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Articles about Direct Sales

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

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
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
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
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
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

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
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
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
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

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

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
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
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
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

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
Columns of coins in the cloud

Dragon's Den star's cloudy biz still losing MEEELLLLLIONS

It was a year of frenzied activity for AIM-listed Outsourcery in 2013 but none of this translated into bottom line goodness as the cloud provider's losses again outstripped sales. According to preliminary numbers reported today, the Manchester-based as-a-service firm reported a 44 per cent sales spike to £5.2m, including £4.1m …
Paul Kunert, 19 Mar 2014

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
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
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 …
By michandryan  http://www.flickr.com/photos/49291777@N05/  licensed under creative commons attribution

Dell tells customers: 'Opt out' if you don't want a channel service

Dell is asking half a million customers Stateside to hand over their privates to channel partners or to actively "opt out" of a sweeping programme to reduce the number of accounts the firm services directly. As previously revealed, between 200k to 500k customers in North America – presumably those not deemed large enough – will …
Paul Kunert, 31 Mar 2014
management strategy3

EMC hires channel veteran as new EMEA COO

Former Colt Technology Services grand fromage Simon Walsh is set to become one of the top brass at EMC EMEA, according to multiple industry sources. Walsh, an exec director at Colt, exited the business back in November along with a couple of his lieutenants following nearly three years at the firm. Sources told us that Walsh …
Paul Kunert, 15 Jan 2014

Big customers need a personal servicing, says Big Blue grand fromage

IBM has handed the bulk of its largest corporate hardware customers to channel partners – some 200 accounts – but it is retaining 23 clients who will still get the touchy-feely treatment from its direct sales reps – who comprise half of the unit's sales. So the crown jewels remain firmly nestled in the bosom of Big Blue, so to …
Paul Kunert, 07 Nov 2013
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 …
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
HP CEO Meg Whitman at Discover 2012

Whitman vows to end channel conflict at HP

Direct-sales staffers who continue to pilfer deals from under the nose of channel partners do not have a long-term future at the company, top brass at HP claim. A Rules of Engagement template has been devised by the vendor, designed to give confidence to partners that their investment in certifications to specialize in products …
Paul Kunert, 20 Feb 2013
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

What do YOU look for in a tech CEO: Smart, sales savvy, his own hair?

Channel player would like to meet tech CEO with solid sales background, understanding of the IT distribution channel, and no commitment issues. Relaxed attitude to rebates an advantage. Smokers, short-arses and visionaries need not apply. Is that too much to ask? Many industry veterans might tell you it is. Most channel players …
Steve Bell, 18 Feb 2013
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
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
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

You thought slinging Photoshop into the cloud would fail? Look who's laughing NOW

Despite banking a smaller cash haul than it managed this time last year, Adobe's share price rallied last night - as it crashed through the one million cloud subscriber mark. The maker of the Creative Cloud added 331,000 more paying people to the internet-served software package, according to its paperwork for its third quarter …
Paul Kunert, 18 Sep 2013

Microsoft explains its new financial reporting structure – sort of

In a meeting with financial analysts on Thursday, Microsoft for the first time disclosed details of its new financial reporting structure, in light of the radical organizational restructuring that CEO Steve Ballmer announced in July. As we were told, gone are the classic five business groups units – Windows, Server and Tools, …
Neil McAllister, 20 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
Love

TalkTalk Biz cosies up to channel

The man at the top of Talk Talk Business (TTB) says it uses the direct sales force to keep channel partners on their toes. This is a novel strategy for a company that wants to do more business with resellers and integrators, and to spread the word it is the third fourth largest ISP in the UK. Charles Bligh rocked up at TTB 15 …
Paul Kunert, 07 Mar 2013
New HP logo

HP tries to tempt fussy partners with juicy new rebates

HP partners have another four months to ponder how many hoops they'll have to jump through under the revised membership set up for HP's PartnerOne programme. The rewards? The tech giant has promised new rebates and fewer certifications. This new tiered structure - the second big set of changes to be made to PartnerOne this year …
Paul Kunert, 10 Jul 2013
management strategy3

Dell slaps back at HP after Meg's 'uncertainty' diss: You're flip-floppers

Dell's global channel boss has accused HP of flip-flopping on its direct sales strategy, claiming its archrival has failed to create a stable platform where partners can feel secure investing their resources. The war of words erupted after HP CEO Meg Whitman recently told resellers at its Global Partner Conference (GPC) that …
Paul Kunert, 04 Mar 2013
Punk-styled girl with piercing gazes at an apple

Apple's Cupertino comrades conspire to capture Russia

Apple is beefing up its presence in Russia, according to rumours in the Russian financial daily Kommersant. Apple has registered a company called Apple Rus and assigned Vitaly Morozk, the company’s local legal advisor, as its director general, reports the paper. Allegedly, opening stores in President Putin's back garden is not …
Anna Leach, 22 Aug 2012
cloud

Seagate gets new global sales head

Seagate has announced a new EVP for global sales and marketing, Albert 'Rocky' Pimentel, while some doubt remains about the fate of previous incumbent Dave Mosley. Pimentel replaces interim EVP Karl Richarz, who we are told was put in place "as Seagate’s management team planned its realignment strategy". He will "continue to …
Chris Mellor, 11 Apr 2011

Oracle to channel: want some extra rebate love?

Oracle has tossed a couple of extra percentage points of rebate into the mix for channel partners that can flog its prescribed blend of systems and software. The sweetener comes in the wake of a lacklustre fiscal '13 for Oracle, and is a good indication of where the vendor needs most help from resellers/ integrators in the year …
Paul Kunert, 26 Jun 2013
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
The Register breaking news

Red Hat accelerates through $1bn in sales

"We think of Linux as a competitor in the student and hobbyist market but I really don't think in the commercial market we'll see it in any significant way." Bill Gates, 2001 You can't blame Red Hat for wanting to rub it in a little bit as it busted through its first $1bn year. Yes, El Reg knows that numbers are not barriers, …

Indirect proposition: Inside IBM UK software supremo's profit plan

IBM’s Stephen Smith shrugs off our suggestion there’s more pressure on him now than ever before. And no wonder: he is a man with a profit-generating plan. Smith is the UK and Ireland head of IBM’s Software Group – a unit that’s home to some of the biggest names in software, never mind the Big Blue brand itself. As a whole, the …
Gavin Clarke, 08 Jan 2014

Avaya UK boss tears UK channel partners list in HALF

Anyone in Avaya UK's direct sales force wanting to bypass the channel must justify it to recently landed country chief Simon Culmer. It seems that Culmer, who pitched up at the unified comms vendor in May is staging something of a channel love-in – but not all of the current 800 resellers/integrators will be smothered with hugs …
Paul Kunert, 25 Jul 2012
WD WD TV Live

Growth, what's that? Storage firms tighten belts as revenues flatline

It’s results round-up day at the Register, with LSI, Mellanox, QLogic, Symantec and WD all filing their quarterly results. Here we go on a numbers blitz: Western Digital reported first fiscal 2014 quarterly revenues of $3.8bn and profits (net income) of $495m from making 62.6 million disk drives with an average selling price of …
Chris Mellor, 28 Oct 2013

EMC slashes channel training fees to woo resellers

EMC says it will no longer seek to profit from holding IT channel training sessions, but said that only a select band will get courses completely free of charge. This is the latest change in the storage goliath's efforts to court resellers as it limits the role of the direct sales team to 150 ring-fenced enterprise accounts. It …
Paul Kunert, 13 Sep 2012
axe_channel_teaser

Symantec CEO: I'll AXE up to 4 in 10 execs by July

Symantec's profits collapsed last quarter amid a company-wide restructure that will axe bosses and rejig routes to market. For the final three months of fiscal 2013, which ended 31 March, the company's earnings tumbled 66 per cent on the year before to $188m (£121m). Turnover climbed four per cent to $1.748bn (£1.13bn), the …
Paul Kunert, 08 May 2013
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
chain_relationship_channel

Distie: Build the cloud and resellers will come... so WHERE ARE THEY?

Disties have built cloudy aggregation platforms for channel types under the assumption they would come… but they are still waiting for mass adoption. It would seem that reseller solutions provider reseller demand for brokerage services, such as the one that Arrow ECS launched 18 months ago has been a little underwhelming. Some …
Paul Kunert, 04 Dec 2013