Articles about Direct Sales

Love

One-time direct sales giant Dell weds world's largest tech distie... in the UK

Privately owned Dell has finally tipped its cap in the direction of broadline distribution by hauling in Ingram Micro to carry its entire line card across Blighty. It is six-and-a-half years since Michael Dell reclaimed the CEO’s office and decided he actually needed the "middlemen", those he’d dismissed for decades, to help …
Paul Kunert, 22 Sep 2014
Tesla Model S

FTC: State laws blocking Tesla's direct sales are 'protectionist'

Tesla Motors has gained an influential ally in its battle to sell its electric cars direct to consumers: the US Federal Trade Commission. Tesla's business model of selling its cars via its website and company-owned showrooms has come under fire in multiple US states – including Arizona, Texas, and New Jersey – where current laws …
Neil McAllister, 25 Apr 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

Buy IT Direct: Sales up by a third, but IT kit NOT behind boom

Buy IT Direct, one of the last major independent tech e-tailers of size, pushed up turnover by more than a third in '13 but told us demand for kitchen appliances and baby products were largely behind the bounce. Revenues for the Huddersfield-based online trader climbed 34 per cent to £93.4m in the year to 31 March 2013, …
Paul Kunert, 12 Feb 2014
The Register breaking news

STEC - sorry sTec - opens direct and channel sales with name change

What the Zeus is going on? STEC has changed to sTec and it's bragging about its new direct and channel sales program. What's happened is that STEC - sorry, sTec - is adding both direct sales and channel sales alongside its mainstream OEM sales organisation. sTec reckons its enterprise customers will buy direct through OEMs, but …
Chris Mellor, 04 Apr 2013

Elon Musk slams New Jersey governor over Tesla direct sales ban

Tesla Motors CEO Elon Musk has taken to the web to address the entire state of New Jersey about what he claims was a "backroom deal" to defeat his company's business model. Earlier this week, New Jersey became the third US state – after Arizona and Texas – to enact a rule banning auto manufacturers from selling cars directly to …
Neil McAllister, 14 Mar 2014

EMC customer? You can only buy from third-party sales bods now

EMC says it will remove the tools that allowed its direct sales reps to quote kit prices to customers this quarter. The process is running slightly behind schedule due to some teething issues, but should be in place soon, it said. The internal reps used the Direct Express (DXP) to fire off quotes to customers while partners …
Paul Kunert, 15 Aug 2014
Mark Moshayedi Jan 2013 Interim STEC CEO

Fallen flash flogger sTec says direct sales will save its bacon

Flash disk maker sTec isn't looking healthy. Its revenues have declined by over a third from the last quarter and net losses exceed revenues for this quarter - as they have done for the last 18 months. Revenues from storage array manufacturers are falling away faster than the company's alternative revenue-generating efforts are …
Chris Mellor, 09 May 2013
Love

Dell's channel love-in: We've picked 500k accounts (from direct reps' garden)

With Valentine's Day on the way, Dell is showing more love to the channel by rewarding direct sales reps who push up to half-a-million customer accounts to partners. The move is happening first Stateside where Cheryl Cook, newly crowned worldwide queen of Dell channels, told channel mag CRN US that it is hoped the move will fuel …
Paul Kunert, 07 Feb 2014
Misco

Former HP direct sales bloke Logan jumps ship to Misco

Headhunters are out in the channel recruiting bods into Misco's fledgling enterprise team - and ex-HP bigwig Richard Logan is the first to join. The Systemax-owned reseller has grand plans to knock its largest EMEA rivals off their perch within five years, and is restructuring to achieve this. Logan, previously sales director …
Paul Kunert, 29 Nov 2012
Nimble Storage revenues Q2cy2014

Better be Nimble, tech giants, or mutant upstarts will make off with your sales

Hybrid array vendor Nimble Storage saw revenues grow strongly as storage giant incumbents were unable to deliver equivalent price/performance products. Revenues were $53.8m for its second quarter, ended, an 89 per cent increase year-on-year and beating its own guidance of $49m to $51m. There was a net loss of -$26.1m, 149 per …
Chris Mellor, 27 Aug 2014

Will YOU be living in a cardboard box under the motorway in five years?

Chinese kit-maker Huawei reckons one in four resellers will be out of business inside the next half a decade, such is the dwindling shelf life for the classic man-in-the-middle model. A report outlining the company's strategy predicted: "Within next five years, one fourth of the channels will disappear, and the remaining …
Kat Hall, 26 May 2015
SEO

NetApp's customers resisting Clustered ONTAP transition

Customer resistance to complex Clustered ONTAP migrations caused a slowdown in hardware sales at NetApp, with revenues clearly shrinking. Fiscal 2015 fourth-quarter revenues declined 6.6 per cent year-on-year from $1.65bn to $1.54bn. Net income was $135m, down from $197m (32 per cent). The full-year revenues told the same story …
Chris Mellor, 21 May 2015
iPhone 6 Plus opened up

Smartphones merge into homogeneous mass as 'flagship fatigue' bites

People are turning away from pricey "flagship" smartphones sold on complicated expensive contracts, according to industry figures. Dealmaker site uSwitch says it's seeing steep declines in year on year sales of flagship smartphones in 2015, with Sony hit particularly hard. Even Apple’s much-anticipated iPhone 6 exhibited the …
Andrew Orlowski, 30 Jan 2015
EMC

EMC warns sales bods: Steal deals and it's no shoes for your kids

EMC will strip commissions from its direct sales bods if they snatch deals from resellers and integrators. This is one of the Rules of Engagement the storage giant has come up with to end conflict in the channel between its staff and third-party box-handlers. Philippe Fosse, veep of EMEA channels at EMC, said his company is …
Paul Kunert, 30 Jul 2012
Electronic waste dump in China

Meru Networks ready to DECIMATE its workforce

Meru Networks has retained financial advisor Deutsche Bank to review future options for the business, as it confirmed its intention to erase “more than” 10 per cent of the global workforce amid falling sales and profits. The NASDAQ-listed WLAN maker revealed last night that according to preliminary estimates for Q4, revenues …
Paul Kunert, 07 Jan 2015

Microsoft and EMC: 'We need UK channel execs'

Microsoft and EMC are on the hunt for a local channel exec after saying their respective farewells to Amanda Sleight and Terry Beale, with both bound for EMEA-wide positions. Sleight is one of longest serving partner sales directors in Blighty after notching up 14 and a half years on the job. "Amanda is moving to a role within …
Paul Kunert, 19 Jun 2014
channel_teaser_exit

HP parts with sales director Richard Logan

HP sales director Richard Logan is exiting the organisation as the printer and PCs business units collide, say channel sources close to the vendor. The shake-up at the top of the Printing and Personal Systems (PPS) biz began some months ago with Eric Cador, EMEA head of the PC division, bagging the most senior role in the region …
Paul Kunert, 09 Jul 2012

Hungry UK IT biz, VC firm to swallow former Ericsson arm Damovo – sources

Privately owned Daisy Group is very close to making the British arm of comms integrator Damovo its 47th conquest, sources are telling us. Lancashire-based Daisy pulled its shares off AIM last week and will next month take delivery of a new chief exec in the shape of outgoing Computacenter UK managing director Neil Muller. A " …
Paul Kunert, 28 Jan 2015

HDS: channel STILL 60-65% of UK biz, says local COO

HDS' UK COO reckons the proportion of channel sales relative to the direct biz hasn't shifted in recent years because it failed to carve up "solutions" and "services" for partners. The previous management including UK boss Stephen Ball - a Computacenter staffer - said in 2011 that within three years he wanted partners to …
Paul Kunert, 21 Mar 2014

Tech Data jumps into Dell's corporate hot tub

Dell is finally falling for the charms of the largest volume disties after signing up Tech Data in parts of mainland Europe ahead of extending the deal to Blighty from next month, or so say multiple sources. The one-time direct selling purist did the distie dance with Ingram across the region earlier this year, and got jiggy …
Paul Kunert, 10 Dec 2014
big droplets falling from rain cloud

Outsourcery still losing as much as it turns over

Former Dragons' Den rude boy and Outsourcery co-founder Piers Linney is likely to be forced to pitch his business to investors again for a fresh round of funding, after closing off a tough, cash-zapping year. The London-listed cloudy biz reported revenues of £7.4m for calendar 2014 – up 42 per cent, but still some £1.1m down on …
Paul Kunert, 30 Mar 2015

Syscap waves £50 million in CASH at UK tech channel

Finance provider Syscap has set its sights on wooing back the channel by waving at least £50m in cash at partners seeking funding. The firm began life as a channel finance provider, but has since moved into other sectors, such as legal businesses. It currently funds around £30m-£35m to 700 partners - some 10 per cent share of …
Kat Hall, 18 Nov 2014
Photo of HP Enterprise office

Merging HP and EMC – hold on, wait, hear us out. The cap is still on the bottle of crazy pills

Comment Does an EMC-HP merger make more sense now than last year when the two titans' inability to agree on a price put a stop to the idea? HP could join the EMC Federation as a servers-and-networking business, and stand alongside EMC II (EMC Information Infrastructure, aka storage), VMware (virtual server software), and Pivotal (big- …
Chris Mellor, 05 May 2015

Cops BUST RING, CUFF BLOKES in Skegness RAID

Microsoft and Adobe can rest easily in their beds tonight after the quack crack squad at the Police Intellectual Property Crime Unit nabbed two men flogging dodgy software from their secret lair in Skegness. Specialist fuzz from the City of London Police Intellectual Property Crime Unit (PIPCU) along with detectives from the …
Paul Kunert, 03 Sep 2014

There's life after Oracle, but very little left in Oracle's reseller channel

Oracle-Sun anniversary A headstone in Santa Clara carries the names of the fallen in Sun Microsystems’ once illustrious reseller channel – it is five years this week since grim reaper Oracle bought the server giant. It’s not that these companies hit the wall, more that some realised quickly that an agreement with Larry’s lot wasn’t going to work out …
Paul Kunert, 27 Jan 2015
channel

Oracle warns hybrid sales model could force down revenue

Oracle is prepared to risk a reseller revolt over a planned hike in direct sales and expects relationships with some to "deteriorate" as a result, despite acknowledging the go-to-market strategy may not be a hit with some customers. The frank admission – made in an annual report 10k form recently filed with the SEC – is in stark …
Paul Kunert, 29 Jul 2011
Columns of coins in the cloud

Dragon's Outsourcery biz bags another £1m of cash to burn

Loss-making cloudy UC services biz Outsourcery is set to pocket £1m worth of investment from a VC just months after it raised cash and cut costs to prevent liquidity drying up, following a forecasted sales slip. The Manchester-based biz run by Dragon’s Den ‘celebrity’ Piers Linney — who, along with his co-founder, has agreed to …
Paul Kunert, 10 Oct 2014

Oracle UK boss ousted to channel after 'sales slump'

Oracle UK and Ireland boss Dave Callaghan has been switched out of his role amid claims that the Blighty wing missed its sales target by about ten per cent. In a straight job swap, Callaghan has been handed control of EMEA channels and Dermot O'Kelly has moved in the opposite direction to take the hot seat. The exchange happened …
Paul Kunert, 13 Jul 2012
Love

HP: We're holding nothing back from partners now, coos firm

The new, channel-friendlier HP - jolted into action by CEO Meg Whitman and losing the PC crown to Lenovo - is trying to help rather than hinder partners efforts to build global sales business with customers. A year ago Whitman told a gathering of resellers, integrators and providers of services at its global partner knees-up …
Paul Kunert, 08 Apr 2014
channel

NEC UK abandons direct sales

NEC Computers yesterday signalled its intent to become 100 per cent indirect in the UK over the next year. The Japanese firm will take on one mainline distributor in September and about 100 resellers over the next 12 months. The vendor hopes to increase its reseller base in vertical sectors that include healthcare, finance and …
Kelly Fiveash, 23 Jul 2008

EMC partners yowl in pain at new channel-chumship badge rules

EMC has let the cat among the pigeons, introducing eye-watering revenue thresholds for channel partner accreditations that some fear will relegate smaller tech-savvy resellers to the lower ranks. Under the planned Business Partner programme overhaul, the storage titan has written to partners to tell them of the specific sales …
Paul Kunert, 30 May 2014
arrow pointing up

HP to axe sales staff found pilfering dealers

HP is taking a hard line on direct sales staff at its Technology Services Group* (TSG) in the US - it will sack anyone caught nicking deals from resellers. The same principle – part of the new rules of engagement policy – will be applied in Europe later this year but the vendor has yet to give local partners advance warning – …
Paul Kunert, 01 Aug 2011

Buying EMC? Better get a quote from a channel partner

EMC execs aim to crush any lingering conflict in the technology business channel* by preventing internal reps from quoting configuration and prices to all bar the largest customers that it sells to directly. The storage giant cemented its love-in with resellers, service providers and integrators with a rules of engagement …
Paul Kunert, 21 Jan 2014
Columns of coins in the cloud

TV rudeboy and Outsourcery boss Linney joins Gov.UK SME panel

The government has enlisted the boss of an SME yet to win any business via G-Cloud to advise on ways to, er, oil the wheels of commerce for other small traders that have similarly found public sector contract success elusive. Dragons' Den star Piers Linney, joint head at AIM-listed, cloudy infrastructure biz Outsourcery, is the …
Paul Kunert, 29 Jul 2014
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
Oracle co-president Mark Hurd explaining the Platinum service level price

Oracle raids HP enterprise biz to find global channel chief

Oracle has filled the void at the top of its channel organisation after president Mark Hurd raided his previous employer HP by sweet-talking its Americas enterprise boss Rich Geraffo into jumping ship. The position lay vacant ever since well-respected channel figure and Oracle veteran Judson Althoff upped sticks in March for …
Paul Kunert, 16 Oct 2013

Pitch Black: New BlackBerry Classic is aimed at the old-school

Hands on How can a phone maker sell out of its new smartmobe in advance when no one even knew what was inside? BlackBerry has somehow managed that feat. Click to enlarge pics Back in February it announced the Classic, which be could be ordered online last month, and until today nobody knew the specifications. “Too many things …
Andrew Orlowski, 17 Dec 2014

ZTE's stealthy Nubia: China-made Google-free Android mobe

Hands On A stealth project being shown discreetly at Mobile World Congress this month shows how far Chinese phone manufacturers have come – and how far they have to go. It’s under the umbrella of ZTE, the state-owned telecoms giant, and was officially unveiled this week. The Chinese are coming, but we’ve barely had a taster of it yet …
Andrew Orlowski, 27 Mar 2015
Virgin Media Central Headend

Tough times in the server market, even though more iron moved in '13

The market dynamics were all wrong for folk building and supplying server boxes in 2013 - in the year that shipments reached a record nine million milestone, factory revenues tumbled. IDC is the second beancountery in as many days to publish less than flattering stats, with unit sales rising 3.2 per cent on calendar '12 but the …
Paul Kunert, 27 Feb 2014
HP CEO Meg Whitman

HP CEO Meg Whitman dons TRIPLE CROWN of POWER

HP CEO and president Meg Whitman has consolidated power at the top of the corporation by taking on the role of chairman as well. The manoeuvring comes days after HP confirmed that Ralph Whitworth is to step down due to health concerns, the exact nature of which were not revealed. Whitman joined HP's board at the start of 2011 …
Paul Kunert, 18 Jul 2014
graph up

Dealers' outrage at Microsoft Office 365 cloud-sales plans

Microsoft is days away from lifting the covers from Office 365, but top channel brass have yet to assuage reseller anxiety over the client engagement model that they fear paves the way to a massive hike in direct sales. The launch of the cloud-based biz suite, which cobbles Office Web Apps with hosted Exchange, SharePoint and …
Paul Kunert, 22 Jun 2011
Tesla's Elon Musk

Car titans WON'T STEAL our tech, says Musk: DAMNIT, I'll GIVE IT to 'em

Tesla boss Elon Musk has announced that the electric car company is opening up its patent portfolio for use by rival carmaking firms. The PayPal/SpaceX/Tesla tycoon said that the firm will make its patent holdings available to others and will not file suit against companies who use its patented technology in what Musk terms " …
Shaun Nichols, 12 Jun 2014

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
IBM's System zEC12 mainframe

Pricey mainframes, hyperscale boxes boost Q4 server sales

For the first time in five quarters, the server business saw an uptick in revenues in the final quarter of 2012, mostly thanks to burgeoning sales of dense boxes used by hyperscale web operators and a sharp appetite in IBM's mainframe shops for its new System zEnterprise EC12 boxes. Windows and Linux boxes (about half of the …
SGI Ice Cube Dual Row Container

Red ink deeper at SGI as sales shrink

Jorge Titinger, who was tapped to be the CEO at server and supercomputer maker Silicon Graphics back in February, has his work cut out for him amind slowing sales and mounting losses. It is a situation that many CEOs at SGI (and at rival Cray) have found themselves in time and time again. But SGI is now in a new fiscal year and …
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

IBM likes the channel, puts a ring on it

IBM is getting more touchy with resellers by tackling channel conflict in its hardware biz following a massive slide in server sales during recent quarters. The move is being made exclusively in the System & Technology Group (STG) where IBM sales reps will now only be paid incentives for deals closed alongside resellers, not …
Paul Kunert, 27 Aug 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
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