MicroScope's top stories, week ending 4 October 2013

Getronics buys NEC Enterprise Solutions, HP tweaks PartnerOne programme again, and Intrinsic names new CEO. Catch up on the biggest channel news stories from the past week

Getronics backers buy NEC Enterprise Solutions NEC biz

Getronics has bought NEC Enterprise Solutions’ direct sales and services business in the UK, Portugal, Spain and Switzerland  as part of a major new enterprise communications partnership agreement with NEC Europe.

The deal also includes a provision for Getronics and its unified comms services business Connectis to distribute and supply NEC’s enterprise communications solutions.

Getronics’ German backers, industrial conglomerate Aurelius, said the partnership brought a strong system integration channel to NEC Enterprise Solutions around unified comms, collaboration and mobility.

Meanwhile, it added, NEC Enterprise Solutions’ expertise and existing customer base will allow Getronics and Connectic to expand their own portfolios in the comms arena. For NEC, enhancing and strengthening its channel business enables it to address a larger number of customers as well.

“The interest in and commitment to our portfolio of products and solutions from such a leading solution provider is a clear recognition of our leadership in enterprise networking solutions for the converged world”, said Paul Kievit, VP of enterprise verticals at NEC Europe.

HP PartnerOne gets new specialisations, rebates, certifications

HP has announced a number of additional enhancements to its worldwide PartnerOne set up with the intention of giving its partners a more predictable experience, while helping them stand out from the crowd and increase their own profitability.

HP has already made a number of programme enhancements this year

Building on a number of updates already detailed this year – including the payment of rewards from the first sale with HP – the latest round of tweaks include new specialisations, competitive rebates, role-based certifications, a consistent membership structure and some back-end enhancements to improve its online partner portal experience.

HP’s new specialisations are designed to cover key growth areas such as cloud and big data, and span the following areas: at Platinum level, Software and a Platinum designation for Converged Infrastructure; at Gold, Cloud Builder, Vertica, ServiceOne Enterprise and ServiceOne Printing and Computing; and at Silver, Autonomy, Vertica, ServiceOne Enterprise and for EMEA PPS partners, Workstations.

Meanwhile, the vendor is also launching an online resource, Cloud Partner Solution Navigator, to help cloud-hungry customers seek out the appropriate partners for their projects, and will also be promoting the highest partner levels in end-user marketing campaigns.

SCC revenues up despite impact of SDG sale

Solutions provider SCC has reported a strong year, with growth in its core business outpacing the impact of both challenging trading conditions, and distortions created by the summer 2012 sale of distribution arm SDG.

In the 12 months to 31 March 2013, SCC reported UK sales up 3.5% to £665.30m, while European ops grew by 2.2% to £906.7m, although group operating profit was down by over £2m year-on-year to £7.33m, again as a consequence of market pressures and the SDG sale.

In the UK, the firm made good on its promises to plough some of the cash it got from the sale of SDG into new technologies in order to take advantage of improving market conditions, although services sales were flat at £114.5m.

Ipswitch in major R&D push, targets system integrator business

Network management and monitoring software firm Ipswitch, the firm behind the popular SME management package WhatsUp Gold, has been setting out its vision of the future of its key markets and product roadmap, and how the evolution it is undertaking will impact its partner channel.

Speaking at a roundtable event at the vendor’s base in Lexington, MA, Ipswitch Network Management division president Ennio Carboni described the ongoing evolution of the network monitoring market and laid down the key areas where Ipswitch wants to beef up its portfolio.

Intrinsic names former AppSense boss to CEO role

Managed services provider Intrinsic Technology has recruited former AppSense CEO Darron Antill to the role of chief executive as it seeks to ramp up the next phase of its growth plan.

Antill, who during his time at AppSense more than doubled sales to over $100m through product innovation and opening up new markets, replaces Adam Jarvis, who steps back into the role of sales and commercial director.

Ingram Micro buys hardware recycling outfit CloudBlue

Ingram Micro has forked out an undisclosed sum to buy CloudBlue Technologies, a global provider of enterprise IT asset disposition, onsite data destruction and e-waste recycling services.

Red Hat: solution-based portfolios key to new channel scheme

Open source solutions specialist Red Hat has launched a new channel programme that it says will enable partners to focus on enterprise solution-based sales.

Public sector missing the SME target

In this exclusive content from our September ezine, Billy MacInnes reports on the government's failing attempts to meet targets for increasing its direct IT spend with small and medium-sized enterprises

Lenovo readies server and storage push

Lenovo is readying its UK operations for a push into the server and storage space as it looks to build on its PC Plus strategy to expand its market beyond its core desktop and laptop products.

Phoenix handed uni storage, server framework spot by NetApp

Hosting, cloud and managed services provider Phoenix has been selected by NetApp as a partner under the National Server and Storage Framework (NSSA), opening up more sales opportunities among universities and other affiliated members.

iomart splashes out on Backup Technologies

Cloud specialist iomart has made its second acquisition in the space of a month after buying hosted backup and disaster recovery player Backup Technology for £23m.

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