Articles about Direct Sales

Pennies in a jar. Photo via Shutterstock

Cloud gear biz Outsourcery is running out of cash. Again

Misfiring AIM-listed cloud provider Outsourcery appears to be running out of runway. Sales still haven’t matched the predicted highs, cash flow is drying up again and a crash seems possible. The purveyor of infrastructure, software and unified comms clouds has pre-announced its calendar year 2015 results, with revenue up nine …
Paul Kunert, 25 Apr 2016
Grinning man in suit points at a calculator meaningfully. Pic via Shutterstock

Fujitsu Tech Products overhauls direct sales team's pay

Fujitsu’s Technology Products Group (FTPG) says it is going to pay its end user sales team the same amount regardless of whether they transact business via resellers or cut out the middlemen. This is one of the levers the new look team team over at FTPG is pulling to grow business while containing costs, and breaking down the …
Paul Kunert, 13 Apr 2016
fries

McDonald's Sweden adds fries to VR

Forever on the lookout for ways to avoid criticism that its packaging creates unnecessary litter, McDonald's has remade its Happy Meal boxes in Sweden so they can be re-folded into Google Cardboard VR sets. News of the promotion comes to us from AdWeek, which said the company plans to run off 3,500 "Happy Goggles." There will …

Official: EMC concedes defeat on certified partner sales volumes

The top line on page one of the Vendor Channel Management Handbook is all about listening to and acting upon advice from partners. EMC’s US management might want to re-read this. The storage titan has finally climbed down on a heavily criticised element introduced to the global Business Partner Programme that was launched last …
Paul Kunert, 25 Jan 2016
Hammer, spanner and screw

HP Inc's channel mechanics give sales programmes an MOT

HP Inc has lifted the bonnet of its channel sales programme and loosened a few screws that governed the volume of resellers that could qualify for the top tier certification. Partner First sales launched in November - at the same time the old HP broke up - with three tracks (Volume, Value and Alliance) under which HP said it …
Paul Kunert, 21 Jan 2016
paper cut-out men holding hands in linked semi-circle

Hortonworks: Fly, my channel army, fly (oh, and help us turn losses into profits)

Hadoop challenger Hortonworks is formalising links with channel folk to spread open source gospel to a wider audience – and maybe, just maybe, help it turn losses into profits. The developer of Big Data wares already has 1,500 partners trade customers including ISVs, independent hardware vendors, consultants and resellers. …
Paul Kunert, 14 Jan 2016
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Unify leashes direct sales reps as it cozies up to channel types

Unify – formerly Siemens Enterprise Comms – is prepping "Rules of Engagement" to govern the behaviour of its direct sales reps as it relies more on channel types to make a living. The Siemens and Gores Group-owned firm, currently being offloaded to Atos in a sale process expected to close this quarter, has hired ex-Avaya exec …
Paul Kunert, 11 Jan 2016
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Infinidat to flog Brocade storage networking gear

Upstart big iron storage array supplier Infinidat is going to resell Brocade Fibre Channel and IP networking gear to hook up its InfiniBox arrays to servers. InfiniBox arrays compete with EMC, HPE, Hitachi and IBM monolithic arrays and represent the first new monolithic array design for decades by the master of array re- …
Chris Mellor, 01 Dec 2015
retro cartoon featuring two men fighting against cloud backdrop

Fujitsu channel man prepares for war on enterprise rivals

Fujitsu UK’s latest channel czar, Kevin Matthews, has promised tighter account management as he struggles to force his way into corporate clients dominated by enterprise rivals. The former HP enterprise man was last month given control of both the channel and the internal direct sales force, following a year of declining sales …
Paul Kunert, 20 Nov 2015
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Former Dragon lures reseller exec into cloud cave

Manchester-based cloud-slinger Outsourcery has confirmed that outgoing Insight Enterprises UK boss Emma de Sousa will land as managing director in April. Sources told us last week that de Sousa was quitting Insight - it was confirmed by the company yesterday - and that one option on the table was the offer from Outsourcery. …
Paul Kunert, 04 Nov 2015
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Former HP vet Matthews is back! Slips into channel boss jacket at Fujitsu

Exclusive Fujitsu UK is to merge its B2B direct sales and enterprise channel management teams under the control of former HP veteran Kevin Matthews, El Chan can reveal. In recent weeks Fujitsu has parted with B2B divisional sales director Richard Pianta and channel and enterprise director Simon Worsfold, who oversaw distributor and …
Paul Kunert, 29 Oct 2015
Colossus computer from The Forbin Project

InteliSecure buys UK data loss rival as European bridgehead

US-based InteliSecure has acquired Reading, UK-based Pentura in deal designed to allow it to deliver Data Loss Prevention (DLP) technology as a managed service. Financial terms of the deal, announced Wednesday, were not disclosed. InteliSecure specialises in managed DLP and critical asset protection services while Pentura …
John Leyden, 28 Oct 2015
Signpost saying Happy Sad

EMC customers show distinct lack of Dell delight – research

EMC customers are far from delighted regarding the proposed Dell takeover, according to the 451 research house. Its research report found 43 per cent of EMC-only customers typically see Dell as a PC supplier, and 42 per cent thought it was out of tune with their enterprise IT concerns. Amongst the EMC-only customers, some 13 …
Chris Mellor, 16 Oct 2015

EMC traditional storage decline accelerating

Revenues for EMC’s traditional storage products are declining faster and faster as enterprises prefer converged/hyper-converged and cloud alternatives. Analysis of EMC’s preliminary third quarter results by Stifel MD Aaron Rakers shows accelerating year-on-year declines in EMC’s traditional storage products, including VMAX, …
Chris Mellor, 15 Oct 2015
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Ex-Logicalis UK boss Starkey signs up as EMC SDS biggie

Exclusive Former Logicalis UK boss Mark Starkey has crossed the fence into vendor land for the first time, rocking up as the lead for EMC’s software defined storage unit. The exec split from the IBM and Cisco integrator in February after 17 years at the firm, the last two at the helm of the Brit operation, and was subsequently replaced …
Paul Kunert, 09 Oct 2015

Outsourcery bags another £1m investment as losses start shrinking

Outsourcery has unearthed yet another personal investor willing to throw some cash into the commercial coal furnace; one Lawrence Jones, MBE, who doubles up as the boss of hosting biz UKFast. Confirmation of Jones agreeing to invest £1m into the Manchester-based cash burning seller of clouds comes as the business revealed it …
Paul Kunert, 29 Sep 2015
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HP’s controversial sales scheme isn't dead, it's just resting. There – it moved!

HP’s controversial Value System Integrator sales programme hasn’t been taken out the back and murdered, contrary to the wishful thinking from some in the channel – but it is being scaled back. The mechanism started in the public sector in the noughties as a way to beat Dell on pricing, by removing distributors from the supply …
Paul Kunert, 21 Sep 2015
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HP brands Surface distie deal a 'storm in a glass of water'

An HP exec has branded the firm’s decision to sell Microsoft’s fondler in competition to its own portfolio as "a storm in a glass of water". Both HP and Dell are set to peddle the Surface Pro 3 via their direct sales forces and online – a move some channel partners described as confusing and a cause of potential portfolio …
Paul Kunert, 10 Sep 2015
Confused computer keyboard

HP and Dell flogging Surface Pro direct? No issues THERE. NONE AT ALL

HP and Dell – cunningly assisted by Microsoft – have hatched a brilliant plan in which they will compete against their own products, not to mention the channel types who sell them, by flogging Redmond's Surface Pro 3 direct. At the worldwide partner knees up in June, Microsoft confirmed it was opening the gates to allow …
Paul Kunert, 09 Sep 2015
Cook, via Shutterstock

Comparing Avere and Violin – one's overlooked, the other's overcooked

Comment Sitting at my desk early today I thought a couple of thoughts: Avere was getting overlooked while Violin Memory is in danger of getting overcooked – one company almost ignored and the other facing intense scrutiny. Why? Avere’s relative invisibility It's been a glorious spring and summer for storage news and that means that …
Chris Mellor, 17 Aug 2015
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IBM and Apple sitting in a tree, k-i-s-s-i-n-g e-n-t-e-r-p-r-i-s-e b-u-y-e-r-s

IBM is once again pushing its software-for-suits in tandem with Apple. Big Blue said it will sell its enterprise customers Mac desktops and notebooks pre-loaded with its IT management software and services. The bundles are aimed at helping IT departments integrate Macs with their current software platforms. Under the new …
Shaun Nichols, 05 Aug 2015

$125m VC war chest awaits NTT Com Security's outgoing boss

The hedge fund that outgoing NTT Com Security overlord Simon Church is joining has $125m to splash on new investments in cyber defence and data services. Church, who provided consultancy for C5 Capital since its inception last year, and was made an advisory board member in April, is to become an "exec in residence" at the equity …
Paul Kunert, 24 Jun 2015
Mustard

Can Said Ouissal really cut Violin’s sales mustard?

Has Violin’s new worldwide sales head Said Ouissal got what it takes to lift sales at the recovering all-flash array company? He comes to the SVP position with no prior direct sales management experience, and told us he joined Violin in April last year to be SVP for product management and strategy. He came from Juniper Networks …
Chris Mellor, 22 Jun 2015
Scrooge McDuck

Open-source Linux doesn't pay, said no one ever at Red Hat

Red Hat's sales jumped 14 per cent, year-on-year, in the quarter that ended May 31, thanks to contracts with government and cloud providers. The GNU/Linux distro maker recorded US$481m in sales in its first quarter of its fiscal 2016 year, and a net income of US$48m, up 26 per cent on the year-ago period. The 44 cents per share …
Shaun Nichols, 19 Jun 2015

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
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
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

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
storage arrays superimposed on cloudy sky

Backing up cloud applications is never easy but Asigra gets it done

Review As the recent Code Spaces debacle has taught us, just because you use cloud computing doesn't mean you can't properly engineer your IT design. A huge part of that is having proper backups that are set up on separate providers with different administrative credentials. Asigra is a data protection company that claims it can …
Trevor Pott, 23 Mar 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

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

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
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

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

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

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
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 …
Paul Kunert, 10 Oct 2014
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

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
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

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
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Dragons' Den man and co-CEO to work for FREE at loss-making Outsourcery

Outsourcery bosses Piers Linney and Simon Newton are relinquishing their salaries for the next 12 months in a bid to save the loss-making cloudy biz £500,000, the company told the stock market today. The desperate duo’s act is part of measures to find £4.5m in funds to keep the wolves from the door in the medium term, a move …
Paul Kunert, 14 Aug 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
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
earth's Atlantis view

Hey Microsoft: You want to keep hardware partners onside? Stick to software

Data storage solutions are typically sold as appliances: hardware with a smart software layer on top. The intelligence is in the box that you buy and is tailored to the hardware it lives with. That approach makes sense until you take a wide-angle view on a real-world data centre: independent storage boxes act well on their own, …
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Microsoft confirms Office 365 price rise

Life is about to get more expensive for some folk living in Microsoft's Office 365 world with a 15 per cent price hike in the offing from August. This is the first time Redmond has decided to ignore the unwritten laws of the cloudy industry by upping its price list for punters - those with an Enterprise Agreement that haven't …
Paul Kunert, 03 Jul 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

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
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