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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

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

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
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
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
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
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
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
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
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
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
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

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
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 …
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
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
Oracle co-president Mark Hurd explaining the Platinum service level price

Oracle raids HP enterprise biz to find global channel chief

Oracle has filled the void at the top of its channel organisation after president Mark Hurd raided his previous employer HP by sweet-talking its Americas enterprise boss Rich Geraffo into jumping ship. The position lay vacant ever since well-respected channel figure and Oracle veteran Judson Althoff upped sticks in March for …
Paul Kunert, 16 Oct 2013
Padmasree Warrior

Sync'n'sharers Box snaffle Cisco's Warrior CTO .... IPO time?

File sync'n'sharer Box has recruited a big hitter to its board: Cisco’s chief technology officer. Padmasree Warrior, the capable chief technology and strategy officer for Cisco, is becoming a director at Box, where the CEO is co-founder Aaron Levie, and the goal is, we understand, an IPO. She will be the second independent …
Chris Mellor, 21 Mar 2014
Love

HP: We're holding nothing back from partners now, coos firm

The new, channel-friendlier HP - jolted into action by CEO Meg Whitman and losing the PC crown to Lenovo - is trying to help rather than hinder partners efforts to build global sales business with customers. A year ago Whitman told a gathering of resellers, integrators and providers of services at its global partner knees-up …
Paul Kunert, 08 Apr 2014
The Office

VMware flicks switch on Euro hybrid cloud

As foreshadowed in these very pages last week VMware has flicked the switch on its VMware Hybrid vCloud Service in Europe. Virtzilla's being a little bit odd in its announcement of the service's genera availability, which says the service will be delivered “... from a data center in Slough, UK. Complementing VMware's existing US …
Simon Sharwood, 26 Feb 2014
cloud

Red Hat unveils cloudy software bazaar

Red Hat has created a "software marketplace" to help it cut the steps it takes for admins to layer third-party applications on top of its OpenShift platform-as-a-service. The marketplace was announced by Red Hat on Monday as the Linux company kicked off its annual Red Hat Summit in San Francisco. The cloudy marketplace will …
Jack Clark, 14 Apr 2014

What do you mean there are no Surface Pros? HAND 'EM OVER, yell Microsoft resellers

Microsoft has yet to correctly forecast production of Surface Pro machines to match demand with supply, and shortages could continue into the summer. Or so say channel partners working under the authorised device reseller programme, which want Microsoft to recruit more hardware experts to iron out creases that continue to exist …
Paul Kunert, 07 Mar 2014

Cisco seeks custody of biz kids amid Phoenix IT Group divorce

Cisco has extended access to its facilities and software upgrades to customers of its soon-to-be-ex "Gold Partner" Phoenix IT Group, which had also provided maintenance services. LSE-listed Phoenix confirmed it was being divorced by an unnamed vendor last month, which it expected to cost the biz £2m a year in profits. Then Cisco …
Paul Kunert, 21 Nov 2013
Gone fishing

Cisco tosses cash, APIs at software-pushers: Here, make our customers 'appy

Independent software vendors are being hotly pursued by Cisco, with the networking giant making hundreds of APIs available so developers can build applications that solve specific problems for customers. That's according to Milo Schacher, Cisco veep of the EMEA and Russia partner organisation, who said it is building a sales …
Paul Kunert, 07 Oct 2013
Columns of coins in the cloud

Microsoft builds admin tool to spare Office 365 sellers' blushes

Microsoft's legion of Office 365 floggers have waited 18 months for a tool that allows them to manage customers using the cloudy suite, and in that time blindly fielded some calls from irate folk suffering outages. But help is finally at hand, according to Adam Jung, senior product manager of the Office 365 team: a bigger and …
Paul Kunert, 31 Jan 2014

Mighty Cisco terminates British channel chum Phoenix IT Group

Cisco has confirmed it was the unnamed vendor that gave top certified services partner Phoenix IT Group its marching orders last week - a move which sent the Phoenix share price tumbling by around 11 per cent. Northampton-based Phoenix resold Cisco kit as a Gold partner but also provided third party maintenance bolted onto Cisco …
Paul Kunert, 05 Nov 2013

Selling EMC kit? What you need to know about 2014 programme refresh

EMC is about to make big changes to its partner programmes, according to Bill Scannell, the company's president for global sales and customer operations. Speaking yesterday at the Canalys Channels Forum in Bangkok, Scannell said that as of January 1st 2014, the storage giant's “Velocity” programme will start to go by the rather …
Simon Sharwood, 24 Oct 2013
big droplets falling from rain cloud

SCREEECH! Dell spins in public cloud U-turn – now it'll resell Google, Azure

Dell is going to resell cloud tech from enterprise rivals as part of the company's ragged retreat from the capital-intensive public cloud market. The company disclosed a dramatic expansion to its "Cloud Partner program" at the Dell World conference in Austin, Texas, on Wednesday, by announcing that it will now resell Google …
Jack Clark, 12 Dec 2013
management project4

Phoenix IT Group in talks to offload Cisco services biz to BT – sources

Phoenix IT Group is quietly negotiating with BT to hand over customers whom it previously provided with Cisco services, sources have told The Channel. This comes in the wake of Phoenix's dramatic and damaging removal from the networking giant's partner channel. It emerged last week that service provider Phoenix had been dumped …
Paul Kunert, 11 Nov 2013
Broke - empty pockets

No more squeaky bum moments, please Microsoft - partners beg

If there's one thing that can ruin a channel exec's week, it is arriving to work on a Monday morning to be greeted by an official document from a vendor warning of pending rebate doom. But that is exactly what Microsoft's top tier enterprise partners say they've faced in recent years - a double helping of swinging cuts to fees …
Paul Kunert, 18 Mar 2014

Microsoft's world channel overlord kicked sideways

Microsoft is to shunt global partner bigwig Jon Roskill sideways to make way for a new overlord of channel, Phil Sorgen, who previously managed the partner base stateside. Sorgen will take the seat as corporate veep of the Worldwide Partner Group (WPG) from 1 September, managing the 640,000 channel players that tether their …
Paul Kunert, 30 Aug 2013
Merlin Data Center Cold Aisle

HP claims ProLiant server audits to stop 'competitive misuse'

Hewlett Packard is auditing ProLiant Server customers to stamp out “misuse” of its firmware intellectual property in a wide-ranging clampdown on who can support its servers. The news has come to light in a confidential document meant only for HP partners that’s been seen by The Register. The document is earmarked: "HP …
Gavin Clarke, 14 Feb 2014
Houses of Parliament at night-time

UK citizens to Microsoft: Oi. We WANT ODF as our doc standard

Even if Microsoft bosses collectively whistled Always Look on the Bright Side of Life they'd still struggle to drown out people backing Cabinet Office proposals to adopt the Open Document Format as the official standard for UK.gov missives. The good folk of Blighty have until 26 February to make their position known as part of …
Paul Kunert, 24 Feb 2014

Misco set to snap up Phoenix's network ops centre AND its staff

Phoenix IT Group is set to offload its network operations centre in High Wycombe to Misco, TUPEing across six staff in the process. The lease on the building is expected to be assumed by direct marketing reseller Misco, which, under the guidance of former Dell exec Pim Dale, is trying to rely less on tin shifting by building a …
Paul Kunert, 14 Feb 2014

Cisco edges away from VMware, tries Red Hat on for size

From co-operation to co-op-etition and then competition: it's happening in front of our eyes with EMC and Cisco. The choreography involves Cisco working more and more with Red Hat and its KVM server hypervisor and less with EMC subsidiary VMware's ESX. Red Hat is joining in with Cisco and working with its OpFlex protocol in …
Chris Mellor, 04 Apr 2014

PEX vex: Partners uninvited from the VMware party – report

VMware has reportedly asked at least two vendors – including Nutanix and Veeam – to "limit" their "presence" on the exhibition floor of the virtualisation juggernaut's Partner Exchange conference next week, prompting consternation in the storage community. The story, broken by CRN, has caused a Twitter frenzy and much chatter in …
Chris Mellor, 06 Feb 2014

Symantec appoints new EMEA veep for partners

Symantec has elevated channel veteran Mark Nutt to head up partner management across the EMEA region as it concludes its sweeping restructure which included the shedding of nearly 2,000 jobs. The big changes are done and dusted, but the creaking security and storage firm refused to reveal what proportion of the 1,700 heads that …
Paul Kunert, 25 Sep 2013

AMD to partner with ARM for server CPUs by 2014

AMD and ARM have entered into a partnership that will see 64-bit ARM-based Opteron server processors appear from the Intel competitors, with release planned for 2014. "We look to disrupt the status quo," AMD CEO Rory Read told reporters and analysts at a San Francisco briefing on Monday afternoon. "We look forward, to drive the …
Rik Myslewski, 30 Oct 2012

UK tech channel in RUDE health as bankruptcies dip in Q1

It's time to crack open the bubbly: corporate fatalities in the UK channel have fallen for the fourth consecutive quarter, official stats from credit rating firm Graydon UK reveal. Some 61 companies bit the dust in the first three months of the year versus 64 for the same period of 2013, indicating that the UK IT industry has …
Paul Kunert, 04 Apr 2014
management strategy4

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
management cloud2

Google house Ancoris swallows Google house Appogee

Integrator Ancoris has hoovered up fellow Google specialist Appogee for an undisclosed sum to slurp its cloud app development skills. Former Microsoft business partner Ancoris placed its chips behind the ads giant chocolate factory a couple of years back and was the first accredited Premier Enterprise Partner in the UK. Google …
Paul Kunert, 06 Mar 2013
management management4

Exec teleports from Dell, channel organs absorbed into Texan Borg

Dell has stitched together its global channel organisations, saying that improving "support" for resellers and integrators is at the forefront of its mind - and not cost cutting. The move comes days before Dell shareholders vote, on 18 July, on whether to accept CEO Texan Mick's offer of $13.65 per share to take the whole …
Paul Kunert, 12 Jul 2013

Microsoft SLASHES rewards for biz selling its kit to 100 'big fish'

Microsoft is set to slash the fees that its partners make on sales of Service Provider Licensing Agreements (SPLA) to certain large customers from January. As revealed by El Chan a couple of weeks back, SPLA prices are heading north from the start of next year with mostly double-digit rises on Windows Server, System Centre, …
Paul Kunert, 24 Sep 2013

Opinion

Chris Mellor

How long before Blue Big HQ pulls the plug on the whole thing?

Chris Mellor

Drives nails forged with Red Hat iron into VCE's coffin
Sleep Cycle iOS app screenshot

Trevor Pott

Forget big-spending globo biz: it's about the consumer... and he's desperate for a nap

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