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Articles about Channel Partners

chain_relationship_channel

Some vendors know how to treat a channel

Current research indicates that we are seeing vendor-channel partner relationships changing quite dramatically, and for the better. Let’s be honest: the old-school formula for channel effectiveness was based on a cost-determined division of labour: Tech vendors invented, marketed, and then sold direct to the bigger, more …
Peter O'Neill, 18 May 2012
union_jack

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
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
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Woohoo! UK IT channel insolvencies plunge to pre-credit-crunch levels

Insolvencies in Britain's IT distribution channel have plummeted to pre-global economy meltdown levels according to credit reference agency Graydon UK. Some 57 companies went under in the fourth quarter of 2012, representing a fall of more than 35 per cent on the same period a year ago when 88 businesses went to the wall. The …
Paul Kunert, 10 Jan 2013
management strategy4

Security vet Rafferty rocks up at Clearswift with bold plan

Security industry vet Ciaran Rafferty has been tapped up by Brit content and email traffic filtering firm Clearswift to run global sales. Billed by the firm as an industry rainmaker - someone that can conjure clients and cash - Rafferty has bags of channel experience gained in numerous previous roles. According to the man he'll …
Paul Kunert, 11 Mar 2014
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HDS channel boss: We must become relevant to resellers

Hitachi Data Systems wants to make itself relevant to the channel by working deeply with fewer partners on specific biz plans. The Japanese storage firm has undergone a shakeup during which regional veep and GM Stephen Ball pitched up last summer and 11-year Computacenter veteran Neill Burton joined in January. Burton, UK and …
Paul Kunert, 28 Mar 2012
fingers pointing at man

Microsoft: OK, Office 365 sellers – you can be customers' 'first contact'

Microsoft has relinquished more control over the way third-party suppliers can manage Office 365 and Windows InTune punters, finally making the channel the "first point of contact" for customers. It is now three years since the online productivity suite hit the streets. It took two years until Microsoft would allow third-party …
Paul Kunert, 16 Jul 2014
InsightEnterprises

Microsoft price hikes start to bite down on EMEA partners

Microsoft's UK price rise at the start of the summer is starting to dampen the financials of partners on this side of the Atlantic, certainly if Insight Enterprise's EMEA results are a metric. The reseller giant navigated through through a choppy Q3 to report growth in profits despite a slide in sales led by weaker demand for …
Paul Kunert, 01 Nov 2012
Suitcase bulging with cash

Big Blue hands bulging $4bn suitcase to partners to grease IT sales

In the hope of pumping up sales of hardware, software, and services over the next 12 months, IBM is taking $4bn of its own cash and giving it to its Global Financing arm to originate leases over the next year. Big Blue is hoping to clear the way for enterprises of all sizes to get financing, when the banks might be a little …

HDS: 'We're out of the traps to become a grown-up channel biz'

Hitachi Data Systems has for the first time handed its sales team in the UK and Ireland a channel component within their overall revenue target. This is one of a number of changes made by the new guard at the storage vendor in the wake of a shakeup of local management last year, including the additions of new regional veep …
Paul Kunert, 31 May 2012
cloud

Microsoft: Pssst, small resellers, want to sling our cloud?

Microsoft is preparing to give its channel partners another way of selling Azure to their customers. The new "Open Licensing" option gives resellers and other channel partner types a way to sell a small amount of Microsoft's Azure public cloud to a customer without having to enter into an Enterprise Agreement (EA) with Redmond …
Jack Clark, 22 May 2014

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 …
globalisation

HP gives huge chunk of storage business to channel

HP is giving a huge chunk of its storage business to the channel with a couple of 100 Percent sales initiatives. Most sales of HP's storage-portfolio products to new US customers, defined as end-user accounts not having bought from HP in the last three years, will go through channel partners in a 100 Percent New Accounts …
Chris Mellor, 26 Mar 2012
grab_that_cash

MDNX swallows Griffin: I ain't afraid of no channel conflict

Network integrator MDNX has devoured pure channel connectivity provider Griffin for an undisclosed sum. MDNX was formed in 2003 through the acquisition of Solution 1, CIG (which traded as CI-Net) and VTL - all which focused on the provision of data networking and data centre services. The buyer is split into three units: a …
Paul Kunert, 06 Aug 2012
hands waving dollar bills in the air

Dell blows Clouds of love into the channel

Dell is belatedly lifting the covers off a cloud services and solutions certification track for channel partners from mid-April. The scheme has three strands: Cloud Builder slanted for firms that design and develop a cloud infrastructure; Cloud Providers that sell IaaS, PaaS or Saas; and Cloud Service Enablers that broker or …
Paul Kunert, 29 Mar 2012
data centre

HP: Lenovo's buy of IBM x86 biz is bad, bad, bad...

The volume of noise from anxious biz customers and some channel types over Lenovo's buy of IBM's x86 server biz is deafening the ears of those gentle folk at HP. At least that is what Bill Veghte, global boss of HP's enterprise biz, told us, and given rivals' efforts to highlight HP's slips in recent years who can blame him for …
Paul Kunert, 11 Apr 2014

Microsoft's partner mega-fest: Want to see on-prem kit? TOO BAD

Microsoft's global head of channels, Phil Sorgen, says the view from his exec box at next week's Worldwide Partner Conference will look like a typical British summer - cloudy, very cloudy indeed. In what will be a disappointment to some in Microsoft's old guard – those who are still taking tentative baby steps toward 21st …
Paul Kunert, 10 Jul 2014

SHARE your big data scientist. They're too costly and rare to keep a whole one – HP exec

Big data is on the strategic priority dashboard of every enterprise tech firm, but coughing a potentially princely sum for skilled people to talk the talk in complex projects may not be commercially viable for some in the channel. It's the age old issue of when to invest in a specific practice, one that Sue Barsamian, HP …
Paul Kunert, 15 Jul 2014
Bored girl

Lenovo: Our IBM deal will definitely go through this year. Honest

Lenovo's big boss expects its $2.3bn gobble of IBM's ailing volume server biz to go through by the end of the year in spite of the US government's continued scrutiny of the deal amid concerns over security. Both firms went public about the mega borg in January, which includes the System x, BladeCentre and Flex System blades and …
Paul Kunert, 02 Jul 2014
grab_that_cash

Mighty Blighty's channel like a giant looming across the, er, Channel

IT distributors in the UK shifted some £1.76bn worth of kit and services in Q1, stats from Context reveal. This represents a whopping 18 per cent spike on revenues generated by the channel a year ago in spite of low consumer and business confidence and the storm clouds gathering over the Euro. "The UK market posted stronger …
Paul Kunert, 15 Jun 2012

Unify to axe 3,800 employees, blames the cloud

Unify, the company formerly known as Siemens Enterprise Communications (SEC), is to ditch half its workforce as it pursues a future based on flogging services and software. The joint venture between Siemens (49 per cent stake) and Gores Group sprang to life as SEC in 2008, but was rebranded last November, and now plans to edge …
Paul Kunert, 04 Jun 2014

Dell starts up 'Top Gun' for channel hotshots, leather jackets and all

Dell's chief storage guy, ex-fighter pilot Darren Thomas, has a new strategy to encourage the troops and get storage geeks to fly: make them Storage Top Guns with leather flying jackets to go with it. Certified Dell and channel storage folks get a leather pilot's jacket emblazoned with badges, like a Storage Domain Champion with …
Chris Mellor, 16 Nov 2012
HP cloud

HP cloudy bigwig: the Helion train is steaming ahead

A "full blown" commercial release of HP's Helion enterprise edition should hit the market in the dead of summer - a little later than expected - priced at $1,400 a year per server. The free Open Stack community edition was launched on 7 May and Kerry Bailey, senior veep for HP Cloud, said it has had over 1,000 downloads allowing …
Paul Kunert, 11 Jun 2014

Dragons' Den newbie firm Outsourcery: We are losing sales, we need to go DIRECT

Generals in the war-room at cloudy Brit biz Outsourcery are hiring direct sales reps in the public sector amid concerns that channel partners alone are not hitting the mark just yet. The AIM-listed outfit has been forced to slash costs because the pipeline of deals brought to the table by third-party resellers are taking longer …
Paul Kunert, 30 Jun 2014
channel

Adobe slated over channel compo cockup

Adobe appears to have made a real hash of the move to a new rebate structure, with resellers claiming they are still unable to measure progress made on sales targets. The Creative Suite developer, which is cutting 7 per cent of its workforce, moved to a new deal registration programme back in October – one month into its fiscal …
Paul Kunert, 30 Nov 2011
chain_relationship_channel

HP exec: 'CYOD' will TEAR APART the IT dept as we know it

Corporations are close to handing staff credit notes to buy or choose their own technology in a trend that will bust classic IT departments and supply chains, HP's top boss for Europe reckons. BYOD has morphed into Choose Your Own Device (CYOD) but the impact will still be just as dramatic, said Herbert Kock, HP's joint head of …
Paul Kunert, 07 Apr 2014

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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Dell woos rattled HP PC sales partners

Dell has accused archrival HP of unsettling channel partners by revealing its intention to spin out the PC biz, claiming it is a "stable" alternative for resellers. In the three years since Dell binned its direct-only mantra and formalised a reseller network, sales via partners have accounted for 30 per cent of its turnover …
Paul Kunert, 07 Sep 2011

Selling EMC kit? What you need to know about 2014 programme refresh

EMC is about to make big changes to its partner programmes, according to Bill Scannell, the company's president for global sales and customer operations. Speaking yesterday at the Canalys Channels Forum in Bangkok, Scannell said that as of January 1st 2014, the storage giant's “Velocity” programme will start to go by the rather …
Simon Sharwood, 24 Oct 2013

How EMC stuffs channel cakeholes with VSPEX recipes

No server maker of any appreciable size – now including the famously direct Dell – has been able to sell machines without the help of the reseller channel. Ironically, EMC is not even a server maker, but its aspirations in the IT sector make it just as dependent on the channel as rivals Hewlett-Packard, Dell, and IBM. The world …
Columns of coins in the cloud

Microsoft builds admin tool to spare Office 365 sellers' blushes

Microsoft's legion of Office 365 floggers have waited 18 months for a tool that allows them to manage customers using the cloudy suite, and in that time blindly fielded some calls from irate folk suffering outages. But help is finally at hand, according to Adam Jung, senior product manager of the Office 365 team: a bigger and …
Paul Kunert, 31 Jan 2014
firing range - target in cross hairs

VMware takes aim at AWS with hybrid cloudy infra service

VMware will next week launch a hybrid cloudy infrastructure service to take on Amazon in the UK, using only channel partners rather than his own employees to do so, a move many old world tech vendors have so far failed to make. The covers are to be lifted from the VMware Hybrid vCloud Service – launched last year across the pond …
Paul Kunert, 20 Feb 2014

What do you mean there are no Surface Pros? HAND 'EM OVER, yell Microsoft resellers

Microsoft has yet to correctly forecast production of Surface Pro machines to match demand with supply, and shortages could continue into the summer. Or so say channel partners working under the authorised device reseller programme, which want Microsoft to recruit more hardware experts to iron out creases that continue to exist …
Paul Kunert, 07 Mar 2014
closed_sign shut down under collapsed liquidation

Watch out, channel biz: Mega-services models will cut you if they can

Does the channel as we know it have any relevance to customers in today’s very complicated technical world? Forgetting the emotional kneejerk responses, which I can anticipate coming immediately, and the indignant shrieks of outrage from some legacy organisations and their dinosaur management who believe they have the right to …
Ian French, 22 Jun 2012

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
Merlin Data Center Cold Aisle

HP claims ProLiant server audits to stop 'competitive misuse'

Hewlett Packard is auditing ProLiant Server customers to stamp out “misuse” of its firmware intellectual property in a wide-ranging clampdown on who can support its servers. The news has come to light in a confidential document meant only for HP partners that’s been seen by The Register. The document is earmarked: "HP …
Gavin Clarke, 14 Feb 2014
management management3

Juniper Networks UK bigwig hotfoots it to Alternative Networks

Juniper UK and Ireland boss Mark Quartermaine is hot-footing it to one of the firm's biggest channel partners, Alternative Networks, where he will be COO from next month. The former IBM, C&W, BT Global Services and Azzurri exec initially joined LSE-listed Alternative as a non-exec director in January last year but his …
Paul Kunert, 24 Apr 2014

New 'Windows-8.1-with-Bing': How's it different from Windows 8.1?

A wave of cheap Windows 8.1 (with added Bing) devices will wash over the UK this summer but the distribution channel's finest aren't exactly rubbing their hands together in anticipation - quite the opposite really. Until Microsoft last week confirmed the plan to release a new licensing option, the UK PR team - which gets nods …
Paul Kunert, 30 May 2014
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

FalconStor shutters Australian office, merges Honkers and China ops

Troubled storage vendor FalconStor has closed its office in Australia and merged its Hong Kong and China operations. The Reg has confirmed a report in CRN about the closures, which took place in October as a cost-cutting and effort-focussing measure. The company is not abandoning the region altogether. Presences in Singapore, …
Simon Sharwood, 14 Nov 2013
Funnel of cash. Credit: via SXC – http://www.sxc.hu/profile/Leonardini

Insight warns Google embracers of hidden costs in Apps for Biz

A number of Microsoft's top table resellers may have wrapped their arms around Google's Apps for Business but one that did so half a decade ago - Insight Enterprises - says it hasn't seen the benefit. CDW and SHI International, both among MS Licensing Solutions Partners, made very public statements in February and March …
Paul Kunert, 11 Apr 2014
management social5

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
The before and after effects promised by Dove's fake Photoshop action

Adobe all smiles as beret bods spaff cash on non-cloud Creative Suite

A late rally from Adobe customers wanting to buy software on a perpetual license before that option closed this month, coupled with a swelling base of cloudy converts, helped boost the developer's coffers in its fiscal second quarter. Adobe turned over $1.07bn in revenues in the three-month period ended 30 May, up from $1.01bn a …
Paul Kunert, 18 Jun 2014

Yaarrgh! LOOK OUT! UK set to be BURIED under MOUNTAIN of TABLETS

Retailers and distributors are buried under a "consumer mountain" of fondleslabs with the major channel-cramming culprit – according to our sources – a certain large South Korean vendor whose name begins with an S. According to current stats from Stock In The Channel, a web-based tool that provides live data feeds from …
Paul Kunert, 07 May 2014
Fight sticker

Fighting words from Asigra: Yes, backup vendors, we said it... commodity hardware

Asigra has devised a server + storage configuration for cloud providers using its backup software that it claims is cheaper than Dell or HP kit. It is essentially selling its backup software together with a promise to enable customers to buy a complete underlying software and hardware server, networking and storage stack, with …
Chris Mellor, 17 Jun 2014

Our Moderately Sized Data analytics engine pooh-poohs Acer '30 second support' claims

Biz customers with broken Acer kit might want to sling a call into the technical centre: then put on the kettle and make a cuppa, because they could be on hold for a lot longer than they were expecting. Certainly longer than the half a minute average response time that Jakob Jersild Olsen, veep at Acer's commercial division EMEA …
Paul Kunert, 19 Mar 2014
arrow pointing up

Red Hat revenues pumped by partners

Red Hat is ramping up to be the first billion-dollar open source baby, and more than anything else, the commercial Linux operating system and middleware distributor has its channel partners to thank for the growth. Speaking at the Red Hat Summit today in Boston, Alex Pinchev, president of global sales and field marketing, didn't …

As-a-service army lays siege to Microsoft partner gig

Quite a few "WPC newbie" channel businesses were milling around Microsoft's Worldwide Partner Conference in Houston, Texas last week, the vendor told us - and most of them were cloudy as-a-service startups. Some 15,000 channel partners attended the global gig last week, compared to 16,000 in 2012. A whopping 4,000 of these were …
Paul Kunert, 19 Jul 2013

AVG buys remote monitoring player LPI Level Platforms

Security biz AVG has put its hand in its pocket to buy remote monitoring and management (RMM) software player LPI Level Platforms as it tries to appeal to a wider bunch of channel firms. AVG shifted all its wares into the cloud late autumn and to date has signed up just 1,500 of the 5,000 channel partners it has in the UK and …
Paul Kunert, 12 Jun 2013
Confused computer keyboard

Microsoft exec: I don't know HOW our market share sunk

Microsoft's global channel chief has struggled to find the words to explain why his company has not snared the intelligent devices market in the same way as it has done with PCs, admitting "there's work to do". According to tech market beanie Canalys, Microsoft operating systems ran 93 per cent of traditional PC clients in 2013 …
Paul Kunert, 21 Mar 2014