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management strategy2

Insight grabs EMEA sales and marketing veep

Insight has plucked a former Microsoft licensing honcho to run its sales and marketing function across EMEA, at a time when it is looking to move well beyond straight software transactions. Alexander Kaatz is joining the reseller titan to fill the shoes vacated by Ashley Gatehouse, who departed last autumn along with a bunch of …
Paul Kunert, 04 Aug 2014
management strategy2

Insight Enterprises grabs Trustwave EMEA marketing director

Insight Enterprises has raided Trustwave's reservation and made off with EMEA marketing director Jill Murray, El Chan can reveal. She is not a direct replacement for Ashley Gatehouse, who ran Insight's marketing activities across mainland Europe and the UK until last year, as her remit will cover only Blighty. Sources told us …
Paul Kunert, 14 May 2014
management strategy3

Enormo reseller Insight hires former Cisco man to run EMEA services

Insight EMEA claims to have taken a step forward on the long and winding path to tech services glory by recruiting a former Cisco and PricewaterhouseCoopers consulting chief to head up a newly erected division. A pan-regional services team will be fronted by newly installed veep Rolf Adam, who mostly recently served as industry …
Paul Kunert, 30 Sep 2014
management cio2

Insight snaps up licensing director from rival channel firm

Insight Enterprises has raided rival Bytes Software Services to scalp the Microsoft enterprise reseller of a veteran in the dark arts of compliance. In an internal memo to staff yesterday, Insight confirmed it is set to usher Ben Brown "into the role of UK licensing and software services director". The newbie will start on 4 …
Paul Kunert, 09 Jul 2014
management strategy2

Logicalis grabs former Insight EMEA sales chief Brooker

International managed services bigwig Logicalis has hired former Insight exec Tony Brooker to run its sales and marketing teams in the UK and Ireland, El Chan can reveal. The industry vet starts early next month (4 August) and will manage a team of 120 staff, the majority of whom are in field sales, but he will be expected to …
Paul Kunert, 07 Jul 2014
channel_teaser_exit

One more director exits creaking channel titan Insight

Yet another Insight veteran is heading out of the door with veep of product management Justin Griffiths set to exit, El Chan can confirm. It has been a period of rapid change in the upper echelons of the license and box shifter’s exec team following the exit of EMEA president Stuart Fenton and subsequently a wave of generals he …
Paul Kunert, 09 Sep 2014
Lehman Brothers London HQ

Enormo reseller Insight seeks experienced sales hands for City pad

Headhunters will be on red alert after Insight confirmed plans to establish a sales outpost in the City in a bid to snuggle up to existing and potential corporate customers. The firm has rented some space from an unspecified service delivery partner in Aldgate to rub shoulders with Kelway, Misco, Softcat, Computacenter and many …
Paul Kunert, 20 Mar 2014
management social3

Life after Insight for execs swept away by new broom

A pair of former Insight Enterprises execs that exited last autumn in a wave of senior redundancies have emerged in pastures new, both at software firms. One-time EMEA marketing veep Ashley Gatehouse has rocked up at software asset management firm Crayon, with ex-Insight global sales veep Frank Bitoun landing in the same role at …
Paul Kunert, 25 Feb 2014

Former Insight boss Fenton slurps Microsoft ERP channel biz

Former Insight EMEA president Stuart Fenton has picked up the UK arm of global Microsoft ERP integrator Tectura - the first in a planned mid-market roll up. The acquisition of London-based Tectura UK, a subsidiary of US firm Tectura Corporation, was completed by Fenton and his investment biz QuantiQ. After a decade running …
Paul Kunert, 03 Jun 2014
cloud

Softcat raids Insight reserve, makes off with Baker's scalp

Former Insight EMEA director of product management James Baker is en route to Softcat as the man charged with firing up its cloudy biz. He resigned from Insight last month after being tapped up by his new employer, and is set to manage the "key" vendor portfolio as alliances director when his gardening leave expires in April. …
Paul Kunert, 10 Feb 2014

Insight CEO: We've found bottom line balm to soothe Microsoft pain

Microsoft’s heftiest enterprise licensing pal Insight Enterprises is now managing the biting fee reductions emanating from Redmond to such an extent that it feels enough comfort to lift bottom line forecasts for 2014. In contrast, as the reseller titan rolled out Q2 numbers showing revenues stagnation, it pulled down estimates …
Paul Kunert, 01 Aug 2014
channel_teaser_exit

Exit stage left: Two more Insight big cheeses clear their desks

Change remains the order of the day at Insight Enterprises after it emerged that another couple of senior figures are on the way out. It has been confirmed that EMEA marketing director Ashley Gatehouse and veep of global sales Frank Bitoun are walking in the footsteps of other execs who have recently been made redundant. …
Paul Kunert, 12 Nov 2013

Scotland Yard defends single supplier IT gig with Insight

London's Metropolitan Police has defended its use of a single supplier procurement standard after it penned a four-year deal with IT hardware outfit Insight, claiming it could yield cost savings of up to ten per cent over the contract's lifetime. The previous buying arrangement that London cops had with SCC under the Sprint ii …
Paul Kunert, 18 Mar 2014
Funnel of cash. Credit: via SXC – http://www.sxc.hu/profile/Leonardini

Insight warns Google embracers of hidden costs in Apps for Biz

A number of Microsoft's top table resellers may have wrapped their arms around Google's Apps for Business but one that did so half a decade ago - Insight Enterprises - says it hasn't seen the benefit. CDW and SHI International, both among MS Licensing Solutions Partners, made very public statements in February and March …
Paul Kunert, 11 Apr 2014
management management4

Insight inserts Microsoft vet Ebermann into top EMEA slot

Insight Enterprises is set to fill the void left by former EMEA president Stuart Fenton with Microsoft veteran Wolfgang Ebermann. After 22 years at the software titan, most recently as veep and COO for central Eastern Europe, Ebermann will rock up at Insight on 6 January. In a PR blurb, CEO Ken Lamneck, said in typical …
Paul Kunert, 29 Oct 2013

Met cops to collar up to £20m of IT gear a year from US giant Insight

US reseller Insight Enterprises has cut a multi-year deal with London's Metropolitan Police to supply infrastructure kit and software worth up to £20m annually – just as the Sprint ii purchasing framework nears its end of life. Sprint ii is a cross-public-sector single-supplier agreement won by SCC in April 2010; it made SCC the …
Paul Kunert, 14 Mar 2014

Enormo US reseller Insight rejigs top bods across rest of world

US-owned reseller Insight is clearing out a chunk of heavy duty sales experience to cut its cloth for leaner trade, say The Channel's sources. The reseller made changes to its mid-market leadership team in Q2 after losing market share in the pursuit of bigger deals, when UK sales directors Gregg Pearce and Tim Westbrook left the …
Paul Kunert, 17 Oct 2013
Windows XP boot screen

Win XP war, huh! What is it good for? Enormo IT reseller Insight

A currency tailwind in EMEA, PC munching customers fleeing from Windows XP support doom on both sides of the Atlantic, and far leaner restructuring charges lifted Insight Enterprises' Q1 2014 financials. The Fortune 500 tech reseller reported a year-on-year three per cent hike in sales to $1.2bn in the period from January to …
Paul Kunert, 02 May 2014

Insight CEO: Everything that's cloudy is GOLD

A "sickness" at the core of the IT channel - an over reliance on back-end-loaded vendor rebates - threatens to render many tech suppliers irrelevant. But there is a cure, it is fluffy, white and called the cloud. Or so says Wolfgang Ebermann, the EMEA president at Insight, who after 23 years at Microsoft in various senior roles …
Paul Kunert, 09 Apr 2014

What's that noise upstairs? It's a shakeup at enormo reseller Insight

The EMEA division of reseller giant Insight Enterprises has welcomed back former UK boss Emma de Sousa on a permanent basis. She vacated the role from early 2012 to go on maternity leave, and EMEA veep for partner management Justin Griffiths babysat the position until her return as UK and Ireland managing director. But outgoing …
Paul Kunert, 30 Apr 2013

Insight warns Q1 sales and operating profits to fall

Insight Enterprises hasn't managed to dust off the economic cobwebs just yet if prelim calendar Q1 financials are anything to go by. The reselling powerhouse said today it expects revenues to decline five per cent on the same quarter a year ago to $1.2bn, and warned operating profit will drop to $17m from $25.6m - excluding …
Paul Kunert, 19 Apr 2013

Insight warns of $20 MILLION kick in the teeth from Microsoft

The impact of Microsoft's sweeping channel programme changes were laid bare last night when Insight Enterprises warned investors that its bank balance will be up to $20m lighter next year as the new fee structure takes hold. As revealed by The Channel back in early summer, Microsoft killed off its two year old Solutions …
Paul Kunert, 31 Oct 2013
channel_teaser_exit

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

Enormo reseller Insight smacked by software licensing slide

International reseller giant Insight Enterprises has been hit hard by plunging PC and software licence purchases and was unable to cut costs quickly enough to offset declining sales and gross profits in a challenging calendar Q2. The numbers for the box-pushing titan were out last night and didn't make for pretty reading: …
Paul Kunert, 09 Aug 2013

Insight exec: Order-delaying ERP 'teething problems' now fixed

Insight UK says it is now on top of "teething problems" related to its ERP upgrade that delayed some customers' orders. The reseller giant started rolling out the Microsoft Dynamix AX platform internally last year across operations in mainland Europe and has recently gone live in the UK. Some customers contacted The Channel to …
Paul Kunert, 16 Nov 2012
InsightEnterprises

Insight Enterprises operating profits tumble down back of sofa

Tech reselling monster Insight Enterprises saw operating profits dive on this side of the Atlantic due to a spike in operational costs and enterprise customers delaying or shelving purchases. Sales at the EMEA operation grew two per cent year-on-year to $378.4m but earnings from operations dropped by 53 per cent to $3.98m. …
Paul Kunert, 15 Feb 2013
euros_channel_money

Insight's EMEA biz grips controls, keeps reseller on the tracks

Insight Enterprise's EMEA operation was the company's sales growth engine in Q2 despite some strong currency headwinds. The global reseller giant turned in a decent set of group financials, particularly in light of the economic meltdown, with sales up four per cent to $1.53bn (£983m) for the period ended 30 June. Operating …
Paul Kunert, 02 Aug 2012
channel

Reseller Insight gobbles consultancy biz

Reseller giant Insight Enterprises has swallowed US-based professional services outfit Ensynch. Ensynch, which employs 65 field engineers and 70 contractors, turned over $16.2m (£10.3m) last year. It carries Microsoft's Gold badge for virtualisation, ID and security, and portal and collaboration. Ken Lamneck, Insight CEO, said …
Paul Kunert, 20 Sep 2011
InsightEnterprises

Insight biz tremor topples EMEA operating profits

Insight Enterprises saw EMEA operating profits decline by nearly a third in Q1 largely due to restructuring charges. This was a blemish on a decent set of numbers for the global reseller, given the biting economic climate: sales rose two per cent year-on-year to $1.24bn, operating profits climbed 12 per cent to $25.6m and net …
Paul Kunert, 03 May 2012
fingers pointing at man

Former Insight veep Akkerman rocks up at Rackspace

Former Insight veep of sales Olaf Akkerman is expected to join Rackspace as enterprise sales director, according to sources close to the matter. He resigned from the reseller last month after less than a year in the role – though he had been at Insight since September 2006 when it acquired Software Spectrum. Sources have now …
Paul Kunert, 22 Aug 2011
graph up

Insight hands UK ops baby to Griffiths – temporarily

Insight Direct is handing temporary control of the UK operation to company veteran Justin Griffiths as current incumbent Emma de Sousa goes on maternity leave. Griffiths, currently veep of partner management and marketing EMEA is set to pick up responsibilities as big cheese for northern Europe. President for EMEA and Asia …
Paul Kunert, 20 Feb 2012
channel

Insight exits 2011 on a high as sales and profits rise

Insight Enterprises ground out a decent set of Q4 numbers in spite of the global economic meltdown and a decline in underlying profits across EMEA. The reseller giant made an operating profit of $42.2m, up 13 per cent, and net income of $34.7m, up 39 per cent, on the back of a two per cent climb in sales to $1.4bn. It reported a …
Paul Kunert, 14 Feb 2012
For Sale sign detail

Insight blames public sector for sales dip

A strong currency tailwind lifted Insight Enterprises's second quarter sales to growth in Europe as spending cuts in the public sector started to bite. Favourable forex conversions underpinned a 12 per cent rise in sales to $403m (£248m) but excluding the currency impact, sales were flat with a two per cent dip in hardware …
Paul Kunert, 05 Aug 2011
channel

Insight sales veep Akkerman resigns

Insight Enterprises veep of sales Olaf Akkerman has resigned less than a year after moving into the role. Sources close to the firm reckon he was pushed after a tough second calendar quarter, but this has been categorically denied by the reseller. "I can confirm with sincere regret that Olaf is leaving Insight," said Stuart …
Paul Kunert, 20 Jul 2011

Microsoft took away $4m of our profits, laments mighty reseller

The cost of redundancies and restructuring together with the biting changes Microsoft made to sales incentives almost wiped out the profit that Insight Enterprises made in EMEA during Q4, closing the curtains on a year of change. The reseller titan reported a five per cent regional sales spike to $397.6m in the final quarter of …
Paul Kunert, 13 Feb 2014
Houses of Parliament at night-time

Multi-billion pound UK.gov tech framework awarded to 33 suppliers

Crown Commercial Services has told 33 suppliers they have tentatively made it onto the pan-public sector Technology Products framework estimated to be worth between £4bn to £6bn over its tenure. Technology Products, initially labelled as IT Products and Services when programme specs were released in January, is a direct …
Paul Kunert, 02 Sep 2014
NSW_road_death_poster

More chance you came a cropper on a UK road than bought a Chromebook this year

Chromebooks aren't pouring cash into the coffers of European IT distributors – but, nonetheless, more Google-powered lappies are finding their way into the arms of cost-conscious schools and consumers. Some 45,000 Chromies each found a home across Western Europe in the first quarter of 2014, and 61.5 per cent of those purchases …
Paul Kunert, 20 May 2014
Ciscoblood

Benioff bails from Borg Board

Salesforce.com CEO Marc Benioff has decided not to stand for re-election to Cisco's Board of Directors at the company's November annual general meeting. Cisco filed the paperwork to make it happen last Firday, and issued a statement attributed to its own CEO John Chambers to cement the departure. Chambers' statement is as …
Simon Sharwood, 15 Sep 2014
euros_channel_money

Microsoft: Yeah, about that 50% post-Christmas customer price hike...

Microsoft has cooked up a post-Christmas gift for service providers to prolong their festive cheer – price hikes of up to 50 per cent on volume licensing agreements. The move has been interpreted by channel partners and hosting firms alike as Microsoft upping the cost for on-premise wares to make its cloudy stuff look more …
Paul Kunert, 07 Oct 2014
padlock

IBM snaps up identity access gatekeeper tech

IBM has snapped up privately held security software firm CrossIdeas. Financial terms of the deal, announced Thursday, were undisclosed. Rome, Italy based CrossIdeas has been developing identity access technology since 2011. Its technology allows CISOs and security teams in big companies to automatically detect conflicts in …
John Leyden, 01 Aug 2014
Toilet

UK mobile sales in the toilet: Down by FIVE MILLION this year

The UK mobile industry will be five million mobile devices lighter this year if a Brit consultancy's forecasts are to be believed. CCS Insights expects an eleven per cent crash in smartphones shipments and a 14 per cent dive in slabs when compared to box sales last year. Smartphone unit sales dropped 20 per cent year-on-year in …
Simon Rockman, 03 Jul 2014
EMC_REvs_To_Q3fy2014

EMC profits flatline as VCE joins the storage-tastic federation

For its third quarter EMC reported good numbers but the news is overshadowed by the expected VCE announcement and the activist investor pressure on the Hopkinton firm. EMC recorded a satisfyingly chunky nine per cent uptick in consolidated quarterly revenues for its third 2014 quarter – a round $6bn compared to $5.5bn a year ago …
Chris Mellor, 22 Oct 2014
Pacman

Insight buys UK dealership for Cisco glory

Insight Enterprises has gained Cisco Gold Partner accreditation in the UK through the back door - by buying a small reseller that's already got the badge. The reseller giant is shelling out $1.5m in cash for MINX Ltd, a dealership in Elstree, Herts. Probably more significantly, it is also taking on $4.6m in existing debt. And …
Team Register, 11 Jul 2008
balaclava_thief_burglar

Brit infosec firm lets hackers think they've stolen something

Security strategies generally concentrate on keeping the bad guys out, but British security outfit ClearSwift has stumbled upon another approach: if the bad guys get in, let them out with something. But scrub it clean on the way out the door. ClearSwift is the latest home for content-screening technologies first developed in the …
Simon Sharwood, 14 Aug 2014

Countless Belkin routers go TITSUP in massive mystery meltdown

A large number of Belkin routers were knocked off the internet on Tuesday, owing to an as-yet-unexplained glitch. It's not known how many routers were affected, but it was a lot of them and quite possibly worldwide, all at once. Complaints began popping up on Twitter shortly after midnight Eastern time, with some customers …
Neil McAllister, 07 Oct 2014
From left to right: Mastodon, mammoth, gomphothere. Credit: Sergio de la Rosa

Hadoop coop's $50m scoop: Hortonworks takes HP coin

Hadoop has become a strategic battleground for three of the world's most influential technology companies, judging by HP's $50m investment into Hadoop company Hortonworks. The injection, which was announced on Thursday, follows Google Capital – the web giant's investment arm – leading a $110m fundraising round for Hadoop rival …
Jack Clark, 24 Jul 2014

Channel's großen Käse roll eyes at vendors' performance under the spread sheets

Bulky channel outfits in EMEA are bringing home the bacon, according to peeps at Canalys. Aggregated figures from eight publicly quoted suppliers in the region revealed an average year-on-year sales growth of eleven per cent in the first quarter of 2014 – more than double that of tech titans collective including HP and Apple. …
Paul Kunert, 03 Jun 2014
Hadoop Elephant

Intel: Hey, enterprises, drop everything and DO HADOOP

How important will Big Data be to the typical enterprise IT department within the next few years? More important than any other workload, if you believe Intel. "Within a couple of years, Hadoop will be the number one application. It will be running on more servers than any other single app. It will be more common for enterprise …
Neil McAllister, 10 Sep 2014
Cloud ONTAP

NetApp offers ONTAP as a cloud for all seasons

NetApp has updated its ONTAP operating system release into what it calls a data fabric spanning private, hybrid, and public clouds, and includes a SW-only Cloud ONTAP edition running in public clouds. NetApp is also offering new services for hybrid clouds. There's an Enterprise Transformation Workshop for Cloud, an Efficiency …
Chris Mellor, 27 Oct 2014

Storage faithful tremble as Gartner mages prep flashy array quadrant

Gartner's unveiling of all-flash array rankings in its Magic Quadrant – expected in July this year – has been eagerly anticipated. Which supplier is in which box? Who is included? Now sources who've seen a possible version of the flash MQ have shared their insight with El Reg – revealing some suppliers are in and others ( …
Chris Mellor, 20 May 2014

Opinion

Microsoft Surface bomb
Killer whale

Chris Mellor

Firm cites 'low demand' plus 'abusers'

Tim Worstall

Or why the reversal of globalisation ain't gonna 'appen

Features

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