Feeds

Articles about Deal Registration

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
channel

Microsoft deal registration program backfires

Microsoft's Partner Sales Exchange (PSE) deal registration tool, designed to safeguard large account resellers (LAR) from rivals pilfering business at the eleventh hour, seems to be causing more problems than it is solving. The program was already beset with problems before it launched, with implementation delayed from October …
Paul Kunert, 24 Feb 2012

Dell inks OEM deal with Nutanix to build mutant server, storage, networking beasts

Dell has announced it will begin supplying a converged server, storage and networking appliance using Nutanix software. Nutanix is one of several startups making waves in the converged system space. Such systems are simpler to acquire, install and operate as they use integrated hardware and software components designed to …
Chris Mellor, 24 Jun 2014
cloud

Microsoft delays LAR deal registration programme

Microsoft has delayed implementation of its deal registration programme for Large Account Resellers (LARs) until March as the systems required to make it work are not ready. Redmond had planned to launch the programme from 1 October to coincide with sweeping changes being made to the fee structure from that time, but teething …
Paul Kunert, 20 Sep 2011
graph up

Dell hacks £10k off deal registration pricing

Computer maker Dell has slashed its PartnerDirect Deal Registration (PDDR) threshold by a hefty sum in a clear move to attract more UK partners to its programme. The company confirmed today it had permanently cut the cost of its PDDR by £10,000, which covers desktops, notebooks, servers and imaging products. Dell had been …
Kelly Fiveash, 21 Jul 2009
channel

LARs to Microsoft: Please make deal reg programme that works

Microsoft is being urged by large account resellers (LARs) to take steps to speed up the deal registration process more than two months after launch. LARs continue to complain of the Partner Sales Exchange (PSE) – the centralised system underpinning the process – crashing intermittently, forcing Partner Account Managers to …
Paul Kunert, 12 Apr 2012

Microsoft to upset tech floggers: SO SORRY about our broken tools

After delays, delays and more delays, Microsoft is finally ready - well almost - to apply some fixes to the poorly executed Partner Sales Exchange deal registration portal and to roll out BI tools to track those deals. PSE was launched early last year, already six months later than planned, as Redmond tried to make it infallible …
Paul Kunert, 12 Jul 2013
management consumerisation

Crayon pleads with channel: Help us build our UK biz

SAM specialist and global Microsoft licensing solutions partner (LSP) Crayon is looking to cosy up to a small bunch of resellers and SIs via a sales referral model. The Nordic-owned consultancy and licensing transactional engine set up shop in Blighty after devouring locally based Fast Ltd a year ago. The 45-strong UK operation …
Paul Kunert, 03 Apr 2014

Months and months on, tech floggers still waiting to feel Microsoft's tool

Firms paid by Microsoft to sell its products are still waiting a brand-spanking-new business intelligence and analytics tool that the Redmond giant promised to deliver by February. The resellers had hoped the once crash-prone Microsoft's Partner Sales Exchange (PSE) would be improved by the addition of the new sales-tracking and …
Paul Kunert, 13 Jun 2013

Microsoft promises big shiny tool to cheer glum Windows resellers

Microsoft has vowed to end its reseller partners' woes by fixing the unstable website used to register customer sales: by the end of next month Redmond's deal-registration website will be upgraded and will include a new business intelligence and analytics tool. The online system for inputting deals with IT buyers was launched …
Paul Kunert, 18 Jan 2013

Solidfire unfurls MAP to corporate WALLETS, large-scale VDI rollouts

SolidFire claims to have cracked a problem that so many have tried and failed to solve before. It has produced a reference architecture that it hopes will make large-scale corporate VDI rollouts practicable. SolidFire produces a highly scalable, multi-tenant, clusterable all-flash storage array with compression and in-line …
Chris Mellor, 08 Nov 2013
Tojiro Senkou 15cm kitchen knife

Adobe rips up rebate rules after resellers riot

Adobe has tweaked its rebate programme in response to complaints from partners that it was too complex to manage and the sales targets were unachievable in the current biz climate. The software maker introduced out a new structure last autumn and rolled out a tiered deal registration programme, a process that some partners …
Paul Kunert, 12 Jun 2012
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
budgets_and_people

United States of Dell: Biz follows HP's lead, parcels out power to regions

Dell has made a number of senior management changes as it devolves power from the centre of the European organisation back to country level, insiders have told The Channel. As a result, one of the major changes will see Emmanuel Mouquet, veep and GM for Dell's PartnerDirect programme EMEA become the boss of Dell France. Rival …
Paul Kunert, 29 Jan 2013

Resellers and cloud providers need to play dating game

Cloud computing is one of the most over-used terms in the technology industry today, yet ironically when it comes to the channel, it’s one of the least understood areas of IT. While the vendor community is literally falling over itself to promote all the products and services that can be delivered as-a-service, channel partners …
Tim Ayling, 14 Sep 2012
McAfee shield

McAfee vows to swell resellers' bottom lines with MEGA framework

McAfee has herded its channel "profitability" programmes into one mega global framework as it continues to court resellers. The security giant has put six schemes – including deal registration, tiered pricing and rebates – into its Profitability Stack. In a PR statement, McAfee senior veep of worldwide channels Gavin Struthers …
Paul Kunert, 11 Jul 2012
euros_channel_money

Simply nobody is rushing to beat the Microsoft licencing price hike

The expected hordes of customers gathering to renew Microsoft volume licensing agreements before the planned price hike next month failed to show up, say a bunch of reseller sources. With the UK price list set to rise between 1.7 per cent to 25.9 per cent from 1 July, the software maker and partners reckoned on a mad rush from …
Paul Kunert, 28 Jun 2012
hands waving dollar bills in the air

Adobe tosses more big deals dosh at resellers

A shakeup of deal registration payments by Adobe could help its links with hard-pressed resellers. A classic four-tiered partner scheme – Registered, Certified, Gold and Platinum – goes live on 3 October and as part of this Adobe is raising fees for deals logged on its system. "Resellers are facing an increasingly competitive …
Paul Kunert, 20 Sep 2011
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
homeless man with sign

Oracle woos dealers with cash to stem sliding server sales

Oracle is trying to stage a partner love-in by clarifying its policy on direct selling and setting in motion plans to pay resellers rebates for the first time in its history, but partners warn the devil will be in the implementation. The US tech monster engendered channel disillusionment on the day it completed the purchase of …
Paul Kunert, 29 Jun 2011
cloud

Dell channel chief gives SonicWALL partners a cuddle

Dell's global channel chief has moved to soothe any "anxiety" among SonicWALL's 15,000 resellers worldwide about the acquisition. The one-time direct selling purist this week went public with its intent to buy the firewall and threat management software and appliance maker for an undisclosed amount. Greg Davis, Dell veep and GM …
Paul Kunert, 15 Mar 2012
channel

VCE EMEA gaffer cheeses it after seven months

VCE enterprise sales veep for EMEA Adrian Carr is no longer with the business just seven months after joining from Juniper, The Reg can reveal. Carr was EMEA enterprise veep at the networking firm until August but a spokesman at VCE confirmed that he has left the firm: "VCE is searching for a new head of EMEA sales to drive our …
Paul Kunert, 22 Feb 2012
choose_service_channel

The drive to zero: How to retain margin the race to the bottom

Margins are important to the channel. Many resellers live or die by them – but there is of course much more to running a successful channel business than this simple metric alone. Unfortunately, many in the information security space have been sucked into a downwards spiral which threatens to ruin those channel partners who try …
Tim Ayling, 13 Jul 2012
channel

Dell hails happier UK reseller relations

Dell's head of global channels has conceded that it has some way to go yet before it can expunge conflict between resellers and its direct sales bods, but in the three years since it began a partner love-in there is less tension. Talking to The Reg following an EMEA Partner Advisory Council in Hamburg, Greg Davis, Dell veep and …
Paul Kunert, 17 Jun 2011
channel

El Reg hurls EMC onto the rack, drills into VSPEX

On Thursday EMC announced its new stackable and modular server box templates called VSPEX - a piece of kit that raised more questions than a particularly fast-paced edition of University Challenge. Your humble El Reg hack's subsequent Q&A with an EMC bod, published here, reveals among other odds and sods software availability …
Chris Mellor, 12 Apr 2012

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 …

Caesar's Palace security confronts Dell over HP gig invasion

The once docile Dell has turned ultra-aggressive in its war with HP. Dell staffers were confronted by Caesar's Palace security forces, as they tried to invade the HP Americas Partner Conference in Las Vegas this past week. The "highly-efficient and professional" Roman troops prevented Dell from bombarding all 1,100 HP partners …
Ashlee Vance, 05 Mar 2008
graph up

HP pushes converged IT for all

The normal sales pitch is that converged IT stacks like HP's Matrix and Cisco's gig with VMware and EMC are for enterprises - the big boys that will buy them in their thousands. But HP says its channel, which it's pushing towards converged IT, is finding that medium enterprises like the idea too. Kevin Matthews, HP's UK …
Chris Mellor, 05 Mar 2010
arrow pointing up

Cisco resellers get incentive rebates

Cisco will reward resellers for investment they make in pre-sales especially to small and medium businesses. The Opportunity Incentive Program gives financial incentives to dealers securing sales in the commercial market - including medium enterprises, mid-market and small & medium businesses. A pilot programme run in France, …
John Oates, 06 Sep 2004
Dell

Dell to dealers - you win

Dell has finally admitted how much it needs the channel and has launched a worldwide programme to help dealers and systems integrators to push its kit. The vendor, which pioneered the direct PC model, appears to have stopped short of publicly offering channel players discounts, but will offer its top partners "incentive-based co …
Joe Fay, 06 Dec 2007
The Register breaking news

Cisco parades extra trade discounts

Cisco is offering resellers extra discounts on kit if they register potential sales before closing the deal. The deal registration is meant to stop partners who have invested a lot of time and money in the presales process being undercut by another reseller just before closing the deal. Resellers must register the deal with …
John Oates, 18 Feb 2004
channel

RSA ups channel programme

RSA Security is changing its channel programme to offer more rewards to "committed partners". The programme, called SecurWorld, will offer better rebates to resellers who are fully-certified. Dealers will also have access to a portal of support tools and training information. The company believes the issue of IT security is …
John Oates, 26 Apr 2005
channel

Tough times mean channel love for Novell

A lot of IT vendors make their numbers or don't because of the efforts of their indirect sales channels. And when times are tough, the vendor has to take some of the economic heat off their channel partners so they don't lose the people who actually interface with customers. To that end, Novell has announced that it is …