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Articles about Reseller

channel_teaser_money_top

Datel: Reseller growing faster than its vendor master Sage

Datel, Sage's largest channel partner in the UK, clearly isn't suffering similar growing pains to its vendor master after posting double digit growth for fiscal 2012. Sales saw an 18 per cent spike to £16.8m in the twelve months to 31 May and EBITDA rose 47 per cent to £1.67m. Pre-tax profits reached £1.14m from £588,000 a year …
Paul Kunert, 07 Dec 2012

NTT Com Security to wed UK cyber specialist Nebulas, say sources

NTT Com Security is to acquire rapidly growing London-based Nebulas Solutions Group, according to well-placed industry tipsters. Talks between the pair progressed in recent weeks though details of any financial exchange were not available at the time of writing. Nebulas is unlikely to come cheap. Sources tell us specialist …
Paul Kunert, 27 Feb 2015

Exetis Micro P parent smirks, files another set of bumper numbers

DCC Technology, parent of Euro disties and specialist service providers, is again laughing all the way to the bank after plugging slower tab sales with demand for PCs, gaming systems and a larger reseller customer base. The network of IT companies trade under the Exertis brand and include Exertis Micro P, Exertis Gem, Exertis …
Paul Kunert, 05 Nov 2014
management strategy2

Insight grabs EMEA sales and marketing veep

Insight has plucked a former Microsoft licensing honcho to run its sales and marketing function across EMEA, at a time when it is looking to move well beyond straight software transactions. Alexander Kaatz is joining the reseller titan to fill the shoes vacated by Ashley Gatehouse, who departed last autumn along with a bunch of …
Paul Kunert, 04 Aug 2014
euros_channel_money

Insight's EMEA biz grips controls, keeps reseller on the tracks

Insight Enterprise's EMEA operation was the company's sales growth engine in Q2 despite some strong currency headwinds. The global reseller giant turned in a decent set of group financials, particularly in light of the economic meltdown, with sales up four per cent to $1.53bn (£983m) for the period ended 30 June. Operating …
Paul Kunert, 02 Aug 2012
fingers pointing at man

BT axes staff amid reseller biz shake-up

BT is making a round of redundancies amid the integration of its three reseller operations – Engage IT, Business Direct and dabs.com – and has parted with former bigwig Martin Balaam. The circa £400m turnover supplier insists that only 20 positions are to go where there is an overlap: IT, logistics and pre and specialist sales …
Paul Kunert, 15 Nov 2011
channel

Oracle to overhaul reseller rebates

Oracle has scheduled a conference call with its stoic reseller base to outline an overhaul of the compensation structure to win over the more disillusioned element in its channel, namely former Sun Microsystems dealers. Hosted by Judson Althoff, veep for worldwide alliances and channels at the US tech monster, the phone briefing …
Paul Kunert, 28 Jun 2011
Chart

Blighty's oldest tech distie feels a little punchy again

Death, taxes and Northamber’s continued sales slide once seemed three certainties in life, but no more – the UK’s oldest tech distie has grown for the first time in years and isn't losing nearly as much cash. It could well be that the new management strategy, led by commercial director Alex Phillips, son of chairman David, is …
Paul Kunert, 12 Mar 2015

Pure Data buys tech services biz Servatech

Yorkshire has witnessed some M&A channel activity with infrastructure reseller Pure Data Solutions leaping into the IT services market after coughing a six figures sum for minnow Servatech. The deal that closed yesterday afternoon will see 38 services bods and techies at Servatech transfer to the new owners, though they will …
Paul Kunert, 01 Aug 2014
channel_teaser_exit

EMC UK channel overlord Poole exits role but not company

Ten months into Russell Poole’s chairmanship of EMC’s Brit channel and he trekking into Europe to take on a more lofty role in the organisation. Poole replaced Terry Beale last August as the local channel chief, adding the reseller and distribution badges on his lapel to existing service provider and public sector …
Paul Kunert, 18 May 2015
For Sale sign detail

HP extends reseller rebate changes into fiscal 2012

HP is again extending its linear Pay For Results compensation model for Enterprise Server, Storage and Networking (ESSN) resellers as the economy continues to limp along. The US tech titan removed the gating metrics for back-end margin in its Q2 started February and extended it into Q3, then Q4 ... and now into the first three …
Paul Kunert, 11 Oct 2011
graph up

Computacenter splashes out on French reseller

Computacenter's French tentacle is paying €21m for Paris-based reseller Top Info SAS. The deal will see Computacenter pay €21m initially, followed by a €1m cash bonus at year end, dependent on performance, and a further €15m in cash for the anticipated net cash on the books at the closing date – end of March 2011. Top Info has …
John Oates, 15 Feb 2011
channel

Rich List tech baron heads home as Itopia reseller biz enters administration

Troubled London-based VAR Itopia Group has gone into administration, The Reg can confirm. As revealed in recent weeks, the reseller minnow, which of late has been looked after by Sunday Times Rich List regular Robin Lodge on behalf of an investor, ran into financial difficulties and was facing a winding-up petition from …
Paul Kunert, 27 Sep 2011
HP Autonomy homepage screen

US Air Force turns up dubious Autonomy accounting in reseller contracts probe

An investigation by the US Air Force into alleged accounting irregularities at Micro Technologies has unexpectedly dragged all that nasty business between HP and Autonomy back into the limelight. The USAF has been looking into MicroTech, which does a lot of business with government agencies – and, crucially, resells Autonomy …
Kelway

Hungry reseller bags HMRC big cheese as COO

Kelway has poached HMRC bigwig Steve Lamey to take on the role of chief operating officer to oversee services transformation at the acquisitive London-based reseller. Lamey joined HMRC as CIO in early summer of 2004 and was made COO a little over three years later. Most recently he was director general for benefits and credits …
Paul Kunert, 07 Jun 2012
closed_sign shut down under collapsed liquidation

Misery ending? UK reseller insolvencies may have bottomed out

Insolvency rates in the UK channel were back to pre-recession levels in Q2, according to official stats from credit reference agency Graydon UK. The picture is remarkably different to a year ago when reseller failures reached a nine-year high with 99 firms hitting the wall, a pattern that continued until the end of Q1 2012 when …
Paul Kunert, 02 Jul 2012

Exertis parent DCC swallows Computers Unlimited for £24m

DCC Technology has acquired consumer tech distie Computers Unlimited for £24m, the Ireland-headquartered group confirmed today. The buy adds roughly 2,000 trading accounts, offices in London, Paris and Barcelona that employ roughly 200 staff and hardware/software from 70 vendors including Adobe, Epson and WD. CU operates four …
Paul Kunert, 19 May 2015
ClusterStor 1500

Seagate and SGI buddy up to flog HPC bigness to big business

Seagate has signed up SGI to resell its ClusterStor supercomputing and big data arrays. SGI will now resell the ClusterStor 1500, 6000, and 9000 products and the Secure Data Appliance (SDA) with its Kerberos network authentication protocol to enable symmetric-key cryptography. SGI competitor Cray OEMs ClusterStor arrays in its …
Chris Mellor, 18 Nov 2014

Hefty Euro reseller: 'We laugh in the face of recession. Ha ha'

Specialist Computer Holdings (SCH) tweaked the nose of the recession to record double-digit sales and profit rises in fiscal 2012 ended March. According to unaudited numbers seen by El Reg, the Midlands-based parent of reseller SCC and distie group SDG grew turnover 10 per cent to more than £2.75bn and operating profits by 50 …
Paul Kunert, 25 May 2012
management strategy2

Avaya lures BT director to conduct service provider orchestra

Channel old timer Steve Rafferty has quit BT and is on the way to Avaya as EMEA sales director for service providers and systems integrators. Rafferty started at SCC in new business sales, moved to Software AG and ArmourSoft before heading back to the Midland-based reseller, before being whisked off his feet by BT where he held …
Paul Kunert, 10 Apr 2015
Hadoop_elephant

Cisco wraps Hadoop in warm embrace of resale partnership

Cisco wants to keep it in the family: since the Internet of Things is going to be a source of lots of data, it's signed reseller agreements with Cloudera, Hortonworks and MapR. The agreement will give customers a single source of IoT comms integrated with the data analytics it reckons enterprises will need, both to make sense of …

Midland tech dynasty launches The Bank of Rigby

Nigel Jenkins – a senior veteran of corporate leasing at HP, Cisco and Microsoft – wants to turn the tables on his old employers from his base camp at Rigby Capital, the sister firm of services-based reseller SCC. Jenkins, the GM who joined the business in July having worked at the big three, reviewed the existing process of …
Paul Kunert, 15 Apr 2015
management management4

Industry vet rocks up at Phoenix Software

Industry and distribution veteran Johnny Ellis has crossed into reseller land for the first time, rocking up as sales and marketing director at York-based Microsoft enterprise licensing partner Phoenix Software. Ellis, who only exited Arrow Enterprise Computing Solutions at the end of November, will also control the S&M …
Paul Kunert, 05 Dec 2014
channel

iPad bludgeons to death two UK Apple reseller shops

Trams Group management confirmed it has entered a 30-day consultation with former Cancom UK staff over the closure of several retail outlets. As revealed by Channel Register last week, Trams swallowed the UK arm of Apple Premium Reseller (APR) Cancom and has wasted no time in seeking ways to return the loss-making operation to …
Paul Kunert, 19 Mar 2012

HP warns channel types ahead of split: Hold on, it's gonna get bumpy

HP GPC 2015 The first day at HP’s Global Partner knees-up was programme heavy with schemes aimed at smoothing the split between the organisation - pre and post event - which the business fully admits is going to get bumpy. First up is Partner Navigator, exclusively revealed by us last week, which involves HP providing a funded head in the …
Paul Kunert, 16 Mar 2015
Intel and Micron's 20nm, 128Gb NAND chip

Tegile scores VC cash to splash on flash growth dash

Tegile has landed itself a massive $70m D-round of funding to pay for global expansion of its hybrid/all-flash array business. Founded in 2010 with a $2.l5m A-round that year, Tegile took in a $10m B-round in 2012, and a $35m C-round in 2013. Total funding now stands at $117.5m. In comparison, fellow hybrid array startup Tintri …
Chris Mellor, 27 May 2015
graph up

Reseller insolvencies at 9-year high: 89 firms hit the wall

Reseller fatalities remained close to highs not seen since the dot-com bust as small generalist dealers and independent retailers succumbed to economic pressure. Figures from credit reference agency Graydon UK showed that 89 channel firms went under in Q1, edging up from the 88 firms that hit the skids in Q4 and 17 per cent …
Paul Kunert, 12 Apr 2012

Twitter yanks firehose from DataSift, other resellers

Twitter has aggressively taken control of its firehose and severed third party reseller access to it as the microblabbing site moves to grow its analytics biz following the buyout of Gnip last year. DataSift was one of the biggest players to be affected by the decision. Its CEO Nick Halstead confirmed the partnership with …
Kelly Fiveash, 11 Apr 2015
management strategy2

Former Misco exec rocks up at Tech Data

Vendor vet Gary Withington has landed at distribuor Tech Data months after he was let go by tin peddler Misco as part of a cost purge. The man spent the best part of two decades at Sun Microsystems and Dell in various roles before rocking up as Misco UK MD, a job that lasted for two and a half years until October ’14. He was …
Paul Kunert, 24 Mar 2015
chart

Reseller loses veteran chairman and CEO in shake-up

Managed services and software reselling outfit Maxima has raised £2m through a rights issue to fund future development and as a precursor to offloading business units that are deemed "non-core" over the coming months. The LSE-listed firm hired M&A veteran Ian Smith last month after talks with interested buyers that began in …
Paul Kunert, 19 Oct 2011
cloud

Ex Cisco UK reseller boss returns from Excellent Clouds

Cisco's former UK reseller and distie boss Bernadette Wightman has returned to the channel less than three months after taking on a global role with the vendor to head up the Cloud Centre of Excellence. Wightman, who was the local lead for channels, is now becoming managing director for the partner organisation in Cisco's …
Paul Kunert, 15 Aug 2011
Sleeper

Huawei peels back the covers in pursuit of partner love

Huawei intends to hop into bed with nearly 50 per cent more partners this year in order to boost its sluggish enterprise sales in Europe. "Last year we had over 700 partners (Of all types) in Western Europe — the target for 2015 is to increase that number to 1,000," said Leon He, head of the enterprise biz in Western Europe. " …
Kat Hall, 22 May 2015
paper cut-out men holding hands in linked semi-circle

Legal biz Irwin Mitchell outsources majority of IT to Esteem

Law firm Irwin Mitchell is to outsource IT operations to Esteem from Monday, with the “majority” of staff expected to be TUPEd across, although some are refusing to relocate 200 miles to the Woking call centre The desktop support function was already contracted to Esteem at the end of 2012 for £1.7m with 15 people joining the …
Paul Kunert, 13 Apr 2015
box_shifting_channel

EMC: We're not sitting on the fence anymore. We love disties

The new man sitting in EMC’s channel chief’s chair wants to apply the well worn strategy of working very closely with disties to up its sales programmes and subsequently volumes, something it has singularly struggled to do. Fifteen-year company vet Russell Poole took over from Terry Beale in the summer, adding the UK channel …
Paul Kunert, 09 Oct 2014
channel

Nottinghamshire back-end taken over by giant reseller

Nottinghamshire County Council is handing back office processes to Logica in a deal which hopes to save the local authority £5m a year thanks to shared services. The deal covers human resources, payroll, procurement and finance processes and is worth £7.4m over five years. The reseller and services giant will install an SAP …
John Oates, 06 Dec 2010

Biter bitten as hacker leaks source code for popular exploit kit

A black hat trouble maker appears to have released recent source code for one of the most popular exploit kits, malware-probers say. The dump was posted online by a user known as (@EkMustDie) before it was removed. The leaker appears to have previously tried to sell access to the exploit kit. Independent malware investigators …
Darren Pauli, 13 Feb 2015

Lenovo UK boss exits for EMEA supply chain glory

The arrival of Eric Cador at the top of Lenovo’s EMEA business has signalled a slight reshuffle, with UK boss Marc Godin elevated to a vitally important role running the supply chain in the region. In a note to partners, Godin said the acquisition of IBM Systems x and Motorola means the business profile is “very different to …
Paul Kunert, 04 Jun 2015

BLAME ENGINEERS: Workstation sales soar by 8.9 per cent a year

One of the more prized wins in reseller-land is a sale of workstations, because the heavy lifting such machines perform generate lots of data. That means a chance to talk storage, networks and many other topics, making workstations a fabulous foot in the door. Plenty of folks will therefore be rather happy that market-watcher …
Simon Sharwood, 13 Feb 2015
Containers

ALIBABA Vs AMAZON: Let the Global Tat Bazaar war begin

Chinese Amazon equivalent Alibaba has unveiled plans to become the dominant international tat bazaar, aiming to shift more Chinese wares to the international market while simultaneously encouraging foreign companies to flog more goods to Chinese punters. The company has launched its B2B import biz, 1688.com, aimed at wooing …
Kat Hall, 18 May 2015

BPO playa Liberata stitches together its resellers' hit squads

Liberata has lobbed together its Microsoft licensing arm Trustmarque and cloudy biz Trinity, with the latter’s brand name set to disappear from view. The business process outsourcing firm added to its technology portfolio last summer with the speedy buy of Trustmarque, which changed accounting practises and then found itself …
Paul Kunert, 13 Jan 2015
The Register breaking news

New hack on Comodo reseller exposes private data

Yet another official reseller of SSL certificate authority Comodo has suffered a security breach that allowed attackers to gain unauthorized access to data. Brazil-based ComodoBR is at least the fourth Comodo partner to be compromised this year. In March, the servers of a separate registration authority were hacked by attackers …
Dan Goodin, 24 May 2011
SoftLayer's data center

SCC bags universal credit hosting contract

Reseller and IT services outfit SCC has won a two-year hosting deal for the Department for Work and Pensions' (DWP) troubled universal credit programme for a sum worth "over six figures". The deal was awarded through the G-Cloud and is part of the DWP's next "digital service" phase of the programme, which is currently being …
Kat Hall, 27 Feb 2015

Bitcoin, Litecoin, cash, watches seized from alleged software pirates

US authorities, moving on what they allege was a ring selling pirated Microsoft license keys, have seized US$7 million of assets from companies in Missouri, Nevada, Washington state and Maryland. The seizures include US$25,000 worth of Bitcoin and US$1,269 from an individual identified in the filing in the Western District Court …
Windows server 2012 logo

Council techie and top reseller talk Windows Server 2012

Join us on December 7 at 11:00 GMT, when we’ll be broadcasting live from our London studio with Reg readers Chris Losch, from Newham Council, and Gary Collins, from Intercept IT. Between them, they’re going to run through a raft of real-world projects and deployment scenarios where they’ve been using and abusing Windows Server …
David Gordon, 03 Dec 2012
Azure Index

Azure Site Recovery's SAN-shuffling VM DR aid goes live

The Azure-Site-Recovery-powered SAN snapshot wrangler Microsoft previewed last year at TechEd Europe has reached General Availability status. Azure Site Recovery (ASR) can now work with System Centre Virtual Machine Manager to coordinate the failover of their storage between sites. ASR and System centre use SMI-S- to reach and …
Simon Sharwood, 20 Feb 2015

Enterprise IT buyers' wallets still glued shut, says reseller giant

Insight Enterprises bigwig Ken Lamneck has wiped out any sales growth hopes for 2013 on the back of a sluggish spending outlook from big ticket customers in the States. The chief exec made the forecast last night as Insight rolled out final Q1 numbers which were as bad as the company had warned nearly a fortnight ago in its …
Paul Kunert, 02 May 2013
Spitfire cockpit

Dick enters the cockpit, takes controls at NTS

Capita IT Services is waving goodbye to Jonathan Lassman, the long-serving managing director at security reseller NTS UK, which Crapita acquired roughly six weeks ago. Lassman rocked up at NTS in 2004, and is leaving just shy of 10 years at the biz. A Capita spokeswoman framed the departure as being a personal decision – and it …
Paul Kunert, 01 May 2014

HP takes channel types back to school

HP GPC Product specific sales certifications for HP Enterprise Group resellers are to be struck off in favour of four centred on hybrid IT, big data, mobility and security. The rationale, HP told us, is to get channel types more in sync with the business issues that keep their customers awake at night by training them on “solutions” …
Paul Kunert, 17 Mar 2015
Cat on computer

Apple dealer CANCOM: We're RAKING IT IN

Apple dealer CANCOM has announced whopping third-quarter results, way in excess of the same period last year, citing that old favourite "solid business demand". The German firm has reported raking in €208.4m worth of sales revenue in the last quarter, compared with €142.3m during the same period in 2013. This all works out to …
Team Register, 30 Oct 2014
Giant impact, common at the end of planet formation

Pure Storage bearhugs its latest flood of ex-EMC sales bods

Comment Pure Storage is continuing to recruit sales high-flyers with EMC experience, and not just in Europe where it lured EMC’s UK boss James Petter to become its EMEA VP. Mike Sakalas is joining Pure as its Australia country manager. He comes from being CEO of reseller Southern Cross Computer Systems (SCCS). His CV records stints at …
Chris Mellor, 09 Feb 2015