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Paul Kunert

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Paul Kunert is the editor of Channel Register

Former Logicalis exec hired by ONI Plc to jump start services biz

Cisco Gold Partner Oni Plc has hired former Logicalis UK boss Tom Kelly to devise a strategy to squeeze more cash out of its bit barn investments by reworking the managed services and cloud practices. Industry vet Kelly set up the local operation for Logicalis in 2003 and over the next decade grew the business into a £200m …
Paul Kunert, 27 Nov 2015

Hewlett Packard Enterprise and Azure sitting in a tree, p-a-r-t-n-e-r-i-n-g

Hewlett Packard Enterprise is buddying up to Microsoft on public cloud, chief executive Meg Whitman has confirmed. On a conference call with financial analysts, the exec said Microsoft Azure will become the "preferred public cloud partner" and in turn HPE will be the primary supplier of infrastructure and services for Redmond' …
Paul Kunert, 25 Nov 2015
HP Logo splitting in two

Sales, share price sink for HP Inc – but it's relative glee for HPE

It was an inauspicious start to life as a standalone entity for HP Inc - the breakaway computer and printing business - as it forecast lower than expected profits, based on depressed market demand. The organisation, which undocked from the HP mothership at the start of this month, as did Hewlett Packard Enterprise (HPE), …
Paul Kunert, 25 Nov 2015

Tech Data: If only we could discount forex and impact of closing country ops...

Tech Data continued to pile on the pounds dollars in its latest quarterly financials – but only if the crushing currency burden and the impact of exiting operations in Latin America were discounted. In reality, the world's second largest technology distributor reported a five per cent slump in sales to $6.428bn for Q3 of …
Paul Kunert, 24 Nov 2015

Lenovo grabs HP Inc exec to run EMEA product and channel teams

Lenovo has scored a small win in its battle against big rival HP Inc by poaching an exec to run the product and channel teams across EMEA. Pascal Bourguet has left his HP post as veep for consumer PCs and mobility and will get his feet under his new desk from 1 March, Lenovo confirmed. The newbie will report to regional chief …
Paul Kunert, 24 Nov 2015

Systemax: Shuttering our North America Tech Group may cost $55m

Systemax has gone public with the cost of dotting the Is and crossing the Ts in the closure of its remaining North America Technology Group (NATG), and it's going to be pricey. Very pricey. The ailing reseller revealed last week that US dealer PCM has offered $14m to pick up certain assets, including the right to hire roughly …
Paul Kunert, 24 Nov 2015
Boy slurps watermelon. Credit: Shutterstock

Cisco slurps Acano for $700m

Cisco is to hoover up London-based video conferencing and collaboration tech outfit Acano for $700m. The Uxbridge-based organisation, whose software bridges the gap between the physical and the cloud-based worlds, was founded in 2012 by former Cisco and Tandberg staffers. It has offices in the UK, US and Australia. The …
Paul Kunert, 23 Nov 2015
retro cartoon featuring two men fighting against cloud backdrop

Fujitsu channel man prepares for war on enterprise rivals

Fujitsu UK’s latest channel czar, Kevin Matthews, has promised tighter account management as he struggles to force his way into corporate clients dominated by enterprise rivals. The former HP enterprise man was last month given control of both the channel and the internal direct sales force, following a year of declining sales …
Paul Kunert, 20 Nov 2015

Dell PCs to be never knowingly undersold by John Lewis this Chrimbo

Dell is to go head-to-head with Apple, HP and Lenovo for the affections of computer-seeking shoppers this Christmas - the XPS range will be never knowingly undersold to the middle classes by John Lewis. Sarah Shields, exec director and UK GM for channel and distribution claimed Dell could not afford to ignore the retail …
Paul Kunert, 20 Nov 2015

Systemax offloads North America problem child to PCM for $14m

Ailing tech supplier Systemax looks to have dealt with the corporation’s problem child – it is selling “certain assets” of the North American Technology Group (NATG) to PCM for $14m and will shutter the rest. The once mighty reseller has reported steep losses and falling sales this year; it has already closed 31 retail stores …
Paul Kunert, 19 Nov 2015
Fujitsu Arrows NX F-04G

We are not getting out of PCs, says Fujitsu exec

Fujitsu is the latest bit part PC player to state its commitment to the product line, as it prepares to spin off the computer and mobile businesses into two separate subsidiaries. The units were part of the Ubiquitous Solutions division but at some point in the next 12 months will be distinct entities sitting under the Product …
Paul Kunert, 17 Nov 2015

Fujitsu: We started the cloud party, honest

Fujitsu Forum 2015 Fujitsu has outlined a timetable for its hybrid IT digital platform after inking a deal to acquire French-based fluffy white services outfit UShareSoft. Some components of the digital business platform MetaArc are already available, including an Internet of Things, big data, mobility solutions and app dev. Head of Fujitsu’s …
Paul Kunert, 17 Nov 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
Microsoft flagship store, New York

Microsoft is about to launch a UK store within a store

Microsoft is scouting locations across big cities in the UK with a view to rolling out a "store within a store" concept, according to our sources. Senior UK heads at the software giant have briefed property investment companies, and one told us the vendor was “working with retailers for experiential stores.” Microsoft has …
Paul Kunert, 12 Nov 2015

Lenovo loses $784m in Q2. But actually things are OK

Restructuring costs downed Lenovo’s profits for a second consecutive quarter caused by the ingestion of acquired businesses and previously confirmed job cuts. Operating expenses swelled in the company’s Q2 of fiscal year 2016 to $2.36bn from $1.09bn a year ago, paving the way to an operating loss of $784m, compared to an …
Paul Kunert, 12 Nov 2015
management governance3

White box servers? We can do that, says HP Enterprise chief

Interview The Far Eastern white box makers are sucking up some server volumes in Europe at the expense of the big brands – but that’s just fine, according to Hewlett Packard Enterprise’s EMEA chief. Stats from IDC revealed that in Q2 the ODMs (original design manufacturers) grew unit sales and revenues by 40 and 42 per cent respectively …
Paul Kunert, 10 Nov 2015

Buffet would take a $2bn hit on IBM shares … if he cashed in now

Warren Buffet, one of the world’s wealthiest men and a stock market gambler renowned for avoiding tech bets, is counting the billions of dollars lost – as it stands – after taking a punt on IBM. The tycoon’s Berkshire Hathaway fund has confirmed some 16 per cent of its $12.3bn cash splash on Big Blue shares over the past four …
Paul Kunert, 09 Nov 2015

Redcentric: Firmly in the black despite Calyx slurp costs

The cost of acquiring and integrating Calyx left a dent in the half-year bottom line numbers for mid-market managed services slinger Redcentric – the only blot in an otherwise decent trading period. Turnover for the six months ended 30 September bounced 15 per cent to £54m. Excluding the contribution from Calyx, acquired in …
Paul Kunert, 09 Nov 2015
Toilet roll printed with fake US $100 bills

Symantec numbers are out. Execs might wish they weren't

A soon to be storage-free Symantec has reported its last numbers before the split with Veritas and they aren’t good - not if you are a company exec or investor. The firm has operationally split from Veritas - which was offloaded to private equity biz The Carlyle Group - but the legal separation is set for 1 January. …
Paul Kunert, 06 Nov 2015
4 arrows signs in arrow on wooden wall

Acer: Our sales promos left us nursing operating losses

Acer is back to its operationally loss-making ways again after pumping cash into promos to get the products flying out the door - but it didn’t work, as sales fell through the floor. The PC maker today reported revenue of NT$67.24bn (£1.35bn) for calendar Q3 ended September, this was down 21.5 per cent year-on-year but up on …
Paul Kunert, 05 Nov 2015

Mega-reseller CDW's Q3: It turned over $54.7m. That's per day

Sales steamroller CDW - the US parent of Brit reseller Kelway - turned over $54.7m worth of tech products and services on a daily basis in calendar Q3 ended September. Read that again people, $54.7m. This is more than the vast majority of local tech suppliers across Blighty generate all year. Titan CDW - the world’s largest …
Paul Kunert, 05 Nov 2015

Sorry Xchanging staff, only Capita at negotiating table now

Tiny cries of anguish might have been heard across the City today as one of the suitors for London-based Xchanging confirmed it is standing up from the negotiating table, leaving only Capita seated. LSE-listed Xchanging confirmed last month it had accepted Capita’s offer of 160 pence per share offer, valuing the BPO and …
Paul Kunert, 04 Nov 2015
Broken piggy bank with coins surrounding it. Image via Shutterstock

Profitable business evaporates at Systemax... make that all business growth

The year seems to be going from bad to worse for ailing tech supplier Systemax with losses widening and revenues narrowing. In calendar Q3, the reseller reported sales of $699.3m, down 15.3 per cent from $825.4m in the same period a year ago, the primary cause of this was the North America Tech Products unit. Stateside, the …
Paul Kunert, 04 Nov 2015

Logicalis: UK boss Gales has quit for 'personal reasons'

An interim managing director is running Logicalis UK after the former boss Ben Gales exited roughly six weeks into the role. Ex-NCR and Xerox exec Gales arrived at Logicalis in mid-September following an exhaustive seven-month search to find a replacement for Mark Starkey, who quit in February. But the situation with Gales “ …
Paul Kunert, 04 Nov 2015

Former Dragon lures reseller exec into cloud cave

Manchester-based cloud-slinger Outsourcery has confirmed that outgoing Insight Enterprises UK boss Emma de Sousa will land as managing director in April. Sources told us last week that de Sousa was quitting Insight - it was confirmed by the company yesterday - and that one option on the table was the offer from Outsourcery. …
Paul Kunert, 04 Nov 2015
HP Logo splitting in two

The $53bn 'startup': Hewlett Packard Enterprise begins life

The UK country chief of $53bn “startup” Hewlett Packard Enterprise might have had a number of concerns on his mind this morning but retail stock levels or a huge separation task weren’t among them. For HP, the grand old lady of Silicon Valley, has split in two a year after going public about plans to hive off the PC and print …
Paul Kunert, 02 Nov 2015

Insight UK veep de Sousa set to split – sources

Insight Enterprise's EMEA president has told us that his UK sales general Emma de Sousa is not quitting the company, despite claims from myriad sources to the contrary. The company veteran rocked up at the reseller as sales director in 2006 and rose through the ranks to run German ops, the Southern Europe hub, and for the last …
Paul Kunert, 29 Oct 2015

Extra week of sales in Avnet's Q1? That's good, says CEO

An extra seven days of sales in Avnet Technology Solutions' latest full quarterly numbers added some much needed top line meat, cut from demand for networking, storage, security and services. In the enterprise distie's Q1 of fiscal '16, for the 53 weeks ended 3 October, revenue went up 1.3 per cent to $2.498bn, including $225m …
Paul Kunert, 29 Oct 2015

Former HP vet Matthews is back! Slips into channel boss jacket at Fujitsu

Exclusive Fujitsu UK is to merge its B2B direct sales and enterprise channel management teams under the control of former HP veteran Kevin Matthews, El Chan can reveal. In recent weeks Fujitsu has parted with B2B divisional sales director Richard Pianta and channel and enterprise director Simon Worsfold, who oversaw distributor and …
Paul Kunert, 29 Oct 2015

Apple and Cisco begin to map their corporate desires, apps and all

Canalys Channels Forum Apple and Cisco’s developing corporate love-in – designed to prise open enterprise customers’ wallets as the fruity firm labours to push more of its iStuff into offices – is becoming clearer, as engineers at both companies have locked arms and channel mapping is happening. Milo Schacher, Cisco veep for the EMEA and Russia …
Paul Kunert, 29 Oct 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

Make room, Cisco's punters flocking to ACI ... yep, all 150 of them

Canalys Channels Forum One hundred and fifty customers across the globe have taken a seat on Cisco's Application-Centric Infrastructure bandwagon that started rolling 15 months ago, we can reveal. ACI – Cisco's answer to software-defined networking – is a programmable Ethernet Fabric that couples software and hardware. The product was initially …
Paul Kunert, 28 Oct 2015
Shouting match

Aribba Aruba, screams HP exec, 'now we'll scalp Cisco'

Aruba execs have floated to the top of HP’s UK networking management stack, and to stay there or rise further in the wider group they’ll have to give undisputed sector daddy Cisco a bloody nose. The wireless networking firm that cost HP $3.5bn to buy was integrated recently, with Aruba old timer Bob Vickers and Andy Clark …
Paul Kunert, 27 Oct 2015

Ex-Trinity boss McDonagh bags NED role at Trustmarque

Trustmarque has hired former Trinity Expert Systems CEO Steve McDonagh as a non-exec director to provide consultancy on the fluffy white stuff - cloud services that is, for the absence of doubt. McDonagh was in driving seat at TES when it acquired Eurodata in the summer of 2011, but the firm subsequently succumbed to cash flow …
Paul Kunert, 26 Oct 2015

Bird flies nest: Symantec UK, Ireland and Nordics boss moves on

Keith Bird, Symantec veep and MD for the UK, Ireland and Nordics has flown the coop just five months after landing in the job. Bird told us he exited under his own steam. “I’ve decided to leave to explore other opportunities outside of the company, that is the bottom line”, he told The Channel. Security veteran Bird was …
Paul Kunert, 26 Oct 2015

Northamber: Windows 10 killed our sales momentum

It is an end of an era for the tech channel as Northamber chairman David Philips – the godfather of distribution – confirmed he is stepping back from operations and is seeking a new leader of the company. The colourful veteran confirmed today he is “closing in on the age of 71, so it is clearly time I commence the process to …
Paul Kunert, 23 Oct 2015

TalkTalk: Hackers may have nicked personal, banking info on 4 million Brits

TalkTalk is in the process of telling its four million subscribers that it has fallen victim to a “sustained cyberattack” – and it is possible that personal information including bank details have been pilfered. The UK ISP took down its website yesterday, telling us this was not related to a broadband outage, and the site …
Paul Kunert, 22 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

Citrix: CEO exit plans accelerated, results take a turn.... for the better

Citrix – currently locked in the vice-like grip of activist investor Elliott Management – has confirmed exec chairman Robert Calderoni will move into the care-taking CEO position. Long-serving chief exec Mark Templeton previously confirmed he is to retire at the end of this calendar year, but had planned to man the fort until …
Paul Kunert, 22 Oct 2015
Zhenyuanlong suni fossil

Microsoft enterprise licensing partners heading for extinction

Microsoft is planning to shutter the classic enterprise licensing channel over the next three to four years, as indicated by the swingeing cuts to fees in recent times. This is according to Rune Syversen, CEO at Crayon Group, one of Microsoft’s top-ten biggest selling Licensing Solutions Partners (LSPs) worldwide, who is …
Paul Kunert, 21 Oct 2015

Contract losses and re-org slap Logicalis

The structural overhaul and sweeping management changes at Logicalis UK, coupled with unavoidable exchange rate losses, are causing some bottom line slippage with operating profit crashing. Datatec, the parent of integrator Logicalis, distributor Westcon and a consulting division, rolled out some unaudited financials today for …
Paul Kunert, 21 Oct 2015

Computacenter warns of squeaky bum time for Brit services contracts

It is edge of the seat time for Computacenter UK’s services peeps - they are preparing to bid on a ream of contracts that will “determine” if the recent good times keep on rolling. The services-based reseller issued a trading update this morn, giving an account of the good, the less good and the ugly for Q3; it was talking …
Paul Kunert, 21 Oct 2015

At last, UK customers are buying PCs again

The Brit PC market showed signs of life in Q3, according to official stats from distributors – but the same could not be said for much of the rest of Western Europe. Sales-out data tracked by Context showed a little over one million (1.056m) notebooks, desktops and workstations found their way into the loving arms of a …
Paul Kunert, 20 Oct 2015

Softcat CEO: No sailing off into the sunset after the IPO for me

The flotation of tech reseller Softcat will make the CEO an overnight quinquagintillionaire*, but Martin Hellawell tells us he won’t be quitting the day job any time soon. The Marlow-based biz confirmed this morning it is to list on the London Stock Exchange in November, as we predicted months ago, but top brass wants to push …
Paul Kunert, 19 Oct 2015
Cake image via Shutterstock

HP Cloud 28+ guru: 1,000 users in 6 months? Piece of cake

Canalys Channels Forum HP is forecasting 1,000 mid-market and corporate enterprises in Europe will buy tech services under its Cloud28+ initiative in the six months after it goes live. A beta launch of the cloud catalogue and certification programme for punters in the EU – all 28 countries – came this month ahead of full blown commercial release in …
Paul Kunert, 19 Oct 2015

Softcat to float in November, £500m market cap expected

Tech reseller Softcat has confirmed it intends to float on the London Stock Exchange from next month, as it rolled out another set of healthy financials for fiscal ’15. The Marlow-based firm’s intention to go public was perhaps one of the UK industry’s worst kept secrets; it hired Credit Suisse some months ago to run the …
Paul Kunert, 19 Oct 2015

Softcat hires another non-exec director as '£500m' IPO nears

The ranks of non-exec directors at Softcat continue to swell, with former Staples UK president Peter Ventress hired ahead of the reseller’s LSE flotation, slated for next month. The appointment of the 65-year-old was confirmed in a Companies House filing. Ventress is also CEO at industrial laundry service Berendsen UK and non- …
Paul Kunert, 19 Oct 2015
data centre

Slurp-happy reseller SCC: We want to buy a mobile services biz

Midlands tech dynasty SCC has switched on the searchlight to hunt for acquisition targets in the mobile space. The reseller-cum-data-centre-services provider is on the acquisition trail, and a week ago took a minority stake in hosted voice and unified comms-as-a-service player SIPCOM. James Rigby, CEO at SCC, said: “The next …
Paul Kunert, 16 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

Wick Hill: we are in talks with 'acquisition targets'

Security specialist Wick Hill has set up a incubation unit for emerging vendors coming to EMEA that can’t afford to set up their own services infrastructure or local presence. The Wick Hill Select programme will offer technical support services via a security operations centre, marketing, training and professional services to …
Paul Kunert, 15 Oct 2015


George Osborne, photo: HM Treasury
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Crypto fingers


Michael Dell. Pic by Joi Ito
Cool Texas dude is just your average billionaire
The Seeing Eye by Valerie Everett, Flickr, CC2.0
Follow the money – or, at least, our projections
Boats storm girl photo via Nikolina Mrakovic
The puppets from Team America: World Police gather at a bar for drinks.