Articles about Channel Sales

Cat in a box, image via Shutterstock

Protected? Cosy? Pffft, Reduxio prefer 'daring stupidity'

Analysis Reduxio's array is a hybrid one with clever dedupe, and is restricted to an iSCSI interface, so let's move on. Actually let's not. Because under the covers something remarkable is going on. Co-founder and CTO Nir Peleg explained this to us press hacks at Reduxio's Israeli HQ in Petach Tikvah yesterday. At heart, he …
Chris Mellor, 09 Nov 2016
Bored cat on computer, photo via Shutterstock

Insecure IoT networks for medical data? Easily fixed, shrugs Arqiva

LPWAN Forum Transmitting medical data over an unsecured network? No problem, we can build security around it. This was the suggestion of Arqiva’s Ian Stewart at the LPWAN Forum in London this morning. Speaking on behalf of French outfit Sigfox’s UK reseller Arqiva during a panel discussion about the merits of proprietary and open cellular …
Gareth Corfield, 09 Nov 2016
Suit-and-tie-wearing man tries to meditate, take deep breaths in faux yoga pose. Photo by Shutterstock

When selling to line of business types, start with a self-help book

Channel organisations trying to sell to line-of-business people beyond the IT department need to get their hands on 1995's self-help classic Emotional Intelligence, because traditional technology-led sales tactics won't work on marketers, HR people and the other managers. Line of business people are the technology industry's …
Simon Sharwood, 27 Oct 2016

Tech Data swings and misses Wall Street moneymen's target

Tech Data's latest quarterly financials show a distributor wrestling with “weaker than expected” IT spending and trying to dip into “pockets of demand” across Europe and the Americas. The world’s second largest tech wholesaler filed turnover of $6.4bn for Q2 of fiscal year 2017 ended 31 July. This was down three per cent as …
Paul Kunert, 25 Aug 2016
ExaFlash D-Series

ExaFlash: Cheap, dense, energy-sipper will 'empower humankind'

+Comment Nimbus Data has announced its scale-out ExaFlash all-flash array at the Flash Memory Summit, with four models ranging up to 4.5PB raw capacity in 4U. The claims are pretty big and prompt the question: "Is this for real?" Nimbus' overall claims for ExaFlash start from scale and rackspace density and ultimately encompass " …
Chris Mellor, 09 Aug 2016

Sales staff exodus at PernixData as Nutanix gobbles up caching biz

Analysis Amid mounting evidence that Nutanix has bought PernixData, both companies are still keeping their lips firmly and officially sealed. Pernix insiders and several well-placed industry sources have now confirmed the acquisition privately to The Register. Separately, Dan Edson – senior director of marketing operations, automation …
Chris Mellor, 04 Aug 2016
Xeon E3-1500 v5

Intel and pals toss coins at party in the cloud, business at the back startup

Startup Velostrata, which provides users with the ability to handle varying workloads on demand in the cloud while keeping data on premises in real time, has added data migration to the cloud, and gained additional funding cash from Xeon God Intel. With its software tech, full VMs can now be migrated to the cloud and yet still …
Chris Mellor, 03 Aug 2016
The British Pound - Sterling currency tumbles post Brexit

HP Inc: Double-digit bounce due on PC prices next month

HP Inc has blamed the wobbliness of the British pound for a double-digit price hike in the UK due to kick in from the start of next month on all its commercial PC kit – but for some reason the print range is to avoid the upward swing. Sterling has slumped to a 31-year low following the outcome of the EU referendum and some …
Paul Kunert, 11 Jul 2016
Partnership

Microsoft boutiques club together for E5 licensing assault

A handful of Microsoft boutiques are linking arms in a bid to win E5 licensing deals against the bulky resellers and global integrators. E5, sold on a subscription, covers Azure, Enterprise Mobility Suite, Exchange, Office 365 and Office Delve, One Drive, Power BI, Project, SharePoint, Skype for Business, SQL Server and Yammer …
Paul Kunert, 06 Jul 2016

Sources: Nutanix poised to gobble PernixData

Exclusive Four independent sources say hyper-converged poster child Nutanix is buying hypervisor flash-cacher PernixData, thus gaining crucial technology to speed up its appliances. A Nutanix spokesman told us: "No comment." A PernixData spokesperson added: "We are not commenting at this time." A PernixData insider told The Register: " …
Chris Mellor, 01 Jul 2016
Little girl looks at camera with an "I told you so" attitude. Photo by Shutterstock  Release Information: Signed model release filed with Shutterstock, Inc

Outsourcery to perform ULTIMATE outsource as it enters administration

Manchester-based failing cloud biz Outsourcery is to undertake a pre-pack administration with Vodafone partner GCI Network Solutions waiting in the wings to buy the company’s assets. The move, exclusively revealed by The Register last week, was confirmed by AIM-listed Outsourcery to the London Stock Exchange this morning. “ …
Paul Kunert, 15 Jun 2016
Man ties laces on running shoe pre-jog. Photo by Shutterstock

Nutanix slims down code, chases after small business

Nutanix is having a crack at the medium-sized business market with a product called Xpress. The new product is a hyperconverged hardware and software bundle that Nutanix says starts at US$25,000 for an entry-level three-node cluster capable of running from 10 to 400 or 500 virtual machines. Nutanix says the secret sauce is …
Simon Sharwood, 24 May 2016
Second-generation iPod shuffle

Dell presses shuffle, revamps UK channel

Dell has given its channel team a lick of paint with some mid-level management shuffling at the UK organisation, El Chan can reveal. Andy Corcoran is set to start as regional sales director from the beginning of next month with a remit to help partner development managers squeeze more business out of the resellers they oversee …
Paul Kunert, 24 Mar 2016
ocean_648

Brocade drifts on a flat open ocean, waiting for a 5G breeze to pick up

Flat is as flat does ... Brocade is motoring steadily along while hoping for a gear shift from 5G mobile broadband. On Wednesday, Brocade said it exceeded the mid-point of its revenue estimate of $560m for its first fiscal 2016 quarter, ended January 30: sales came in at $574m, 0.35 per cent down on a year ago, and 2 per cent …
Chris Mellor, 18 Feb 2016
management social5

Two sales directors wave goodbye to Dell

Dell has embarked on a search for two new shiny-suited sales directors amid a senior-level revamp of its UK channel ops. Steve Holmes, UK commercial channel sales director, is leaving the firm after two decades. Ed Owen, regional sales director for managed service providers and resellers, has already cut and run. Under the …
Paul Kunert, 15 Feb 2016
Hammer, spanner and screw

HP Inc's channel mechanics give sales programmes an MOT

HP Inc has lifted the bonnet of its channel sales programme and loosened a few screws that governed the volume of resellers that could qualify for the top tier certification. Partner First sales launched in November - at the same time the old HP broke up - with three tracks (Volume, Value and Alliance) under which HP said it …
Paul Kunert, 21 Jan 2016
Larry Ellison on stage at the launch of Oracle's X5 engineered systems range

Oracle's SE2 update the end for some ISVs, says veteran systems firm

Three months after Oracle announced its new Standard Edition 2 (SE2) product, and seven months before it's rolled out as an automatic update for SE and SE 1, a veteran systems company has claimed Ellison's move could be catastrophic for independent software vendors (ISV). SE2 is Oracle's attempt to increase revenue from its …
 Good GCSEs should cost parents a Jesus-phone

HP takes utility computing to the kids... well the teachers

HP Inc has launched a PC-as-a-service plan to schools and unis that it promised will cost less than most students spend on their behind-the-bike-shed ciggies. This was among a raft of devices, software, services and programmes the PC and printing house bared today at the BETT technology education trade show in London. Neil …
Paul Kunert, 20 Jan 2016
recruitment_hired

Fujitsu ushers another ex-HPer into channel ranks

A enclave of former HP execs is amassing at Fujitsu with Paul McLean the latest to turn up at the company as enterprise boss for indirect sales in the UK and Ireland. This is the first appointment that Fujitsu’s channel overlord Kevin Matthews - who once ran HP’s British partner business for some years - has made since rocking …
Paul Kunert, 08 Jan 2016
array of front doors (doorswarehouse.co.uk)

It's a sales VP swap shop at hyperconverged startups

Hyperconverged startup Maxta has appointed Andrew Perry to be its SVP for sales. Xangati, a privately owned and 2006-founded virtualised server performance management supplier, has appointed Steven Velardi as its VP for worldwide sales, replacing Fred Pazos, who joined Xangati in May, 2014. So why are we interested? Perry …
Chris Mellor, 21 Oct 2015
Geoff_Barrall

Connected Data gobbled for $7.5m? More like an $80m funding round

CEO Q&A The $7.5m purchase of Connected Data by Imation can be looked at as an $80m funding round with a potential bonanza from a successful Imation restructuring-driven stock price rise. Also, as well as the $7.5m paid up front, there is a potential $5m earn-out in more Imation stock based on revenue targets in the two halves of 2016 …
Chris Mellor, 15 Oct 2015

EMC traditional storage decline accelerating

Revenues for EMC’s traditional storage products are declining faster and faster as enterprises prefer converged/hyper-converged and cloud alternatives. Analysis of EMC’s preliminary third quarter results by Stifel MD Aaron Rakers shows accelerating year-on-year declines in EMC’s traditional storage products, including VMAX, …
Chris Mellor, 15 Oct 2015
Roundabout. Pic: Roundabout Fun, Flickr

Violin adds Pure sales heft to bow with strings of new senior folk

In what almost looks like a tit-for-tat exercise, Violin Memory has gone and raided Pure Storage’s sales exec cupboard to recruit Carlo Wolf as VP sales for Europe, the Middle East and Africa. Wolf was formerly regional director of central Europe for Pure Storage, which has just IPO’d. Ironically, Violin’s former VP EMEA, …
Chris Mellor, 14 Oct 2015
JUlie_parrish

Parrish has vanished: NetApp chief marketeer leaves the parish

In comes a new chief technology officer; out goes a chief marketing officer: it looks like the Kurian effect is starting to show at NetApp. The storage biz's chief marketing bod Julie Parrish has left the company, just a short while before its big Las Vegas-based Insight event. In a statement, NetApp said: "Based on a mutual …
Chris Mellor, 21 Sep 2015
graveyard_648

HP’s controversial sales scheme isn't dead, it's just resting. There – it moved!

HP’s controversial Value System Integrator sales programme hasn’t been taken out the back and murdered, contrary to the wishful thinking from some in the channel – but it is being scaled back. The mechanism started in the public sector in the noughties as a way to beat Dell on pricing, by removing distributors from the supply …
Paul Kunert, 21 Sep 2015
storm_warning_648

HP brands Surface distie deal a 'storm in a glass of water'

An HP exec has branded the firm’s decision to sell Microsoft’s fondler in competition to its own portfolio as "a storm in a glass of water". Both HP and Dell are set to peddle the Surface Pro 3 via their direct sales forces and online – a move some channel partners described as confusing and a cause of potential portfolio …
Paul Kunert, 10 Sep 2015
Pray for Mojo

NetApp decreasing in mass as top exec exits for Catholic Uni role

NetApp’s SVP for Americas Sales and its president of US public sector sales, Mark Weber, has left the company, taking up a position at the Washington-based Catholic University of America, a higher education institution founded by the US bishops. Thomas Stanley, currently SVP for Global Partner Sales and Alliances has stepped …
Chris Mellor, 12 Aug 2015
management management3

HP grabs global senior veep Barsamian to run security biz

HP has called on channel sales veteran Sue Barsamian to take charge of the enterprise security products unit in the software division amid the breakup of the corporation. In a memo to staff, seen by us, executive veep for software Robert Youngjohns – Barsamian’s new direct report – and Enterprise Group (EG) executive veep …
Paul Kunert, 11 Aug 2015

HP PC and print channel director quits new role and company

The New Zealander that HP Inc named to run channel sales in the UK is leaving the company even before making the 11k mile trip to this sceptred isle, El Chan can reveal. Paul Boshoff was sworn in as second-in-command for the Brit outpost back in April, replacing Damian Cusick, but the PC and printer biz confirmed to us today ( …
Paul Kunert, 04 Aug 2015
Grand Fromages at Reggio Parmagiano

Moshe's Infinidat happy to SHOUT about its progress

Moshe Yanai's Infinidat startup, which came out of stealth in April with its InfiniBox array, is bragging about its growth. It recently revealed figures including: 300 per cent sales growth in the second quarter compared with Q1 2015 500 per cent growth in channel sales 53 per cent of global sales came through resellers …
Chris Mellor, 29 Jul 2015
REvolving_door

All change at NetApp: One veep joins as another goes fishing

Five sales people have left NetApp simultaneously, including VP Americas channels sales Regina Kunkle. What gives? The background is one of exec changes. Bill Lipsin became NetApp's VP for worldwide channels in May this year, coming to NetApp from Brocade where he was VP for global channels and system integrators from August …
Chris Mellor, 28 Jul 2015

New X-IO boss Miller saddles him up a new sales posse

Get a load of this; just days into his job as X-IO’s latest CEO Bill Miller has hired five execs to to shake up its sales operations. We have; Mark Zeller, VP North American Sales, and ex-Regional Vice President, US West for EMC Steve Ashurst, General Manager GM EMEA and ex-Business Development Manager at Sepaton John …
Chris Mellor, 10 Jul 2015
Leatherman

Cohesity looking to consolidate ALL THE SECONDARY DATA

Flush with cash, startup Cohesity is aiming to "eliminate the current fragmentation and data sprawl", and run MapReduce analytics using a claimed infinitely scalable, Google File System-type platform. It has had such a massive $55m second funding round it's overflowing with cash, having now raised $70m in total since starting up …
Chris Mellor, 18 Jun 2015
arrow pointing up

What hyper-converged storage really means for you

To paraphrase an old joke, ask three IT “experts” for a definition of hyper-convergence and you'll get four different answers - depending on which areas they work in and what their employers are currently trying to sell. We are going to simplify things though by looking at it through the prism of storage. This turns out to be a …
Bryan Betts, 05 Jun 2015

Acer bags its 4th – yes, 4th – UK boss in just 20 months

The revolving door at Acer is spinning furiously as the company confirmed it has appointed Preben Fjeld as its fourth UK MD in 20 months. Fjeld, who will continue to run Acer Norway, replaces Gavin Parish after he quit the business to rejoin HP’s PC and print division. A spokesman at Acer sent us a minimalist statement: “ …
Paul Kunert, 05 Jun 2015
David and Goliath in the Valley of Elah

Mutant upstart Nimble embiggens revenues – and losses, too

Hybrid array storage start-up minnow Nimble Storage saw revenues grow strongly in its latest quarter, though not enough to trouble mainstream storage vendors. Revenues in its first fiscal 2016 quarter, ended April 30, were 53 per cent higher than a year ago at $71.3m, with a net loss of $29m: it was $19.6m a year ago. …
Chris Mellor, 27 May 2015

Tech disties: What the HELL happened to our sales growth in Q1?

Tech disties’ sales growth across Europe almost halved in Q1 as the XP migration factor ran out of steam, PC business dwindled and weaker demand for Apple slabs and IBM big iron came to bear. The quarterly figures – based on sales-out data from the suppliers – collated by Context’s SalesWatch tracker, indicate turnover from …
Paul Kunert, 11 May 2015

HP UK confirms second-in-command for PC and print biz

HP trawled the international job market and its own organisation to recruit Paul Boshoff, the latest person to run channel sales for the UK PC and printer operation. The job was left vacant some months back when HP waved bye to Damian Cusick, with sources telling us he grew the business but not at the rate forecasted by task …
Paul Kunert, 14 Apr 2015
No Sale

Quantum not buying Dot Hill. Takes the OEM, master disti path instead

Contradicting rumours we heard that it was buying Dot Hill, storage biz Quantum, already a Dot Hill OEM, is taking on master channel distribution rights for the network array maker's products. Dot Hill manufactures storage systems for OEM customers such as Quantum and others, and has a focus on improving array performance with …
Chris Mellor, 14 Apr 2015

Judge greenlights class-action suit accusing AMD of securities fraud

A US federal judge has given the green light for a class-action lawsuit accusing AMD of securities fraud over the chipmaker's alleged failure to inform investors of problems with its manufacturing. The suit, first filed in January 2014 and amended in June of that year, accuses AMD of willfully misleading investors by …
Neil McAllister, 01 Apr 2015
chain_relationship_channel

NetApp channel: Can the new UK boss stop the rot?

NetApp practically wrote the first chapter on how to build a well-functioning and contented channel, but that was before it was squeezed by cloud providers and converged storage upstarts. One of the major challenges facing Elliot Howard, the newbie at the top of the NetApp’s UK management tree, who recently replaced Dave Allen …
Paul Kunert, 26 Mar 2015

Where will you place your vendor bets in 2015?

There was plenty to keep Europe’s IT channel busy over the past few months, and the rest of this year could be just as turbulent. By the end of 2014, the shakeout of major strategic changes from HP, Dell and Symantec were yet to be felt. But as 2015 progresses, this is likely to change, so keeping a close eye on developments …

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
HP cloud

HP plays the cloudy dating game with Helion Marketplace

HP GPC 2015 HP is to showcase a new dating service for its reseller partners looking to sell cloud services with Service Providers looking for a route to market. Helion Partner Marketplace is to be launched, a similar initiative to one from IBM, that allows resellers to sell, provision and bill services to customers delivered by Service …
Paul Kunert, 16 Mar 2015
wall_street

Nimble revenue diet gets fibre supplement

IPOed hybrid array market star Nimble Storage beat the street with fourth-quarter revenues of $68.3m, and lost less money than last quarter as Fibre Channel sales kicked in. Can it keep on like this? The revenue was up 64 per cent on an annual compare. Losses of $24.7m were less than the previous quarter's $28.4m, but almost …
Chris Mellor, 27 Feb 2015
French fries

AMD stops shipping chips as bloated channel begs 'Please, no more'

Beleaguered chip underdog AMD is not shipping any new gear to channels this quarter as it bites the bullet to clear existing stock swilling around the industry, estimated to have been in excess of $100m. A combination of bad forecasting, sliding PC demand and weak supply chain controls led to the inventory nightmare, and …
Paul Kunert, 12 Feb 2015

HP: We're gonna book $1bn worth of Server 2003 sales THIS WEEK

A Windows Server 2003 customer migration blitzkrieg is underway at HP's as it tries to generate $1bn of x86-related sales this week, squeezing a month’s worth of customer deals into just seven days. Microsoft shutters extended support for the operating system on 14 July, issuing no further patches or bug fixes after that date …
Paul Kunert, 30 Jan 2015
management management4

Acer slips Wang Andresen into senior Euro slot

Weeks after Acer waved goodbye to EMEA chief Luca Rossi, it has handed some control of the region’s ops to UK chief Marco Grieco Wang Andresen, who has in turn been succeeded by Gavin Parrish. As revealed by The Channel, Rossi left Acer on the eve of Christmas Eve after less than six months on the job, with little explanation …
Paul Kunert, 14 Jan 2015
Tornado_funnel

Violin Memory hires ex-Egnyter to add heat to global channel sales

Flash storage biz Violin Memory is hoping to pump up its channel sales volume by recruiting an ex-Egnyte channel sales VP to replace a guy who went to HGST. Jeff Nollette joins from Egnyte, where he spent seven months as its VP for Channels, helping to build a channel for that company's file sync and share product. Before that …
Chris Mellor, 04 Dec 2014
UCP for VMware

HDS flings cloud-in-a-box at EMC Vblock, NetApp FlexPod

HDS has started competing with EMC Vblocks and NetApp Flexpods with an offering its own managed, on-premises cloud-in-a-box. It has converged its server, storage and networking products into a Vblock-like product - Hblocks anyone? - and is using it for a managed on-prem cloud service, at a stroke providing across-the-board EMC/ …
Chris Mellor, 28 Oct 2014