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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
box_shifting_channel

Arrow's Computerlinks gobble - a vendor's perspective

One of the channel's worst kept secrets was finally outed last month as US behemoth Arrow Electronics agreed to snap up Munich-headquartered VAD Computerlinks for a cool €230m. In many ways it was a canny bit of business for Arrow and should give it access to some high-end customers, but the deal raises more questions than it …
Tim Ayling, 27 Sep 2013
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

Gartner gurus: Storage array market GREW at the end of 2013

Number-crunchers Gartner's external storage market gurus reckoned it returned to year-on-year growth in the last quarter of fiscal 2013. According to Gartner: “Worldwide external controller-based (ECB) disk storage vendor revenue totalled $6.3bn in the fourth quarter of 2013, a five per cent increase from $6.0bn a year ago.” …
Chris Mellor, 21 Mar 2014
channel

Acer first PC vendor to confirm price hike

Acer has become the first major PC vendor to confirm a price rise in response to flooding in Thailand, which it says has led to a 20 per cent hike in the cost of disk drives. This comes just days after Acer described the outlook for HDD supplies as uncertain, while rivals firms agreed drive component prices would head north, and …
Paul Kunert, 28 Oct 2011
euros_channel_money

Dimension Data hoovers up NextiraOne's Euro operations

Dimension Data has hoovered up certain subsidiaries of comms and networking integrator NextiraOne after the deal was given the green light by the European Commission's Mergers and Acquisitions team. The cash terms were not disclosed but initially Di Data will swallow 13 Euro country operations – including the UK – and, dependent …
Paul Kunert, 04 Feb 2014
Cloud security

Neither Snowden nor the NSA puts CIOs off the cloud, it's just FUD

The Edward Snowden affair has not put CIOs off the public cloud, but only because IT professionals were already wary of the security issues and vendor lock-in, a Bloomberg tech conference heard last week. A panel discussing the cloud and the enterprise at the Bloomberg Enterprise Technology Summit in London focused on the …
Joe Fay, 17 Dec 2013
parallels logo schematics

Parallels could whip VMware or Microsoft, happier as Robin Hood

Parallels is best known for two things: a fine desktop hypervisor and the Virtuozzo containerised server-wrangler that many service providers use to dish out virtual machines to their customers. Both businesses are doing well, but the company isn't leading with either. Instead, it is now keenest on Parallels Automation, the …
Simon Sharwood, 16 Apr 2014

Never been a better time NOT to be selling servers

Anyone banking on those Q3 server sales bonuses to pay for that Chrimbo trip to sunnier climes better wrap up warm after a cool wind blew through the EMEA market. Shipments declined for the eighth consecutive quarter in the silly summer season, down 7 per cent on a year ago to 549,000 systems, preliminary data from Gartner shows …
Paul Kunert, 15 Nov 2013
big droplets falling from rain cloud

Commoditisation. It's HAPPENING. This is NOT a drill

Your mileage may vary somewhat but 2014 is already beginning to get interesting from a storage point of view. And it appears to have little to do with technology or perhaps too little technology. Perhaps the innovation has stopped? Or perhaps we’re finally beginning to see the impact of Google/Amazon and Azure on the Enterprise …
StorageBod, 07 Feb 2014
management analysis3

Tech Data granted one more stay of execution by NASDAQ

The NASDAQ Panel has granted Tech Data a final extension until the end of March to get its accounts up-to-date or face an embarrassing and costly de-listing. The tanker-sized wholesaler confirmed this in a brief filing today that it had until the 27th of that month to report restated results for each quarter in fiscal '14 ending …
Paul Kunert, 09 Dec 2013

Microsoft hands Neath keys to OEM kingdom

Microsoft has filled the Gary Fowle-shaped gap at the top of its local OEM business, with Darren Neath stepping into the breach. Fowle resigned as senior OEM director at Microsoft UK in May and is heading to the vendor's Singapore operation to take on the same job. "Darren Neath, formerly director of our multi-national accounts …
Paul Kunert, 23 Jul 2013
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

Tech Data: We need ethics, and we've found the right man

It comes to something when a corporation is forced to appoint a chief ethics and compliance officer but that is exactly what distributor Tech Data has done, weeks after completing its costly accounting investigation. Fourteen-year company veteran Jean-Paul Durand – who most recently served as TD's vice president, assistant …
Paul Kunert, 18 Feb 2014
Artist's impression of thunder-thighs kicking a lesser dinosaur into touch. Pic: UCL

SaaS superstars' cynical sales schemes make them dinosaurs-in-waiting

Distinguished Gartner analyst Robert P. Desisto has offered up an interesting theory: Software-as-a-Service (SaaS) giants are on the way to making themselves so bloated and cynical you'll want to find new sources of software. Desisto (who we deeply hope has collaborated with someone surnamed Cease) popped his thoughts in a blog …
Simon Sharwood, 03 Dec 2013

Alca-Lu posts loss, share price rises

The combination of American growth, continuing staff cuts and an ongoing restructure last week delivered a narrowing quarterly loss for Alcatel-Lucent. On sales of €3.67 billion ($US5 billion), the vendor turned in a not-catastrophic net loss of €200 million ($US275 million), weighed down by €335 million ($US461 million) in …
management regulation1

Juniper jury sinks Palo Alto Networks case, for now

Juniper Networks' patent case against Palo Alto Networks is in abeyance for now, after a US judge declared a mistrial because the jury couldn't reach a unanimous verdict. The case was over US patents 8,077,723, 7,779,459, 7,650,634, 7,302,700, 7,093,280 and 6,772,347, which Juniper said PAN was infringing. PAN was founded by …
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

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

Ex-Amazon brain, ex-Cisco bigwig eager to smash lock to networking throne room

In another indication of changes in the networking market, two startups are teaming up to give companies greater choice in the tech they want to use to lash together their computers, threatening the businesses of incumbents like Cisco. The tie-up between Cumulus Networks and Midokura was announced on Wednesday and will see a …
Jack Clark, 20 Mar 2014
lifebelt

Overland Storage in fiendish reverse stock split share value ploy

Overland Storage, the troubled tape and low-end scale-out disk array storage vendor, is wanting to do a reverse stock split to get its share price up above the Nasdaq exit level. This is revealed in an SEC Form-8K filing by Overland. It states: "On April 3, 2014, the Board of Directors of the Company approved a one-for-five (1- …
Chris Mellor, 04 Apr 2014
channel_teaser_exit

Ingram exec reshuffle leads to exit of UK and Italy veeps

Ingram Micro has waved goodbye to a several Euro veeps with Johan Vandenbussche and Vincenzo Baggio the victims of a top level reshuffle. Recently instated European boss man Gerhard Schulz is making his mark on the distie giant, and likely shedding a few pounds will help the cost base too. The existing cluster of businesses in …
Paul Kunert, 22 Oct 2013

Tech Data: UK accounting errors cost us $27m

Tech Data (TD) has turned to "external experts" to beef up fraud detection measures after it emerged that righting accounting wrongs at its UK sub had wiped $27m (£16.55m) off net profits for the last three years. The restatement equates to three per cent of income made during fiscal '11, '12 and '13, the periods that forensic …
Paul Kunert, 05 Feb 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
Dragon

No one's likely to get rich selling disks in '14... but it won't stop 'em trying

As we ended 2013, we saw both winners and losers in the world of flash, for example: Violin Memory crashing as it struggled to increase sales and reduce burn; yet Pure Storage seem to be on a stellar rise - and hiring like maniacs, I hear. A UK launch is imminent and its is going to be an interesting one to watch. All-flash …
StorageBod, 21 Jan 2014
management management3

Alternative Networks hauls in heavy duty sales hand

Alternative Networks has turned to former Vodafone UK enterprise channel boss Chris Huggett to reinvigorate stagnating sales. The appointment as group sales director at the London Stock Exchange-listed biz comms provider comes after a disappointing 2013 for investors, when revenue stagnated at £114m and operating profit dipped …
Paul Kunert, 13 Jan 2014
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
management strategy1

Logicalis taps up Fujitsu man as services overlord

A former Fujitsu slinger has strolled into Logicalis to take control of the UK services organisation and provide local country head Mark Starkey with one throat to choke. At present, managed services director Tim Wadey, technical services director Mike Cummins and director of Wales Melanie Bishop - who runs the public sector …
Paul Kunert, 17 Mar 2014
Tech Data

Tech Data: Computer 2000 brand taken out back and shot...today

The Computer 2000 brand is to be retired from today as the UK arm of Tech Data adopts its parent's name tag. The timing is interesting, given that C2000 – or the company formerly known as C2000 – is the subject of an ongoing investigation into vendor accounting improprieties. In a letter sent to vendor customers, seen by El …
Paul Kunert, 07 Oct 2013
The Black Knight

BlackBerry CEO: Reports of firm's death 'greatly exaggerated'

In a move oddly reminiscent of a Monty Python sketch, interim BlackBerry CEO John Chen has urged enterprise customers not to heave the ailing smartphone vendor onto the plague cart to be hauled away just yet. In an open letter distributed on Monday, Chen insisted that BlackBerry's recent misfortune was only a flesh wound, saying …
Neil McAllister, 02 Dec 2013

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
A US Army M1A1 Abrams tank heads out on a mission from Forward Operating Base MacKenzie in Iraq on October 27, 2004

Microsoft rallies channel troops: Sell, sell, sell our spanking new 'Cloud OS'

Microsoft has flexed its on-premises software expertise and armed 25 IT service providers with Redmond technology – so they can snatch back customers lured by siren calls emanating from Amazon Web Services. The new "Cloud OS Network" involves Microsoft dispersing its "Cloud OS" technology among a slew of resellers, distributors …
Jack Clark, 12 Dec 2013
Gone fishing

HP goes fishing for a UK storage boss, hooks HDS sales director

HP has raided Hitachi Data Systems UK and snapped up director Nick Venables to run its local storage division, following a recent shake-up of the team. Warren Duke, the former head of storage at HP, was made channel boss of the business unit at the start of this month, among numerous other changes within the Enterprise Group. …
Paul Kunert, 15 Nov 2013

Apple finance overlord Oppenheimer: I love Apple, but I gotta get this pilot licence. See ya

Apple's chief bean counter Peter Oppenheimer – the man who has been a constant during Apple's dark pre-iPod days and amid the meteoric rise since – is to call it a day at the end of September. The Cupertino finance lord manages all the grey aspects of the colourful tech vendor's biz including treasury, information systems, …
Paul Kunert, 04 Mar 2014

CMS Distribution swallows Interactive Ideas

Specialist storage and CE wholesaler CMS Distribution has hoovered up open source distie Interactive Ideas for an undisclosed sum. The buy of London-based Interactive adds vendors including RedHat, NetIQ and Solar Winds. "There is no vendor cross over," said Frank Salmon, CEO at CMS. "The future of storage is open architecture …
Paul Kunert, 05 Nov 2013
channel_teaser_exit

Tech Data suspends four amid accountancy probe

Four middle managers in the finance function at Computer 2000 have been suspended as the distributor continues to investigate improprieties into vendor accounting errors. Back in March Tech Data, parent of UK arm C2000, revealed it would restate results for fiscal 2011, '12 and some or all of '13 that could wipe out between $25m …
Paul Kunert, 17 May 2013
cloud

AVG killing LiveKive cloud storage service

Mere weeks after pulling the pin on its Crossloop remote access service, AVG has let users of its LiveKive cloud storage service know that it is destined for the Knacker's yard too. LiveKive launched in 2011 offering a sync 'n' share service with a small twist: the free 5GB plan was a 30-day trial and there was an unlimited tier …
Simon Sharwood, 03 Mar 2014
axe_channel_teaser

Unite: HP 'addicted to culture of job cuts' as axe raised again

The brothers at Unite have slammed HP for being a "long term addict to a culture of job cuts" as the union bemoaned the loss of a claimed 1,124 UK staffers due to collect their P45s by January. The redundancies are part of the 7,100 mass layoffs across Europe that HP is pushing through before the end of the current fiscal year …
Paul Kunert, 04 Dec 2013
management strategy3

EMC hires channel veteran as new EMEA COO

Former Colt Technology Services grand fromage Simon Walsh is set to become one of the top brass at EMC EMEA, according to multiple industry sources. Walsh, an exec director at Colt, exited the business back in November along with a couple of his lieutenants following nearly three years at the firm. Sources told us that Walsh …
Paul Kunert, 15 Jan 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

IBM: We gave NOTHING to the NSA, stateside or elsewhere

IBM has become the latest of the tech giants to deny handing over customer data to the NSA's PRISM program. In this open letter, Big Blue's general counsel Robert Weber (also senior veep for legal and regulatory affairs) gives the “no way” message to the world at large. Specifically, Weber writes that IBM did not provide “ …

Looking to sell the cloud? You're going to need references

Over the past few years, industry conversations around cloud computing have shifted. Whereas they initially focused on customer organisation benefits, such as lower costs and greater flexibility while using services, today we realise that cloud technology is in the process of fundamentally transforming the IT supply chain itself …
Philippe Fossé, 23 Aug 2013

Lenovo haggling with IBM over price of System X... AGAIN

High-flying PC maker Lenovo has confirmed it has re-taken a seat at the negotiating table with an unnamed server vendor, widely believed to be IBM. That Big Blue is committed to offloading its System X unit - the x86 division that was the subject of sale talks with Lenovo last year - would come as no surprise to anyone involved …
Paul Kunert, 21 Jan 2014

Apple execs: 'Consumers want what we don't have'

The latest patent row between Apple and Samsung is showing the unpleasant details of the ongoing market battle between the two consumer electronics giants. In documents submitted to the San Jose District Court, internal memos from the two firms show that Samsung has become fixated on Apple more than any other competitor in the …
Shaun Nichols, 07 Apr 2014

Alca-Lu plots enterprise exit, again

Alcatel-Lucent once again hopes to exit the enterprise business to concentrate on the carrier and service provider markets. Reuters is reporting the move as part of Alca-Lu's plan to shed €1 billion worth of assets by 2015. The news agency's sources have told it that Lazard Limited is advising the vendor on the sale. Finding a …
Declining graph

PC market's bleeding slows thanks to XP phase-out

The end of support for the Windows XP operating system has triggered a jump in sales, bringing a rare bit of good news for PC vendors. Research firm Gartner found that PC sales in the first quarter of 2014 are down 1.7 per cent over the same period last year. While still showing decline, the figure points to a possible rebound …
Shaun Nichols, 10 Apr 2014

Why IBM's server sell-off is a lightbulb moment

We’re not even out of January yet and already the UK's tech channel has possibly seen its biggest story of 2014 after IBM sold its low-end server business to Lenovo. The two companies have history, of course, with IBM offloading its profitable-but-not-for-long PC business to the Chinese firm back in 2005. Lenovo did rather well …
Electronic waste dump in China

Acer writes off MEELLIONS again, scraps raw materials

Beleaguered PC maker Acer is back in the red again after scrapping millions of pounds worth of raw materials inventory as the first move to "dig" itself out of a deepening hole. With a new broom on board - the latest CEO Jason Chen was plonked into the top job back in December - operating under the gaze of founder and returning …
Paul Kunert, 17 Jan 2014

IBM likes the channel, puts a ring on it

IBM is getting more touchy with resellers by tackling channel conflict in its hardware biz following a massive slide in server sales during recent quarters. The move is being made exclusively in the System & Technology Group (STG) where IBM sales reps will now only be paid incentives for deals closed alongside resellers, not …
Paul Kunert, 27 Aug 2013

Mega-distie Ingram Micro cops to plans to axe jobs, padlock offices

Ingram Micro has confirmed that the "delayering" exercise that it was cagey about a fortnight ago will indeed involve redundancies across European ops as it centralises back-office functions. The beefy tech wholesaler revealed earlier this month that it is trying to figure out ways to slash annual overheads by $100m, speed up …
Paul Kunert, 27 Feb 2014

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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