indian government that were worth $6.7m in …
Iain Thomson, 16 Aug 2012
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All change in the Channel

A slew of management changes have swept across the channel as the silly season starts in earnest. Distie veteran Alice Smitheman, marketing director at Azlan is set to join Avnet Technology Solutions as EMEA veep of operational excellence, a role that includes fine-tuning the firm's logistics engine. Graeme Watt, EMEA president …
Paul Kunert, 24 Jun 2011
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Samsung sales-floor rejig leads to layoffs in B2B push

Samsung has crowned Graham Long as the UK veep of corporate and IT sales following a restructure of the division to help its push into B2B. The Korean giant asked its internal sales team to reapply for their jobs, after "aligning the roles" to seven vertical markets. Whereas previously the sales force pushed either mobile PC, …
Paul Kunert, 11 Apr 2012
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Apple poaches Brit sales boss from HP's PC group

Apple has poached HP PSG channel sales director Trevor Evans to mastermind its assault on the corporate market, The Register can reveal. Evans is already on gardening leave and takes the helm of Apple's B2B partner network at the end of January, sources say. In an internal memo sent to staff and leaked to El Reg, PSG UK boss …
Paul Kunert, 07 Dec 2011
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HP plans to measure girth, thrust of channel pitches

HP will measure reseller pitch rates through the global rollout of the iQuote system, allowing it to market more aggressively or shift promotions. Developed by Tim Moyle, director at channelcentral.net – former manager at CCD – the tool was piloted by Westcoast and Avnet but has gone live across chunks of its PC, server and …
Paul Kunert, 04 Jul 2011
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Top-level execs get itchy feet at privately owned Dell

The game of musical exec chairs has started at privately owned Dell, with board-level bigwig Steve Felice exiting for pastures new and big changes happening across the channel organisation. The Texan PC baron confirmed that long-serving president and COO Felice is off to lead a new company, Filtration Group to be exact, a …
Paul Kunert, 19 Nov 2013
globalisation

WinPho sceptics cut Lumia 800 sales estimates in half

One swallow doesn’t make a summer – and week’s worth of phone sales doesn’t make a comeback. Nokia has responded to gloomy analysts sniffing at the initial consumer response to its first Windows phone. In a statement, Nokia says it’s had its highest-ever first-week sales from the Lumia 800 – but analysts say it will ship fewer …
Andrew Orlowski, 24 Nov 2011
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D-Link hooks up with new channel partner

Australian disto Whitegold Solutions has been appointed a D-Link “value added partner” to help drive the vendor’s products into the SMB markets. According to D-Link’s announcement, the appointment “extends the company’s footprint to service a growing number of channel sales opportunities in the SMB and SME markets in Australia …
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Ex-IBM channel marketeers turn hired guns

Some high-level ex-IBMers have ganged up to create a virtual channel marketing department that IT vendors can hire to either augment or replace their own marketing efforts. The company they've created is called CTX Resources, and it's based in Westport, Connecticut, which is about 25 miles from IBM HQ in Armonk, New York. CTX …
hands waving dollar bills in the air

Systemax sales grow and profits too

Systemax's investigation into whistleblower allegations against former exec Gilbert Fiorentino added $7m to its Q2 pre-tax profits but the consumer slowdown dented sales growth. The parent of US retailers Tiger Direct and CompUSA and reselllers Misco and WStore in Europe, has reported profits of $15.5m, up 64 per cent on the …
Paul Kunert, 04 Aug 2011
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Violin Memory axes 100 staff, mulls fate of PCIe flash card biz

Violin Memory is laying off staff and hopes to sell its PCIe flash card business as new-broom CEO Kevin DeNuccio tries to get the storage biz profitable. DeNuccio is dismantling the excesses of the Basile era of Violin Memory and retrenching and refocussing the business on its core market: all-flash arrays. The strategic …
Chris Mellor, 21 Feb 2014
Microsoft Surface tablets

Microsoft: That $900m Surface write-down is smarting

Microsoft will today kick-start commercial channel sales of the little loved Surface RT and Pro, as our sources predicted, but the move is being pushed through ten months later than it should have been. Redmond has already paid the price for its stubbornness: selling the device direct and latterly through a handful of retailers …
Paul Kunert, 15 Aug 2013
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Wait, what's that noise? It's HP's UK steamroller coming to a halt at last

HP's UK PC business has promised not to swipe sales from its resellers in the IT distribution channel following orders by CEO Meg Whitman. The US giant is keen to reclaim the worldwide PC sales crown from Lenovo but its performance in the channel is faltering and, simply put, not enough boxes are shifting. To reverse this, …
Paul Kunert, 18 Jul 2013
Funnel of cash. Credit: via SXC – http://www.sxc.hu/profile/Leonardini

Shape-shifting box shifter Systemax made cash... from non-IT kit

A write-off of deferred tax assets helped to widen losses at ailing Systemax during Q4 as the tanking consumer biz in North America more than offset sales growth in the Industrial Products division. It was an eventful end to another eventful year for the shrinking reseller, with turnover in the final three months of 2013 down 7. …
Paul Kunert, 05 Mar 2014
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Did a Seagate sales bloke just say 5TB drives are coming?

Has a Seagate Middle East sales guy just let slip that 5TB drives will be here in three months? He's identified on a video uploaded to YouTube as "Christian from Seagate", and his video interview has been mentioned on Twitter. The Tbreak video, below, records an interview at GITEX '11, a technology event in Dubai. Seagate has …
Chris Mellor, 13 Oct 2011

Apple will FAIL in corporate land 'because IT managers hate iPads'

Apple's "very limited success" in penetrating the corporate enterprise market with the iPad reflects the lack of control IT managers feel they have over the device, as well as the dominance of Windows. That is, according to HP exec Jos Brenkel, global senior veep of sales for Printers and Personal Systems, who said no single …
Paul Kunert, 04 Nov 2013
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Acer denies 'false and libellous claims' of Oz factory closure

Acer has issued a letter (PDF) making it plain that a media report it will close its Australian PC factory and sack many workers is wrong. “Nothing could be further from the truth and we have no plans to either stop or slow down our production capacity,” wrote Charles Chung, managing director of Acer's Oceanic Region. A report …
Simon Sharwood, 19 Jul 2013
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NetApp loses global channel sales head

NetApp's VP for Worldwide Channels, Leonard Iventosch, has abruptly left the company. He left his post two days ago with no reason being stated publicly. Iventosch was popular and has had a successful eight years at NetApp as its channel sales became more important. He was named a 2008 Channel Chief by CMP Channel’s CRN in …
Martin Edwards, 31 Jul 2008

Adobe exec puffs cloud shop: Online features are so 'compelling'... What are they again?

Creative types who prefer to buy Adobe software in boxed format rather than renting it as-a-service will from this month start to miss out on bumper "compelling" features in Creative Cloud, according to a global partner exec. The problem is, so hot are these new add-ons to the web-based suite that Stephen Snyder, veep of global …
Paul Kunert, 01 Nov 2013

HP rolling out shiny rebates programmes and tools

HP is pushing through some radical changes to its PartnerOne channel programmes and tools in a tacit admission it needs to partner more predictably and consistently with the channel. Tech vendors have for time immemorial talked up the need to be easier to do business with, but this has proven difficult for most to nail and …
Paul Kunert, 20 Feb 2013
HP ElitePad 900

HP's ElitePad 900 now so elite, you've probably not heard of it

HP has taken a cautious step back into the world of slab computing: its ElitePad 900 has finally landed in the UK distribution channel albeit in relatively low volumes. Fewer than 30,000 units of the Windows 8-powered tablets were shipped into Blighty, say industry sources, and it seems the tech giant has yet to convince the …
Paul Kunert, 25 Feb 2013
Chromebox for Meetings

Google invades videoconferencing market with Chromebox for Meetings

Google is making a play for the videoconferencing market – and hoping to get ChromeOS to be more widely used – with a special version of its Chromebox desktop computer designed specifically for remote meetings. Chromebox for Meetings $1,000 – display not included "Meetings rooms haven't really changed that much for last 25 …
Iain Thomson, 06 Feb 2014
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Red Hat steps up channel reach against Novell and Microsoft

It takes money to make money, and commercial Linux distributor Red Hat knows this. Red Hat has made no secret of the fact that it wants to get more of its sales through indirect channels. This is not just a matter of shifting the burden of sales to resellers, as is the case with most server makers, but is also a means of keeping …