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Resellers could lose out in £4bn gov framework – vendors

The ultra-aggressive pricing suppliers will need to bid so that they can win a place on the forthcoming public sector hardware and solutions mega framework may make it harder for resellers to get involved, vendors have warned. Government Procurement Services invited bids from suppliers last month to win a place on the agreement …
Paul Kunert, 02 Mar 2012

EMC confirms arrival of channel vet as COO EMEA

EMC has confirmed that former Colt and Computacenter bigwig Simon Walsh will land at the firm as COO for EMEA, as revealed by El Chan this week. The industry veteran left Colt Technology Services in November, less than three years after heading the newly launched division, amid talk that the service provider was not satisfied …
Paul Kunert, 17 Jan 2014

Buying EMC? Better get a quote from a channel partner

EMC execs aim to crush any lingering conflict in the technology business channel* by preventing internal reps from quoting configuration and prices to all bar the largest customers that it sells to directly. The storage giant cemented its love-in with resellers, service providers and integrators with a rules of engagement …
Paul Kunert, 21 Jan 2014
fingers pointing at man

IDC warns resellers of ticking cloud time bomb

IDC has warned resellers that migration to public and private clouds is happening more rapidly than expected, and they need to gear up for it or risk becoming irrelevant. Figures out today show that early adopters forked out $560m (£345m) on cloud professional services worldwide last year, but by 2015 the number cruncher …
Paul Kunert, 20 Jun 2011
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
channel

Oracle resellers: 'Give us our cash and make it snappy'

Oracle resellers are praying for quicker turnaround times for rebate payments under the revamped model, as many are struggling with cash-flow issues. To qualify for the kick-backs unveiled last week, dealers must satisfy three criteria: they must register all deals on the vendor's Open Market Model (OMM) system; services must be …
Paul Kunert, 08 Jul 2011
The Register breaking news

Comodo admits 2 more resellers pwned in SSL cert hack

Comodo has admitted a further two registration authorities tied to the digital certificates firm were hit by a high-profile forged digital certificate attack earlier this month. No forged certificates were issued as a result of the assault on victims two and three of the attack, but confirmation that multiple resellers in the …
John Leyden, 30 Mar 2011

Dell feels cold probe of US Dept of Justice amid Syria PC sales claims

US authorities are investigating claims of embargo-busting sales of Dell computers to the Syrian government. It is understood officials at the US Department of Justice (DoJ) are looking into allegations that the equipment was resold into the blood-stained nation despite strict trade sanctions. The probe was revealed this week …
Gavin Clarke, 10 Dec 2013
channel

Resellers and customers frustrated by botched Oracle deliveries

Oracle resellers are counting the cost of frequent instances of botched logistics. According to sources at several large dealers, four to six week lead times are unreliable, and deliveries are being made to the wrong addresses by the freight forwarding company. Two months can elapse from the first product arriving and complete …
Paul Kunert, 03 Jun 2011
Windows NT blue screen of death

Microsoft 'cooperates' with wide US cash-for-contracts bribery probe

Microsoft says it will cooperate with US investigators probing alleged bribery of foreign officials. It's claimed Redmond's resellers bunged cash to apparatchiks in Russia and Pakistan in return for contracts with state-backed businesses. The software giant's deputy general counsel John Frank blogged here that his company takes …
Gavin Clarke, 22 Aug 2013
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
Avnet TS

Avnet Q4 sales, profit hit as resellers keep wallets shut

Avnet sales and profit in Q4 slumped across both its components and tech solutions businesses on the back of a summer slowdown in reseller spending and a blistering currency headwind. Turnover for the period ended 30 June fell 8.8 per cent to $6.3bn, operating profit dropped by just over a fifth to $213.4m and net profits sunk …
Paul Kunert, 08 Aug 2012
parallels logo schematics

Parallels could whip VMware or Microsoft, happier as Robin Hood

Parallels is best known for two things: a fine desktop hypervisor and the Virtuozzo containerised server-wrangler that many service providers use to dish out virtual machines to their customers. Both businesses are doing well, but the company isn't leading with either. Instead, it is now keenest on Parallels Automation, the …
Simon Sharwood, 16 Apr 2014
Whiptail XLR8r appliance

Cisco reps flog Whiptail's Invicta arrays against EMC and Pure

A recent report based on views gathered from resellers reveals Cisco reps are enthusiastically selling Invicta all-flash arrays as both stand-alone and UCS converged arrays against EMC's XtremIO and Pure Storage. William Blair's Data Networking and Storage Tracker findings are based on "in-depth interviews with 41 US and …
Chris Mellor, 14 Apr 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
Back of iPhone 5

SIM-free unlocked iPhones coming to a channel near you...

The faint hopes of some Apple resellers were smashed AGAIN this weekend when Ingram Micro became the second tech distributor in a month to confirm it will sell SIM-lock-free Jesus mobes ... in Europe but not the UK. Following in the shadows of nemesis Tech Data, vast wholesaler Ingram Micro confirmed it is shipping the iPhone 4S …
Paul Kunert, 25 Nov 2013
homeless man with sign

Calling all resellers, distributors and integrators

It's been tough these last few years. The economy has been stagnant, inflation's been going up and access to credit has been going down, hitting cash flow and the ability to invest. On top of that, inventory issues have hit hard while customers have been deferring spending. This has cut margins to the bone (and beyond) in many …
Andrew Buss, 23 Nov 2011
Microsoft campus

Former Tech Data bod to head up Microsoft's UK sales division

Microsoft have promoted a channel veteran with 24 years' experience to a top job within the sales team. Linda Rendleman will join the small, mid-market solutions and partner group leadership team as director for partner business & development at Microsoft UK. She replaces Janet Gibbons, who has moved to corporate accounts as …
Team Register, 18 Dec 2013

Apple: SCREW YOU, BRITS ... no unlocked iPhones for you

A bit of Apple gold dust is set to bring some bling to the technology distribution channel after Tech Data confirmed it will trial the sale of SIM-lock-free iPhones to dealers in Europe – but not in good old Blighty, it seems. Yes, you read that correctly, people, the post-Jobsian empire continues to snub IT resellers operating …
Paul Kunert, 01 Nov 2013

UK tech channel in RUDE health as bankruptcies dip in Q1

It's time to crack open the bubbly: corporate fatalities in the UK channel have fallen for the fourth consecutive quarter, official stats from credit rating firm Graydon UK reveal. Some 61 companies bit the dust in the first three months of the year versus 64 for the same period of 2013, indicating that the UK IT industry has …
Paul Kunert, 04 Apr 2014
channel_teaser_money_top

Cisco, EMC love child VCE finally dangles rebate lure over channel pool

Cloudy hardware biz VCE threatened to roll out a new tiered channel programme and, by Jove, that is exactly what UK partners have got. The company was forged by Cisco and EMC in 2009, but it has taken the best part of four years to finally create a mechanism that looks and feels like a vendor programme – and it's offering …
Paul Kunert, 26 Sep 2013
The Register breaking news

Credit report resellers settle charges over data breaches

Three resellers of credit information have settled federal charges they didn't do enough to prevent security breaches that exposed sensitive consumer information to hackers. The companies – Washington state-based ACRAnet Inc. and SettlementOne Credit Corporation and Statewide Credit Services of California – have agreed to …
Dan Goodin, 08 Feb 2011

Tier 3 debuts DIY cloud networks

Cloud operator Tier 3 has added reconfigurable networking to its cloud technology in an attempt to make it easier for resellers to massage the tech to suit their needs. The company announced the upgrades on Wednesday. They see Tier 3 implement self-service networking capabilities for its ESX-based cloud that will let customers …
Jack Clark, 14 Aug 2013
cloud_channel

Cloud storage gateway firm: Selling to end users? Meh. We'll leave it to CSPs, et CTERA

A briefing from folks at cloud storage gateway upstart CTERA revealed there was more to the firm than Reg storage desk had thought. CTERA was founded by Liran Eshel and Zohar Kaufman after experience running a company in the SMB network security area and producing appliances. Eshel is CTERA’s CEO and Kaufmann its VP for research …
Chris Mellor, 10 Apr 2014
channel

Resellers smack down Microsoft's 'single-digit' price rise claim

Microsoft says that a planned overhaul of volume licensing pricing due in the summer will be capped at single digit percentage rises. Redmond said that Open, Select and Select Plus agreements struck in the UK after 1 July would be aligned to euro prices and charged based on the exchange rate with sterling. "Based on the …
Paul Kunert, 06 Feb 2012

HP 'KNEW' about Autonomy's hardware sales BEFORE the whistle blew: report

HP knew about Autonomy's hardware and reseller sales long before a whistleblower pointed them out and the company wrote down its acquisition by $8.8bn, the Financial Times has claimed (paywall), citing emails and Deloitte audit reports. HP has accused Autonomy of "accounting improprieties, misrepresentations and disclosure …
The Register breaking news

Google slaps down China resellers in 'very important market'

Google has reportedly cut ties with seven ad resellers in China and, at the same time, renewed its vows to search users in that region – despite their undying love for the firm's rival Baidu. Mountain View came under fire from Beijing officials earlier this year, after it provided China-based surfers with a search redirect via …
Kelly Fiveash, 19 Oct 2010

Entanet calls on equity firm Mobeus to back £14m MBO

Wholesale internet connectivity services provider Entanet has completed a £14m managed buyout with the backing of private equity firm Mobeus. MD Elsa Chen, financial director Ian Brewer and sales director Stephen Barclay were involved in the deal that saw the VC stump up £6m to invest in workforce (currently 85 heads) and …
Paul Kunert, 21 Feb 2014
channel

Apple locks resellers out of iPad sales

Apple's iPad is available for pre-ordering, but only via Apple's own stores, not its retail partners. Even Apple's approved resellers are not allowed to take deposits or pre-orders from customers keen to try and lay hands on the genius-tablet. We were contacted by irritated Apple dealers, and passed on their questions to Apple …
John Oates, 11 May 2010
LaCie Sphère

Seagate's LaCie whips out bonkers posh silver-plated storage ball

You can see yourself reflected in the bright shiny, mirror-smooth surface of La Cie's Sphère - a storage ball - and you'll pay a lot of cash for the privilege. LaCie Sphère LaCie's mirrored storage ball - see the keyboard reflected in it. In this case mirroring doesn't mean data protection but the device's surface …
Chris Mellor, 06 Jan 2014

Win 8 PC sales plunge as retailers, disties shave orders by HALF A MILLION in Q3

UK retailers and wholesalers were so busy waiting for Microsoft to release the Windows 8.1 upgrade that they apparently forgot to keep ordering PCs in Q3. Or is it - perhaps more likely - that these companies bought PCs more cautiously, based on inventory pile-ups that have occurred since the consumer market crashed three years …
Paul Kunert, 08 Nov 2013
LaCie Fuel

LaCie adds fire to Fuel: Revs Wi-Fi external storage gadget to 2TB

Seagate sub LaCie has revved its Fuel Wi-Fi external storage capacity from 1 to 2TB and claims it's the highest capacity wireless 2.5-inch drive on the market. It can provide a Wi-Fi accessed storage resource for iPads, iPhones, iPod Touch, Macs, Android mobile devices (v2.3 or later), the Kindle Fire, and Windows 8, 7, and …
Chris Mellor, 01 Apr 2014
Old Bailey Lady Justice

Germany: SAP's software licensee conditions are INVALID

A court in Germany has ruled that terms that software giant SAP stipulated in its software licensing contracts were invalid after finding that they ran contrary to EU copyright principles. The regional court of Hamburg upheld complaints made about SAP's licensing terms by German software reseller Susensoftware GmbH. …
OUT-LAW.COM, 05 Dec 2013
HP cloud

HP bypasses Microsoft in device-as-a-service assault

HP is trying to prise open SME wallets by rolling out a device-as-a-service pilot Stateside – with wider deployment in Europe set for the summer. The Office in a Box initiative created with Google – not Microsoft – and telco AT&T was launched with US distie Synnex, which created an online configuration tool. The model is pretty …
Paul Kunert, 26 Mar 2014

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
chain_relationship_channel

Wait, what's that noise? It's HP's UK steamroller coming to a halt at last

HP's UK PC business has promised not to swipe sales from its resellers in the IT distribution channel following orders by CEO Meg Whitman. The US giant is keen to reclaim the worldwide PC sales crown from Lenovo but its performance in the channel is faltering and, simply put, not enough boxes are shifting. To reverse this, …
Paul Kunert, 18 Jul 2013
Columns of coins in the cloud

HP cloud overlord backs UK distie Westcoast as it flogs its fluff to small biz

Small biz customers have been bitten by the cloud bug but large enterprises and government types are altogether less open to outsourcing IT or broadcasting their data into the electronic ether. At least, that's the view from HP's cloud overlord Michael Clifford, who, unsurprisingly, is giving his backing to a fluffy white …
Paul Kunert, 17 Oct 2013
money_yen_dollar_pound

Nimble set to conquer Japan after sealing Toshiba distie deal

Hybrid flash/disk drive array flogger Nimble Storage has won Toshiba as its master distie for Japan, virtually assuring it of success there. Toshiba Cloud and Solutions Company has a group of distributors and resellers across Japan that will pump the Nimble gear out to their customers, with Toshiba IT Services Corporation …
Chris Mellor, 21 Jan 2014
graph up

Apple's iPad resellers are revolting

Apple's Premium Resellers are getting iPads to sell on Friday - provided their shops pass Apple's stringent standards. But retailers are irritated at Apple's insistence that they do not take pre-orders or publicise the launch on their websites or in store until Friday morning. They were even more annoyed at DSGi's claim that it …
John Oates, 26 May 2010
Borg

HDS inks deal with Symantec: Plans to borg archive tech for DO-IT-ALL product set

Hitachi Data Services has extended a deal with Symantec to OEM its NetBackup and Enterprise Vault software so it can supply a single storage array, server, data protection and archiving software product set. Symantec's Brett Simon, VP for global system integrators and partners, said: “This agreement extends our partnership, …
Chris Mellor, 18 Feb 2014
globalisation

BYOD is a ticking time bomb for B2B resellers

The Bring Your Own Device (BYOD) trend among organisations will mean a £2bn sales boon for UK service providers within five years but will "significantly disrupt" the B2B hardware channel, says the analyst firm TechMarketView. Senior management within firms and younger employees, particularly those under 30, expect to use their …
Paul Kunert, 19 Apr 2012
European Union Flag

Bone up on fresh EU privacy law - or end up in the clink, IT biz warned

Technology resellers, distributors and service providers need to be ready for the freshly proposed European Data Protection law, IDC has said. The analyst's research director of European security software Kevin Bailey said that end users were already preparing for the new rules of the incoming regulation, but the technology …
WD Arkeia appliance

WD: Between you and me, VARs, small biz may NEVER trust the cloud

Storage specialist Western Digital have asked value-added resellers to take part in its assault on the small-to-medium business (SMB) network backup market. The manufacturer is now actively recruiting specialist VARs to grow and fill out its geographical coverage across the UK and Europe, part of a long-haul push to increase its …
Tony Smith, 17 Sep 2013

Tom Kelly: IT depts and channel partners FEAR the cloud

IT departments fear that the cloud will lessen their relevance in an organisation, while perceived complexities of selling the fluffy services from vendors has deterred some tech suppliers. This is the market prognosis from enterprise tech veteran Tom Kelly, a former UK boss at Logicalis UK, who has stepped into the chairman's …
Paul Kunert, 28 Feb 2014

Firewall-floggers in FLAMING MESS: Where'd our mystery margin go?

If you work in the fields of technology distribution, services and resale, you'll surely hear about cloud, mobile, social and virtual more than anything else. However, it is the changing patterns in security spending that are perhaps most dramatically re-shaping our businesses. Gone are the good old days of pushing traditional …
hands waving dollar bills in the air

Gov to resellers: Glory bonanza secrecy days are over. For real

Cabinet Office minister Francis Maude continues to talk the talk - warning big resellers that the days of massive contracts with even bigger margins are over. Maude said both suppliers and civil servants would need to change. Maude said: "The days of the mega IT contracts are over. We will need you to rethink the way you …
John Oates, 02 Dec 2010
box_shifting_channel

Product-led campaigns just don't work for vendors or resellers

Nobody really cares about product feature differentiation anymore - feeds and speeds just don't cut the mustard. But the battle among tech vendor marketers to configure their programmes and content to this new engagement model has now really heated up. Their marketing content now needs to be compelling to business buyers as well …
Peter O'Neill, 30 Jul 2012
Red tide

Tintri: We have ZERO interest in adding compute to storage

Under new CEO Ken Klein, hybrid array startup Tintri is sticking to its virtualised server-centric networked storage knitting and embracing the cloud as a third tier cold storage vault. Currently a VMware-focused storage supplier using VMware storage abstractions, such as virtual machines (VMs) and virtual disks instead of LUNs …
Chris Mellor, 02 Apr 2014
Enterprise Turbo SSHD

Seagate's LaCie touts a 25TB (not a typo) box o' disks for your DESK

Seagate subsidiary LaCie has launched a set of external storage boxes using a 5TB Seagate hard drive – even though disk maker Seagate hasn’t officially launched a 5TB part. So far only Toshiba has officially announced a 5TB drive and that was only a few days ago. Tosh’s 5TB disk is for internal use rather than external drive …
Chris Mellor, 20 Feb 2014
management management4

Exec teleports from Dell, channel organs absorbed into Texan Borg

Dell has stitched together its global channel organisations, saying that improving "support" for resellers and integrators is at the forefront of its mind - and not cost cutting. The move comes days before Dell shareholders vote, on 18 July, on whether to accept CEO Texan Mick's offer of $13.65 per share to take the whole …
Paul Kunert, 12 Jul 2013