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Articles about Sales Cycles

It's CLOUD WAR says Larry Ellison: parachute in the sales team

Larry Ellison has promised to bring holy price down upon the heads of cloud computing infidels. Microsoft, Amazon, Rackspace and Salesforce are all on notice: Ellison’s database giant will take them on, in infrastructure, platform and on apps. Ellison told Wall St on Wednesday he will be “price competitive” with Amazon’s AWS, …
Gavin Clarke, 20 Dec 2013
Funnel of cash. Credit: via SXC – http://www.sxc.hu/profile/Leonardini

Systemax: Senior Blighty bods let us down, so we cut them

Systemax has opened up on the senior management re-org of UK ops after admitting the business took a turn for the worse over the summer. The transatlantic reseller last night reported calendar Q3 financials: turnover was up four per cent year-on-year to $825.4m, but excluding the SCC Netherlands acquisition, organic growth was …
Paul Kunert, 05 Nov 2014
putin topless

VMware's new enemy no. 1 isn't Hyper-V, it's Vladimir Putin

You can tell a lot about how a company is going by listening to financial analysts' questions at the end of an earnings conference call. When things are good – as they were in VMware's Q1 earnings call – analysts can almost gush. If there's a hint of weakness or illogic, analysts can find all sorts of things about which to ask …
Simon Sharwood, 22 Oct 2014
channel

Phoenix sales and profits falling as UK economy burns

Phoenix IT Group is set for a structural revamp after the loss of major contracts in each of its operating divisions forced down sales and profits for the half year to 30 September. The IT services group recorded a 4.4 per cent decline in sales to £132.2m, operating profits fell 12 per cent to £13.9m and profit before tax …
Paul Kunert, 28 Nov 2011
channel

Quantum recruits sales heavy hitter

Quantum has recruited a heavy-hitting sales VP to cope better with the complex deals and extended sales cycles it is seeing. Until now EVP Bill Britts had worldwide responsibility at Quantum for marketing, sales and services. He reported to the previous CEO, Rick Bellluzzo, and then to Jon Gacek when he took over the CEO …
Chris Mellor, 14 Jun 2011

Microsoft's partner mega-fest: Want to see on-prem kit? TOO BAD

Microsoft's global head of channels, Phil Sorgen, says the view from his exec box at next week's Worldwide Partner Conference will look like a typical British summer - cloudy, very cloudy indeed. In what will be a disappointment to some in Microsoft's old guard – those who are still taking tentative baby steps toward 21st …
Paul Kunert, 10 Jul 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

Phoenix IT Group blames former CEO and economy for woes

Phoenix IT Group chairman Peter Bertram fingered his former CEO and the fragile economic recovery as reasons why trade remains damp and profits have yet to rebound in a more meaningful way. At the half way stage of fiscal '14 for the six months to 30 September, the beleaguered LSE-listed firm reported a near six per cent decline …
Paul Kunert, 28 Nov 2013
HP CEO Meg Whitman at Discover 2012

Whitman vows to end channel conflict at HP

Direct-sales staffers who continue to pilfer deals from under the nose of channel partners do not have a long-term future at the company, top brass at HP claim. A Rules of Engagement template has been devised by the vendor, designed to give confidence to partners that their investment in certifications to specialize in products …
Paul Kunert, 20 Feb 2013
Confused computer keyboard

'Please don't make me spend more time with my family...'

I was finishing up a few things in the office well after 6.00pm when I got a call from one of our clients, a well-known OEM and off-the-page seller whom I visited twice a year and who readily accepted and acted on advice and ideas. He was due to meet his bank manager the following morning with draft annual results which would …
Eddie Pacey, 14 Feb 2014
Hortonworks logo

Rob 'Flipper' Bearden plans to FLOAT his Hadoop heffalump

To some, Rob Bearden is a hero. In just a few years, the venture capitalist flipped two open-source startups, turning diamonds in the rough into gems in the corporate M&A crown. In 2006, he sold app server disrupter JBoss to Red Hat within a few years of joining for an estimated $350m, and just a year after joining SpringSource …
Gavin Clarke, 21 Nov 2013
Boxer defeated. Pc credit: Sergey Barkov via SXC

FalconStor brings in bankers after ELEVEN crummy quarters

Struggling data protection and virtualisation SW vendor FalconStor recorded more losses for its third 2012 quarter and has appointed Wells Fargo to look at "strategic alternatives" for the company; code for a possible break-up or outright sale. Third quarter 2012 revenues were up 4 per cent sequentially at $17.1m, a 9 per cent …
Chris Mellor, 09 Nov 2012

FalconStor on 13th quarterly loss: 'Unpredictable' OEM dragged us down

FalconStor has blamed "unpredictable performance" from one of its biggest Chinese OEM partners for the dent in its first quarter revenues. It has now totted up 13 loss-making quarters - although last quarter saw a boost in revenues - and the storage virtualisation supplier's lot is not a happy one. The company is trudging uphill …
Chris Mellor, 01 May 2013
channel

Integrator Redstone's accounts back in the black

The boss at network integrator Redstone reckons the turnaround plan initiated a couple of years ago is finally paying dividends as accounts returned to the black. The company had stumbled and looked likely to fall over in 2010 before biz rescue specialists Tony Weaver and Ian Smith pitched up in September that year. Smith and …
Paul Kunert, 19 Apr 2012

Bleeding storage firm Overland: OK, we're losers, but so are our rivals

Is Overland toast? Its latest results are dreadful - again - with revenues down and losses up, yet management talks about operating profitability being gained by July 2013. Is it nuts? CEO and president Eric Kelly said: "Our lower than expected total revenue is largely due to the difficult macroeconomic environment in Europe and …
Chris Mellor, 18 Nov 2012
cisco

Cisco hits the targets in fiscal Q3

Cisco Systems hit its revenue and profit targets for the third quarter of its fiscal 2012 ended in April. But the networking giant and systems player will probably take a few lumps because of the candor of CEO John Chambers. He freely acknowledges uncertainty about parts of the global economy as well as tough competition from …

CEO: NetApp revenues falling, but 'we aren't in a clampdown'

The brakes went on NetApp sales in its latest quarter with no growth and profits more than halved, but it is not seeing a downturn which could lead to potential restructuring. The company recorded revenues of $1.445bn for its first fiscal 2013 quarter, 1 per cent down annually but a 15 per cent drop from the previous quarter. …
Chris Mellor, 16 Aug 2012

Weak October gives F5 a Cisco moment

Wall Street has been driving up the stock in networking equipment provider F5 Networks in recent months, but after the company reported its financial results for the first quarter of fiscal 2011 on Wednesday, investors let some of the air out of its stock on Thursday because the company missed Wall Street's – but not its own – …
The Register breaking news

Netscape founder's web BI investment targets IPO float

Roman Stanek has backed the "right thing" at the right time twice during his career in tech. Is he now onto his third? In 1997, the Czech-born entrepreneur got behind a team of local programmers writing a Delphi-like Java IDE, called NetBeans. Java had only just been invented by Sun Microsystems' James Gosling and the air was …
Gavin Clarke, 30 Sep 2011
channel

Microsoft's 'record' quarter can't match Apple

If Microsoft hoped that reporting "record" quarterly results would send its stock skywards in Apple-like fashion, then it hoped in vain. On Thursday, the software giant announced fiscal-third-quarter revenues of $14.5bn, a 6.2 per cent leap from the same quarter last year, while net income rose 34.5 per cent to $4bn. Earnings …
Gavin Clarke, 23 Apr 2010

Physicists, biologists pick ScaleMP to manage memory

ScaleMP made some HPC news lately by announcing that the Bielefeld University Physics Department has selected ScaleMP’s vSMP Foundation software. This comes on the heels of another announcement, a few days earlier, that the University of Florida’s Interdisciplinary Center for Biotechnology Research made the same decision. Both …
channel

Quantum finds UK customers reluctant to buy

UK customers are finding it harder to justify IT purchases, according to Quantum reseller research. They are delaying buying decisions and looking for cheaper kit to buy or own. Quantum wants to convince customers they still need backup products and keep the long-term in mind. No price-cutting yet then. Yes, customers are …
Chris Mellor, 11 Nov 2008
channel

Morse signals tough times

Morse shares fell by almost a quarter today after the technology consultancy announced lower profits for the nine months ended 31 March 2009 and a dispute over one of its contracts. The company said it made an operating loss of £400,000 in the three months ended 31 March. In the last nine months it made revenues of £156.9m, down …
John Oates, 24 Apr 2009
channel

Microsoft urges resellers to play it straight, beef up revs

Microsoft has claimed that each dollar it “loses” to software piracy equals $5.50 in “lost opportunities” to the firm’s channel partners. A Microsoft-sponsored white paper (pdf) released by IT analyst house IDC yesterday highlights the effects of copyright infringement on the software ecosystem across the tech industry. The …
Kelly Fiveash, 10 Jul 2008
Crown

IBM, HP dominate server market

IBM squeaked by Hewlett-Packard to maintain its top position in worldwide server revenue during the first quarter this year, according to a new report. Technology research firm Gartner said today, while both companies relied on an x86 server sales rebound from the fourth quarter of 2006, IBM enjoyed a 14.3 per cent boost of its …
Austin Modine, 23 May 2007
fingers pointing at man

Server misfire dampens IBM's Q2

IBM could solve two problems at once by getting its global services division to fix the server division's manufacturing woes. The IT giant today reported that weaker services revenue coupled with a derailed server supply chain hurt second quarter revenue. All told, however, IBM beat out analysts' expectations and pleased …
Ashlee Vance, 18 Jul 2006
The Register breaking news

Computacenter hit by PC price tumble

Computacenter, the largest reseller of PCs to European businesses, sold a record number of computers on the back of Microsoft XP upgrades during the first half of the year - but price declines meant that product revenue declined in its core UK market. It may now have to look towards service company acquisitions to improve its …
Datamonitor, 07 Jul 2004
The Register breaking news

DiData profits rocket

Networking reseller Dimension Data Holdings has reported a 68 per cent rise in profit for the first half of its financial year. The South African-based company, which is listed in the UK and is Cisco's biggest reseller outside the US, said it made a pre-profit of $159.6 million before exceptional items for the six months ended …
Linda Harrison, 15 May 2001
For Sale sign detail

Smartfundit.com launches software financing market

Traditionally organisations have "bought" the software they use, although the range of licensing options available can be enough to confuse anyone. However, on both sides of the IT world (vendor and customer), surprisingly little attention has been given to acquiring the right to use software on a "subscription" basis rather …
Tony Lock, 30 Jan 2006
The Register breaking news

RM stuffed by school cut backs

RM plc, who'll you probably know as Research Machines, has issued a profit warning for its second half. The company, the UK's biggest supplier of software, services and systems, to schools, says it's been hit by education establishments cutting their spending on IT and communications kit. The company also blames changes in the …
Robert Blincoe, 27 Sep 2001
The Register breaking news

O woe is InterX trading

The game as an independent looks over for InterX, the UK content management software developer. Today it issued a trading statement and depressing reading it makes too for shareholders in the former stock market darling. The company is losing £1m a month, and it has approx. £5m left in the bank. In the light of poor sales, …
Drew Cullen, 06 Feb 2002
The Register breaking news

Fibernet shares slump amid revenue warning

Shares in high-speed network outfit Fibernet collapsed by more than a third this morning after it reported that first half revenues are expected to be down on last year. In a statement the company said that it has "not been immune to the current economic environment and has, in the first quarter, seen sales cycles in its UK …
Tim Richardson, 25 Jan 2002

VoIP enters the mainstream

IP telephony is becoming a viable proposition for mainstream enterprise users, according to Cisco Systems, which says recent customer wins and market research demonstrate its leadership in the market. According to Synergy Research, in the third quarter Cisco shipped more than 50 per cent of the total VoIP ports (equivalent …
John Leyden, 11 Jan 2002
The Register breaking news

Tablet PC takes under 1% of Euro notebook shipments

IBM is clearly right to be cautious about releasing a Tablet PC - the latest figures from market watcher Canalys suggests that the platform has not proved a success. And Microsoft only has itself to blame. According to the company's data, fewer than 92,000 Tablet PCs shipped in Europe, the Middle East and Africa (EMEA) from …
Tony Smith, 06 Nov 2003
The Register breaking news

How to create a sensible telephone strategy

In this our penultimate mobile clinic piece, The Register's group of experts return to provide their opinions on your questions. This week the team are tackling how to best create a sensible telephone strategy, and as usual you can have your say via our comments section at the bottom of the article. Question How do we create …
Team Register, 19 Sep 2007

What does consolidation mean for the customers?

The past couple of weeks have certainly been interesting in the enterprise business applications space, with tit-for-tat announcements coming almost daily from the major players, writes Fran Howarth, of Bloor Research. Many have been expecting consolidation for some time. History tells us that whenever five or so big players …
IT-Analysis, 16 Jun 2003
The Register breaking news

HP hits Q3 targets, shoots for same in Q4

ComputerWire: IT Industry Intelligence Carly Fiorina, chairman and CEO of Hewlett Packard Co, is probably not breathing a huge sigh of relief now that the merged HP and Compaq has hit the financial targets that the company set for its fiscal third quarter of 2002, Timothy Prickett Morgan writes. After all, HP saw revenues …
ComputerWire, 28 Aug 2002

Bluefin caught by SNIA, renamed SMI

It is possible to argue that storage and storage management have been the most active areas in IT over the last couple of years. Storage Area Networking (SAN), Network Attached Storage (NAS) and software tools addressing the management of increasingly complex storage infrastructures have been evolving rapidly. However, the whole …
IT-Analysis, 30 Sep 2002
The Register breaking news

The Register dances the Tarantella

If there were an architect for the SCO deal with Caldera, it would be Mike Orr, president of Tarantella. The Register has been talking to him. It was his idea for SCO to visit Linux distributors last October, because "anything that increases the credibility of Unix would be good for SCO". Caldera responded warmly, and the …
Graham Lea, 22 Aug 2000
The Register breaking news

The state of SuSE

I spent a little time on AIM with SuSE U.S. rep (and all-around nice guy) Holger Dyroff, discussing SuSE's new products, trends in Linux desktop/consumer use, and the state of Linux market penetration in general. This transcript has been edited (very lightly) only for grammar and spelling, not content. Make sure you read all the …
Robin Miller, 17 Mar 2003
The Register breaking news

WISPs blaze trail for WiMAX

The WiMAX community has been awash for some time with optimistic predictions about the technology's prospects in the WISP world. A quarter of US wireless ISPs will migrate to WiMAX in 2005-6 and a further 25 per cent in 2007-8, according to ABI. Broadband is now offered by 92 per cent of rural service providers, with 22 per cent …
Wireless Watch, 12 Nov 2004