The Channel logo

Articles about Partner

management strategy2

Phoenix boss grabs industry vet to run Partner Services biz

Phoenix IT Group boss Steve Vaughan has tapped up a former colleague Alistair Blaxill to run the Partner Business, the tech services’ firm’s largest and some would say most troubled division. Blaxill replaces Bill Simpson, who has left the business to “pursue other opportunities”, the London-listed company confirmed, though it …
Paul Kunert, 05 Sep 2014
Microsoft Surface tablets

Partner firms: Microsoft kept Surface from you for YOUR OWN GOOD

Those caring souls at Microsoft initially cut the technology channel out of the Surface supply chain because execs wanted to finetune forecasting and spare sales partners from a potential inventory pile-up. Or so says Phil Sorgen, global partner veep, who reckons the path Microsoft took was "safer" for its legion of suppliers, …
Paul Kunert, 31 Mar 2014

Microsoft's partner mega-fest: Want to see on-prem kit? TOO BAD

Microsoft's global head of channels, Phil Sorgen, says the view from his exec box at next week's Worldwide Partner Conference will look like a typical British summer - cloudy, very cloudy indeed. In what will be a disappointment to some in Microsoft's old guard – those who are still taking tentative baby steps toward 21st …
Paul Kunert, 10 Jul 2014

Buying EMC? Better get a quote from a channel partner

EMC execs aim to crush any lingering conflict in the technology business channel* by preventing internal reps from quoting configuration and prices to all bar the largest customers that it sells to directly. The storage giant cemented its love-in with resellers, service providers and integrators with a rules of engagement …
Paul Kunert, 21 Jan 2014
chain_relationship_channel

Feel Cisco's WRATH: Over 1,000 placed on DENIED partner sh*t list

Cisco has launched an EMEA-wide crackdown in the channel after expelling Phoenix IT Group from the Gold Partner network, which our sources alleged was because it flouted support rules by supplying grey market kit. The Brand Protection police at the networking Goliath sent letters to more than 1,000 resellers, integrators and …
Paul Kunert, 08 Nov 2013

As-a-service army lays siege to Microsoft partner gig

Quite a few "WPC newbie" channel businesses were milling around Microsoft's Worldwide Partner Conference in Houston, Texas last week, the vendor told us - and most of them were cloudy as-a-service startups. Some 15,000 channel partners attended the global gig last week, compared to 16,000 in 2012. A whopping 4,000 of these were …
Paul Kunert, 19 Jul 2013
Exocet anti-ship missile

VMware EMC partner Cisco inks reselling deal... with Simplivity

Cisco has fired a ship-killer of an Exocet missile at VMware’s EVO:RAIL by doing a server reselling deal with Simplivity. There are two hyper-converged server/storage/networking system leaders, both startups – Simplivity and Nutanix. VMware's EVO: RAIL is hyper-converged system software running on the hardware of certified …
Chris Mellor, 26 Aug 2014

UK.gov provider frees Microsoft partner TES from administration

Business process outsourcing firm Liberata IT Solutions, which is responsible for several large government contracts, has devoured Microsoft Gold partner Trinity Expert Systems (TES) in a pre-pack administration. This came after TES succumbed to pressing cash-flow issues. Coventry-based TES called in the receivers Deloitte …
Paul Kunert, 11 Oct 2013

Dell JUNKS public cloud in favor of partner tech

Dell is discontinuing its infrastructure-as-a-service cloud and instead dealing tech to partners as it looks to make some money in the cut-throat world of cloud computing. The Round Rock, Texas, company announced on Monday that it was discontinuing sales of its multi-tenant public cloud IaaS "in favor of best-in-class partner …
Jack Clark, 20 May 2013

Headhunters on the, er, hunt for Andy Hunt's successor

Headhunters are scouring the industry to find a successor to VMware’s veteran EMEA partner veep Andy Hunt who is set to split in the not-too-distant future. The main man turned up at the virtualisation vendor’s den at the start of 2003, meaning that when he leaves he’ll be one of the longest serving senior channel execs in the …
Paul Kunert, 10 Sep 2014
channel

Amazon Web services revamps partner program

Amazon Web Services' has built a new base camp on its route into the heart of enterprise IT, in the form of a new Partner Network the company says provides “technical information and sales and marketing support they need to accelerate their business on AWS.” In a blog post announcing the new Network, AWS Technology Evangelist …
Simon Sharwood, 18 Apr 2012
channel

Channel wild-child Cisco vows to be more predictable partner

Cisco is trying to fire up resellers' engines by doing what it does best: launching a bunch of channel programmes. The networking lynchpin will consolidate 47 services programmes into one global scheme and introduce a compensation model based on a "discount plus pay-for-performance rebate". Nick Earle, senior veep for worldwide …
Paul Kunert, 18 Apr 2012
workman in high vis jacket bent over, super-imposed on cloud background

IBM Business Partner cloud guru slips off to set up own biz

IBM's cloud leader has split to set up his own consultancy advising channel firms on the best way to tackle the "commercial and cultural" realities of moving into cloud services. Steve Heeney rocked up at Big Blue in February 2001 as channel manager and remained in that position until November 2010, when he became the cloud …
Paul Kunert, 19 Oct 2012
management cloud8

AVG holds first Partner Advisory Council in Blighty

Small biz security specialist AVG has run its first Partner Advisory Council (PAC) in the UK after admitting it needs to brush up on channel comms, particularly in light of partners who are moving exclusively to the cloud. The inaugural event was held last week for six channel partners including Vivid Clouds, Pro-Logic, …
Paul Kunert, 27 Feb 2013

Code42 seeks channel partners for LTR, much TLC on offer

Startup Code42 offers data protection with file sync 'n' share. Both its customer count and channel partner numbers are booming - yet it needs to recruit another 300 partners by the end of the year. Code42 was founded in 2001 by Matthew Dornquast, the CEO, Brian Baspala, VP engineering, and Mitch Coopet, CrashPlan data …
Chris Mellor, 18 Aug 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
For Sale sign detail

CA launches new global partner program

CA Technologies has announced a new “CA Global Partner Program” that it says “provides an expanded set of benefits” designed to help “solution providers, service providers, alliance partners and resellers to enable customers to deliver innovative business services.” Klasie Holtzhausen, the company's Senior Director, for Channel …
Simon Sharwood, 19 Apr 2012

EMC channel boss: Make a bet – us or the rivals

The shiny new and to some controversial revenue threshold laden partner programme on the way from EMC was designed to cut out the dead wood, the EMEA channel veep claims. The Business Partner Programme launches in January and resellers have until the start of November to sell a requisite amount of gear to get accredited: $65m …
Paul Kunert, 01 Aug 2014
Columns of coins in the cloud

Microsoft Gold and Silver cloudy boy makes big hires

Microsoft’s cloudy poster boy Content and Code has parachuted in a couple of directors to free up time for CEO and co-founder Tim Wallis to work on special biz dev projects. The London-based based Microsoft partner, which carries Gold and Silver badge certifications, has hired big hitting former ISC and Kelway exec Simon Lawless …
Paul Kunert, 05 Sep 2014

CEO of Brit biz Phoenix plans to 'ram-raid' old friend, new enemy Cisco

The boss at Brit services provider Phoenix IT Group wants to "ram raid" former vendor partner Cisco. The UK biz is currently bulking out its portfolio, with Chinese networking firm Huawei Enterprise the latest addition. In the autumnal months last year, Cisco wrote to 1,000 firms across EMEA telling them it was withdrawing …
Paul Kunert, 11 Jul 2014
grab_that_cash

Cisco Gold partner Cisilion boosts fiscal 2012 profits

Bottom-line boosting IT services worked well for Cisco Gold house Cisilion in its last fiscal year while hardware and software licensing margins tightened. Results just filed at Companies House show that in the year to 31 May 2012, sales at the Surrey-based network integrator grew 10 per cent to £26m, in line with management …
Paul Kunert, 08 Mar 2013
channel_teaser_money_top

NHS supplier Trustmarque seeks backers after accounting change

The future of major NHS supplier Trustmarque looks less certain after private equity backer Dunedin confirmed that a change in the way revenue is recognised has created a “funding gap”. The venture capitalist was the vital cog in the £43m management buy-out at York-headquartered Trustmarque, a top table Microsoft partner that …
Paul Kunert, 02 Sep 2014
homeless man with sign

Cisco UK partner boss gets new role in the cloud

Cisco's UK and Ireland partner boss Bernadette Wightman is set to head up the networking Goliath's Cloud Centre of Excellence, after passing the channel baton to David Critchley, director of the commercial SME sector. Wightman succeeded John Donovan as managing director for the channel in July 2008 but is now transitioning to a …
Paul Kunert, 07 Jun 2011
fingers pointing at man

HP invites just its best friends to 2012 partner bash

HP's worldwide partner shindig in back on the agenda for 2012 but the event is likely to be a more cosy affair with fewer resellers invited. The last global conference was held in San Francisco in April 2008 and resellers were keen to see the knees-up reinstated on the calendar on top of local events. Now it's back in the diary …
Paul Kunert, 29 Nov 2011
Microsoft campus

Former Tech Data bod to head up Microsoft's UK sales division

Microsoft have promoted a channel veteran with 24 years' experience to a top job within the sales team. Linda Rendleman will join the small, mid-market solutions and partner group leadership team as director for partner business & development at Microsoft UK. She replaces Janet Gibbons, who has moved to corporate accounts as …
Team Register, 18 Dec 2013

Compuware slurped by private equiteer for $2.5bn

Private equity firm Thoma Bravo will acquire software house Compuware for about US$2.5bn. Shareholders will be delivered about $10.92 per share, a 17 per cent premium on last week's closing price for Compuware stock - not bad for a company once known as "the elephants' graveyard". Compuware chair Gurminder S. Bedi's canned …
Simon Sharwood, 03 Sep 2014
Photo of a stack of Google Chromebooks

Google offers up its own Googlers in cloud channel chumship trawl

Google has expanded its cloud reseller program as the web giant tries to enlist the channel to help it diversify its business away from search. The updates to the Google Cloud Platform Partner Program were announced by the company on Thursday and sees it split its partners into three tiers: Registered Company, Authorized Partner …
Jack Clark, 06 Mar 2014
HP cloud

HP bypasses Microsoft in device-as-a-service assault

HP is trying to prise open SME wallets by rolling out a device-as-a-service pilot Stateside – with wider deployment in Europe set for the summer. The Office in a Box initiative created with Google – not Microsoft – and telco AT&T was launched with US distie Synnex, which created an online configuration tool. The model is pretty …
Paul Kunert, 26 Mar 2014
cloud

Microsoft delays big changes to Gold partner programme

Microsoft has confirmed it is postponing planned changes to its Gold partner programme by 16 months, meaning that under-performing dealers will not get binned for some time yet. The plan was to deploy internal systems from October so that resellers could log on and show the vendor that sales were tracking to the minimum revenues …
Paul Kunert, 24 Jun 2011
fingers pointing at man

Microsoft: OK, Office 365 sellers – you can be customers' 'first contact'

Microsoft has relinquished more control over the way third-party suppliers can manage Office 365 and Windows InTune punters, finally making the channel the "first point of contact" for customers. It is now three years since the online productivity suite hit the streets. It took two years until Microsoft would allow third-party …
Paul Kunert, 16 Jul 2014
Fraud image

Microsoft confirms Office 365 price rise

Life is about to get more expensive for some folk living in Microsoft's Office 365 world with a 15 per cent price hike in the offing from August. This is the first time Redmond has decided to ignore the unwritten laws of the cloudy industry by upping its price list for punters - those with an Enterprise Agreement that haven't …
Paul Kunert, 03 Jul 2014
hands waving dollar bills in the air

Microsoft dumps Gold partner accused of scamming customers

Microsoft has removed Gold partner status from India-based support firm Comantra amid claims that the firm had been defrauding Redmond's UK customers. The firm is alleged to have masqueraded as Microsoft when cold-calling customers and to have told these customers that it had found fictitious viruses on their PC systems which it …
Paul Kunert, 21 Sep 2011
arrow pointing up

HP refuses to resurrect global partner piss-up conference

HP has confirmed will not be running a global partner knees-up for the third year running much to chagrin of some in the UK channel who are keen to get a run down of top level strategy, particularly in light of Leo Apotheker's succession to disgraced former CEO Mark Hurd. Despite rivals and other major vendors reinstating global …
Paul Kunert, 10 Jun 2011
Sorry we're closed

Phones 4u slips into administration after EE cuts ties with Brit mobe retailer

Phones 4u fell into administration late on Sunday, after carrier EE cut its ties with the UK retailer. The company said in a statement that's EE's "unexpected" decision not to renew its contract with Phones 4u meant the High Street business would be without any mobile network partners. EE's withdrawal from that deal, which runs …
Kelly Fiveash, 14 Sep 2014

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

Trustmarque sold to biz process outsourcing specialist Liberata

Business Process Outsourcing biz Liberata has swallowed troubled Microsoft enterprise partner Trustmarque for an undisclosed sum. The solvent sale was concluded late last night, avoiding the need for the York-headquartered reseller to call in the administrators, something that seemed liked a possibility 10 days ago when issues …
Paul Kunert, 11 Sep 2014
Cisco-Citrix VXI partner logo

Cisco, Citrix link arms for VDI partner push

Citrix and Cisco are arch enemies in the online meeting racket, with their respective GoTo and WebEx online collaboration services, but they do agree on one thing: virtual desktop infrastructure is such a big market, and such a messy and complex sale, that they must cooperate to realize the potential revenue streams that can …

EMC customer? You can only buy from third-party sales bods now

EMC says it will remove the tools that allowed its direct sales reps to quote kit prices to customers this quarter. The process is running slightly behind schedule due to some teething issues, but should be in place soon, it said. The internal reps used the Direct Express (DXP) to fire off quotes to customers while partners …
Paul Kunert, 15 Aug 2014

HP dangles channel compo carrot for Converged Systems

Nothing grabs channel folk by the short and curlies like a margin making scheme and with this is mind HP has strapped a compensation rocket to the posterior of several Converged Systems to get sales to fly. Code-named Shark, the CS300 and 700 lines - server, storage and networking in a rack - hit the streets in December and are …
Paul Kunert, 29 Apr 2014

EMC partners yowl in pain at new channel-chumship badge rules

EMC has let the cat among the pigeons, introducing eye-watering revenue thresholds for channel partner accreditations that some fear will relegate smaller tech-savvy resellers to the lower ranks. Under the planned Business Partner programme overhaul, the storage titan has written to partners to tell them of the specific sales …
Paul Kunert, 30 May 2014

How's VMware doing? Like a bull in a China shop, boasts virty beast

VMware revenues have risen 17 per cent on the back of the company signing several lucrative multi-year licensing agreements. The virtualization giant reported its second quarter of 2014 financials [PDF] on Tuesday, with revenues of $1.46bn and earnings-per-share of $0.81 both beating analyst expectations of $1.44bn and $0.79 …
Jack Clark, 22 Jul 2014
cloud

Microsoft: Pssst, small resellers, want to sling our cloud?

Microsoft is preparing to give its channel partners another way of selling Azure to their customers. The new "Open Licensing" option gives resellers and other channel partner types a way to sell a small amount of Microsoft's Azure public cloud to a customer without having to enter into an Enterprise Agreement (EA) with Redmond …
Jack Clark, 22 May 2014

Hitachi Data Systems hands out P45s ... to EXECUTIVES

Cost-cutting Hitachi Data Systems has put a couple of senior execs on notice of redundancy, including UK and Ireland channel bigwig Neill Burton and veep for emerging markets Russell Hill. Staff were told about the potential redundancies yesterday, and promptly leaked it to The Channel. "The company has got to find further cost …
Paul Kunert, 28 Feb 2014

SHARE your big data scientist. They're too costly and rare to keep a whole one – HP exec

Big data is on the strategic priority dashboard of every enterprise tech firm, but coughing a potentially princely sum for skilled people to talk the talk in complex projects may not be commercially viable for some in the channel. It's the age old issue of when to invest in a specific practice, one that Sue Barsamian, HP …
Paul Kunert, 15 Jul 2014
POrch

Oracle slurps another storage upstart: Front Porch Digital joins Ellison's crew

The ceaseless hoovering up of small companies and startups by business behemoths has seen Oracle buy Front Porch Digital. Why did Larry Ellison latch on to this outfit? Front Porch Digital (FPD) is a content storage management (CSM) business. Its software products sit in a server between a media network on the one hand and a …
Chris Mellor, 16 Sep 2014
medical_doctor_health_channel

Phoenix IT Group CEO hatches three year turnaround plan

The latest CEO tasked with taking "overly complicated" profit bleeding Phoenix IT Group out of intensive care says a return to rude health will take multiple years but should not involve major amputations. Industry vet Steve Vaughan came on board in the spring, filling the top job that lay vacant for 17 months, and embarked on a …
Paul Kunert, 11 Jun 2014
dixons

Carphone Warehouse, Dixons return from honeymoon with injured numbers

The marriage between Carphone Warehouse and Dixons is already affecting one partner's career, with the mobe peddler reporting a disappointing 17 per cent fall in revenue. The two firms announced a £3.8bn merger just over a month ago, with stock market trading beginning on 7 August. But the happy couple's first quarter numbers …
Jasper Hamill, 09 Sep 2014
paper cut-out men holding hands in linked semi-circle

Bell Microsystems circles cawing above corpse of Glasshouse UK

South coast-based tech supplier Bell Microsystems is trying to pick up customers and staff at bust storage integrator Glasshouse Technologies. As we revealed a couple of days ago, hard pressed Glasshouse called in KPMG Restructuring after cash flow dried up, with the administrator looking to offload the business to a third party …
Paul Kunert, 04 Apr 2014

Cisco UCS Invicta off the shelves, for now

Reports are emerging that Cisco is holding back its UCS Invicta storage products because of unspecified performance issues. The kit, for which the Borg laid out US$415 million in September 2013 in its acquisition of Whiptail before a January 2014 launch, put the company into direct competition with partners NetApp and EMC. That …

Microsoft punts FREE Office 365 mail migration, but some are not chuffed with the idea

Microsoft will roll out free email migration services for Office 365 punters from the start of next month as it tries to accelerate adoption. At the same time, it is preparing to once again hurl buckets of cash at channel partners, those selling higher margin stuff, with the aim of getting customers to buy more cloudy …
Paul Kunert, 15 Aug 2014

Opinion

Houses of Parliament in night-time

Andrew Orlowski

Come on everybody, let's upload all our stuff into Government by Cloud
Joe Tucci EMC
frustration_anger_irritation_annoyance pain

Felipe Costa

Pressure to perform for stock market bearing down on disties
Columns of coins in the cloud

Michael Cote

Anything that simple to use has got to be complex to set up

Features

Alistair Darling and Alex Salmond debate Scottish independence
You keep the call centres, Hamish, we'll take the banks
Internet of Things
Everyone loves those Things, just not on each others' terms
No email? No CRM? No Daily Mail iPad edition? You need a plan
Sinofsky's hybrid strategy looks dafter than ever