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Articles about Reseller

Mega UK reseller Kelway bags investment banker for matchmaking service

Kelway has appointed global investment banker William Blair to seek a way forward for the business, which in all likelihood appears to involve hauling in a new private equity backer. As The Channel previously noted, Kelway has swelled to a £500m sales biz, which appears to restrict potential trade buyers in UK reseller land to …
Paul Kunert, 27 Jan 2014
management management3

Enormo reseller SCC rejgs exec chairs for growth spurt

Specialist Computer Centres (SCC) has initiated a restructure to spearhead a four-year growth plan, say our sources in vendor land. This follows a review by external consultants who were drafted in to help create the multi-year business plan, with more highly paid biz advisors believed to be coming in to help implement plans. …
Paul Kunert, 21 Jan 2014
Abbott and Costello dressed as policemen

Silicon Valley Cisco reseller charged with $37 million fraud

The boss of Silicon Valley Cisco reseller Network Genesis has been indicted for selling counterfeit kit and sub-price products bought by the networking company's staff. According to the federal grand jury indictment, Cuong Cao Dang, sometimes known as Calvin Dang, bought counterfeit hardware for his San Jose reseller business …
Iain Thomson, 26 Jul 2013

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
Microsoft campus

Meet Microsoft's latest Windows Server reseller – come on down, Google

Google is going to serve up Microsoft Windows in virtual machines on its Compute Engine service as the web giant hopes to dethrone Amazon as the king of the cloud. Support for the operating system was announced by Google on Tuesday at its Cloud Platform event in San Francisco: the search king will make Windows Server 2008 R2 …
Jack Clark, 25 Mar 2014

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
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
fire at London olympic site

Reseller Computacenter LITERALLY smokes out squatters from offices

IT reseller giant Computacenter has smoked out a bunch of squatters who took up residence at its former offices in London. The rent-freetards had set up camp after finding a way into the building, which is next door to the company's headquarters in Blackfriars. But the vagabonds spent just a few nights in the premises before …
Paul Kunert, 07 Jun 2013

Reseller giant Misco puts UK workers at risk of redundancy – sources

Reselling monster Misco has put staff working in its customer services, accounts and buyers departments at risk of redundancy, according to sources close to the company. The European business, owned by NYSE-listed Systemax. is plotting to become the largest services-based reseller in the region inside four years by targeting …
Paul Kunert, 08 Oct 2013

HP gets closer to Google with reseller deal

HP has joined forces with Google to sell collections of HP gear along with Google's Apps software. The HP SMB IT in a Box program was announced by HP at its HP Discover conference in Las Vegas on Tuesday, alongside news of HP entering the Google Apps Reseller program. HP has traditionally had a strong relationship with …
Jack Clark, 12 Jun 2013

Rugby club doomed by 2e2 disaster rescued by Manx reseller

A small reseller on the Isle of Man has not only snapped up collapsed 2e2's operations on the island, but also agreed to sponsor a rugby club previously backed by the crashed integrator. All eyes were on 2e2's staff, customers and creditors when the biz hit the skids six weeks ago, but Douglas Rugby Union Football club - whose …
Paul Kunert, 13 Mar 2013
channel_teaser_exit

Brit reseller Kelway chops off some heads to shed costs

UK IT reseller Kelway is getting its house in order to remove duplication across the business, following a growth spurt during the last seven years that involved as many acquisitions. The Channel can reveal that Kelway has put its vendor marketing team based in Basingstoke at risk of redundancy and that vendor and alliances …
Paul Kunert, 18 Sep 2013

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

Bloated tech reseller Systemax may be turning around, but it's still going the wrong way

Things were supposed to be on the up for the Leeds brothers in charge of troubled reseller Systemax: by this point in calendar '13 profits should have returned as the restructuring plan takes hold ahead of the glide into Christmas. But that is happening elsewhere in an alternative reality - in this time dimension Systemax …
Paul Kunert, 30 Oct 2013

English reseller scoops ENTIRE NHS Scotland software gig

Trustmarque has scooped a software and services contract with the NHS National Services Scotland in a framework estimated to be worth north of £20m. Under the terms of the deal, all health trusts in the country can buy software and software asset management services from the York-based reseller. Mark Garrity, regional sales …
Paul Kunert, 28 Jun 2012

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

France's biggest Apple reseller shuts up shop

Lawsuits are all that remain of France's biggest Apple reseller after no credible bidders came forward to save the business. eBizcuss officially went into liquidation on 31 July, after 36 years of trading. We understand that there were at least two offers for the reseller but none were sufficient to save the business. eBizcuss …
Anna Leach, 06 Aug 2012

Reseller giant Systemax bleeds red ink in Q1 of 'turnaround year'

Misfiring reseller big gun Systemax has seen poor results in the first quarter of calendar 2013 - which is supposed to be its turnaround year. In its efforts to recover, the business has slashed European jobs, shuttered US PC factories and axed retail brands. The ailing firm, branded as Misco in Europe, saw sales decline 3.6 per …
Paul Kunert, 01 May 2013
Avnet TS

Avnet devours reseller BrightStar Partners

Avnet Technology Solutions (ATS) continues to expand its IT services biz after hoovering up an IBM reseller stateside that also houses a consultancy and software operation. The distie titan has already blurred the traditional business boundaries between wholesalers and solution providers by acquiring Pepperweed Consulting, …
Paul Kunert, 22 Oct 2012
2e2

Integrator-reseller 2e2 'broke banking covenant', hits credit buffers

The future of integrator-cum-reseller 2e2 is unclear amid claims from sources close to the firm that it broke a banking covenant in December and is running up to its credit limits in distribution. The Berkshire-based business has been a cause for concern among many wholesalers and vendors due to its massive debt and has reported …
Paul Kunert, 09 Jan 2013
homeless man with sign

Apple accused of starving French reseller of hot stock

Apple squeezed supplies to a top reseller and used its own retail stores to gain an unfair competitive advantage, claims a French shop chain that is taking Apple to court in Paris. eBizcuss, the largest reseller in France, said that Apple favoured its own stores over theirs when it shipped out new and hotly demanded trendy tech …
Anna Leach, 03 Jan 2012
globalisation

Blighty's largest iPad reseller formed in biz gobble deal

London-based reseller Trams Group has snapped up the UK operations of Cancom from its German parent Cancom AG for an undisclosed sum. This is the second acquisition the Apple Authorised reseller has made - it took over Rapid Group in 2008 - since directors Warren Peel and Alex Page led an MBO nearly nine years ago. The reseller …
Paul Kunert, 16 Mar 2012
Resellers protest outside an Apple store in France, credit screengrab Express video

France's biggest Apple reseller sinks: 'Tech titan crushed us'

Apple's largest authorised reseller in France – eBizcuss – has gone bust, closing all its outlets and firing its staff. The chain had 120 employees across 15 shops in France and Belgium, according to L'Express, and ran several other businesses including services businesses KA Services and ICLG, which are also closing. Staff …
Anna Leach, 06 Jun 2012
channel_teaser_money_top

Datel: Reseller growing faster than its vendor master Sage

Datel, Sage's largest channel partner in the UK, clearly isn't suffering similar growing pains to its vendor master after posting double digit growth for fiscal 2012. Sales saw an 18 per cent spike to £16.8m in the twelve months to 31 May and EBITDA rose 47 per cent to £1.67m. Pre-tax profits reached £1.14m from £588,000 a year …
Paul Kunert, 07 Dec 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
channel

Kelway gulps down Microsoft reseller, plots march on Europe

Serial acquirer Kelway has swallowed Irish corporate and public sector reseller Business & Scientific Services (BSS) Ltd for an undisclosed sum, bagging Microsoft top-tier certification in the process. Founded in 1985, BSS – which Kelway claims is Microsoft's largest large account reseller (LAR) in Ireland – has offices in …
Paul Kunert, 11 Apr 2012
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

Apple turns the screws on reseller channel

Channel bully boy Apple is halving the early settlement discount for resellers across Europe in a phased rollout. Standard payment terms are 30 days. Previously dealers that paid invoices within 15 days were eligible for a 1 per cent rebate on the order, but this is falling to just 0.5 per cent, further squeezing Apple's …
Paul Kunert, 30 Sep 2011
fingers pointing at man

BT axes staff amid reseller biz shake-up

BT is making a round of redundancies amid the integration of its three reseller operations – Engage IT, Business Direct and dabs.com – and has parted with former bigwig Martin Balaam. The circa £400m turnover supplier insists that only 20 positions are to go where there is an overlap: IT, logistics and pre and specialist sales …
Paul Kunert, 15 Nov 2011
Kelway

Hungry reseller bags HMRC big cheese as COO

Kelway has poached HMRC bigwig Steve Lamey to take on the role of chief operating officer to oversee services transformation at the acquisitive London-based reseller. Lamey joined HMRC as CIO in early summer of 2004 and was made COO a little over three years later. Most recently he was director general for benefits and credits …
Paul Kunert, 07 Jun 2012
closed_sign shut down under collapsed liquidation

Misery ending? UK reseller insolvencies may have bottomed out

Insolvency rates in the UK channel were back to pre-recession levels in Q2, according to official stats from credit reference agency Graydon UK. The picture is remarkably different to a year ago when reseller failures reached a nine-year high with 99 firms hitting the wall, a pattern that continued until the end of Q1 2012 when …
Paul Kunert, 02 Jul 2012

Hefty Euro reseller: 'We laugh in the face of recession. Ha ha'

Specialist Computer Holdings (SCH) tweaked the nose of the recession to record double-digit sales and profit rises in fiscal 2012 ended March. According to unaudited numbers seen by El Reg, the Midlands-based parent of reseller SCC and distie group SDG grew turnover 10 per cent to more than £2.75bn and operating profits by 50 …
Paul Kunert, 25 May 2012
channel

Oracle to overhaul reseller rebates

Oracle has scheduled a conference call with its stoic reseller base to outline an overhaul of the compensation structure to win over the more disillusioned element in its channel, namely former Sun Microsystems dealers. Hosted by Judson Althoff, veep for worldwide alliances and channels at the US tech monster, the phone briefing …
Paul Kunert, 28 Jun 2011
For Sale sign detail

HP extends reseller rebate changes into fiscal 2012

HP is again extending its linear Pay For Results compensation model for Enterprise Server, Storage and Networking (ESSN) resellers as the economy continues to limp along. The US tech titan removed the gating metrics for back-end margin in its Q2 started February and extended it into Q3, then Q4 ... and now into the first three …
Paul Kunert, 11 Oct 2011

Enterprise IT buyers' wallets still glued shut, says reseller giant

Insight Enterprises bigwig Ken Lamneck has wiped out any sales growth hopes for 2013 on the back of a sluggish spending outlook from big ticket customers in the States. The chief exec made the forecast last night as Insight rolled out final Q1 numbers which were as bad as the company had warned nearly a fortnight ago in its …
Paul Kunert, 02 May 2013
channel

iPad bludgeons to death two UK Apple reseller shops

Trams Group management confirmed it has entered a 30-day consultation with former Cancom UK staff over the closure of several retail outlets. As revealed by Channel Register last week, Trams swallowed the UK arm of Apple Premium Reseller (APR) Cancom and has wasted no time in seeking ways to return the loss-making operation to …
Paul Kunert, 19 Mar 2012

Capita IT Services slurps up small security biz

Crapita Capita IT Services confirmed today it has hoovered up security reseller minnow Network Technology Solutions for an undisclosed sum. This is the first bite-size deal of the year for CITS but given its historic addiction to acquisition will unlikely be its last. London-based NTS (UK) majors on intrusion detection and …
Paul Kunert, 21 Mar 2014
Handshake

Outsourcer Atos outsources hardware, data centre refresh

Outsourcing monster Atos has thrown out the overhaul of its own tech infrastructure to Kelway in a five-year deal valued at £150m in total. The London-based reseller giant will refresh the desktop and data centre hardware estates at Atos' managed services biz in the UK and Ireland, and provide associated services. The contract …
Paul Kunert, 17 Mar 2014
graph up

Computacenter splashes out on French reseller

Computacenter's French tentacle is paying €21m for Paris-based reseller Top Info SAS. The deal will see Computacenter pay €21m initially, followed by a €1m cash bonus at year end, dependent on performance, and a further €15m in cash for the anticipated net cash on the books at the closing date – end of March 2011. Top Info has …
John Oates, 15 Feb 2011
graph up

Reseller insolvencies at 9-year high: 89 firms hit the wall

Reseller fatalities remained close to highs not seen since the dot-com bust as small generalist dealers and independent retailers succumbed to economic pressure. Figures from credit reference agency Graydon UK showed that 89 channel firms went under in Q1, edging up from the 88 firms that hit the skids in Q4 and 17 per cent …
Paul Kunert, 12 Apr 2012
chart

Reseller loses veteran chairman and CEO in shake-up

Managed services and software reselling outfit Maxima has raised £2m through a rights issue to fund future development and as a precursor to offloading business units that are deemed "non-core" over the coming months. The LSE-listed firm hired M&A veteran Ian Smith last month after talks with interested buyers that began in …
Paul Kunert, 19 Oct 2011
cloud

Ex Cisco UK reseller boss returns from Excellent Clouds

Cisco's former UK reseller and distie boss Bernadette Wightman has returned to the channel less than three months after taking on a global role with the vendor to head up the Cloud Centre of Excellence. Wightman, who was the local lead for channels, is now becoming managing director for the partner organisation in Cisco's …
Paul Kunert, 15 Aug 2011

HP 'KNEW' about Autonomy's hardware sales BEFORE the whistle blew: report

HP knew about Autonomy's hardware and reseller sales long before a whistleblower pointed them out and the company wrote down its acquisition by $8.8bn, the Financial Times has claimed (paywall), citing emails and Deloitte audit reports. HP has accused Autonomy of "accounting improprieties, misrepresentations and disclosure …
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
channel

Nottinghamshire back-end taken over by giant reseller

Nottinghamshire County Council is handing back office processes to Logica in a deal which hopes to save the local authority £5m a year thanks to shared services. The deal covers human resources, payroll, procurement and finance processes and is worth £7.4m over five years. The reseller and services giant will install an SAP …
John Oates, 06 Dec 2010
chart

Acquisitive reseller plots 'buy and build' trajectory

The boss at acquisitive software reseller and managed service provider m-hance claims the Microsoft mid-market channel is ripe for consolidation. Mark Thompson was brought on board as CEO by Fiona Timothy, chairman at Calyx – acquired by Better Capital in September 2010 – having previously worked together in the management team …
Paul Kunert, 02 Nov 2011
workman in high vis jacket bent over, super-imposed on cloud background

The reseller lining in the SME security cloud

On paper, the cloud is a wonderful thing for small businesses. It gives even the smallest of firms access to enterprise-level software, reduces capital expenditure, and is increasingly seen as being a good move for security, too. This is a turnaround in recent months, says Ben Gower, MD at Perspicuity, a UK SaaS (software-as-a- …
Lucy Sherriff, 21 Jun 2012
channel

Reseller's VAR two-step lands Oz upside

Master reseller Avnet has sold an American value-added reseller it landed through last summer's acquisition of Bell Microproducts while snapping up another to deliver greater leverage in the Australian IT market. On Monday, Avnet acquired itX Group Limited, a reseller with a long history in Australian IT that got its start as a …
good mobile messaging - calendar

How to survive the end-of-quarter SLOGFEST

Most of us working in the channel are no strangers to pressure. For better or worse it’s part and parcel of the job and when it all goes your way, there’s no better feeling in the world. On the other side, I’m sure we could all do without the late hours and the niggling stresses that go along with it. Nowhere is this more …
James Munroe, 17 Jan 2014

Microsoft claims victory over second-hand software broker

Discount-Licensing, a broker of recycled software and member of FAST, has coughed a "significant sum" to settle a trademark infringement case that Microsoft took to the British High Court, a legal counsel for the titan has claimed. The Birmingham-based reseller says it trades in Microsoft Open, Select and Enterprise volumes …
Paul Kunert, 03 Feb 2014

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Chris Mellor

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

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