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cloud

Microsoft: Pssst, small resellers, want to sling our cloud?

Microsoft is preparing to give its channel partners another way of selling Azure to their customers. The new "Open Licensing" option gives resellers and other channel partner types a way to sell a small amount of Microsoft's Azure public cloud to a customer without having to enter into an Enterprise Agreement (EA) with Redmond …
Jack Clark, 22 May 2014
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
management cloud4

ElasticHosts: EIGHT resellers signed up for our white-label cloud

ElasticHosts lured one UK reseller to its white label cloud programme in each of the months since it launched last summer - eight in total. This seems a far cry from the picture painted by CEO Richard Davies as the covers were taken off its cloudy infrastructure in July, when pointed to feedback that resellers were "fed up" with …
Paul Kunert, 25 Mar 2013

What do you mean there are no Surface Pros? HAND 'EM OVER, yell Microsoft resellers

Microsoft has yet to correctly forecast production of Surface Pro machines to match demand with supply, and shortages could continue into the summer. Or so say channel partners working under the authorised device reseller programme, which want Microsoft to recruit more hardware experts to iron out creases that continue to exist …
Paul Kunert, 07 Mar 2014

Cloud? We prefer, er, reselling tech, say tech resellers

Good old fashioned kit and licence reselling remains the primary way local tech suppliers pay the bills, with IT services still accounting for less than a quarter of revenue generation. This is according to a Canalys survey, which probed 352 channel businesses across the globe to ascertain the impact that classic product sales, …
Paul Kunert, 24 Sep 2014

Plusnet wants resellers' SME customers and is willing to pay

Biz broadband and calls provider Plusnet has called on distie DMSL to muster dealers that want to flog its services to SMEs weeks after the latest web wobble. The timing on recruitment could be better for the Sheffield-based ISP following an outage on 4 March that downed services for an hour. Connectivity wholesaler DMSL will …
Paul Kunert, 19 Mar 2014

EC probes 13 resellers over global optical disc drive CARTEL

Thirteen optical disc drive resellers are being investigated by the EU on its suspicions that the firms may have broken antitrust laws and artificially suppressed the price they paid for the drives. The resellers are suspected of acting as a worldwide cartel for at least five years, the European Commission said, laying out its …
Anna Leach, 24 Jul 2012
Higher Education and Further Education

Resellers eye up £60m-a-year UK uni software deals

The Southern University Purchasing Consortium (SUPC) has issued a tender to resellers for a software framework worth an estimated £60m a year. SUPC is the largest of the UK's six higher education procurement organisations and includes 117 member colleges and institutions that stump up its funding. Resellers were last week asked …
Paul Kunert, 25 Sep 2012
grab_that_cash

Microsoft puts off fees overhaul... the resellers are restless

Microsoft has postponed the UK implementation of a rebate rejig in response to biting partner feedback. Large account resellers were last month warned by the software monster that it would shelve Manage and Deploy fees from January and bump up those for Renewals. Reaction from the partner base was mixed - some said the move …
Paul Kunert, 14 Dec 2012

Calling all resellers:Cloud, security, SMEs and you

Vendors may have declared that 2012 is the year of the cloud, but it's resellers who have to deal with the fall-out from over hyped expectations and half-baked product strategies. You know what your customers really think of the cloud, and what you need to help them make the switch. So please help us enlighten the vendor …
David Gordon, 18 Jun 2012
Microsoft Surface tablets

Microsoft lures resellers with Office 365 perks and payments

Microsoft is rejiggering its commercial platform to woo resellers with bigger discounts and finder's fees, as well as adding a simplified billing system for Office 365 that some resellers have been awaiting for years In terms of rewards, Redmond is upping the upfront payment it makes to resellers as an advisor's fee to 18 per …
Iain Thomson, 09 Jul 2012
Tojiro Senkou 15cm kitchen knife

Adobe rips up rebate rules after resellers riot

Adobe has tweaked its rebate programme in response to complaints from partners that it was too complex to manage and the sales targets were unachievable in the current biz climate. The software maker introduced out a new structure last autumn and rolled out a tiered deal registration programme, a process that some partners …
Paul Kunert, 12 Jun 2012
money notes lifted up

Dell ups revenue threshold for top table resellers

Dell is trying to make its Premier club for resellers more exclusive by upping the enterprise revenue requirement to maintain the accreditation. But the move has caused some concern among the firm's channel fraternity, who are worried that the top tier will become the preserve of the largest resellers. The Texan tech titan …
Paul Kunert, 06 Jun 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
McAfee shield

McAfee vows to swell resellers' bottom lines with MEGA framework

McAfee has herded its channel "profitability" programmes into one mega global framework as it continues to court resellers. The security giant has put six schemes – including deal registration, tiered pricing and rebates – into its Profitability Stack. In a PR statement, McAfee senior veep of worldwide channels Gavin Struthers …
Paul Kunert, 11 Jul 2012
closed_sign shut down under collapsed liquidation

'Petrified' insurers slam wallets shut as more resellers go titsup

The small sequential rise in reseller insolvencies in Q3 - in line with seasonality - will do nothing to calm credit insurers' general uneasiness about the IT sector. Data from credit reference agency Graydon UK, shows 75 channel firms bit the dust during the summer quarter, up from 64 in Q2 but dramatically lower than the 93 of …
Paul Kunert, 23 Oct 2012
McAfee shield

McAfee tears wrapping off MSP scheme, hands it to resellers

McAfee is formally hoisting resellers into the hosted services game with a Managed Service Partner programme for its security software and services. The utility style monthly-billed subscription to be sold via distributors includes protection for endpoints, servers/ networks, virtual environment and mobile devices – software …
Paul Kunert, 25 Jul 2012
channel_teaser_money_top

Microsoft upping Office 365 fees for resellers AGAIN

Microsoft is once again plumping up the cheques it dishes out to channel folk across the globe as a sweetener to dealers as they try to push its Office 365 cloud services to customers. The software titan already pushed up advisor's fees to 18 per cent at last month's Worldwide Partner Conference and vowed to pay top accredited …
Paul Kunert, 07 Aug 2012
cloud

Dell recruits storage guru to get cozy with resellers

Dell has hauled in a storage veteran Mark Hiley as UK channel development manager in a bid to drive reseller sales of infrastructure kit. Hiley spent 10 years as UK and Ireland country manager at CLARiiON Storage until 1999 and then moved to LSI Corporation as the area director for Northern EMEA. The Texan tech titan said Hiley …
Paul Kunert, 18 Apr 2012

Microsoft promises big shiny tool to cheer glum Windows resellers

Microsoft has vowed to end its reseller partners' woes by fixing the unstable website used to register customer sales: by the end of next month Redmond's deal-registration website will be upgraded and will include a new business intelligence and analytics tool. The online system for inputting deals with IT buyers was launched …
Paul Kunert, 18 Jan 2013
channel_teaser_money_top

Major Brit IT provider denies turning to fellow resellers after burning up lines of credit

British comms provider Azzurri has rejected suggestions that its finances are so precarious it has been forced it to tap up fellow resellers for product. Azzurri provides various well-known UK firms and government departments with comms and data services, reselling a range of vendor products in the telecomms, networking and …
Paul Kunert, 17 Jun 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
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HDS channel boss: We must become relevant to resellers

Hitachi Data Systems wants to make itself relevant to the channel by working deeply with fewer partners on specific biz plans. The Japanese storage firm has undergone a shakeup during which regional veep and GM Stephen Ball pitched up last summer and 11-year Computacenter veteran Neill Burton joined in January. Burton, UK and …
Paul Kunert, 28 Mar 2012
hands waving dollar bills in the air

Adobe tosses more big deals dosh at resellers

A shakeup of deal registration payments by Adobe could help its links with hard-pressed resellers. A classic four-tiered partner scheme – Registered, Certified, Gold and Platinum – goes live on 3 October and as part of this Adobe is raising fees for deals logged on its system. "Resellers are facing an increasingly competitive …
Paul Kunert, 20 Sep 2011
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Channel Survey: Last call to all resellers and integrators

Channel Register was flooded with responses from resellers eager to share their experiences in the market this year - but the deadline to fill in our survey is looming for anyone else wanting to voice an opinion anonymously. So what impact is the tough trading environment wielding on your business? Which parts of the market are …
Paul Kunert, 09 Dec 2011
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Ambulance-chasing resellers will die on life support

In challenging economic times it’s fair to say that every company’s primary job is to stay afloat. Even in the information security industry, which was shielded better than most from the worst effects of the global recession, the survival instinct is still clearly visible. In the channel, however, the complex relationships …
Tim Ayling, 07 Jun 2012

Microsoft drags 9 resellers to court in fresh piracy blitz

Microsoft has its sights trained on another bunch of Chinese software pirates, this time pitting its formidable resources against nine resellers it said installed illegal copies of Windows onto PCs they sold. Redmond said it started proceedings against the resellers in seven cities across the People’s Republic including Shenzhen …
Phil Muncaster, 11 Jul 2012

Apple takes $2.2bn hit as Chinese resellers snub iPhone 4S

iPhone supreme leader Tim Cook said Apple's $2.2bn revenue fall in China this quarter was caused by Cupertino flooding the distribution channel with unwanted stock. Sales in the authoritarian regime tumbled from $7.9bn in Q2 to $5.7bn in Q3, a 27 per cent drop although they were up 48 per cent year-on-year. While defending …
Anna Leach, 26 Jul 2012
Kevin Turner

Microsoft promises resellers bumper 2013 with total line-up refresh

Microsoft closed down its Worldwide Partners Conference in Toronto with a promise that the coming year will provide the best year yet for its resellers, with a complete refresh of its ecosystem to restore Redmond's future. "For the very first time, every single product in our portfolio is getting refreshed and relaunched in a 12 …
Iain Thomson, 11 Jul 2012

EMC channel boss: Make a bet – us or the rivals

The shiny new and to some controversial revenue threshold laden partner programme on the way from EMC was designed to cut out the dead wood, the EMEA channel veep claims. The Business Partner Programme launches in January and resellers have until the start of November to sell a requisite amount of gear to get accredited: $65m …
Paul Kunert, 01 Aug 2014
channel

HP boss Whitman urged to get touchy-feely with resellers

HP CEO Meg Whitman, who will step out in front of a VIP audience at the invitation-only global partner knees-up in Las Vegas this week for the first since taking over at the vendor, should take a leaf out of Michael Dell's channel management notes. That's according to a bunch of resellers sitting at HP's top table - those among …
Paul Kunert, 13 Feb 2012
channel

Microsoft finally rolls out small biz badge for resellers

Microsoft's small biz competency will be rolled out in June – almost two years after the revamped Microsoft Partner Network (MPN) hit the channel. The scheme will replace the Small Business Specialist Competency (SBSC) in a bid to underpin sales of software delivered via both on- and off-premise models. Julie Bennani, general …
Paul Kunert, 05 Mar 2012
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
fingers pointing at man

Shift to cloud computing puts squeeze on resellers' finance

The channel's long-term shift to cloud computing and managed services will force resellers to totally rethink historic forms of finance. Financial mechanisms including invoice discounting (ID) have long been used as an overdraft facility by some smaller and mid-market dealers to support cash flow but this avenue looks likely to …
Paul Kunert, 06 Dec 2011

Westcon: 'What we need is a cloud brokerage biz.' One buyout later...

Tech group Datatec has hoovered up a second biz this week after confirming the $12m acquisition of US-based fluffy white services brokerage Verecloud. The buy will be bolted onto distribution subsidiary Westcon, days after Datatec’s integrator arm Logicalis hoovered up German software firm ituma. The cloudy rig that Veracloud …
Paul Kunert, 04 Sep 2014

SHARE your big data scientist. They're too costly and rare to keep a whole one – HP exec

Big data is on the strategic priority dashboard of every enterprise tech firm, but coughing a potentially princely sum for skilled people to talk the talk in complex projects may not be commercially viable for some in the channel. It's the age old issue of when to invest in a specific practice, one that Sue Barsamian, HP …
Paul Kunert, 15 Jul 2014
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Welsh gov splashes its cash on 10 lucky resellers

Ten resellers have won a place on the Welsh Assembly Government's (WAG) two-year framework for PCs and peripherals. Following a tender for the IT Equipment and Associated Services agreement, Computacenter, Computerworld Wales, Kelway, Misco, Gaia Technologies, Viglen, Stone Computers, Softcat, XMA Computer Products and Desk Top …
Paul Kunert, 03 Nov 2011
cloud

Telstra UK resellers' private nets go titsup

UK-based telco reseller Daisy Communications has been suffering teething problems with its acquired Telstra customer base and associated supply agreements with BT. Daisy acquired Telstra's fixed reseller agreements around a year ago. BT is currently phasing out private connectivity technology Framestream, which affects around …
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HP's PC-printer lovechild is cash boon for resellers

HP's decision to stitch together its PC and printer businesses is likely driven by cost cutting but it could bring financial benefits to channel partners. In a move first mooted by former CEO Carly Fiorina but not implemented before Mark Hurd placed his butt on the hot seat, HP yesterday confirmed the formation of the Printing …
Paul Kunert, 22 Mar 2012
Suitcase bulging with cash

Cisco pursuing bribery investigation in FSU countries

Cisco is investigating the probity of unnamed resellers in Russia and other former Soviet Union countries, to determine whether or not it could be exposed to violations of US anti-bribery laws. The company first discussed the allegations in this December 23 blog post, which went under the radar in the lead-up to Christmas. The …

Uh, Obama? Did you miss a zero or two off Samsung's Chinese supplier 'fib' settlement?

Samsung Electronics America has agreed to settle with the US Department of Justice (DoJ) over claims the company lied about where its products were made. The DoJ accused Sammy of violating the Trade Agreements Act, which requires gear purchased by the government be sourced either directly from US manufacturers or countries with …
Shaun Nichols, 20 Aug 2014

Avaya tosses 400 UK resellers overboard

Biz comms Avaya has made good on its promise to toss 400 bit-part channel partners overboard, and claims to have cut the cost and complexity of training as it looks to rebuild part of the base. As exclusively revealed by The Channel back in July, Avaya UK chief Simon Culmer said the firm was going to axe half of its 800-strong …
Paul Kunert, 12 Dec 2012
channel

Dell hoists resellers into the clouds

Box shifter Dell is assembling a cloud component for its channel programme with a launch set for the end of January. The Texan tech monster is working on the addition to the PartnerDirect framework but admitted defining cloud competency in third parties is more difficult than drawing up previous reseller certification …
Paul Kunert, 06 Oct 2011
McAfee shield

Mcafee gets fierce about resellers (but in a good way)

To Marbella, for sun, sea and the McAfee EMEA partner summit. We saw little in way of breaking news from the conference: McAfee is squirrelling away the big announcements for its annual Focus security shindig in Las Vegas in October. And we have little to write about life at McAfee under Intel, which bought the company for $6. …
Drew Cullen, 20 Jun 2012
closed_sign shut down under collapsed liquidation

Resellers, distributors - your countdown to oblivion starts NOW

Whither the channel when it's all in the cloud? Whence the box-shifter when no one actually buys PCs any more? The answer is, of course, that once a particular business model has no more business then that business model ends. It is, however, possible to look at this in rather more sophisticated terms. The most obvious, since …
Tim Worstall, 17 Dec 2013
globalisation

Apple resellers left to pick bones of dwindling iPad stocks

Apple has run out of iPads stocks worldwide, before the third-generation slab of fondling loveliness has even hit store shelves. The devices were available for pre-order last week on Apple's website with shipping date in the US set for 16 March but that has slipped by three days. Expectant owners in other early release markets …
Paul Kunert, 12 Mar 2012

Cruel Microsoft will drive us into arms of iOS, Android, warn resellers

Microsoft has axed rebates paid to its distribution channel partners that flog Redmond's server and communications software. The Solutions Incentive Programme, which pays out a reward for securing sales, was announced to the Microsoft Partner Network in October 2011, giving those that are certified specialists the ability to …
Paul Kunert, 05 Mar 2013
channel

Floods really will bring armageddon in 2012, insist resellers

PC shortages are affecting the UK earlier than expected but the rapid swing from inventory overload to relative hardware famine has led to some customers dismissing resellers' warnings as sales opportunism. The channel has been awash with stock all year as consumer demand fell off a cliff. However PC makers forecast shortages …
Paul Kunert, 21 Nov 2011
channel

Apple resellers squeezed out of volume licensing model

Channel bully boy Apple has got its Premium Resellers second-guessing whether they will again feature in its plans for volume licensing after they were told no margin will be paid on the recently unveiled Final Cut Pro X. The latest slap in the face for channel minions of the Jobsian empire follows the July release of OS X Lion …
Paul Kunert, 03 Aug 2011

Big Data's being held back by little talent, says Huawei head techie

Big data projects – seen by some as the tech industry’s latest snake oil and others as a potentially valuable tool to dig up fresh information – is being held back by the lack of data scientists for hire. This is according to Ron Raffensperger, Huawei’s chief techie for the IT product line that sits within its Data Centre …
Paul Kunert, 17 Sep 2014