Articles about Channel Partners

VMware's monster VM

VMware taps ex-Ciscoer as channel chief

Just ahead of the formal launch of VMware's "Project Zephyr" vCloud Hybrid Service public cloud on Tuesday, the company has appointed a new channel chief. And the timing is not accidental, with VMware's channel being a key component of its hybrid cloud strategy. It's easy to see why VMware wants to build its own public cloud …
box_shifting_channel

Social media and the channel marketing Fear Factor

Are your favourite vendors helping you to market successfully? We just published a report for our clients where we highlight best practices in marketing enablement, based on a series of interviews with 10 channel partner marketing executives. The majority of these were companies with over $10bn in revenues - so they could afford …
Peter O'Neill, 04 Jan 2013
Azlan

Azlan enters EMC channel in stealth mode

Azlan wants to slip quietly into EMC's partner base without making any waves for existing distributors, well almost. This may be music to the ears of EMC's distie pals at Arrow and Avnet who were privately concerned a price led strategy from Azlan would trash their margins, something they've complained about in past situations …
Paul Kunert, 14 May 2013
Mellanox SwitchX-2 ASIC and its switches, not to scale

Mellanox pumps up channel for InfiniBand, Ethernet pushes

Switch and server adapter maker Mellanox Technologies gave Wall Street a bit of a shock with some cable issues and a big revenue shortfall in its most recent quarter and a projected one for the current quarter after one of its OEM customers bought more product in the latter part of 2012 than they could sell even into the first …
Columns of coins in the cloud

AWS: Wanna join our MSP club? The bar is high, says UK boss

Managed Services Providers - still the most sought after of all channel partners types - can now jump through some hoops to scoop a badge of certification from Amazon Web Services. The infrastructure services firm is formalising relations with MSPs via an extension to it’s programme in a bid to sort the wheat from the chaff. “ …
Paul Kunert, 12 Dec 2014

Microsoft's 'loss leader' Office 365 pricing strategy? NO THANKS

Microsoft’s advice to its channel partners to sell Office 365 as a loss leader to lure in small and medium sized customers is not something that sits well with suppliers, at least not in Blighty. Thomas Hansen, worldwide veep for Microsoft's Small and Medium Business organisation told attendees at the Asian Canalys Channels …
Paul Kunert, 07 Nov 2014
chain_relationship_channel

Some vendors know how to treat a channel

Market analysis 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
HP StoreSystem

HP serves up backup-array combo platter to channel diners

HP has introduced follow-on systems to the iSCSI P4500 and a channel-only pairing of a StoreServe 3PAR array with StoreOnce Backup. The firm believes both will help channel partners in the mid-range/high-end external array and purpose-built backup appliance markets. The new HP StoreVirtual products are based on ProLiant Gen8 …
Chris Mellor, 20 Feb 2013
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
chain_relationship_channel

Distie titan TD Azlan to cut ties with Huawei

TD Azlan is quietly and gradually cutting ties with Huawei Enterprise, according to multiple sources close to the matter. The pair previously came within touching distance of signing a European partnership in 2011, but at the eleventh hour pressure from Cisco — one of Huawei's main rivals — saw US management at parent Tech Data …
Paul Kunert, 30 Oct 2014
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
chart

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
Josh and some superheroes at Spiceworld 2013

CloudMask dons cape and sets foot on the mean streets of Blighty

Cloud-based security services firm CloudMask, whose technology offers to protect sensitive information in the cloud, even in the case of a network breach, launched in the UK on Tuesday. CloudMask's technology works on the premise that no one can be trusted with data - including cloud administrators, governments, employees, and …
John Leyden, 09 Sep 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

Headhunters on the, er, hunt for Andy Hunt's successor

Headhunters are scouring the industry to find a successor to VMware’s veteran EMEA partner veep Andy Hunt who is set to split in the not-too-distant future. The main man turned up at the virtualisation vendor’s den at the start of 2003, meaning that when he leaves he’ll be one of the longest serving senior channel execs in the …
Paul Kunert, 10 Sep 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

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
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 …

Cloud? We prefer, er, reselling tech, say tech resellers

Canalys Channels Forum 2014 Good old fashioned kit and licence reselling remains the primary way local tech suppliers pay the bills, with IT services still accounting for less than a quarter of revenue generation. This is according to a Canalys survey, which probed 352 channel businesses across the globe to ascertain the impact that classic product sales, …
Paul Kunert, 24 Sep 2014
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
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

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 …
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
fingers pointing at man

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

WPC 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
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

Juniper whips out knife, slices off security products

Months after Juniper Networks confirmed the prioritisation of revenue-generating projects, the firm has quietly dumped several security products, causing upset to some of its nearest and dearest in the channel. Following a “disappointing” set of calendar Q3 financials, Juniper’s then CEO, Shaygan Kheradpir, said it was cutting …
Paul Kunert, 01 Dec 2014
A fake tattoo on the leg of Canberra Raiders footballer Sandor Earl, sent by Huawei as an April Fool

Huawei: Our sales in Europe and US are TINY, admits red-faced exec

Huawei’s enterprise biz outside of China is crawling along, hampered in Europe by a slower-than-forecast recruitment of channel partners and in the US by government paranoia concerns over espionage. The networking, server and storage kit division accounts for nine per cent of Huawei’s overall revenues of £23bn in 2013, and …
Paul Kunert, 17 Sep 2014
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

Microsoft punts FREE Office 365 mail migration, but some are not chuffed with the idea

Microsoft will roll out free email migration services for Office 365 punters from the start of next month as it tries to accelerate adoption. At the same time, it is preparing to once again hurl buckets of cash at channel partners, those selling higher margin stuff, with the aim of getting customers to buy more cloudy …
Paul Kunert, 15 Aug 2014
Love

Huawei and Accenture pucker up for enterprise love-in

Huawei looks to be side-stepping glacier-paced reseller recruitment by getting chummy with consultancy Accenture to work on carrier biz support services and private cloudy enterprise stuff. The ink is still drying on the pact but will see the pair “develop joint initiatives” in China, southeast Asia, other emerging markets and …
Paul Kunert, 16 Oct 2014

Arrow ECS UK sales director Johnny Ellis set to exit building

Distie veteran and colourful channel figure Johnny Ellis is to exit the UK and lreland sales director’s office at Arrow ECS with the intent of ploughing his furrow in another area of the industry. Ellis has been in tech distribution for more than two decades: he set up Open Computing before it was sold to PSL, which was then …
Paul Kunert, 28 Oct 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

Logicalis tap up software developer, buys majority stake

Analysts and vendors are constantly telling channel partners to move sideways into software development and Logicalis has done just that by grabbing a majority stake in German outfit ituma. This hands Logicalis, part of the Datatec stables, the “exclusive” rights to the minnow’s proprietary software-based WiFi platform and some …
Paul Kunert, 02 Sep 2014

Soz Europe: IBM to delay System X Lenovo switchover for a month

IBM says it has delayed the European switchover of the outgoing x86 business to Lenovo by one month in a bid to side-step sales disruption in its busiest quarter of the year. Under the duo's original plan, the changeover was due to take place on the 1st of next month but IBM didn't want to risk switching systems during the run- …
Paul Kunert, 25 Nov 2014
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

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
cloud

Cisco: Hand us the keys. We'll drive Intercloud into telcos, Google

Canalys Channels Forum 2014 Cisco will announce tie-ups between its Intercloud platform and the major public cloud vendors over the coming quarters, the network giant’s EMEA partner boss said today. Snagging the likes of incumbent telecoms operators, and ensuring full bi-directionality with the likes of Azure and Google is crucial if it is to establish its …
Joe Fay, 25 Sep 2014
chain_relationship_channel

HP: We will eradicate the colour grey from our market

HP UK claims to have clawed back some $2m worth of revenues it would have otherwise lost to the grey market by getting litigious with anyone importing and selling boxes from outside of the EU. The firm told us “preventative” activity increased sevenfold from fiscal ’12 to ’14, that “recoveries of mis-used contra” is up tenfold …
Paul Kunert, 12 Sep 2014

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

WPC 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
Fight sticker

Toys fly from prams as HP rivals stoke FUD fires on its split

It's handbags at dawn in the PC market as rivals round on HP in a bid to sow the seeds of fear, uncertainty and doubt regarding the corporation’s plan to split the business in two. As world + dog knows, the Palo Alto titan is to create HP Inc to house its computer and printing businesses, and Hewlett Packard Enterprise to sell …
Paul Kunert, 09 Oct 2014
Columns of coins in the cloud

Could Cisco's Intercloud give it another chokehold on the Internet?

Interview When companies around the world are still running $40bn worth of your networking kit that is officially classified as past end-of-life, you might have to learn a few new tricks to keep the revenue coming in. Or even better, dream up a whole new strategy. So, let’s think this through. We’ll probably need a few buzzwords. Cloud is …
Joe Fay, 17 Dec 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
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
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
Hyper ISE with SSD and HDD

New VDI recipe: Pinch of Cisco, spoon of VMware, mix with X-IO arrays

X-IO, maker of the sealed ISE and HyperISE storage enclosures, has come up with a reference architecture for VDI using Cisco and VMware kit. The X-Pod for VDI template uses Cisco's UCS servers and networking hardware, VMware's Horizon View, and X-IO's own flash-disk ISE 740s. This validated design should support up to 1,500 …
Chris Mellor, 23 Sep 2014

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
SpectraLogic T-Finity library

TAPE LIVES... virtually: SpectraLogic and Veeam twin old and new tech

Backup data source Veeam and backup data target SpectraLogic are getting into bed together, and offering combined old school tape/new school virtual server backup software. The arrangement involves Veeam's Availability Suite and Spectra's T-Series tape libraries and its near-line storage nTier Verde disk arrays. Veeam's …
Chris Mellor, 02 Dec 2014
euros_channel_money

Microsoft: Yeah, about that 50% post-Christmas customer price hike...

Microsoft has cooked up a post-Christmas gift for service providers to prolong their festive cheer – price hikes of up to 50 per cent on volume licensing agreements. The move has been interpreted by channel partners and hosting firms alike as Microsoft upping the cost for on-premise wares to make its cloudy stuff look more …
Paul Kunert, 07 Oct 2014
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
Grumpy cat

EVO: RAIL – Is NetApp sleeping with a SAN killer?

Comment Innovation rules, OK! NetApp's unlikely pairing of VMware's server-side SAN VSAN product with its networked ONTAP array was unorthodox, with VSAN being seen as a physical SAN killer. What is NetApp up to with its ONTAP EVO: RAIL system? NetApp spokesperson Amelia Vierra provided the answers to a set of questions we asked. …
Chris Mellor, 08 Dec 2014