Articles about Uk Channel

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Cisco UK channel and sales bigwig Roberts splits

Cisco exec Richard Roberts has split from the organisation after a decade in various senior positions, but told us it was his decision to exit and that he was not caught up in the recent wave of company redundancies. Roberts, who was UK and Ireland managing director for partner and commercial sales before he left this month, …
Paul Kunert, 12 Oct 2016
Aligator eating a crab

US giant Ingram Micro snaps up little Brit Comms-care

Tech distributor Ingram Micro has snapped up UK channel services minnow Comms-care for an undisclosed sum. Comms-care sells maintenance services to resellers that can't provide services themselves. It has has 225 staff and 850 channel partners. For the full year ended 2015, Comms-care posted a revenue increase of 33 per cent …
Kat Hall, 18 May 2016
Second-generation iPod shuffle

Dell presses shuffle, revamps UK channel

Dell has given its channel team a lick of paint with some mid-level management shuffling at the UK organisation, El Chan can reveal. Andy Corcoran is set to start as regional sales director from the beginning of next month with a remit to help partner development managers squeeze more business out of the resellers they oversee …
Paul Kunert, 24 Mar 2016

Tech Data signs data centre kit slinger Quanta in big local sales deal

Mega hardware vendors beware: the big gun Taiwanese contract manufacturers are stepping from out of the shadows to build local sales channels for their own branded hyper-scale bit barn gear. Tech Data, the world’s second largest IT distie, has inked a deal with Quanta Cloud Technology to sell servers, storage, network switches …
Paul Kunert, 02 Mar 2016
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Two sales directors wave goodbye to Dell

Dell has embarked on a search for two new shiny-suited sales directors amid a senior-level revamp of its UK channel ops. Steve Holmes, UK commercial channel sales director, is leaving the firm after two decades. Ed Owen, regional sales director for managed service providers and resellers, has already cut and run. Under the …
Paul Kunert, 15 Feb 2016

BlackBerry: Comeback canter should be a trot... yet, weirdly, isn't

Analysis Investors looking to make long term bets in technology companies are often faced with a conundrum. Is the company exaggerating its assets? Or does it have great assets, but isn't selling them as well as it should? BlackBerry might be a textbook example of the latter. The company posted higher than expected revenue on Friday ($ …
Andrew Orlowski, 22 Dec 2015
Fruit and vegetables on display on the shelves of a supermarket

HP Euro Cloud28+ app store open for biz, 'get yer infra-as-service ere'

HP Enterprise Hewlett Packard Enterprise has cut the ribbons on its EU-wide tech-as-a-service market stall Cloud28+ - let’s hope the UK doesn’t vote to pull itself out of the union, necessitating a name change. The beta version of the catalogue or enterprise app store was tested in October ahead of today’s full blown …
Paul Kunert, 10 Dec 2015
Stock market. Pic: Alberto Carrasco Casado

Softcat execs set to become overnight millionaires

Updated Softcat has floated on the London Stock Exchange with shares priced at 240 pence each, valuing the Marlow-based tech reseller at £472.3m. The first day of trading is expected to be 18 November and the firm was asked to open the LSE trading floor on that day. In the meantime, shares are tradeable on a conditional basis and had …
Paul Kunert, 13 Nov 2015

Insight: Who will rid me of this troublesome currency trend?

Senior folk at Insight Enterprises’ US HQ might be humming the patriotic anthem "God Bless America", for it was only a double-digit sales bounce Stateside that spared executive blushes in the third quarter. Turnover in North America was up 15 per cent year-on-year to $1bn in the three months ended September, but sales in EMEA …
Paul Kunert, 29 Oct 2015

Microsoft: Enterprise channel programme will 'not' disappear

The new exec currently lowering himself into the UK channel chief’s chair at Microsoft said the company has no plans to kill off its enterprise licensing channel, contrary to popular opinion. This week, various Licensing Solutions Partners (LSPs) told us that, based on the reduction in fees Microsoft pays out on volume …
Paul Kunert, 22 Oct 2015

Microsoft hires Aussie cloudy Transformer Man to run Brit channels

Microsoft has hired Aussie and self proclaimed “chief transformer” Martin Gregory as the next person to lead the UK channel – and the man has a very cloudy background. Former channel director Linda Rendleman – who was in the role for nearly two years – quit Blighty in August and moved to Florida to run a partner team unit …
Paul Kunert, 16 Oct 2015

Is Microsoft veteran Edward Hyde heading off to Commvault?

Microsoft veteran Edward Hyde is to leave the organisation after 20 years spent in the big slammer at the company, The Channel can reveal. Hyde joined as distribution account manager in 1995 and subsequently held senior sales positions covering the public sector and enterprise licensing partners customers. Most recently – …
Paul Kunert, 07 Aug 2015

Lenovo waves bye-bye to UK channel director Phelps

Lenovo has told us that long-standing Brit channel director Darren Phelps has quit the organisation, denying claims from sources that he was given the old heave-ho. “Effective immediately, Darren Phelps, UK and Ireland channel director has decided to move on from his role at Lenovo to pursue new opportunities,” a spokesman …
Paul Kunert, 17 Jun 2015

EMC UK channel overlord Poole exits role but not company

Ten months into Russell Poole’s chairmanship of EMC’s Brit channel and he trekking into Europe to take on a more lofty role in the organisation. Poole replaced Terry Beale last August as the local channel chief, adding the reseller and distribution badges on his lapel to existing service provider and public sector …
Paul Kunert, 18 May 2015

Wanted: PC salesman to head up HP's UK channel ops

Headhunters may be scrambling for their phones on the back of the news that HP is on the look-out for someone with PC sales skills to conduct its UK channel orchestra. A note was distributed to some HP workers this week that Damian Cusick is leaving the enterprise, SMB and channel director role, stating that he is looking for …
Paul Kunert, 13 Feb 2015

Hear that sound? It's the Windows XP PC bubble popping

The XP bubble has well and truly burst, leaving the UK channel awash with unwanted commercial PCs and vendors facing a costly write-down to clear a mountain of misery. Microsoft ending support for the creaking operating system last April revived the industry in 2014, but it seems vendors forgot the sales cycle and that their …
Paul Kunert, 11 Feb 2015

Dell veteran and forrmer channel overlord O'Shea quits

The one-time sales chief of Dell’s Brit and Irish channels who stepped aside in a structural overhaul last summer has quit the organisation, The Channel can reveal. Company veteran Bill O’Shea left the exec sales director and GM for the UK commercial channel role in August last year, and Steve Holmes, who was UK channel director …
Paul Kunert, 04 Feb 2015

Dell director Poskett leaves Dell for new role at … Dell

Less than two months after rocking up as Dell UK’s public sector enterprise solutions director , Dave Poskett is set to perch his backside on a new hot seat at, erm, the Texan tech baron. The industry vet is set to run the enterprise solution channels for the privately held organisation, reporting to Peter Barnes, chieftain of …
Paul Kunert, 22 Jan 2015

Thought tab sales were in the toilet this year? Hah! Wait for next

Slablet sales will be stuck in a U-bend next year and it may take a re-think from the manufacturers before they can be flushed out again. A forecast from Taiwan-based TrendForce indicates tab shipments will decline 3.5 per cent in 2015 to 185.6 million units, the first backwards motion since Apple launched the iPad. “We expect …
Paul Kunert, 28 Nov 2014

EMC: We're not sitting on the fence anymore. We love disties

The new man sitting in EMC’s channel chief’s chair wants to apply the well worn strategy of working very closely with disties to up its sales programmes and subsequently volumes, something it has singularly struggled to do. Fifteen-year company vet Russell Poole took over from Terry Beale in the summer, adding the UK channel …
Paul Kunert, 09 Oct 2014
tumbling dice

VMware grabs UK channel exec from SAP

Virty kingpin VMware has raided SAP’s channel exec reservation and made off with industry vet Phil Croxford. The new hire replaces former UK and Ireland partner boss Ed Dolman, who back in the spring was made chief of one of VMware’s enterprise end-user sales teams. Croxford has notched up 17 years in “software partnering” …
Paul Kunert, 30 Sep 2014

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
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EMC veteran Poole jumps into UK channel director's chair

Time is going to become a precious commodity for EMC’s latest channel boss, Russell Poole. Along with his new big cheese role, he also plans to hang onto his other day jobs of heading up the public sector and service provider teams. The company veteran is to replace Terry Beale - who has taken on a Euro role running the XtremeIO …
Paul Kunert, 05 Aug 2014

Brit IT industry comes up for air after recession

There are fewer corporate pile-ups on the channel highway than at any point in more than a decade and a half, official stats from credit reference agency Graydon UK reveal. Some 33 firms bit the dust during the second quarter of calendar '14 - the joint lowest rate since 1998 - way down on the 89 recorded a year ago or the 61 …
Paul Kunert, 09 Jul 2014

UK reseller titan Kelway's valuation heading north of £200m, say insiders

The first round of Kelway's sales process is understood to be over and the buy price has drifted north of £200m, or so say our insiders. Interested venture capitalists are still believed to be at the negotiating table, as are some trade buyers, with investment banker William Blair, appointed in January, overseeing the …
Paul Kunert, 26 Jun 2014

Microsoft and EMC: 'We need UK channel execs'

Microsoft and EMC are on the hunt for a local channel exec after saying their respective farewells to Amanda Sleight and Terry Beale, with both bound for EMEA-wide positions. Sleight is one of longest serving partner sales directors in Blighty after notching up 14 and a half years on the job. "Amanda is moving to a role within …
Paul Kunert, 19 Jun 2014

Veteran vendors are shaping up for a bitter fight to the DEATH

Comment Distributors and resellers are witnessing some pretty turbulent times in the UK and Ireland which could reshape the industry for years to come. HP has always been a leader but today it’s being attacked from all sides. A battle across the pond between the Silicon Valley stalwart and the likes of Dell, Cisco and Lenovo will have …

HP crowns networking boss Ansell as king of enterprise channel

After five years sat on HP's enterprise channel throne, Kevin Matthews is heading to an as yet unconfirmed role in the company with networking boss John Ansell to be crowned the new UK king. Talk in the industry about the role shifting emerged late last week and was today confirmed to El Chan by HP UK and Ireland managing …
Paul Kunert, 12 May 2014

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

Xerox names former HP veteran as UK channel royalty

Former HP veteran Norman Richardson has landed at Xerox to run UK channels, the copier titan has confirmed. After 23 years at HP, he left in April '12 when the printer business he ran in Blighty was slapped together with the PC operation and Paul Hunter, who headed that biz was given the top job of the merged organ. In back …
Paul Kunert, 07 Feb 2014

UK channel firms rabbit-punch recession in Q4: Sales are HUGE

Blighty is again the largest tech sales territory in the European channels* after distributors reported a near double-digit growth spurt in Q4, fuelled by mobility, software and er... desktops. Numbers are in from Context, which tracks all major wholesalers' sales-out data - the kit that customers are actually buying - showing …
Paul Kunert, 27 Jan 2014
Apple iPad Air

Apple BIGGEST LOSER in Blighty's Battle of Fondlers

A tear in the space time continuum caused slab sales growth to slip in Q3 – or perhaps it was just that retailers and distributors decided to order fewer ageing devices ahead of planned product refreshes. It is indeed more likely the second issue: limited tablet shipments into the UK channel meant that we saw just 2.63 million …
Paul Kunert, 19 Nov 2013
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

Arrow's Computerlinks gobble - a vendor's perspective

One of the channel's worst kept secrets was finally outed last month as US behemoth Arrow Electronics agreed to snap up Munich-headquartered VAD Computerlinks for a cool €230m. In many ways it was a canny bit of business for Arrow and should give it access to some high-end customers, but the deal raises more questions than it …
Tim Ayling, 27 Sep 2013
Microsoft Surface tablets

Microsoft: That $900m Surface write-down is smarting

Microsoft will today kick-start commercial channel sales of the little loved Surface RT and Pro, as our sources predicted, but the move is being pushed through ten months later than it should have been. Redmond has already paid the price for its stubbornness: selling the device direct and latterly through a handful of retailers …
Paul Kunert, 15 Aug 2013

Another IBMer rolls into distribution

Arrow ECS has lured veteran IBM man Ian Jeffs to run its Big Blue franchise in the UK, say our chatty sources. This follows the exit of previous incumbent Allister Richardson who, according to his LinkedIn and Google + account, has since become EMEA boss at iSys Capital Technologies. Jeffs will use his near 20 years experience …
Paul Kunert, 12 Aug 2013

HP UK channel man Bourguet to be crowned consumer veep

HP UK's local channel PC and printer bigwig Pascal Bourguet is set to move into a senior position in the firm's EMEA retail biz. Bourguet rocked up at HP in 2001 as a retail manager and went onto look after major accounts including CarreFour and Dixons in Europe, as well as overseeing consumer PC sales in Blighty. He was made …
Paul Kunert, 01 Aug 2013

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

Microsoft turns UK channel over AGAIN

If there's one thing channel partners hate, it's frequent change: but that's exactly what enterprise resellers sitting at Microsoft's top table are facing once again - another massive renovation of the deal reg fees system. The new lot will be introduced on 1 October, 16 months since the last overhaul, and though Microsoft …
Paul Kunert, 18 Jul 2013
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McAfee: Not all partners are cut out to be SaaS providers

McAfee Channel Summit UK channel partners "need a lot of handholding" when it comes to software-as-a-service solutions, EMEA president Gert Jan Schenk has said. Speaking to El Chan at the McAfee EMEA Channel Summit, Schenk said that software-as-a-service was something the firm was introducing "carefully" in Blighty. "Cloud is a buzzword and …
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Microsoft: We need a pro to flog our Surface slabs in UK

Microsoft UK is seeking a captain to steer the good ship Surface. The candidate will need a sturdy pair of sea legs to navigate potentially choppy waters and prevent it from running aground. Ten-year Microsoft veteran and senior Windows consumer marketing man Rob Epstein is currently moonlighting as Microsoft's lead on the UK …
Paul Kunert, 20 May 2013

Tech Data suspends four amid accountancy probe

Four middle managers in the finance function at Computer 2000 have been suspended as the distributor continues to investigate improprieties into vendor accounting errors. Back in March Tech Data, parent of UK arm C2000, revealed it would restate results for fiscal 2011, '12 and some or all of '13 that could wipe out between $25m …
Paul Kunert, 17 May 2013

Azlan enters EMC channel in stealth mode

Azlan wants to slip quietly into EMC's partner base without making any waves for existing distributors, well almost. This may be music to the ears of EMC's distie pals at Arrow and Avnet who were privately concerned a price led strategy from Azlan would trash their margins, something they've complained about in past situations …
Paul Kunert, 14 May 2013

'Zombie hunter' task force unleashed on the UK tech biz

A special force of crack zombie hunters swings into action today to rid old Blighty of the shuffling scourge of undead firms surviving only to pay the interest on debts. The mission of the task force, whose formation was revealed by The Channel last month, is to build a profile of private equity backed businesses in the IT …
Paul Kunert, 13 May 2013

Insight Enterprises EMEA president Fenton quits

Insight Enterprises EMEA president Stuart Fenton has resigned after more than a decade at the helm but is remaining on board until the end of the year to help recruit his successor. Fenton joined the reseller giant as UK boss in October 2002 - three years after it acquired Choice Peripherals to set up a Euro beachhead and some …
Paul Kunert, 24 Apr 2013

Microsoft: Brits, grab our Surface Pro ten-incher for satisfaction in May

Microsoft's Intel-powered Windows 8 Surface Pro laptop-tablet-thing will arrive in the UK within the next six weeks. But while Brits will be able to order the 10.6" touchscreen-keyboard hybrid direct from the software giant, companies in the IT distribution chain are unlikely to get their hands on pallets of the Pro until months …
Paul Kunert, 24 Apr 2013

PC floggers scavenge for crumbs as Apple hoovers up profits

Apple's idiot tax helped it generate five times more profits from operations than the five biggest PC players combined in Q4, according to beancounter Asymco. Collectively HP, Lenovo, Dell, Acer and Asus flogged 52.8 million boxes equating to 58.6 per cent worldwide unit share, casting a shadow on Apple's 4.6 million Macs - …
Paul Kunert, 17 Apr 2013

Credit insurer sets up 'task force' in wake of enormo UK IT biz failures

Trade credit insurer Atradius is setting up a specialist task force to analyse UK channel companies that have a high debt-to-assets ratio or have VC backing in the wake of recent high-profile and costly failures. As world + dog knows, High Street giant Comet hit the wall in December owing creditors £257m, costing the UK …
Paul Kunert, 15 Apr 2013

Microsoft crowns Barclay as new queen of UK channel

Microsoft veteran Clare Barclay has confirmed that she is to head up the UK and Ireland channel as current incumbent Barry Ridgway heads off to Latin America. Channel oldtimer Barclay has been director of SMB for a number of years and knows the UK partner network well. She told The Channel that Ridgway is heading off to …
Paul Kunert, 11 Apr 2013

RIM PlayBook trumps new iPad in UK channel sales - analyst

RIM's once little-loved BlackBerry PlayBook tablet has outsold the latest iPad in Blighty's IT distribution channel, according to an analyst. More than 802,000 touchscreen tablets were sold in November and December compared to nearly 118,000 units in the same period of 2011 - and Apple accounted for just a quarter of this latest …
Paul Kunert, 29 Jan 2013