Articles about Resellers

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

Intel Security hires ex-Cisco and Avaya man to run global channels

Intel Security - the company formerly known as McAfee - has hired ex-Avaya global channel overlord Richard Steranka to run the rule over its worldwide partner network. The exec will take control of the security firm’s disties, resellers, managed service providers, alliances and embedded OEM chums - and will have his work cut …
Paul Kunert, 24 Aug 2015
Boy slapping another boy on the head

Second-hand IT alliance forms to combat 'bully' vendors

Second-hand IT providers have formed an alliance to combat what they claim are increasingly aggressive tactics by big vendors desperate to claw back falling revenue. Tomas O'Leary, secretary of Free ICT Europe, and chief executive of independent provider of IBM software maintenance Origina, claimed big vendors have stepped up …
Kat Hall, 03 Jun 2015

It's ALIVE! Network Services contract finally staggers upright

The government's much-delayed £2bn Network Services contract has finally gone live after 12 months of blood, sweat, tears and therapy on the part of suppliers. The framework is comprised of 61 suppliers, according to Innopsis, the representative body for public services network companies. Of those, 30 per cent are SMEs, the …
Kat Hall, 16 Jul 2015
graph up

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

What sounds like a silly yoga-fitness-dance craze, and lost $325m in value in 8 years? Zimbra

Email and collaboration biz Zimbra has lost 93 per cent of its value in eight years, and has been bought by Synacor for just seven per cent of the price Yahoo! paid for the company in 2007. Scott Dietzen, currently the CEO of Pure Storage, was the president and chief technical officer at Zimbra from March 2005 to October 2007 …
Chris Mellor, 31 Aug 2015

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 …

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
arrow pointing up

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

Where will you place your vendor bets in 2015?

There was plenty to keep Europe’s IT channel busy over the past few months, and the rest of this year could be just as turbulent. By the end of 2014, the shakeout of major strategic changes from HP, Dell and Symantec were yet to be felt. But as 2015 progresses, this is likely to change, so keeping a close eye on developments is …

Voda's snooping fail: Conroy, Morrow cross swords in Canberra

The Vodafone data access scandal has reached Canberra, with Labor senator Stephen Conroy taking a swipe at nbnTM Bill Morrow, formerly head of Vodafone Australia. over his knowledge of the incident. Conroy took time out from fine-tooth-combing the financials and build forecasts of the company building Australia's National …

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

Ex-SAP director: I bribed govt officials to seal the deals on software

A former regional director of German enterprise software outfit SAP has pleaded guilty to bribing officials in the Panamanian government to secure a contract for one of the company's resellers. Vicente Eduardo Garcia, 65, of Miami, Florida, admitted giving $145,000 in bribes to one government official and promising bribes to …
Iain Thomson, 14 Aug 2015
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
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

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

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

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

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
Bang by Guian Bolisay

Invicta IT to vendors: 'Put us in the bucket... of ones to watch'

Reseller minnow Invicta IT has hired a raft of heavy-hitting - and no doubt expensive - sales account managers from Insight Enterprises as it eyes up moving into the bigger leagues. The Slough-based HP, Cisco and NetApp seller recruited ex-Insight corporate sales director Gary Remmington as sales director on 1 April and he in …
Paul Kunert, 17 Sep 2015

Lenovo stock: The channel iceberg is melting

Until recently, dusty Lenovo PCs were looking a likely candidate to replace concrete in the British construction sector, such was the inventory glut confronting local ops. Things have improved, but still aren’t great. The company has already written down Windows 8.1 stock across Europe in July, Lenovo EMEA president Eric Cador …
Paul Kunert, 30 Sep 2015
Raspberry Pi Official Case

Raspberry Pi guys want you to go topless in the heat

The Raspberry Pi Foundation has revealed a new piece of hardware: the official Rasbperry Pi case. The main feature is the removable roof that to our mind either makes the Pi a convertible or lets it go topless, depending on your preferred level of innuendo. The Pi guys say they chose the design topping this tale after …
Simon Sharwood, 17 Jun 2015

iPod dead? Nope, says Apple: New Touch has iPhone 6 brains

Pic Apple has whipped out a new iPod Touch model with an eight-megapixel camera, a new processor, and more case colors. The iPhone-without-the-phone gizmo – which many assumed would be killed off by Apple – will now come in space gray, silver, gold, pink, or blue. It will also use Apple's A8 ARM-compatible CPU, which first …
Shaun Nichols, 15 Jul 2015
management strategy2

Burton made channel overlord at F5 Networks

F5 Networks has pulled in channel grey beard Neill Burton to take control of its partner community in the UK, Ireland and, er, Sub-Saharan Africa (SSA). Burton spent eleven years at Computacenter in various senior sales positions before he upped sticks and moved into vendor land with HDS as veep of channels and alliances back …
Paul Kunert, 06 Jul 2015

Another Insight exec spotted racing toward exit

Simon Taylor, EMEA senior veep of operations at cloud-wannabe reseller Insight Enterprises, is the latest big cheese to quit the firm with the regional chief finance exec Russell Leighton taking on dual responsibilities. The 14-year Insight veteran has left the building - staff were told of his departure yesterday afternoon …
Paul Kunert, 18 Jun 2015
Apple iPad Air

Nice try, Apple. The Maxi Pad is no laptop killer – and won’t scratch the Surface

Apple’s Maxi Pad is no laptop or Surface Pro killer – even though it holds up comparatively well for general workforce usage. This is the prognosis from some in the analyst community and those who will compete against it. The view from the Mac channel understandably differs somewhat. A relatively late market entrant - not …
Paul Kunert, 22 Sep 2015

Resellers: Microsoft price hike was 'demanded by Euro country bosses'

Microsoft's planned overhaul of volume-licensing prices was in response to cries of frustration from its European country managers unhappy their UK counterpart were benefiting from the regional disparity to win biz on the continent, channel sources claim. As The Register recently revealed, the software giant is aligning European …
Paul Kunert, 08 Feb 2012
Bang by Guian Bolisay

WOW! BOOM! The Brit server market is back ... in a way, sort of

Brit businesses and local public sector organs are spending on servers again, but it's Dell and Cisco who are mopping up most of this organic goodness. Gartner’s numbers for Q1 are out: shipments grew a little over five per cent year-on-year to around 80k units, and the value of those boxes climbed ten per cent to $549m. This …
Paul Kunert, 12 Jun 2015

Microsoft hires hippy to lecture resellers on being nice to the world

The third day's keynote at the Worldwide Partners Conference is always a tough act. The night before is generally a time to party, and no one in the IT community parties harder than resellers. So 9am is not a good time for them to show Microsoft some love. There were more than a few shaking hands and pale faces in the audience …
Iain Thomson, 11 Jul 2012
Microsoft Surface tablets

Microsoft Surface slate: Acer, resellers predict a riot

Microsoft has scored two own goals by getting into the hardware game with Surface, the software giant's design for a laptop that thinks it's a tablet: long-standing PC manufacturers are alienated, and there is growing disquiet in the channel over Redmond's decision to sell the lap slab direct. The Pegatron-built Surface slate …
Paul Kunert, 07 Aug 2012

HP: do box shifters have a future? Hmmm, maybe not a bright one

HP GPC 2015 The break away HP Inc - the PC and print business - is polishing off a brand spanking new channel programme that it says for the first time will not only favour those transacting huge volumes of kit. The as yet unnamed framework - HP is going public on the branding tomorrow - will include three tracks: Volume, Value and …
Paul Kunert, 17 Mar 2015

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

Insight cloud guru snubs global job, walks over to Brit upstart

Ash Patel, the man who helped Insight Enterprises shape and lead its cloud strategy in Europe, has not only turned down a global services role at the firm but is now hot-footing it to rival Microsoft house Cobweb Solutions. Patel led UK cloud biz development from 2011 and was made EMEA head of the fluffy white stuff two years …
Paul Kunert, 04 Feb 2015

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

NetApp slims down latest controller, beefs up channel efforts

NetApp has announced a slimmed down top-end array, cutting the controller box size in half. It is a 6U-sized version of the AFF8080 EX, NetApp's most powerful AFF8000 system. The 8000 series product line previously started with the 3U AFF8020, passed through the 6U 8040 and 8060, and peaked with the 12U (2 enclosures) AFF8080 …
Chris Mellor, 28 Sep 2015
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
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

Nope, there's no money in on-prem software licensing...

Microsoft may be making life harder for enterprise volume licensing resellers but there’s still money to be made from flogging on-premise software in the old way. Just ask Bytes Group. The Surrey-based specialist has filed its results for the year ended 28 February, and they reveal a business whose waistline is expanding from …
Paul Kunert, 23 Sep 2015

LaCie snuggles up to Apple’s slim 12-inch MacBook with fat HDD

LaCie has an external drive that can hook up to Apple’s single-port MacBook. The anorexic MacBook announced yesterday has only one USB-C port that is used to feed it power and transfer data, with no possibility of connecting other USB devices – or any HDMI, or Thunderbolt devices at all. Seagate’s LaCie external storage biz has …
Chris Mellor, 11 Mar 2015
Grand Fromages at Reggio Parmagiano

Moshe's Infinidat happy to SHOUT about its progress

Moshe Yanai's Infinidat startup, which came out of stealth in April with its InfiniBox array, is bragging about its growth. It recently revealed figures including: 300 per cent sales growth in the second quarter compared with Q1 2015 500 per cent growth in channel sales 53 per cent of global sales came through resellers …
Chris Mellor, 29 Jul 2015

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
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 …

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

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

Seagate pumps up EVault capabilities to enterprise level

Seagate has improved the punch and capacity of its EVault hybrid backup products, with 4X speed boost and 5X capacity enlargement. EVault hybrid backup uses on-premises appliances storing some data locally and sending the rest to a public cloud service; Seagate’s own or Azure in the USA with national service providers in EMEA …
Chris Mellor, 20 Jul 2015

Resellers: Cloud is BIG, but it's a sales commission minefield

We’ve all read about how cloud computing is "more than just a buzzword" or a passing phase. And we’re all well-versed in selling the benefits of cloud and managed services in terms of cost-savings, flexibility, managing complex tasks and only paying for what you use. There have also been plenty of wise words written about how …
Dave Ellis, 29 Jun 2012

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
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
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

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