Articles about Resellers

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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
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

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
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
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
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

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
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
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

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
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

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_teaser_exit

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
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

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 Alliance …
Paul Kunert, 17 Mar 2015

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
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

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
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
channel

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
LaCie_Porsche_USB_C

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

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

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 …
Racecar

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
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

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
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
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
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
cloud_channel

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
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

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

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
Roughly 150kg of gold

Gold to bind Phoenix IT, Daisy, Cisco

Phoenix IT is likely to rekindle its partnership with Cisco when the Daisy Group completes the acquisition of the services provider, as expected in the not-too-distant future. In late 2013, El Chan revealed Phoenix was among 1,000 companies across EMEA told by Cisco that their right to sell its kit was to be removed because they …
Paul Kunert, 29 May 2015
HP Logo splitting in two

Insiders BAFFLED: HP split-up inexplicably NOT a disaster

The separation of HP, the biggest ever of its kind in tech corporate history - with a similarly enormous potential for disaster - is going through without any operational explosions, dumfounded insiders familiar with the process have told the Register. From this month, the US monster split the PC and print business from the …
Paul Kunert, 24 Aug 2015
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

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
cloud

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
arrow pointing up

VMware tells partners, punters, to pay higher prices (probably)

VMware has almost certainly increased the prices it charges to partners and customers. News of the increases is dribbling out after Virtzilla wrote to users and resellers over the last few days. In this Reddit thread VMware users report price hikes of between one and five per cent. Blogger and VMware-watcher Aidan Finn on …
Simon Sharwood, 27 Mar 2015
jigsaw_puzzle_648

A turnaround plan within a turnaround plan for Phoenix IT Group

Phoenix IT Group execs are labouring under the “assumption” that the firm will not be sold to Daisy Group – they have to – and are hatching a turnaround plan within a turnaround plan for Partner Services. As the board at the LSE-listed tech services outfit is recommending a 160 pence per share offer from Daisy that values the …
Paul Kunert, 09 Jun 2015
resellers_computers_desktops_workstations

Never mind the buzzwords: How the landscape looks to resellers

By now you should all be busy filling in the latest channel survey, but it’s worth casting your eye over the results from our last channel survey, conducted at the back end of last year. It showed that resellers were increasingly getting out of their boxes - and not just because it was Christmas. The results covered a range of …
Joe Fay, 14 May 2012
Cirrus_clouds

NetApp name-changes SteelStore to AltaVault

NetApp's marketing droids have renamed its acquired SteelStore product AltaVault, showing obeisance at the high altar of cloud storage. The Sunnyvale company bought SteelStore from Riverbed for $80m in October last year, before it was gobbled up by private equity. The product provided cloud back-up gateway functionality with a …
Chris Mellor, 28 May 2015
spacex_launch_648

Scality funding approaches escape velocity

Object storage startup Scality has picked up $45m in D-round funding and is heading for a 2017 IPO. This takes total funding to $80m and here is the funding sequence: Scality_funding Scality funding rounds It's a nice, steady and also modest sequence of rounds, by today's unicorn standards. This latest round includes new …
Chris Mellor, 24 Aug 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
CIE Oz Data Set

Australia's comms regs broken says Vodafone (as it would)

Telstra's continuing incumbency is an expensive luxury, according to the carrier's competitors, that sucks more than AU$3 billion into the carrier's maw each year. That's the conclusion of a study which reckons a fixed-line customer buying from Telstra is paying AU$20 too much each month, or $9 per month for mobile services. …

Pre-split HP flops out plan to keep its sales pecker up

HP will parachute funded staff into its largest global channel customers to minimise disruption and ensure it maintains market share as the business is carved into two. Print and PC operations will be hived off to create HP Inc and the remainder of the company, including the new Aruba buy, will form Hewlett Packard Enterprise. …
Paul Kunert, 13 Mar 2015

There's life after Oracle, but very little left in Oracle's reseller channel

Oracle-Sun anniversary A headstone in Santa Clara carries the names of the fallen in Sun Microsystems’ once illustrious reseller channel – it is five years this week since grim reaper Oracle bought the server giant. It’s not that these companies hit the wall, more that some realised quickly that an agreement with Larry’s lot wasn’t going to work out …
Paul Kunert, 27 Jan 2015