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Eddie Pacey

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Eddie Pacey is a 35-year veteran of the credit industry, spending more than 20 years running the credit function in IT distribution. He is now managing director at channel consultancy EP Credit Management.
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
balaclava_thief_burglar

How the internet turned ram-raiders into sophisticated fraudsters

Fraud and theft has always been as much of a part of the technology channel scene as fast cars and bonus time excess. But it seems the shift to electronic communications has handed the bad guys a more subtle arsenal. If we look back over the years, it's clear your best defence is to refine your ability to detect when something …
Eddie Pacey, 16 Sep 2013
reseller_closures

What 80/20 really means: One big failed customer will kill you

Once again small and medium-sized enterprises (SMEs) are being held up as the saviour of the economy in general and the IT industry in particular. But once again, I expect our industry to ignore what's staring them in the face. Why is it that vendors, big business, governments and Uncle Tom Cobley are talking about the value of …
Eddie Pacey, 05 Jul 2013
closed_sign shut down under collapsed liquidation

Don't wait to check your parachute until you're out of the plane

Business failure and insolvency are so rarely a cheery subject. But it's kinda funny how frequently companies hit by high-value losses almost immediately say "we had insurance", as if to say the loss will not be felt too hard. It’s tempting to boast that your debt is insured when it isn’t: it makes the loss seem less troublesome …
Eddie Pacey, 17 Jun 2013
money trap conceptual illustration

Fund-a-mental: The real problem with clouds and managed services

It’s all very well dodging the economic downturn by hopping on the cloud bandwagon, but you might find this also puts you out of reach of the industry’s established funding models. It’s a truism that one of the problems holding back British business is getting access to credit and other forms of funding. The government has done …
Eddie Pacey, 29 Apr 2013
Newsweek Zombies

Time to rid ourselves of the tech channel zombies

One thing is certain, we’re all going to die at some point while encountering high and low points along the way. Life is a journey, with no guaranteed time of departure. And business is no different. The loss of names such as Woolworth, Clinton, Jessop, Comet, HMV and now Blockbuster may be sad, but it’s also part of the journey …
Eddie Pacey, 12 Feb 2013
Zombies, credit: Wikimedia from Night of The Living Dead

2e2 for you: Should zombies be allowed to run NHS IT?

The 2e2 Group finally called in the administrators to its UK ops* late on Monday 28 January, 2013, a month or two after main senior directors were released and replaced on the instructions of owners Hutton Collins. The IT services firm had recently re-stated a year’s accounts, was rumoured to have been in breach of banking …
Eddie Pacey, 05 Feb 2013
Comet Siding Spring. Pic: NASA

Why did Comet fail? Hint: It wasn't just the credit insurers

Comet's fiscal light was burning less brightly well before OpCapita entered its orbit, but the venture capitalist's involvement snuffed it out entirely. Signs that all was not well can be traced back to 2008, when Comet's profit before tax tumbled from £56m to £25m. In successive years it posted losses of £8m, £3m and finally £ …
Eddie Pacey, 22 Nov 2012
grab_that_cash

Credit insurance: The hidden data-driven force which killed Comet

A quick look at what happened to high street electronics retailer Comet when its credit insurers slammed their wallets shut should be enough to get any IT business interested in cash-flow, insurance and credit lines. But while credit and cash-flow are often seen as stale subjects, they can be the lifeblood of business - almost …
Eddie Pacey, 16 Nov 2012
Suitcase bulging with cash

Distie consolidation: Someone everyone's gonna get hurt

When you look at the latest spate of acquisitions by broadline distributors, it's hard not to visualise an alcoholic who, concerned that he's facing a period of drought and associated health issues, decides the best way to deal with them is to have another drink. The pace of acquisitions by major distributors like Arrow, Tech …
Eddie Pacey, 19 Oct 2012
box_shifting_channel

Distie business: Lines get blurry for channel big boys

In the early '70s to mid-'80s, Rank Audio Visual – a division of the Rank Organisation – was a large distributor of audio visual and photographic equipment, theatre lighting and 8, 16 and 35mm film. It later progressed to the distribution of pre-recorded video cassettes. But what does a man with a gong have to do with the …
Eddie Pacey, 17 May 2012

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Chris Mellor

Tandberg and Sphere3D deals offer hope after 18 bad ones
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Features

No, silly... he was the fall guy for years of Finnish folly
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Microsoft's strategy is to make Store apps popular. Good luck with that