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Articles about Channel Strategy

Europe outline map

Violin Memory shuffles out 'half-price' PCIe flash cards to eager tech channel

Companies with good products can screw up in Europe through inappropriate strategies for the technology channel which sells their products and head-office bureaucracy. A case in point is Violin Memory, at least according to sources in the channel, although they say the situation is improving. Stephen Rose joined Violin Memory in …
Chris Mellor, 13 Jun 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
Dell logo in crosshairs

Private Dell: We will not suddenly try to cut out the middleman again

Dell has signalled to channel partners that its transition to private ownership will not mean a return to strategy that it was once famous for - cutting out the middlemen. Shareholders yesterday took just twenty minutes to pass CEO and founder Michael Dell's proposal to remove the company from the NYSE in return for $24.9bn in …
Paul Kunert, 13 Sep 2013
channel

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 …

Acer shakes fist at rising DRAM and R&D costs

Acer has swung to a calendar Q2 loss caused by rising component costs and R&D investments, the Taiwanese PC maker has claimed. The world's fourth largest shifter of computer tin reported operating losses of NT$613m (£13.2m) for the three months ended 30 June compared to an operating profit of NT$433m (£9.3m) a year earlier. " …
Paul Kunert, 07 Aug 2013
channel

i365 needles VAR channel

Giving the VAR channel a "poke with a hot needle" is i365's idea of an attractive offer giving small and medium enterprise resellers a way into the cloud backup service business. The company, fully owned by Seagate, sells the EVault – software running in an X86 appliance – to back up data to its data vaults in the cloud: which …
Chris Mellor, 17 Nov 2010

Looking to sell the cloud? You're going to need references

Over the past few years, industry conversations around cloud computing have shifted. Whereas they initially focused on customer organisation benefits, such as lower costs and greater flexibility while using services, today we realise that cloud technology is in the process of fundamentally transforming the IT supply chain itself …
Philippe Fossé, 23 Aug 2013
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
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 …

Symantec: We've lopped off half our heads, but look how well we're doing now

Storage and security software behemoth Symantec reported increased revenues but profits down in its first fiscal 2014 quarter, as CEO Steve Bennett's companywide reorg made some progress. Symantec's new strategy of focusing the sales firehose on service providers looks like it's beginning to pay off. First quarter fiscal 2014 …
Chris Mellor, 31 Jul 2013
axe_channel_teaser

Symantec CEO: I'll AXE up to 4 in 10 execs by July

Symantec's profits collapsed last quarter amid a company-wide restructure that will axe bosses and rejig routes to market. For the final three months of fiscal 2013, which ended 31 March, the company's earnings tumbled 66 per cent on the year before to $188m (£121m). Turnover climbed four per cent to $1.748bn (£1.13bn), the …
Paul Kunert, 08 May 2013
EMC

EMC warns sales bods: Steal deals and it's no shoes for your kids

EMC will strip commissions from its direct sales bods if they snatch deals from resellers and integrators. This is one of the Rules of Engagement the storage giant has come up with to end conflict in the channel between its staff and third-party box-handlers. Philippe Fosse, veep of EMEA channels at EMC, said his company is …
Paul Kunert, 30 Jul 2012
John Lewis, inside Magna Park

John Lewis to respray with coat of Oracle ERP: Don't worry, we won't be 'wall to wall' Larry

The CIO of John Lewis makes no apologies for what he’s about to do. Quite the contrary. I’m meeting Paul Coby at John Lewis's offices in Victoria, a concrete tower fitted with JL’s fittings and furniture that overlooks the jumbled innards of London's £700m upgrade of the Victoria underground line. It's also a tube-strike day. It …
Gavin Clarke, 05 Mar 2014
channel

Ex-IBMer to direct Red Hat's US channel

Red Hat has brought in some big-blue muscle power in a strategy to expand and consolidate its worldwide channel. The Linux distro on Wednesday named 25-year IBM veteran Mark Enzweiler as vice president for North American channel sales. Enzweiler recently served as vice president of global channel strategy and sales for Lenovo, …
Gavin Clarke, 04 Oct 2006
Netapp new logo 75

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
channel

Dell guns for more European channel love

Dell yesterday launched its top tier Certified Partner program in the hope of picking up much-needed sales from the indirect SME, server and storage market. The computer giant’s EMEA channel veep Josh Claman said that 10,000 registered partners in Europe can help prop up flagging revs and profits at the firm by cosying up to …
Kelly Fiveash, 17 Jun 2008
channel

Isilon installs ex-NetApp channel boss

Leonard Iventosch, the previous and abruptly departed head of NetApp global channel sales, has turned up at Isilon as VP for channel and OEM sales. No public reason was given for Inventosch's exit from NetApp at the end of July. Three months later he is at Isilon, which makes and sells clustered network-attached storage (NAS) …
Chris Mellor, 31 Oct 2008
channel

Tumbleweed blows across channel

Messaging security vendor Tumbleweed recently adopted a new indirect global market strategy but reckons direct sales will continue to grow. The firm, which has traditionally stuck to the direct business model and a customer base primarily made up of government, banking, finance and healthcare organisations, said it hoped to …
Kelly Fiveash, 12 Sep 2007

Symantec: We 'stubbed our toe' on Backup Exec, but we'll be fine

Symantec's new broom CEO has presided over record final quarter - at least for revenues - and full year 2013 results. This is despite the company being in the middle of a management clear-out, profits droop and wholesale sales operation revamp. Revenues for the fourth quarter, which finished on 29 March, were $1.75bn, a record …
Chris Mellor, 09 May 2013
McAfee shield

Mcafee gets fierce about resellers (but in a good way)

To Marbella, for sun, sea and the McAfee EMEA partner summit. We saw little in way of breaking news from the conference: McAfee is squirrelling away the big announcements for its annual Focus security shindig in Las Vegas in October. And we have little to write about life at McAfee under Intel, which bought the company for $6. …
Drew Cullen, 20 Jun 2012
Warning Stop

Channel to Dell - you've lost

The channel model wars are over, and Dell lost, one industry pundit declared today. President and CEO of Canalys Steve Brazier, kicking off Acer's international press jamboree in Madrid this morning, said that any vendors contemplating a jump from a direct-only model into the channel could not expect a soft landing. While …
Joe Fay, 21 Sep 2007
fingers pointing at man

CA shakes up European channel

CA, previously known as Computer Associates, wants thirty per cent of new business to come from indirect partners and it will both weed out existing European partners and recruit new resellers. Ned Jaroudi, VP of partner marketing for Europe, Middle East and Africa, said: “Partners and customers need to get value out of CA. We …
John Oates, 23 Apr 2007
chart

NetApp gets new channel manager

Network Appliance has appointed a new boss to run its European sales channels. Juan de Zulueta left his post as director of southern Europe and Latin America at Brocade to take the NetApp job. Prior to that he was EU director of storage at IBM. In a statement, NetApp said Zuletta will take responsibility for NetApp's channel …
Mark Ballard, 05 Sep 2006

Psst, want to make a killing? Flog clouds to small biz. Trust me

Unless you've been living in a supplies cupboard for the past year, you'll know that the buzzword de jour is cloud computing. It seems everywhere you look, somebody is promoting or trying to sell a cloud solution. Ball gazers at IDC estimate that by 2020, the cloud will generate a worldwide services and enablement market worth …
Dominic Webb, 08 Jun 2012
hands waving dollar bills in the air

Microsoft shakes up the UK channel

Microsoft is shaking up its channel strategy to better support existing partners and to add new companies. Microsoft UK director of channel development Karl Noakes told The Reg: "There's two parts to this: it's a message to existing partners that there's change in the wind and they need to change too. And it's a message to new …
John Oates, 21 Feb 2007
homeless man with sign

Acer UK disties expect big things of new boss

Distributors have backed incoming Acer UK boss Neil Marshall to turn the ailing operation around and confine the channel-stuffing saga to history. As revealed first by El Reg, Marshall was parachuted into the UK organisation after previous incumbent Bobby Watkins was shown the door following a staggering drop in sales. An …
Paul Kunert, 01 Dec 2011
Cisco-Citrix VXI partner logo

Cisco, Citrix link arms for VDI partner push

Citrix and Cisco are arch enemies in the online meeting racket, with their respective GoTo and WebEx online collaboration services, but they do agree on one thing: virtual desktop infrastructure is such a big market, and such a messy and complex sale, that they must cooperate to realize the potential revenue streams that can …
homeless man with sign

HP Software targets more customers with fewer partners

HP Software will cut its number of partners targeting mid-sized enterprises in Europe from 1200 to 300, as it reorganises a channel that had become swollen in the wake of its four-year acquisition drive. The overhaul comes as part of its Business Class channel program, and coincides with a new focus on the mid-sized enterprise …
Joe Fay, 19 May 2010
The Register breaking news

Intel seems to be developing cunning MMX3 channel plan

A senior Intel executive would tonight neither confirm nor deny that his company was changing its channel strategy and selling 370-pin Celerons complete with motherboard and other integrated features. But Intel has to do something to recover the situation, given that AMD has wooed its distributor channel tactically and …
Mike Magee, 29 Oct 1998
cloud

STEC going SAS and PCIe

Enterprise flash drive supplier STEC is sampling a SAS version of its ZeusIOPS solid state drive with its major OEMs and developing a PCIe product. Currently the ZeusIOPS flash product ships with a 4Gbit/s Fibre Channel interface. This is sold by EMC, IBM, Compellent and others as an enterprise solid state drive (SSD). STEC has …
Chris Mellor, 06 May 2010
Symantec

Symantec nabs PC Tools for added street cred

Security and storage giant Symantec has agreed to buy specialist Australian-based anti-spyware firm PC Tools. Terms of the deal were undisclosed in Monday's announcement. Subject to regulatory approvals, privately-held PC Tools will join Symantec's consumer security division. Symantec already has PC utilities and anti-sypware …
John Leyden, 19 Aug 2008
The Register breaking news

Rapid sells MacLine as Apple readies channel cull

UK reseller Rapid Group has sold its two of its four Mac channel operations, well-known mail order dealer MacLine and AppleCentre Cambridge. That leaves Rapid with Thames Valley Systems and London-based C J Graphics. The latter was acquired from previous owner Floral Street Plc only a few weeks ago. The move will see MacLine …
Tony Smith, 26 Feb 1999
cloud

agámi sales VP casualty finds home

Michael McGuire, described as an ex Sun VP for Americas storage sales, has joined Nexsan, where he becomes the grandly titled Chief Commercial Officer. In fact he joins from the data highway road kill that was once known as agámi. His title translates into being responsible for worldwide sales, marketing and business development …
Chris Mellor, 18 Nov 2008
globalisation

Violin tunes up for billion dollar flash gig

Violin Memory CEO Don Basile reckons Violin can repeat what Connor Peripherals did in disk drives, Cisco in networking, and NetApp in file storage; become a billion dollar a year revenue platform company. He'll do it with flash array technology because spinning disk is going to become rust, failing to keep up with the I/O …
Chris Mellor, 25 Jun 2011
Fujitsu Siemens

Fujitsu Siemens bangs energy efficiency drum

Fujitsu Siemens Computers (FSC) is punting a leaner, greener channel strategy to its partners. FSC, which has been undergoing restructuring in the face of a tough market, confirmed last week that it had hired a new channel accounts director. Steve Torbe will take on a far broader portfolio when he begins the new role on 1 …
Kelly Fiveash, 31 Aug 2007
channel

IBM goes after small biz

Big Blue is changing its channel strategy to better serve small and medium businesses. Joe Senior, of IBM's integrated partner team, said: "This is a global initiative with significant investment of dollars and people." IBM wants to double the numbers of partners it has serving the Small and Medium Business market. Senior said …
John Oates, 22 Feb 2006
Dell

Dell bets big on storage

Dell is spending $1.4bn on storage company EqualLogic, which specialises in iSCSI storage area networks optimised for virtualisation. The direct-selling PC giant says the deal is done, it will hit earnings by 2 to 5 cents per share each fiscal year until 2010. The firm reckons hit is worth taking though to increase its share of …
John Oates, 05 Nov 2007
The Register breaking news

Oracle rolls more Sun heads

Oracle has laid off additional Sun workers in Europe and Asia, according to a company SEC filing. Back in January, when it ate Sun Microsystems, Oracle bragged that it was hiring 2,000 people to boost its Sparc hardware and Soladfris Unix business, but it looks like a lot more people will be going from the Sun unit than newbies …
arrow pointing up

HP UK details direct customers

Hewlett-Packard has at last come clean about how many customers it will serve directly in the UK. HP's channel partners have been concerned since the proposal was announced earlier this year. HP has now revealed that there are 445 companies on the list. These are entitled to buy kit and services directly from HP without going …
John Oates, 07 Jun 2005
Sun

Sun slots slumping storage unit into server group

Sun Microsystems will fold its long-wobbling storage unit into its server unit, forming a single entity dedicated to building hardware that benefits man - or at least Sun's bottom line. Current server chief John Fowler will lead the combined unit, Sun said today. This seems to indicate that CEO Jonathan Schwartz has an awful …
Ashlee Vance, 01 Oct 2007
The Register breaking news

Voller goes to NCI

Steve Voller, formerly MD of Netscape Emea, has become vice president of Network Computer Inc in Northern Europe. Voller, who before then, worked for IBM Emea in a role which included implementing Lou Gerstner’s channel strategy in Europe, is an industry veteran. He was formerly MD of distributor Macro Micro and had a previous …
Mike Magee, 21 Aug 1998
The Register breaking news

MS joins ASP ranks with Office 2000 rental

Microsoft is to take another step toward dealing direct and cutting out the channel with the launch of its online rental service next year. The software vendor yesterday outlined its strategy for Office Online -- it will start by leasing Office 2000 over the Net -- and named BT as its chief partner in the UK. Microsoft named 15 …
Linda Harrison, 10 Nov 1999
arrow pointing up

Cisco restructures into theatres

Networking giant Cisco is restructuring itself to align with four geographical areas or "theatres". Its business will now be run within: Emerging markets, European markets and United States and Canada. The existing Asia Pacific and Japan theatre will not change. Ex-UK MD and channel specialist Paul Mountford is taking charge …
John Oates, 07 Jun 2005
The Register breaking news

Red Hat to dump retail, devolve package work

Red Hat will abandon retail shrinkwrap software when it releases "Cambridge," its next major upgrade, says Linux and Main, citing "company communications with employees and developers" as sources. The move will be implemented along with changes to the company's distribution and development procedures, according to the site - …
John Lettice, 21 Jul 2003
The Register breaking news

Compaq demands 15 per cent cuts from component makers

The local Taiwanese press is reporting that Compaq has asked its suppliers on the island to cut their prices by 15 per cent. Earlier this week, Compaq started finalising its plans to sell PCs direct over the Web, rebating former channel partners, soon to be called agents, for passing on sales leads. Compaq prices had been much …
Mike Magee, 07 Jul 1999
The Register breaking news

CHS press conference starts with CAOS

You turn up in Holland and things start getting weird… CHS Electronics seemed to be distributing more than its usual PCs this morning. Journalists waiting in Holland’s Eindhoven airport for their lift to today’s CHS press conference were met by a flustered woman waving a sign marked "CAOS". The group brushed her away, assuming …
Linda Harrison, 12 Jul 1999
The Register breaking news

Fujitsu Siemens breaks into the black

ComputerWire: IT Industry Intelligence Fujitsu Siemens Computers BV has finally broken into the black and has forecast that it will be able to achieve revenue growth ahead of the overall IT hardware market in the current financial year. In the year to March 31, it made pre-tax income of 29m euros ($26.4m), up from a loss of …
ComputerWire, 09 May 2002
The Register breaking news

Maxdata goes on a VAR hunt

Maxdata is stepping up its channel strategy for PC sales in the UK, with plans to recruit 30 VARs this year. The vendor, which started shipping desktops to system builders last July, said it was hunting for resellers to sell its four ranges of Maxdata Artist systems. It also aims to get more PC assemblers to switch to buying its …
Linda Harrison, 27 Jan 2000
The Register breaking news

Intel woos dealers with soft dollars

Intel has re-vamped its channel strategy and announced initiatives including marketing programmes, discounts, and use of an official logo. The Authorised Solution Provider programme designates some dealers as "preferred sources" for Intel’s products and services, and includes a certification scheme which means such dealers must …
Team Register, 10 Sep 1998
The Register breaking news

Chicago to host fourth Apple retail outlet

Apple is hoping to move into a gap vacated by... er... Gap - and it's going to open one of its High Street retail stores there, the first such opening outside California to be revealed. The store's location is Chicago, on the corner of Michigan and Huron. The story comes from local paper Chicago Business, which claims the Mac …
Tony Smith, 22 Nov 2000