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Articles about It Channel

Corporate crashes in UK IT channel drop back to pre-recession levels

Channel fatalities are down for the fifth consecutive quarter as the local ICT sector growth and the wider UK economy becomes the envy of European neighbours. The numbers of tech suppliers that went pop during Q3 was down by almost a quarter to 56 compared to the war stats from credit reference agency Graydon UK for the same …
Paul Kunert, 09 Oct 2014

Brit IT industry comes up for air after recession

There are fewer corporate pile-ups on the channel highway than at any point in more than a decade and a half, official stats from credit reference agency Graydon UK reveal. Some 33 firms bit the dust during the second quarter of calendar '14 - the joint lowest rate since 1998 - way down on the 89 recorded a year ago or the 61 …
Paul Kunert, 09 Jul 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

EMC chief: Why today's IT channel will soon cease to exist

If I had to suggest just one hallmark of the IT channel, I would choose stability. The various organisations that make up the chain have clearly defined roles and well-established business models. But this state of affairs is about to undergo a period of great change. This change has already started, but the pace is set to …
Philippe Fossé, 02 Apr 2013
Dell chairman and CEO, Michael Dell

Dell axes IT channel middlemen, installs Windows in the factory

Microsoft has granted Dell the power to install Windows on specialised computers before they leave the factory - neatly bypassing the distribution channel. Typically, customers buy these machines via an integrator, which provides the software with the kit. But now Dell's hardware-building biz OEM Solutions can manufacture and …
Gavin Clarke, 16 Apr 2013
European Union Flag

Hey channel: EU data laws are coming, get YOUR arse in gear

Have you heard of the EU’s new General Data Protection Regulation? A fair few in the channel might have caught something about it but not given it much thought. After all, it’s still years away, it’s happening in some dusty old room in Brussels and it is, quite frankly, pretty dull. But the truth is this new framework - which …
Tim Ayling, 28 Jun 2013
channel

IT channel swamped with cash from bargain-hunting small biz

The IT channel tweaked the nose of the recession during January with UK disties transacting £525m worth of tech sales, according to stats from bean counter Context. This represents a year-on-year sales-out rise of nearly 16 per cent - not bad given all the talk of economic meltdown. Tablets and telecoms gear were the hottest …
Paul Kunert, 05 Mar 2012

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
channel

Victorian government moves to mollify IT channel

The Victorian government has announced an expanded eServices panel of IT suppliers, in a move that should relieve the industry’s fury at cuts to the industry panel announced in July. The state government’s previous attempt to lop 65 suppliers off its IT services panel had provoked an industry backlash, particularly from smaller …
channel

Oz channel in the spotlight for Kaspersky

Along with a new product release, Kasperky Lab is also prepping a 12-month assault on Australia’s IT channel with the aim of growing its business here by 20 per cent in the current financial year. Andrew Mamonitis, ANZ managing director for Kaspersky’s local office, says that the company’s consumer brand-building of recent years …

Ingram Micro veteran returns to... Ingram Micro

Distribution veteran Bhavesh Patel has re-joined Ingram Micro (IM) as exec director of global business development for the Mobility side of the house. Patel took leave from the broadline tech distie in spring 2009 to hook up with his former IM UK boss Meine Oldersma at comms wholesaler 2020 Mobile Group. But 2020 was acquired …
Paul Kunert, 04 Mar 2014
channel_partners_deal_handshake

Team up or miss out: Why the channel needs partners

Cloud computing is growing at a stratospheric rate. IDC Enterprise recently reported that businesses are earmarking as much as one-third of their IT budgets for cloud computing products and services. By the end of the decade, global cloud computing spending is expected to top $200bn annually. With cloud budgets increasing as …
Lawrence Walsh, 17 May 2012

Channel survey: Biz in 2012 LOADS better than last year

Back in late spring, we ran a survey of channel players looking at how business has been developing and the outlook for the future. Well the results are in and make for some interesting reading. First up, the obligatory health warning on the limitations of the exercise we carried out - our survey sample of 116 respondents was …
Andrew Buss, 21 Aug 2012
management governance3

Clock ticking for IT distie Tech Data to end accounts probe

IT channel biz Tech Data has until September to get its house in order - because that's when it must file all its delayed financial reports to regain compliance with NASDAQ rules. The world's second largest tech distributor missed the deadline for filing its Q1 2013 results this month, some 45 days after the end of the quarter …
Paul Kunert, 20 Jun 2013
Columns of coins in the cloud

Microsoft builds admin tool to spare Office 365 sellers' blushes

Microsoft's legion of Office 365 floggers have waited 18 months for a tool that allows them to manage customers using the cloudy suite, and in that time blindly fielded some calls from irate folk suffering outages. But help is finally at hand, according to Adam Jung, senior product manager of the Office 365 team: a bigger and …
Paul Kunert, 31 Jan 2014
Northamber

Olympics may have been glorious, but they 'dampened IT trade'

The Olympics may have boosted the feelgood factor in London and across the wider country but it dampened trade in the IT channel - well, according to distributor Northamber anyway. The veteran UK distie made the claim today as it reported financials for the year to 30 June which revealed a return to pre-tax profits but a double …
Paul Kunert, 27 Sep 2012
management procure6

Think your IT department's parochial? Try selling to SMEs

It’s been a few years since I carried a quota, but over the course of my sales career I have signed some pretty substantial and complex deals in the large corporate space. However, it was the time I spent working with IT channel partners selling enterprise resource planning (ERP) systems into smaller businesses that I had to …
Dale Vile, 03 Jun 2013
hands waving dollar bills in the air

Insurance giant: IT dealers will survive the downturn

The UK boss at credit insurer Euler Hermes reckons that although channel insolvencies may edge up again next year, B2B resellers are in comparatively rude health. The number of IT dealers hitting the wall returned to levels not seen since the dot-com bust during the first half of 2011 and are forecast to remain high as the …
Paul Kunert, 05 Dec 2011

Insight CEO: Everything that's cloudy is GOLD

A "sickness" at the core of the IT channel - an over reliance on back-end-loaded vendor rebates - threatens to render many tech suppliers irrelevant. But there is a cure, it is fluffy, white and called the cloud. Or so says Wolfgang Ebermann, the EMEA president at Insight, who after 23 years at Microsoft in various senior roles …
Paul Kunert, 09 Apr 2014
Derisive laugh

Oi, you don't work here, MR ANYTHING BUT incisive – get your grubby mitts off our commentards

This has been a glorious week in the sacred history* of this column: we caught a rival's reporter trying to use The Register's own comments sections to find a story. Enter stage right Jack Gilbert, a reporter with a website which we're not going to tell you the name of (why? Screw giving them free advertising, that's why) – but …
Gareth Corfield, 07 Sep 2014
box_shifting_channel

Arrow's Computerlinks gobble - a vendor's perspective

One of the channel's worst kept secrets was finally outed last month as US behemoth Arrow Electronics agreed to snap up Munich-headquartered VAD Computerlinks for a cool €230m. In many ways it was a canny bit of business for Arrow and should give it access to some high-end customers, but the deal raises more questions than it …
Tim Ayling, 27 Sep 2013
shopping_basket

Daisy Group hoovers up Indecs Computer Services for £18m

Serial swallower Daisy Group has carved another notch on the IT bedpost after coughing £18m to consume mainframe support and maintenance specialist Indecs Computer Services. Redditch-based third party maintainer ICS provides tech support on servers from multiple vendors including HP, IBM, Dell, Oracle and Cisco with Daisy …
Paul Kunert, 28 Oct 2013
grab_that_cash

Bumbling fraudsters fail to dupe 'Westcost' customers

Fraudsters masquerading as British distie giant Westcoast failed in their attempts to convince resellers to redirect their payments for products and services to a dodgy bank account, the company has confirmed. The scam was initially spotted by some of Westcoast's customers, who then contacted the distributor. The company has …
Paul Kunert, 20 May 2013
Ontario Muncipal Employees Retirement Scheme

Sugar daddy beds nurses, plod, firemen software biz with fat wad

Omers Private Equity has coughed up £390m for public-sector services and software supplier Civica. A metaphorical "for sale" sign was erected outside the integrator by former owner 3i last autumn, but it was unclear if it would end up in the hands of a rival, another venture capitalist or the bosses in a management buyout. The …
Paul Kunert, 09 May 2013
channel

Channel Warriors: it's survey time again

If you work in the channel and would like the chance to win a Reg goodie bag, we have a survey that wants completing and we're offering one lucky chap or chapess the chance to secure said kit. It's the usual drill: give us around 5-10 minutes of your valuable time to answers questions of pressing IT import, press the "Send …
Team Register, 09 Mar 2006

Muscles-from-Brussels Vanhamme crams into Dell EMEA role

The IT channel's very own muscles from Brussels Dominique Vanhamme has pitched up at Dell to run its networking business across EMEA. The tech industry veteran left Huawei Technologies in September after a year on board, claiming stifling bureaucracy and a lack of empowerment by China HQ hastened his exit. "I've been in …
Paul Kunert, 25 Feb 2013
2e2 logo

2e2 rolls up Netstore for UK channel glory

2e2, the private-equity backed reseller group, is buying Netstore for £57m in cash. The deal appears to be more about scale than heavy cost-cutting - 2e2 says customer overlap with AIM-quoted Netstore is limited. To 2e2, bigger means better customer retention, and easier-to-find and keep good staff. And of course, it brings …
Team Register, 12 Aug 2008

Integrator 2e2 axes 319 UK staff, halts pay cheques - insiders

Troubled integrator 2e2 Group has let go 319 UK sales and admin staff and, to add insult to injury, their pay for last month is being withheld, sources claim. After weeks of negotiations by investors and bosses to keep the debt-laden business afloat, the decision was taken yesterday to call in administrators FTI Consulting for …
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
The Register breaking news

Former Microsoft Windows chief: I was right to kill the Start button

Ex-Windows chief Steven Sinofsky is “happy” with the miserable sales record of tablets and PCs running his Windows 8 baby. Speaking at the Wall St Journal’s D11 conference yesterday, Sinofsky pitched sales of Windows 8 licences as something to be proud of, saying the jury’s out on who will win - Apple, Android/Samsung... …
Gavin Clarke, 31 May 2013
Image kindly provided by Tarquin Millington-Drake

RIP Howard Strowman: The stock doctor

The career and life of Howard Strowman, who died in a motorbike accident this weekend, mirrored the ever-changing fortunes of the UK's high-tech sector. The crash happened in North Wales on Sunday, 9 September, and he was airlifted to hospital with severe injuries. He died on Tuesday morning aged 67. Strowman set up PST Group …
Paul Kunert, 13 Sep 2012
cloud

The channel united will never be defeated

An international organisation has been launched to represent IT channel companies around the world. The International Technology Channels Association (ITCA) already counts the ASCII Group, Synaxon AG and the UK's Professional Computing Association among its founder members. Its board of directors includes ASCII Group CEO Alan …
John Oates, 28 Jan 2007
For Sale sign detail

Struggling tech resellers face winter of annihilation

Reseller insolvencies are predicted to remain at record highs during the December quarter as the UK economy hangs on the edge of a second recession. As exclusively revealed by El Reg in the summer, Graydon stats showed that 175 channel firms went to the wall in the first half of 2011, up 43 per cent on a year earlier, reaching …
Paul Kunert, 24 Nov 2011
gavel_judgment_channel

eBay frets as right to resell comes under scrutiny

eBay has launched a “grass roots” campaign to defend America’s first sale doctrine, as a Supreme Court hearing approaches that could subject second-hand and resale trades to the approval of rights-holders. The online auctioneer is lobbying in defense of the first sale doctrine, and has launched “eBay Main Street” to mobilize its …

Revenues dropping or flatlining at hefty distributor giants

Investors and funders may soon need to see a warning on every distributor prospectus or public filing that over revenues are heading in the opposite direction to up. A slew of recent results from some of the heavyweights show sales have indeed gone south, but after years of near unbroken growth – and given the assumption that …
Ian French, 20 Aug 2012
channel

VC Moulton refuses to stay stationary, gets into stationery

Jon Moulton's private equity vehicle Better Capital is getting into the wholesaling of pencils, paper and print consumables by acquiring the UK and Irish operations of stationery and office products distributor Spicers. The colourful entrepreneur re-entered the UK IT channel in September by pulling troubled networking integrator …
Paul Kunert, 06 Jul 2011
For Sale sign detail

Ingram Micro CEO outlines growth plan as 2011 profits falter

Ingram Micro's new chief exec has set out three strategic priorities as he gets to grips with the challenges facing the world's largest distributor and looks to bolster bottom line goodness. Alan Monie, who returned to Ingram as COO in November and was made top dog last month, outlined the imperatives on a Q4 conference call …
Paul Kunert, 09 Feb 2012
fingers pointing at man

'Backward' resellers impede cloud progress. Yeah, right

Dale Vile headshot I have conducted a lot of interviews recently with vendors, resellers and systems integrators about why it is proving so hard to motivate the traditional IT channel to get on board with cloud. There are some examples of success, but scaling up action beyond a minority of niche partners or risk takers seems …
Dale Vile, 08 Jun 2011
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Computacenter networking boss Godwin heads to Avnet

Avnet Technology Solutions has plucked Computacenter's (CC) data centre and networking boss Henry Godwin from the UK to run its Middle East and Africa operation. For Godwin this represents a return to his roots, as he previously did time in distribution before moving to services-based-reseller CC. Godwin was the HP and Symantec …
Paul Kunert, 19 Sep 2011
homeless man with sign

Crims fall back on old-school cons to avoid anti-fraud tech

Crims are returning to more traditional cheque and telephone banking fraud techniques according to stats from the UK Card Association. Total losses on credit and debit card scams fell seven per cent to £341m in 2011 - the lowest since the turn of the millennium - and online banking fraud was down 24 per cent to £35.4m despite an …
Paul Kunert, 08 Mar 2012
The Register breaking news

Calling all channel players

Hello there. Judging from response to previous surveys, The Register has a lot of readers from the channel i.e. the sell-side of the IT industry. Which is nice, especially as our approach to channel-specific news is somewhat less than methodical. We think it's time to up the ante on our channel coverage, but first we have to …
Team Register, 27 Nov 2003
Westcoast logo

Westcoast completes XMA merger

Last November, Westcoast announced the acquisition of XMA, the printer consumables distie. Today, the company issued a press release, heralding the completion of the merger. In other words, the back office has been trimmed, any performance related payments settled, and distribution activities consolidated. Hardware is to be …
Team Register, 08 Sep 2008
Midwich logo

Kyocera print service gig is toner-free heaven for Midwich customers

Kyocera is tapping into the Midwich reseller base to flog a 'comprehensive managed print service" through the IT channel. In other words, resellers can get their mitts on ongoing service and consumable revenues, when they sign their customers up to multi-year contracts for Kyocera's roster of printers and multifunction copiers …
Team Register, 04 Aug 2008
Ingram Micro

Ingram Micro captures Eurequat at point of sale

Ingram Micro Europe is buying Eurequat, a French owned distributor ofc (AIDC) and point of sale (POS) products. Terms are undisclosed. Eurequat has operations in France, Spain, Portugal, Germany and Algeria and is to be folded into Ingram Micro EMEA Data Capture/POS division. Ingram today said the acquisition fits "well in the …
Team Register, 09 Sep 2008
channel

UK.gov and UK.biz pour £60m into IT skills gap

The government today announced that it will spend £30m to create a National Skills Academy for IT, in an attempt to train more of the workers employers are demanding. The Academy will be run by e-Skills, an technology industry lobby that will match public spening on the Academy. e-Skills pushes the line that training should be …
Pacman

Datatec buys Indian distie for Westcon expansion

Datatec has bought a 50.01 per cent stake in an Indian distie called Inflow Technologies Private Limited. Inflow management and other shareholders will retain the remaining 49.99 per cent. Terms are undisclosed. Inflow specialises in networking, storage and security products and operates in nine cities in India, and also in Sri …
Team Register, 11 Sep 2008
channel

Google derides 'dinosaur' system integrators

Google has hit out at old school system integrators and described them as “dinosaurs” who are out of touch with growing customer demands for more cloud-based products. Mountain View’s head of EMEA partners at Google Enterprise, Peter Lorant, was speaking at Channel Expo in Birmingham yesterday, where he attempted to woo more …
Kelly Fiveash, 21 May 2009
The Register breaking news

Channel faces cash crisis

Resellers in Europe and the US are bracing themselves for a very tough Q4, amid signs of a "significant weakening in corporate purchasing plans" on both sides of the Atlantic. The US is particularly hard hit, but the European market could be "decelerating at a pace similar to the deceleration found in the U.S. a year ago". …
Drew Cullen, 16 Oct 2001
Morse

Duncan McIntyre severs ties with Morse

Duncan McIntyre no longer works at Morse, the reseller he ran for 10 years until July 2007. That was when Morse demerged the sexier bit of the group, Monitise plc. McIntyre jumped on board Monitise as executive chairman, but retained a seat on Morse's board until last week, when he handed in his resignation. And how's this for …
Team Register, 13 Aug 2008
Pacman

US firm with 'limited operations' wants to buy Dorset reseller

CLP Computer Office Supplies looks set to be bought by a US company called Geo Vision International Group, for an undisclosed amount of stock and cash. The press release is somewhat ambiguous. The headline reads: "Geo Vision International Group to Acquire CLP UK". But the first sentence says GEO is "negotiating acquiring" CLP. …
Team Register, 29 Jul 2008