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Articles about Channel Partners

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
thumbs_up_alternative

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
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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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
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

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 …
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
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
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
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
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

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
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
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

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
graph up

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
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

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 …

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
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
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

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
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
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
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

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

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

Biz PC market's looking healthy – but is it just an XPocalypse bounce?

PC suppliers are pondering if the mini recovery in commercial IT spending is sustainable or just a Windows XPocalypse-related flash in the pan. Under the shadow of Microsoft ending support for the 13-year-old OS, sales of business desktops spiked 26 per cent in Q4 2013, year on year, and sales into the channel improved in this …
Paul Kunert, 10 Apr 2014

ODMs a 'threat' to Euro server biz? Well, yes, says HP exec

HP Europe is braced for the looming "threat" from Far Eastern ODMS that are building custom servers to order for bulky service providers. Beancounters at IDC have split out white box server makers as a separate segment because of their ballooning share of sales and growing influence on the global stage. Some cloudy firms are …
Paul Kunert, 26 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 …
New EMC VNX range

Daddy EMC pushes past VMware, muscles into Microsoft Hyper-V shops

EMC has joined a Microsoft Cloud OS Accelerate programme and is going solo into the Windows cloud market – without subsidiary sidekick VMware. The Cloud OS Accelerate initiative has VSPEX configs set up for Windows Server 2012 R2 with Hyper-V virtualisation using an EMC storage platform. An EMC Proven Solution (PDF) features …
Chris Mellor, 21 Feb 2014

Dell's cash-saving voluntary redundo axe ker-chunks into Europe

Dell has confirmed that the Voluntary Separation Programme it kickstarted across the Atlantic before Christmas has finally crossed the pond. The cost-cutting initiative was made available to staff from late last year, but restrictions applied. Workers in EMEA, India or Singapore were not eligible, neither were folk in the …
Paul Kunert, 17 Feb 2014
Confused computer keyboard

Microsoft tarts up software licensing to fend off 'a few clicks and a credit card' rivals

Microsoft is trying to make the dark art of software licensing less complicated and more relevant to a cloudier world – but, as always, the devil will be in the detail. The first signs of a Redmond overhaul came at the end of September when it canned Select Plus Agreement rebates for channel partners in favour of the Next …
Paul Kunert, 09 Dec 2013
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

Internal power struggle at Oracle leaves Brits cool on Sun

Oracle's sales force are riding roughshod over channel partners with the total available market for distribution in Blighty shrinking by more than a half in the last year, according to insiders. This comes in the wake of Judson Altoff's departure from Oracle in March. The global partner boss was a 14-year veteran of the firm and …
Paul Kunert, 21 Jun 2013
fingers pointing at man

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 …
dom_webb_channel_columnist

Is HP's printer-and-PC mashup good for channel?

An admission to start with. As some of you will know I have a soft spot for HP, this is based on being a former employee at the company. I joined when the LaserJet One was in full swing and the LaserJet Two was just starting to be sold. It was a time of stellar growth across all product categories, and this was as true for HP as …
Dominic Webb, 11 May 2012
3D printing

Want a licence to print cash? Move to 3D printing

Thought that 3D printers sales weren't going to help you buy a flashy new motor, a luxury holiday or that new pad in the country? Well think again, channel business type. That's according to Canalys CEO Steve Brazier, who stood in front of 600 channel partners at his firm's recent forum in Barcelona, and told them that despite …
Paul Kunert, 21 Oct 2013
chain_relationship_channel

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

Open-sourcer Nexenta fires up V4 storage OS

Open source storage software supplier Nexenta has revved its NexentaStor OS to version 4.0, making it more enterprise-worthy by delivering more scalability, performance and reliability. But this is not the Edge unified file, block and object storage product discussed in January. The software-defined storage supplier clearly …
Chris Mellor, 08 Apr 2014
Adobe's Creative Cloud replaces Creative Suite

Creative Suite cloud lurch crushes beret-wearers' cost-slash bid

Adobe's decision to murder boxed software and punt the Creative Suite exclusively into the cloud didn't catch channel partners unaware - but it may just unsettle their arty clients. So say folk in Adobe's UK partner base who are digesting the "bold" move confirmed earlier this week that will see the Creative Suite apps available …
Paul Kunert, 09 May 2013
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Feel Cisco's WRATH: Over 1,000 placed on DENIED partner sh*t list

Cisco has launched an EMEA-wide crackdown in the channel after expelling Phoenix IT Group from the Gold Partner network, which our sources alleged was because it flouted support rules by supplying grey market kit. The Brand Protection police at the networking Goliath sent letters to more than 1,000 resellers, integrators and …
Paul Kunert, 08 Nov 2013
management regulation8

Microsoft: We need a pro to flog our Surface slabs in UK

Microsoft UK is seeking a captain to steer the good ship Surface. The candidate will need a sturdy pair of sea legs to navigate potentially choppy waters and prevent it from running aground. Ten-year Microsoft veteran and senior Windows consumer marketing man Rob Epstein is currently moonlighting as Microsoft's lead on the UK …
Paul Kunert, 20 May 2013

Cisco and NetApp engage in light consensual FlexPoddery

Consensual FlexPoddery is the name of the game as Cisco and NetApp rename Flexpod and FlexPod Express, introduce the new FlexPod Select, and add NetApp's E-Series arrays and Cisco's Nexus 7000 big-ass switch to the FlexPod component mix. FlexPods are template rules for designing converged server, storage and networking systems …
Chris Mellor, 30 Jul 2013
HP cloud

HP rides data center growth out of sludgy IT market

HP has reported better than expected financial results on the back of strong server sales and – unexpectedly – good performance in the struggling PC market. The IT company reported an earnings-per-share of $0.90 and a net revenue of $28.2 billion on Thursday for its first fiscal quarter results, beating analyst expectations of $ …
Jack Clark, 20 Feb 2014