Articles about Kelway

open_door_648

Kelway founder and CEO Phil Doye steps out of role

Exclusive The brand swap isn't the only major change happening at the London-based Kelway – company founder and CEO Phil Doye is stepping down from daily operational duties, El Chan can reveal. The services-based reseller was acquired by the world's largest tech dealer CDW in July, and much of the senior management has remained in place …
Paul Kunert, 30 Mar 2016
Second-generation iPod shuffle

Dell presses shuffle, revamps UK channel

Dell has given its channel team a lick of paint with some mid-level management shuffling at the UK organisation, El Chan can reveal. Andy Corcoran is set to start as regional sales director from the beginning of next month with a remit to help partner development managers squeeze more business out of the resellers they oversee …
Paul Kunert, 24 Mar 2016
An eraser

Kelway's American owners to import CDW International brand to UK

Philip Kelway Doye's middle name will disappear from his firm's corporate HQ on 4 April and be replaced with CDW International, its American parent’s brand for global ops. CDW, which sells IT to 10 million SMBs in the US and turns over in excess of $50m a day, acquired Kelway in August last year for $431m and is assimilating …
Paul Kunert, 24 Mar 2016
management social5

Two sales directors wave goodbye to Dell

Dell has embarked on a search for two new shiny-suited sales directors amid a senior-level revamp of its UK channel ops. Steve Holmes, UK commercial channel sales director, is leaving the firm after two decades. Ed Owen, regional sales director for managed service providers and resellers, has already cut and run. Under the …
Paul Kunert, 15 Feb 2016
trolley_shopping_648

Microsoft seller Trustmarque seeks private equity sugar daddy

Exclusive Trustmarque is erecting a for sale sign outside corporate HQ as the management team looks for a new private equity backer to fund a buy-out. The volume licensing reseller-cum-managed services outfit is currently backed by Endless LLP, which swooped for the York-HQ’d business when it faced well publicised cash-flow challenges …
Paul Kunert, 12 Feb 2016
recruitment_hired

Fujitsu ushers another ex-HPer into channel ranks

A enclave of former HP execs is amassing at Fujitsu with Paul McLean the latest to turn up at the company as enterprise boss for indirect sales in the UK and Ireland. This is the first appointment that Fujitsu’s channel overlord Kevin Matthews - who once ran HP’s British partner business for some years - has made since rocking …
Paul Kunert, 08 Jan 2016

Retirement home awaits Kelway brand, whisper sources

Kelway, one of the most famous brands in the Brit tech channel, is to disappear early next year as new American owner CDW further absorbs the business. Multiple sources told us to expect the services-based reseller to be renamed CDW International from March. “Integration is full steam ahead,” one told us. The vendor …
Paul Kunert, 21 Dec 2015
open_door_648

Crayon UK CEO spies door marked exit, heads towards it - sources

Crayon has dismissed multiple insiders claims that UK CEO Gareth Johnson is leaving the business. People close to the situation have told us that Johnson, previously head of software & SAM and training services at Kelway, is preparing to depart for new pastures after two and a quarter years at the helm. Crayon branded the …
Paul Kunert, 15 Dec 2015

Mega-reseller CDW's Q3: It turned over $54.7m. That's per day

Sales steamroller CDW - the US parent of Brit reseller Kelway - turned over $54.7m worth of tech products and services on a daily basis in calendar Q3 ended September. Read that again people, $54.7m. This is more than the vast majority of local tech suppliers across Blighty generate all year. Titan CDW - the world’s largest …
Paul Kunert, 05 Nov 2015
graveyard_648

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
Stock market. Pic: Alberto Carrasco Casado

It's all go for Softcat's £500m IPO, Credit Suisse, Jefferies hired

Tech reselling steamroller Softcat is edging ever closer to flotation on the London Stock Exchange after appointing brokers to manage the process, insiders have told El Chan. The fast growing Marlow-based business, which is expected to be valued at between £400m to £500, has hired Credit Suisse and investment bank Jefferies …
Paul Kunert, 26 Aug 2015
management regulation6

Kelway new owner CDW tells staff to rest easy. Job cuts? Nah

The great unwashed at Kelway could be forgiven for checking their backs after CDW acquired the reseller yesterday, but job cuts or office closures are not part of early integration plans, or so say the new bosses. The world’s largest tech reseller – CDW won 3,000 new punters in Q2 alone compared with the 4,600 in total that …
Paul Kunert, 04 Aug 2015
Pinocchio CC 2.0 Flickr https://www.flickr.com/photos/jepoirrier/

You know that deal that Kelway bosses said DEFINITELY isn't happening?

Reseller Goliath CDW has acquired the remaining 65 per cent of Kelway, only a month after management swore blind a full-acquisition was definitely not on the cards any time soon. In a letter sent to staff last month, seen by El Reg, top brass insisted it would be some time before CDW exercised its option to hoover up the …
Kat Hall, 03 Aug 2015
trolley_shopping_648

Kelway MD: A deal with CDW is NOT around the corner

Top brass at Kelway this week scotched talk on the shop floor of a pending deal with NASDAQ-listed CDW, claiming it will not be acquired outright by the US giant any time soon. CDW – the world’s largest tech reseller – acquired a 35 per cent stake in London-based Kelway late last year for $86.8m. Included in the sale was a 30- …
Paul Kunert, 02 Jul 2015
Microsoft's Surface Hub

Gonna RUB MYSELF against the WALL: Microsoft's Surface Hub 84" monster-slab

Pics Microsoft will take orders for its ridiculo-sized Surface Hub, a huge wall-mounted touchscreen, from July 1, albeit at hefty prices - but it won't be shipping direct to punters. The smaller of the two debut Surface Hub models is a 55-inch, 1080p-resolution version that Microsoft says is designed for offices, small conference …
Neil McAllister, 10 Jun 2015
Stock market. Pic: Alberto Carrasco Casado

Softcat preps for IPO, closes in on brokers

Softcat is preparing the groundwork for its flotation on the London Stock Exchange with the market expected to value the tech reselling juggernaut at cool half a billion pounds. Our sources tell us Marlow-based Softcat has narrowed the field of potential brokers to a handful of firms, but Credit Suisse and Jeffries are most …
Paul Kunert, 29 May 2015

£300m education tech framework is LIVE

Crown Commercial Services has rung the bell on the mega ICT for Education framework, with 21 suppliers passing the entrance exam, one more than was originally planned for. The four-year agreement was first tendered last October and the roll out was delayed by a couple of weeks due to the high number of responses from candidates …
Paul Kunert, 22 May 2015

U.S. tech giant CDW: Our 35% stake in Kelway cost us $86.8m

The minority stake in Kelway cost US channel titan CDW $86m, but if all goes according to plan, it anticipates having to cough proportionately more to buy the remainder. As exclusively revealed by us in November, sales steamroller CDW – the largest channel partner on the PLANET – bought 35 per cent of Kelway with an option to …
Paul Kunert, 12 Feb 2015

Lawsuit schmawsuit: Pure lures EMC UK boss James Petter

EMC veteran and UK boss James Petter is defecting to flash nemesis Pure Storage to take on a senior European role. Petter has been at EMC for a little over eleven years, and prior to that was a district manager at Cisco, covering the defence, SI and outsourcers sector. In a statement, Pure confirmed Petter will join as EMEA …
Paul Kunert, 20 Jan 2015
Doomsday clock

Tick-tock, CDW: Mega reseller has 30 months to buy the rest of Kelway

The clock is ticking for NASDAQ-listed CDW to hoover up the remaining share base of Kelway – or leave it for someone else to slurp. As revealed first by The Channel yesterday, the world’s largest tech reseller bought a 35 per cent stake in London-based Kelway in a deal that values the overall business at around £262m. Under the …
Paul Kunert, 07 Nov 2014
hands waving dollar bills in the air

100+ trade buyers and private equity bods eyed up Kelway

More than one hundred trade buyers and private equity firms expressed an interest in buying a piece of Kelway, before CDW finally beat the competition to take a 35 per cent stake. As exclusively revealed by El Chan on Thursday, Kelway boss Phil Doye retains a 55 per cent stake in the firm. Others in the management team keep hold …
Paul Kunert, 06 Nov 2014

US reseller titan buys minority stake in Kelway MBO – sources

Exclusive One of the largest US resellers, CDW, has crossed the Atlantic to take a minority stake in mid-market focused tech supplier Kelway, The Channel can reveal. OOPS! The sales process began in earnest back in January when Kelway appointed US investment bank William Blair to put together a 97-page Information Memorandum and …
Paul Kunert, 06 Nov 2014
Columns of coins in the cloud

Microsoft Gold and Silver cloudy boy makes big hires

Microsoft’s cloudy poster boy Content and Code has parachuted in a couple of directors to free up time for CEO and co-founder Tim Wallis to work on special biz dev projects. The London-based based Microsoft partner, which carries Gold and Silver badge certifications, has hired big hitting former ISC and Kelway exec Simon Lawless …
Paul Kunert, 05 Sep 2014
Houses of Parliament at night-time

Multi-billion pound UK.gov tech framework awarded to 33 suppliers

Crown Commercial Services has told 33 suppliers they have tentatively made it onto the pan-public sector Technology Products framework estimated to be worth between £4bn to £6bn over its tenure. Technology Products, initially labelled as IT Products and Services when programme specs were released in January, is a direct …
Paul Kunert, 02 Sep 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

RM: Killing our PC unit hit our top line, but our bottom line is pert

Murdering the PC building biz was always going to result in some top-line slippage for Brit specialist education tech supplier RM, but the move to shutter the production line hasn't hurt profits, quite the opposite. The Oxford-based biz today reported half-year numbers to 31 May with sales down more than 22 per cent to £92.1m …
Paul Kunert, 07 Jul 2014
channel_teaser_money_top

UK reseller titan Kelway's valuation heading north of £200m, say insiders

The first round of Kelway's sales process is understood to be over and the buy price has drifted north of £200m, or so say our insiders. Interested venture capitalists are still believed to be at the negotiating table, as are some trade buyers, with investment banker William Blair, appointed in January, overseeing the …
Paul Kunert, 26 Jun 2014

Fujitsu calls on channel man to run education biz

Fujitsu has tapped up channel veteran and former employee Ash Merchant to run its education biz in Blighty. Merchant was a group product manager at the firm for almost a year and a half from June 1990 and in the intervening years was a director at schools suppliers XMA, Quadrant Visual Solutions and European Electronique. This …
Paul Kunert, 30 May 2014
channel_teaser_money_top

Kelway plonks self in shop window with double digit rev hike

Privately held tech supplier Kelway has rolled out a healthy set of fiscal '14 prelims that won't do any harm to its chances of securing private equity investment or attracting potential trade buyers. The London-based mega reseller claims turnover grew 49 per cent to £526m in the year-ended 31 March, partly fuelled by 45 per …
Paul Kunert, 19 May 2014

For-sale sign erected outside UK reseller titan Kelway's HQ

Venture capitalists and prospective trade buyers will get the chance to take a look under the hood of London-based mega reseller Kelway this week – when investment bankers metaphorically drive the biz onto the forecourt. US finance house William Blair is in charge of selling off Kelway. Our sources close to the company expect a …
Paul Kunert, 14 May 2014
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
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
Lehman Brothers London HQ

Enormo reseller Insight seeks experienced sales hands for City pad

Headhunters will be on red alert after Insight confirmed plans to establish a sales outpost in the City in a bid to snuggle up to existing and potential corporate customers. The firm has rented some space from an unspecified service delivery partner in Aldgate to rub shoulders with Kelway, Misco, Softcat, Computacenter and many …
Paul Kunert, 20 Mar 2014
Handshake

Outsourcer Atos outsources hardware, data centre refresh

Outsourcing monster Atos has thrown out the overhaul of its own tech infrastructure to Kelway in a five-year deal valued at £150m in total. The London-based reseller giant will refresh the desktop and data centre hardware estates at Atos' managed services biz in the UK and Ireland, and provide associated services. The contract …
Paul Kunert, 17 Mar 2014
firing range - target in cross hairs

VMware takes aim at AWS with hybrid cloudy infra service

VMware will next week launch a hybrid cloudy infrastructure service to take on Amazon in the UK, using only channel partners rather than his own employees to do so, a move many old world tech vendors have so far failed to make. The covers are to be lifted from the VMware Hybrid vCloud Service – launched last year across the pond …
Paul Kunert, 20 Feb 2014
james_rigby_md_sch2

Rigby dynasty to retain control at SCC - 'no IPO for us'

SCC CEO James Rigby plans to pass the privately owned biz to the next generation of the clan rather than co-crafting a retirement plan with his brother based on a flotation or trade sale. The Rigby dynasty's Midlands empire, which includes service-based reseller SCC at its heart, sold distie wing SDG to Tech Data in 2012 for $ …
Paul Kunert, 18 Feb 2014

Crown Commercial Services turn screws on Commodity IT suppliers

Crown Commercial Services is turning the screws on suppliers operating on the Commodity IT Hardware & Software framework by cutting margins and ruling that all orders over £250k will require special approval. These new terms come into effect on 1 March and run for eight months, following CCS's decision to extend the agreement, …
Paul Kunert, 29 Jan 2014

Mega UK reseller Kelway bags investment banker for matchmaking service

Kelway has appointed global investment banker William Blair to seek a way forward for the business, which in all likelihood appears to involve hauling in a new private equity backer. As The Channel previously noted, Kelway has swelled to a £500m sales biz, which appears to restrict potential trade buyers in UK reseller land to …
Paul Kunert, 27 Jan 2014
Microsoft Surface tablets

Microsoft sold out of Surface tablets in the UK... YEP, all 2,000 units

Microsoft may have sold out of Surface devices, but if the experiences of the UK channel are a measure for the rest of Europe, that's not saying a lot. Sources tell us that fewer than 2,000 units landed at the shores of Blighty since Redmond cleared the way for a select band of nine resellers to start peddling its wares from 15 …
Paul Kunert, 10 Oct 2013
management consumerisation

Vohkus hauls in former Kelway officer as COO

Kelway's former chief bean counter Craig Compton has bagged a seat on the board and keys to the COO's office at south coast-based reseller Vohkus. Compton left Kelway in the summer of 2011 after three and a half year stint during which the company hoovered up targets including Panacea, Repton and ISC Networks. The abacus …
Paul Kunert, 07 Oct 2013
channel_teaser_exit

Brit reseller Kelway chops off some heads to shed costs

UK IT reseller Kelway is getting its house in order to remove duplication across the business, following a growth spurt during the last seven years that involved as many acquisitions. The Channel can reveal that Kelway has put its vendor marketing team based in Basingstoke at risk of redundancy and that vendor and alliances …
Paul Kunert, 18 Sep 2013

VCE plunges syringe into its channel arm, prepares to fire in a shot

The Virtual Computing Environment (VCE) company will try to get entry level vBlocks shifting by relaunching a channel programme tomorrow with a fresh focus on mid-market sales partners. The four year-old borg created by an alliance between Cisco, EMC and VMware still has just four resellers, three tech alliance partners, three …
Paul Kunert, 16 Sep 2013
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

Samsung snaps up Cisco enterprise director for B2B push

Samsung has rustled Cisco's herd and made off with veteran UK enterprise sales director Tim Skinner, who will head up its continued push into commercial sectors. Skinner spent 14 years in the sales engine room at Cisco but this week started at Samsung as director of its B2B operation, reporting directly to Graham Long. Long, …
Paul Kunert, 01 Aug 2013

Microsoft preps UK Surface Pro 'pilot', tiptoes around Win 8 OEM rivals

Microsoft is still minding its Ps and Qs with OEMs competitors pals as it prepares to run a pilot for Surface Pro distribution in the UK. As revealed by us last week, Microsoft is talking to five resellers in Blighty - Insight, Kelway, Misco, SCC and Computacenter - about taking the slab to business customers. It also planning …
Paul Kunert, 09 Jul 2013
management cloud2

Kelway flogs ex-Equanet managed services minnow

Kelway has sold managed services minnow Remote IT Monitoring (RITM) to Little Fish Hosting. RITM had been part of the Equanet acquisition that Kelway made earlier this year but it already delivers hosting services via its Peterborough service centre and decided to sell the unit. Dan Laws, managing director at London-based …
Paul Kunert, 08 Jul 2013

Surface Pro for enterprise: We name the dates and the lucky partners

The clock is ticking for Microsoft to get its house in order before Surface Pro launches in the UK business distribution channel in the middle of next month, say our people on the inside. As revealed by El Chan this week, five resellers are talking to Microsoft execs in Redmond about stocking the slab: Misco, Insight, Kelway, …
Paul Kunert, 02 Jul 2013

Microsoft 'in talks' to recruit UK partners for Surface Pro biz sales

Secret squirrel conversations are taking place between Microsoft and five B2B resellers over flogging Surface Pro to corporate customers, The Channel can reveal. Up to now Microsoft has sold Surface Pro only via its webshop direct and through a few select UK retailers including PC World and John Lewis. The device launched in …
Paul Kunert, 01 Jul 2013
channel_teaser_exit

Insight Enterprises EMEA president Fenton quits

Insight Enterprises EMEA president Stuart Fenton has resigned after more than a decade at the helm but is remaining on board until the end of the year to help recruit his successor. Fenton joined the reseller giant as UK boss in October 2002 - three years after it acquired Choice Peripherals to set up a Euro beachhead and some …
Paul Kunert, 24 Apr 2013

McDonalds-card-toting Softcat boss: I couldn't tell you how a computer works

Feature The much-lauded CEO of software reseller Softcat has carved out a high-flying career selling tech - but paradoxically Martin Hellawell can't explain how a computer computes nor the inner workings of a mainframe. Still wet behind the ears and straight out of uni in 1988, Hellawell made an inauspicious entry into the world of …
Paul Kunert, 09 Apr 2013