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Fujitsu channel boss Simon Worsfold steps down

Simon Worsfold, channel and enterprise director at Fujitsu, has left his role after half a decade at the Japanese enterprise biz. The company confirmed Worsfold has "stepped down" but refused to reveal who will be filling in until a permanent successor is found. A spokeswoman said it will make public Worsfold's replacement in …
Kat Hall, 23 Oct 2015

Dell EMEA channel czar Binetti to hang up corporate Stetson

Dell’s EMEA channel overlord Laurent Binetti is to pass the sales baton to fellow company exec Michael Collins in the coming weeks as he heads out of the door. Binetti has worked at the Texan tech baron for nearly thirty years, starting as sales director for mid- and large-corporate business, setting up operations in Eastern …
Paul Kunert, 20 Jan 2016
Hammer, spanner and screw

HP Inc's channel mechanics give sales programmes an MOT

HP Inc has lifted the bonnet of its channel sales programme and loosened a few screws that governed the volume of resellers that could qualify for the top tier certification. Partner First sales launched in November - at the same time the old HP broke up - with three tracks (Volume, Value and Alliance) under which HP said it …
Paul Kunert, 21 Jan 2016
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HPE finds new Azure czar lurking in channel biz

Hewlett Packard Enterprise is rejigging the management team to power up Microsoft Azure sales after shuttering its own public cloud service at the start of this month, El Chan can reveal. The firm has cuddled up to Microsoft and its cloudy service, rather than competing with public cloud players on price, as seems to be the …
Paul Kunert, 19 Jan 2016
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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
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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
Windows Logo

Windows 10 lags 7, 8 … and even Vista in the channel race

Windows 10 is not proving as popular as Microsoft’s earlier clients – even the hated ones – among the channel. The number of PCs pre-installed with Windows 10 moving through western Europe’s distribution channel in the four months since launch is lower than for Windows 7, and the hated Windows Vista and Windows 8 over the same …
Gavin Clarke, 02 Dec 2015
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Unify leashes direct sales reps as it cozies up to channel types

Unify – formerly Siemens Enterprise Comms – is prepping "Rules of Engagement" to govern the behaviour of its direct sales reps as it relies more on channel types to make a living. The Siemens and Gores Group-owned firm, currently being offloaded to Atos in a sale process expected to close this quarter, has hired ex-Avaya exec …
Paul Kunert, 11 Jan 2016
recruitment_hired

Fujitsu ushers another ex-HPer into channel ranks

A enclave of former HP execs is amassing at Fujitsu with Paul McLean the latest to turn up at the company as enterprise boss for indirect sales in the UK and Ireland. This is the first appointment that Fujitsu’s channel overlord Kevin Matthews - who once ran HP’s British partner business for some years - has made since rocking …
Paul Kunert, 08 Jan 2016
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Hortonworks: Fly, my channel army, fly (oh, and help us turn losses into profits)

Hadoop challenger Hortonworks is formalising links with channel folk to spread open source gospel to a wider audience – and maybe, just maybe, help it turn losses into profits. The developer of Big Data wares already has 1,500 partners trade customers including ISVs, independent hardware vendors, consultants and resellers. …
Paul Kunert, 14 Jan 2016

Lenovo goes Bass fishing, catches new channel boss

Lenovo has pulled Andy Bass back into vendor land to run its UK and Ireland channel and small business team following the industry veteran’s brief spell at CMS Distribution. The company told us Bass is "joining Lenovo as our new director of Channel & SMB". He starts on 1 September but the organisation said it had no further …
Paul Kunert, 20 Aug 2015
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AMD appoints Belenkiy as new EMEA channel boss

AMD has bid farewell to EMEA channel chief Fiona Faulkner, who has left for “personal reasons”. We understand that Faulkner’s husband is suffering from the advanced stages of leukaemia and she is taking time out to help care for him – we wish her all the best. The chip and graphics card vendor confirmed that “with immediate …
Paul Kunert, 15 Sep 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
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Activist investor Elliott twists Citrix's arm until it hires new channel veep

Citrix – currently held in a vice-like grip by activist investor Elliot Management – has hired Kimberly Martin as global channel chief. The hedge fund upped its stake in Citrix in June and true to form, complained with menacing intent of under-performing sales and a weakness in strategy for third parties' firms that take …
Paul Kunert, 17 Sep 2015
channel_teaser_exit

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

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

HP channel old-timer Matthews finally leaves the building

Almost a year after Kevin Matthews left his post as HP’s UK and Ireland channel chief, he has finally quit the organisation. Sources tell us the tech industry veteran approached HP UK boss Andy Isherwood early in ’14 to look for a fresh role, after years working in the enterprise channel. As a result, HP slotted former …
Paul Kunert, 13 May 2015
Lion

Nimble gets Leonard the channel Lion King

Flash storage vendor Nimble has secured the services of one of the grand old men of the industry with the appointment of Leonard Iventosch as vice president of worldwide channels. Iventosch is renowned for his channel expertise, with an 8-year stint at NetApp followed by 5 years at EMC/Isilon, EMC buying Isilon in 2010. He …
Chris Mellor, 22 Aug 2015
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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

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
£10 notes. Pic: Howard Lake

Channel vets eyeing up investments from atop mount cash

Channel merchant bank MXC Capital is sitting on a pile of cash and finance facilities that will be used to grab minority stakes in managed services outfits, software players and FinTech start-ups. The London Stock Exchange-listed buy and build vehicle founded by industry vets Ian Smith and Tony Weaver yesterday acquired …
Paul Kunert, 26 Aug 2015
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'Cilla Black introduced me to my wife on Blind Date': Channel man's heartwarming story

The managing director of an IT distribution outfit who met his wife 28 years ago on Blind Date has paid tribute to the show's host Cilla Black, who passed away yesterday. Lorra lorra love Alex Tatham – MD of Westcoast Limited – and his wife Sue were the first couple to get married after appearing on the show, which ran from …
Kat Hall, 03 Aug 2015

HP PC and print channel director quits new role and company

The New Zealander that HP Inc named to run channel sales in the UK is leaving the company even before making the 11k mile trip to this sceptred isle, El Chan can reveal. Paul Boshoff was sworn in as second-in-command for the Brit outpost back in April, replacing Damian Cusick, but the PC and printer biz confirmed to us today ( …
Paul Kunert, 04 Aug 2015

Lenovo stock: The channel iceberg is melting

Until recently, dusty Lenovo PCs were looking a likely candidate to replace concrete in the British construction sector, such was the inventory glut confronting local ops. Things have improved, but still aren’t great. The company has already written down Windows 8.1 stock across Europe in July, Lenovo EMEA president Eric Cador …
Paul Kunert, 30 Sep 2015
Cash on scales. Pic: Images Money, Flickr

EMC to channel: Put all your sales eggs in our basket and we'll hurl cash at you

EMC is dangling fatter back-end loaded rebates in front of channelites who agree to all but wipe rivals from their sales ledger. The True programme was introduced at the EMC World knees-up in Las Vegas. Stateside is where it will stay for the time being because competition laws in Europe are preventing a local roll-out, the firm …
Paul Kunert, 18 May 2015

VMware channel confirms price hikes from next month

The meteoric rise of the US dollar relative to currencies in Europe and other parts of the globe is the reason VMware is reducing channel discounts by mid-to-high single digits and why user pricing will rise. Virtzilla and its distributors have warned their reseller and integrator customers of the pending tweak to the licensing …
Paul Kunert, 27 Mar 2015
An Olympic-sized swimming pool

SAN gang at Nimble jump in Fibre Channel pool, but how big will the splash be?

Becoming a little nimbler in the SAN market, Nimble Storage is adding Fibre Channel support to its CS-series hybrid flash/disk arrays. Up until now these products have supported block data access over iSCSI only. Adding Fibre Channel will, the company believes, triple its addressable market. The product range was refreshed in …
Chris Mellor, 18 Nov 2014
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VMware channel guru steps out of channel for first time in career

VMware's UK and Ireland channel boss Ed Dolman is taking on a new role to run one of the virtualisation kingpin's enterprise end-user sales teams. The man confirmed his departure to the world, well Twitter followers, this morning after spending some two and a half years in the position "An exciting change of role for me today. …
Paul Kunert, 02 Apr 2014
Lego Lord of the Rings PC game

IBM creates the One Channel Team to RULE them all

IBM has begun the process of rearranging the deck chairs as it consolidates the hardware and software channel teams into a single unit. As revealed by us earlier today, Big Blue is responding to the challenges of the as-a-service era by pushing through one of the most significant reorgs in its corporate history, shelving the …
Paul Kunert, 09 Jan 2015
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IBM buys top Workday channel partner

IBM is beefing up its human resources software roster by buying Meteorix, a Boston MA reseller with more than 200 Workday consultants. Financial terms are undisclosed. Workday competes directly with Oracle for finance and HR software business in large enterprises – IBM’s heartland too. The SaaS provider is on a roll, …
Drew Cullen, 29 Sep 2015
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NetApp slims down latest controller, beefs up channel efforts

NetApp has announced a slimmed down top-end array, cutting the controller box size in half. It is a 6U-sized version of the AFF8080 EX, NetApp's most powerful AFF8000 system. The 8000 series product line previously started with the 3U AFF8020, passed through the 6U 8040 and 8060, and peaked with the 12U (2 enclosures) AFF8080 …
Chris Mellor, 28 Sep 2015

HP takes channel types back to school

HP GPC Product specific sales certifications for HP Enterprise Group resellers are to be struck off in favour of four centred on hybrid IT, big data, mobility and security. The rationale, HP told us, is to get channel types more in sync with the business issues that keep their customers awake at night by training them on “solutions” …
Paul Kunert, 17 Mar 2015

Syscap waves £50 million in CASH at UK tech channel

Finance provider Syscap has set its sights on wooing back the channel by waving at least £50m in cash at partners seeking funding. The firm began life as a channel finance provider, but has since moved into other sectors, such as legal businesses. It currently funds around £30m-£35m to 700 partners - some 10 per cent share of …
Kat Hall, 18 Nov 2014

Pure Storage shoves channel growth ahead of IPO dream bid

All-flash array start-up and IPO’er-in-waiting (we think) Pure Storage has got itself a new channel programme and two channel-focused exec hires, to get partners selling more tier-1 storage replacing Pure product. It is implementing a two-tier pan-regional distribution model, an expanded technology alliance ecosystem for …
Chris Mellor, 16 Apr 2015
Kaminario K-Blocks

Hey channel dudes, says Kaminario, we REALLY want to flog more kit

Kaminario, needing to enlarge its sales, is launching its first channel programme to increase its market points of presence. With its iSPC-1 benchmark-topping K2 all-flash array, Kaminario is facing steadily increasing competition selling to enterprises as EMC (XtremIO), Pure Storage, Solidfire and IBM (FlashSystem) chip away at …
Chris Mellor, 10 Feb 2015
Sad man stares glumly over boxed contents of desk. Image via shutterstock (Baranq)

Fibre Channel's looking a bit flat. Bad news for these three firms

Comment The Fibre Channel trio, Brocade, Emulex and QLogic, are seeing declining popularity in their SAN storage networking businesses and need to find growth elsewhere. As we have seen with Emulex and QLogic's results, Brocade has found growth through better business efficiencies but the basic Fibre Channel market is widely seen as a …
Chris Mellor, 23 Feb 2015
French fries

AMD stops shipping chips as bloated channel begs 'Please, no more'

Beleaguered chip underdog AMD is not shipping any new gear to channels this quarter as it bites the bullet to clear existing stock swilling around the industry, estimated to have been in excess of $100m. A combination of bad forecasting, sliding PC demand and weak supply chain controls led to the inventory nightmare, and channel …
Paul Kunert, 12 Feb 2015
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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
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
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Violin Memory hires ex-Egnyter to add heat to global channel sales

Flash storage biz Violin Memory is hoping to pump up its channel sales volume by recruiting an ex-Egnyte channel sales VP to replace a guy who went to HGST. Jeff Nollette joins from Egnyte, where he spent seven months as its VP for Channels, helping to build a channel for that company's file sync and share product. Before that …
Chris Mellor, 04 Dec 2014

Oi, channel peeps. Stop giving money to AWS for IaaS - EMC

Channel partners should eat their own dog food when it comes to deploying hybrid clouds, and use their own infrastructure to develop enterprise apps instead of buying infrastructure-as-a-service from companies like AWS. So said Ross Fraser, EMC EMEA veep of the global alliances team, who unsurprisingly doesn’t want to see its …
Paul Kunert, 16 Dec 2014
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NetApp channel: Can the new UK boss stop the rot?

NetApp practically wrote the first chapter on how to build a well-functioning and contented channel, but that was before it was squeezed by cloud providers and converged storage upstarts. One of the major challenges facing Elliot Howard, the newbie at the top of the NetApp’s UK management tree, who recently replaced Dave Allen, …
Paul Kunert, 26 Mar 2015
Business people move through revolving door. Photo via Shutterstock

Tech channel veteran De Sousa turns back on Outsourcery

It is back to the drawing board for troubled infrastructure and application cloud provider Outsourcery after it confirmed sales veteran Emma de Sousa has opted not to join them as MD after all. As exclusively revealed by us late last year, De Sousa quit her job as UK boss at reseller Insight to lead Manchester-based …
Paul Kunert, 29 Jan 2016

Warm breeze of consolidation blows through Microsoft channel

A trickle of activity in the Microsoft small biz channel has seen Gold partner minnow Core Technology Systems devour small but perfectly formed on-prem and cloudy CRM consultancy Excitation. In a canned statement, Conor Callanan, CEO at Core, claimed the buy gives it a ready made CRM practice and “rounds out” its web-based …
Paul Kunert, 08 Sep 2014

IBM tells channel types 'stick with us, you'll be millionaires'

IBM is going through massive changes to shift its business towards the cloud. It desperately needs channel partners to come along for the ride, so this week threw out a bunch of initiatives that it reckons will help. In a global exclusive last month, we revealed the creation of Big Blue’s One Channel, and at the PartnerWorld …
Paul Kunert, 13 Feb 2015

Ausgezeichnet! Logicalis devours German channel biz

Integrator Logicalis has wolfed down German infrastructure services biz Inforsacom for an undisclosed sum. Some would say this is a brave move given the state of that country IT market and wider economic woes, with Forrester forecasting a 1.2 per cent rise in spending on tech for 2014. But perhaps Logicalis grabbed a bargain …
Paul Kunert, 02 Dec 2014
channel_teaser_exit

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 a …
Paul Kunert, 13 Feb 2015
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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

Fujitsu calls on channel man to run education biz

Fujitsu has tapped up channel veteran and former employee Ash Merchant to run its education biz in Blighty. Merchant was a group product manager at the firm for almost a year and a half from June 1990 and in the intervening years was a director at schools suppliers XMA, Quadrant Visual Solutions and European Electronique. This …
Paul Kunert, 30 May 2014

Channel on track: British tech insolvencies fall to seven-year low

It is official: 2014 numbers for corporate deaths in the Brit tech channel have slumped to a seven-year low, figures from credit reference agency Graydon UK confirm. Some 48 local suppliers went under in Q4, taking the tally of insolvencies for the 12 months to 198 versus 293 in 2013 – annual levels not seen since prior the …
Paul Kunert, 16 Feb 2015

Opinion

Merlin Data Center Interior

Trevor Pott

Enterprises want them, but they're still a pain in the ASCII
WWI French tank picture via Shutterstock
Vinod_Khosla

Chris Mellor

A VC with startup agenda slams established suppliers. Surprised? Neither were we
ZenPad_RealRacing

Features

Eclipse image via Shutterstock
The Azure Portal: Microsoft is betting on cloud for its future business
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Michael Dell. Pic by Joi Ito
Cool Texas dude is just your average billionaire