Articles about Channel Partners

Battleship broadside

Syncer and (flash) shipper feeling chipper: We're going great guns

Private equity-owned file sync 'n' sharer Syncplicity and flash array shipper Kaminario both say they are doing well. Syncplicity was sold off by EMC to Skyview Capital last June, and focuses on enterprises and their mobile device users, paying attention to security needs. CEO Jonathan Huberman says Syncplicity's new bookings …
Chris Mellor, 02 Feb 2016

Shocker: Clearing 2015's vast PC backlog was 'costly' for vendors

Stuffing European retailers and distributors’ shelves with PCs proved to be a pricey gamble that didn’t pay off for major suppliers: it took eleven months of last year and hefty price cuts to clear. Some 76.3 million computers were shipped into EMEA channels in 2015, down 18.2 per cent year-on-year, according to numbers from …
Paul Kunert, 26 Jan 2016

Microsoft hammers first nails into Enterprise Agreements' coffins

Microsoft is to prevent SMEs from buying software via an Enterprise Agreement, a move some industry figures interpreted as the first of a death-by-a-thousand-cuts fate for the volume licensing programme. From the start of July, Microsoft will raise the minimum commitment on EAs from 250 users/ devices to 500, channel partners …
Paul Kunert, 26 Jan 2016

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
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
 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
Intel headquarters, Santa Clara

Waving Microsoft's Windows 10 stick won't help Intel's Gen 6 core

Faster, longer battery life, chip-based security – innovation is alive and well in its sixth-generation Core chips, Intel claims, with the company officially launching its sixth-generation Core vPro processors on Tuesday, wrapped in a series of changes it claimed would inevitably drive sales. Two and a half times the …
Gavin Clarke, 20 Jan 2016
Dog jumping, image via Shutterstock

Exec walks the dog, swaps Google work day for Workday work day

Workday has hired Google veteran Peter Lorant to run its alliances business in Europe. Lorant, the soon-to-be-former EMEA & Asia Pacific sales director for Google for Work confirmed he starts at Workday - the cloud financial and, er, human capital management software maker - on 25 January. “I was at Google for seven years and …
Paul Kunert, 14 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

HPE smashes champers bottle on side of punter engagement centre

Hewlett Packard Enterprise expects 250 corporate enterprise clients – and incumbent channel partners – to this year unburden their biz challenges at a swanky London-based customer centre. Top brass from the firm today descended on the capital as the ribbons were cut on the Customer Engagement Centre (CEC), an EMEA hub that is …
Paul Kunert, 12 Jan 2016

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

Rubrik's cube: Storage firm founder drenches us in upstart Kool-Aid

Comment The intellectual firepower at the top of Rubrik’s founding engineering team is exceeded only by the relentless promotion of the company, its founders, engineers and prospects by CEO Bipul Sinha, a VC partner. We met Rubrik during a Silicon Valley IT press tour in December 2015. After drinking coffee and enjoying doughnuts ( …
Chris Mellor, 05 Jan 2016
Exablox node stack

Exablox shows off its ring, adds variable-length NAS dedupe

Exablox is adding variable-length deduplication to its fixed-length, inline data reduction functions to make its object-based NAS arrays more efficient. An on-premises management facility is also available. Variable-length uses a sliding window to determine the optimal boundaries for deduplication. These two selectable …
Chris Mellor, 16 Dec 2015

Sophos grabs ATP-thwarter tech firm SurfRight for $32m

Sophos has paid $31.8m in cash to snap up advanced threat prevention firm SurfRight, with the deal allowing traditionally conservative Sophos to integrate SurfRight’s signature-less endpoint threat detection and response tech into its line of endpoint security products and services. The UK-based company claims the two sets of …
John Leyden, 15 Dec 2015
Green light

EMC: No rival offers, so we're flying solo with Dell

Dell’s proposed $67bn acquisition of EMC edged ever closer this weekend after the storage titan confirmed the end of the so-called "go shop" period that allowed rivals bidders to enter the fray. The biggest deal in tech history was first announced in October when privately-owned Dell stated it will pay EMC shareholders $33.15 …
Paul Kunert, 14 Dec 2015
Fruit and vegetables on display on the shelves of a supermarket

HP Euro Cloud28+ app store open for biz, 'get yer infra-as-service ere'

HP Enterprise Hewlett Packard Enterprise has cut the ribbons on its EU-wide tech-as-a-service market stall Cloud28+ - let’s hope the UK doesn’t vote to pull itself out of the union, necessitating a name change. The beta version of the catalogue or enterprise app store was tested in October ahead of today’s full blown …
Paul Kunert, 10 Dec 2015

NetApp wades into UK engineering pool, crowns first local techie officer

The chief-techie-shaped hole at the top of NetApp’s UK ops is no more: the hard-pressed storage giant has plucked veteran engineer Grant Caley and pinned the Principal Technology Officer’s badge to his lapel. We are told that Caley will spend his time “enhancing the business and technical relationships with customers, with a …
Paul Kunert, 10 Dec 2015
Windows Logo

Windows 10 lags 7, 8 … and even Vista in the channel race

Windows 10 is not proving as popular as Microsoft’s earlier clients – even the hated ones – among the channel. The number of PCs pre-installed with Windows 10 moving through western Europe’s distribution channel in the four months since launch is lower than for Windows 7, and the hated Windows Vista and Windows 8 over the same …
Gavin Clarke, 02 Dec 2015

Now be honest – would you take divorce advice from Meg Whitman?

HPE Discover The corporate divorce at HP went so smoothly that the Enterprise wing now plans to spin up a services practice to offer advice to other organizations going through similar upheaval. HP split operationally on 1 August when it performed a switch-over of systems for Hewlett Packard Enterprise and now sister company HP Inc, but in …
Paul Kunert, 02 Dec 2015

HP Enterprise: You with the horn, be silent, we are composing infrastructure

HPE Discover Hewlett Packard Enterprise (HPE) has come up with a nifty way for customers to build internal clouds - assuming that those punters don’t want to use a public version of the fluffy white stuff from Amazon Web Services (AWS). Synergy, which HPE’s well oiled marketing engine assures us is an industry first, includes big ‘frames’ …
Paul Kunert, 01 Dec 2015

Getting a little flashy! Funds are in place, and Kaminario targets growth

Feature Kaminario CEO Dani Golan was in the UK yesterday, sporting a brand new EMEA veep and going gung-ho for growth from his scale-out, storage-for-all-seasons data centre flash array. Which is a big deal, as the competition is wide-ranging and strong; Dell, EMC, Fujitsu, HDS, HP, IBM, Nexenta/SanDisk, Pure Storage, Solidfire, …
Chris Mellor, 26 Nov 2015

Nutanix summons China's Lenovo dragon to magic up hardware

Nutanix has scored Lenovo as a hardware manufacturer for its hyperconverged system software, effectively wedging its foot in China's front door. A family of Lenovo-built hyperconverged appliances will be aimed at nearly all workloads, including enterprise applications, databases, virtualized desktops, and big data analytics, …
Chris Mellor, 04 Nov 2015
Cloudy sky

Juniper hardware and software to sleep in separate beds

Juniper has decided to embrace the spirit of the white box, by loosening the bonds between Juniper hardware and its Junos software. It's a change that works both ways, as the company's corporate VP for development and innovations Denise Shiffman told The Register: both Junos and Juniper hardware will be available as discrete …

Moshe's monster seven-nines disk box blooms

Infinidat, the creation of storage industry guru Moshe Yanai, saw 61 per cent quarter-over-quarter growth in the third quarter. The five-year-old, privately-owned company produces high-end file/block access external arrays with seven-nines (99.99999 per cent) availability and fast disk loss rebuild times, with a claimed sub- …
Chris Mellor, 03 Nov 2015

Insight UK veep de Sousa set to split – sources

Insight Enterprise's EMEA president has told us that his UK sales general Emma de Sousa is not quitting the company, despite claims from myriad sources to the contrary. The company veteran rocked up at the reseller as sales director in 2006 and rose through the ranks to run German ops, the Southern Europe hub, and for the last …
Paul Kunert, 29 Oct 2015

Insight: Who will rid me of this troublesome currency trend?

Senior folk at Insight Enterprises’ US HQ might be humming the patriotic anthem "God Bless America", for it was only a double-digit sales bounce Stateside that spared executive blushes in the third quarter. Turnover in North America was up 15 per cent year-on-year to $1bn in the three months ended September, but sales in EMEA …
Paul Kunert, 29 Oct 2015
Colossus computer from The Forbin Project

InteliSecure buys UK data loss rival as European bridgehead

US-based InteliSecure has acquired Reading, UK-based Pentura in deal designed to allow it to deliver Data Loss Prevention (DLP) technology as a managed service. Financial terms of the deal, announced Wednesday, were not disclosed. InteliSecure specialises in managed DLP and critical asset protection services while Pentura …
John Leyden, 28 Oct 2015

Make room, Cisco's punters flocking to ACI ... yep, all 150 of them

Canalys Channels Forum One hundred and fifty customers across the globe have taken a seat on Cisco's Application-Centric Infrastructure bandwagon that started rolling 15 months ago, we can reveal. ACI – Cisco's answer to software-defined networking – is a programmable Ethernet Fabric that couples software and hardware. The product was initially …
Paul Kunert, 28 Oct 2015

Fujitsu channel boss Simon Worsfold steps down

Simon Worsfold, channel and enterprise director at Fujitsu, has left his role after half a decade at the Japanese enterprise biz. The company confirmed Worsfold has "stepped down" but refused to reveal who will be filling in until a permanent successor is found. A spokeswoman said it will make public Worsfold's replacement in …
Kat Hall, 23 Oct 2015
Zhenyuanlong suni fossil

Microsoft enterprise licensing partners heading for extinction

Microsoft is planning to shutter the classic enterprise licensing channel over the next three to four years, as indicated by the swingeing cuts to fees in recent times. This is according to Rune Syversen, CEO at Crayon Group, one of Microsoft’s top-ten biggest selling Licensing Solutions Partners (LSPs) worldwide, who is …
Paul Kunert, 21 Oct 2015

Microsoft hires Aussie cloudy Transformer Man to run Brit channels

Microsoft has hired Aussie and self proclaimed “chief transformer” Martin Gregory as the next person to lead the UK channel – and the man has a very cloudy background. Former channel director Linda Rendleman – who was in the role for nearly two years – quit Blighty in August and moved to Florida to run a partner team unit …
Paul Kunert, 16 Oct 2015
Signpost saying Happy Sad

EMC customers show distinct lack of Dell delight – research

EMC customers are far from delighted regarding the proposed Dell takeover, according to the 451 research house. Its research report found 43 per cent of EMC-only customers typically see Dell as a PC supplier, and 42 per cent thought it was out of tune with their enterprise IT concerns. Amongst the EMC-only customers, some 13 …
Chris Mellor, 16 Oct 2015
Connected Data Transporters

How much? Imation buys Connected Data for $7.5m. No, really

Imation has bought Geoff Barrall’s Connected Data startup for just $7.5m, and finally appointed a new, although interim, CEO. The Clinton Group is the activist investor now in control of Imation’s board and it’s appointed board director Bob Fernander, a Clinton nominee, as interim CEO. He was interim president. Another Clinton …
Chris Mellor, 15 Oct 2015
Broken piggy bank with coins surrounding it. Image via Shutterstock

EMC: We know this much is True, our rebate deal is 'illegal' in the EU

Canalys Channels Forum The cash cannon EMC fired at channel partners in the US who vowed to transact the lion's share – if not all – of their storage business with the vendor will not cross the pond, in its current form at least. The True rebate programme was pushed out at this summer’s EMC World in Las Vegas, and was intended to be a staggered …
Paul Kunert, 13 Oct 2015

The incredible IT hulk: Dell + EMC - did someone say 'synergy'?

EMC/Dell deal - Analysis So, Dell and EMC have signed a definitive agreement for Dell to buy EMC and maintain VMware as a publicly traded company. Essentially EMC goes private as part of Dell and Elliott Management gets the payoff it wanted. The big eight IT suppliers: Cisco, Dell, Oracle, EMC, HDS, HP, IBM and NetApp, have consolidated to seven with …
Chris Mellor, 12 Oct 2015
Rows of Gummi Bears in military formation. Author: Institute for Web Science and Technologies, University of Koblenz-Landau. Licensed under CC 3.0

The tyranny of choice: Why enterprise tech buyers are confused

Canalys Channels Forum The tech industry has left users punch-drunk with choice with the ever-increasing complexity of the technology offering being one reason for the recent sluggish IT market. This has exacerbated the impact of a strengthening dollar which has been behind an unprecedented rise in the price tags of tech products, Canalys boss Steve …
Joe Fay, 07 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

As 'cheap as tape': HGST’s disk array gets Commvault OK

HGST’s Active Archive array now has Commvault certification as a backup target that offers instant access to data archives at a price point that rivals tape. It wants channel partners to resell it. The Active Archive System array is a disk array using helium-filled drives, storing 4.7PB of data in a rack for starters - it …
Chris Mellor, 01 Oct 2015

VMware VSAN … and the great missed opportunity

Comment One of the most interesting announcements at VMworld was VSAN 6.1. The product is quickly maturing and new features are being added version after version (so here's what’s new). Even though some of the features could easily be disputable – like the 2-node cluster for ROBO, with its workarounds to make it work – VSAN is …

ODMs getting fatter in Brit server space as big boys fight over scraps

Taiwanese ODMs are making some headway – albeit from a relatively small base – in the battle for the hearts and wallets of Brit server buyers, official sales statistics show. The whitebox community, which already custom builds boxes for the world’s largest service providers from Google to Facebook in North America, grew UK …
Paul Kunert, 14 Sep 2015

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
Confused computer keyboard

HP and Dell flogging Surface Pro direct? No issues THERE. NONE AT ALL

HP and Dell – cunningly assisted by Microsoft – have hatched a brilliant plan in which they will compete against their own products, not to mention the channel types who sell them, by flogging Redmond's Surface Pro 3 direct. At the worldwide partner knees up in June, Microsoft confirmed it was opening the gates to allow …
Paul Kunert, 09 Sep 2015
Microsoft monopoly

Microsoft in SaaS-y cloud data security slurp

Microsoft has acquired cloud security outfit Adallom. Adallom was founded in 2012 and follows the “R&D in Israel, sales in Silicon Valley” template for a range of data security products for clouds. The company's wares bring data loss prevention and reporting to cloud storage services, offering users the chance to see just who' …
Simon Sharwood, 09 Sep 2015

Nexenta, SanDisk hop into bed, one thing leads to another – now they've got a 512TB flash brat

Nexenta and SanDisk are integrating the latter's dense InfiniFlash JBOF with the former's NexentaStor to build a half-petabyte-in-3U all-flash array starting at $1.5/GB raw. At these prices disk may not be dead, but it's heading for the mortician's parlor. Tegile has an IntelliFlash product using the same hardware, and says it …
Chris Mellor, 02 Sep 2015
Image from Shutterstock 161369036

Ericsson software upgrade targets great indoors, makes networks faster

A substantial software upgrade for Ericsson mobile networking kit will improve throughput, said the firm – adding it will need new hardware, meaning your existing device won’t automatically run faster. Ericsson called its new release “Ericsson Networks Software 16A” and it includes a suite of LTE software upgrades targeting …
Simon Rockman, 02 Sep 2015

Hedvig, Druva, IBM, Catalogic, Nutanix, Arcserve bang storage drums at VMware's rave

VMworld 2015 There's been a whirlwind of supplier announcements in the run-up to VMworld, which takes place between August 29 and September 3 in San Francisco. We've covered the main storage ones already, but a backlog of others built up. So here, for your delectation, is what the sexy sextet of Arcserve, Catalogic, Druva, Hedvig, IBM, and …
Chris Mellor, 31 Aug 2015

Lenovo exec: Yes we can get IBM's server biz out of the crapper

Interview Lenovo Europe president Eric Cador is banking on a major overhaul of its enterprise supply chain – among other things – to help the x86 business it acquired from IBM “recover” lost ground. In the UK alone, IBM’s revenue share slumped to $31m by Q4 ’14 from $61m in the prior year’s quarter, caused by the uncertainty surrounding …
Paul Kunert, 24 Aug 2015
Handing over dollars picture via Shutterstock

Steady she goes at Brocade

Sustained Fibre Channel revenues were the bedrock of Brocade's latest results - again. In its third 2015 quarter, ended August 1, Brocade reported revenue of $552 million, up one per cent year-over-year and on a sequential basis. Net income of $91.7 million represented a 5.4 per cent year-on-year and a 19 per cent bounce …
Chris Mellor, 21 Aug 2015

Tintri adds tincture of all-flash array to its range

Hybrid array upstart Tintri has launched its first all-flash array (AFA) along with a VMstack Converged Infrastructure for its channel partners to build and sell. The sub-millisecond-latency VMstore T5000 joins the three existing T800 hybrid array products with Tintri’s OS, now at v4.0, running across all five and providing a …
Chris Mellor, 20 Aug 2015

Microsoft lays financial bear trap for cloud sceptics

Microsoft’s 'cloud first' mantra has teeth and it is crunching those gnashers down on the amount of money that old-world channel types can make from classic on-premise licensing. Financial rewards are the best way to shape the behaviour of salespeople and the company bosses that govern them – a path well trodden by Microsoft …
Paul Kunert, 10 Aug 2015