Channel Business Management

  • May 30, 2012 30 May'12

    Social networks becoming communication medium of choice

    Resellers assuming that a website is enough of a cyber-shop window to promote their services and products could find themselves lagging behind as social networks become the primary form of communication.

  • May 29, 2012 29 May'12

    Economic conditions and skill shortages threaten MSPs

    Tough economic conditions coupled with skills shortages threaten to hold back the market and development of managed service providers (MSPs). The warning that the financial climate is stunting more investment in managed services has been sounded in ...

  • May 29, 2012 29 May'12

    Avnet adds social media to reseller services

    Avnet has taken the wraps off a social media tool designed to help resellers keep their customers informed about the main developments in the vendor community.

  • May 28, 2012 28 May'12

    Equanet sales head Holt heads to Lanway

    Storage and network solutions provider Lanway has appointed former Equanet head of southern sales, David Holt, to run its own sales organisation.

  • May 28, 2012 28 May'12

    Restructuring costs wipe out Phoenix profits

    Full year pre-tax profit at IT services provider Phoenix IT Group has plunged 85% after the firm booked non-recurring costs of £14.9m relating to its ongoing re-organisation programme and £8.1m relating to the end of the ICM brand.

  • May 25, 2012 25 May'12

    Five minute interview: Jason Dance, Exclusive Networks

    MicroScope sits down with Jason Dance, Exclusive Networks UK sales director, for another hard-hitting Five Minute Interview. Tell us what you do for a livingAs sales director for Exclusive Networks UK, it's my job to make sure we hit, and where ...

  • May 24, 2012 24 May'12

    Unite goes on the offensive over HP cuts

    The Unite trade union has said it will hold urgent talks with HP in an attempt to safeguard up to 1,600 UK jobs that may be at risk as a result of the vendor's restructuring programme.

  • May 24, 2012 24 May'12

    HP slashes staff, restructures as profits plunge 31%

    HP has announced plans to ditch 27,000 jobs, or 8% of its workforce, and will embark on a radical restructuring programme in a bid to cut costs of between $3bn to $3.5bn (£1.9bn to £2.2bn) over the next two years.

  • May 23, 2012 23 May'12

    Lenovo growth outpaces PC market again

    Lenovo has proven once again that it seems to have hit on a secret formula for growing PC sales, after powering to record full-year numbers and booking quarterly sales growth of 54%, making it the fastest growing 'top four' PC vendor for the 10th ...

  • May 23, 2012 23 May'12

    Michael Dell pins Windows 8 hopes on consumer upgrades

    Michael Dell has spoken of his hopes for the upcoming launch of Microsoft Windows 8, saying that although enterprise buyers were still in the process of upgrading to Windows 7 and would tend to hold off, there were early signs of a massive refresh ...

  • May 22, 2012 22 May'12

    KCOM profits swell despite group sales decline

    Unaudited annual pre-tax profit at KCOM Group has grown by more than 55% to £51.1m as a result of increased EBITDA and reductions in both exceptional costs and the overall cost of borrowing.

  • May 22, 2012 22 May'12

    Intrinsic appoints new CEO as market heads for the cloud

    Insider Jarvis has been appointed CEO at networking reseller Intrinsic Technology as its market shifts to the cloud offering new opportunities for growth, writes Linda Endersby.

  • May 21, 2012 21 May'12

    Tech Data reports mixed first quarter, sales down, profits up

    Quarterly sales at Computer 2000 parent Tech Data have fallen substantially short of expectations, dropping 7.9% to $5.8bn (£3.6bn) in a torrid macroeconomic environment, with weak foreign currency performance against the US dollar accounting ...

  • May 21, 2012 21 May'12

    Cloud Distribution hires northern sales boss

    Cloud Distribution has appointed Tracey Hannan from telecom company KCOM to head up its sales operations in the North, writes Linda Endersby. Tracey will draw on her 15 years' experience in the industry to help lead, drive and manage sales as Cloud ...

  • May 21, 2012 21 May'12

    CIF to promote Code of Practice at World Forum

    The Cloud Industry Forum (CIF) is to put the case forward for a Code of Practice at this year's Cloud Computing World Forum The Forum feels that providers need to be clear in their cloud offerings to build trust with customers, who in turn need to ...

  • May 21, 2012 21 May'12

    Avnet rolls SolutionsPath out across Europe

    Avnet Technology Solutions is expanding its Solutions Path vertical market scheme across Europe after a successful experience with the programme in the UK.

  • May 21, 2012 21 May'12

    Six Degrees to beef up network with latest acquisition

    A week after buying two cloud hosting firms, acquisitive managed services provider Six Degrees has splashed out on datacentre interconnection specialist Data hop to lay key foundation for its network growth plans.

  • May 18, 2012 18 May'12

    More clarity needed around G-Cloud, urges VMware

    Cloud services providers need to do a lot more to address concerns of lack of clarity and poor communication surrounding the government's G-Cloud initiative, if a new survey of public sector buyers by VMware is to be believed.

  • May 18, 2012 18 May'12

    Dell confirms UK jobs on the line

    Dell has said that it will look to make a series of limited job cuts in the UK as it bids to operate "as effectively as possible". The PC builder claimed this ongoing quest for operational efficiency required it to "rationalise resources and ...

  • May 18, 2012 18 May'12

    Post-Comet life remains tough for Kesa

    Electrical retailer Kesa has found life without Comet not much easier after weak economic conditions took their toll on the high-street player. Having off-loaded Comet to Opcapita for the princely sum of £2 back in February the latest trading ...

  • May 18, 2012 18 May'12

    Resellers compete for pole position with Nimans

    Niman and Mills are encouraging resellers to compete for glory in a nationwide challenge - on the go-karting track, writes Linda Endersby. As official Fusion Data installation distributors, they have teamed up to launch the Formula Fusion 2012. The ...

  • May 18, 2012 18 May'12

    HP on verge of massive job cuts, say reports

    Between 25,000 and 30,000 jobs could be on the line at HP, according to reports, as the IT giant preps deep cuts that expected to be made public in its earnings statement next week.

  • May 17, 2012 17 May'12

    Motorola spin-off Cambium rubber stamps partner programme

    Motorola wireless spin-off Cambium Networks, which split from its owner last year with support from VC outfit Vector Capital, has announced its first dedicated reseller programme, with the emphasis on broadening and developing vertical markets.

  • May 16, 2012 16 May'12

    Midmarket channel deals high on Avaya agenda

    Avaya's new UK and Ireland managing director Simon Culmer has revealed he is weighing up the merits of putting in place a new horizontal midmarket tier to sit across the firm's vertically-oriented sales structure, and will be leaning on channel ...

  • May 16, 2012 16 May'12

    Poor strategy leaves IT organisations unaware of debt issue

    New global research confirms IT organisations need a more robust application portfolio management strategy to curb IT debt and inform mainframe investments, writes Linda Endersby.

  • May 16, 2012 16 May'12

    Exclusive sales power to quarterly high

    Self-styled superVAD Exclusive Networks has booked first quarter sales of €62m (£49.5m), breezing comfortably past both sales and margin targets with 29% year-on-year growth.

  • May 16, 2012 16 May'12

    Datatec despairs of UK economy

    Datatec, the South Africa-based group behind Westcon and logically, has reported a solid end to its fiscal 2012 which closed on 29 February, but once again has bemoaned a challenging economic environment in the UK, revealing that the bulk of its ...

  • May 15, 2012 15 May'12

    Dell launches social media training for partners

    Dell Premier and Certified partners are to get access to social media training sessions, with on-demand modules set to be added to Dell's Partner Direct portal in the near future.

  • May 15, 2012 15 May'12

    Six Degrees throws down gauntlet to cloud rivals

    Cloud services provider Six Degrees has set its sights onaggressive growth over the course of the year and said its ambition is to be"talked about in the same breath as the Rackspaces and Iomarts of this world by year end," according to ...

  • May 15, 2012 15 May'12

    Cutting taxes and red tape pitched as way to encourage growth

    With the Eurozone economic crisis deepening the pressure is being raised for the government to do more to help British businesses.

  • May 14, 2012 14 May'12

    Daisy lifts wraps on underground Manchester hideout

    Comms and networking provider Daisy Group has poured a million pound investment in its Manchester city centre datacentre, adding more energy efficient technology to the underground facility that it claims could save it up to £25,000 a year.

  • May 11, 2012 11 May'12

    Dixons trading year ends on positive note

    Dixons Retail has published trading results for the 16, 28 and 52 weeks ending 28 April 2012, showing sales down but better than expected, writes Linda Endersby. Although total group sales were down 3% over the year the period had a positive end ...

  • May 11, 2012 11 May'12

    Regulatory pressures reveal poor risk management controls

    A recent survey shows that in times of increasing regulatory pressures only a third of businesses think they have robust processes in place to manage governance risk and compliance (GRC), writes Linda Endersby.

  • May 10, 2012 10 May'12

    Mozy backs up reseller programme with online portal

    Data protection provider Mozy, has taken the wraps off first online portal for resellers in the UK just days after it kicked off its channel programme, writes Linda Endersby.

  • May 10, 2012 10 May'12

    NCC aims to reduce web attacks with .secure domain

    NCC Group has set up a separate business to deliver secure web infrastructure services to meet the growing need for watertight web surfing.

  • May 10, 2012 10 May'12

    Cisco bosses round on Huawei

    Cisco's top brass have again shown they have Huawei on their minds, talking extensively about the competition and in particular their response to the growth of their Chinese rival on a conference call marking the end of Cisco's third quarter.

  • May 09, 2012 09 May'12

    VMware pushes partners towards new SME business

    VMware's new UK channel boss Ed Dolman has called for partners of the virtualisation vendor to ramp up their focus on the SME market, vowing to provide increased support levels and offering up to 10% additional rebate on sales into net new customers.

  • May 09, 2012 09 May'12

    Avaya confirms Huawei man Culmer as Sheppard replacement

    Avaya has confirmed the acquisition of Simon Culmer as its new UK and Ireland managing director, replacing Andrew Sheppard, who departed the comms firm in April after just eight months in charge.

  • May 09, 2012 09 May'12

    Cloud Distribution to expand Vyatta UK presence

    Cloud Distribution has announced a new partnership with Vyatta, vendor of software-based networking for virtual and cloud environments.

  • May 08, 2012 08 May'12

    Global SMB IT spend on the rise, reports Spiceworks

    According to the State of SMB IT survey results released today by Spiceworks, the social business network, SMBs are continuing to expand IT budgets, which now average £94,000 ($152,000) per year, writes Linda Endersby.

  • May 08, 2012 08 May'12

    In-depth: Dress servers up for sales success

    To succeed in an evolving server market, resellers must package up hardware and services to sell a complete solution.

  • May 04, 2012 04 May'12

    Column: Wanted: honest relationship. Ts&Cs need not apply

    Recently, one of the big supermarkets complained that shoppers are cheating them. It turns out that people who scan their own shopping are becoming increasingly dishonest.

  • May 04, 2012 04 May'12

    Leasing becoming an option for cash-strapped firms

    More customers are turning to leasing as a way to get access to funds in a bid to catch up on a few years of sluggish IT investment. Research carried out by Equanet has highlighted a three-year gap in technology investment, which is hampering ...

  • May 03, 2012 03 May'12

    Acer eyes corporate resellers with new channel programme

    Acer has revealed details of a new partner programme, launching in June, that it hopes will enable it to take a larger slice of the corporate market, while keeping focus on the SMB sector.

  • May 02, 2012 02 May'12

    Revitalised Getronics strategy puts emphasis on collaboration

    Services and outsourcing house Getronics has been detailing aspects of its evolving business strategy as its acquisition by Germany-based investment vehicle Aurelius, first announced in January, closes.

  • May 02, 2012 02 May'12

    ACEs shortlist announced

    The shortlist for the MicroScope Awards for Channel Excellence has been unveiled with voting now open. A large number of entries made the judging of the long-list a challenge with many submissions containing quality reference points to back up the ...

  • May 01, 2012 01 May'12

    Column: Just who is the ICO penalising with fines for data breaches?

    I was fascinated by a story concerning how the Information Commissioner's Office (ICO) punishes organisations that self-report data breaches.

  • May 01, 2012 01 May'12

    Cloud purchase pays off for ShoreTel, but net profit still elusive

    ShoreTel's 1 February acquisition of cloud communications vendor M5 Networks looks to be paying off, the firm has revealed.

  • May 01, 2012 01 May'12

    Monitoring tools key to managed services success

    Resellers looking to move into managed services have been advised to think carefully about their choice of monitoring tools.

  • May 01, 2012 01 May'12

    ACS guzzles Microsoft, Cisco partner Fabric Technologies

    Software and services provider ACS has bought City of London-based Microsoft Gold Partner and managed services provider Fabric Technologies Ltd for £4.6m.

  • April 30, 2012 30 Apr'12

    M-hance launches first graduate recruitment scheme

    Microsoft software house m-hance has teamed up with specialist recruiters Discovery Graduates to launch its first graduate recruitment scheme.

  • April 30, 2012 30 Apr'12

    Datapoint makes key managed services hire

    Unified communications (UC) reseller and contact centre specialist Datapoint has recruited former Easy net professional services head Matt Taylor to "inject much-needed momentum into the development of [its] professional and managed services ...

  • April 27, 2012 27 Apr'12

    Events: Managed Services Convention - London 2012

    The Managed Services Convention is the primary UK channel event addressing the implications that the combination of the Cloud, Mobility, new intelligent devices and consumerisation is having on the implementation and delivery of business solutions.

  • April 27, 2012 27 Apr'12

    Ingram Micro's Monié fuels midmarket M&A fire

    Ingram Micro CEO Alain has spoken again of his willingness to grow the business through acquisitions, pointing to the midmarket as a potential target.

  • April 27, 2012 27 Apr'12

    Northamber's strategy starting to stir more optimism

    Northamber continues to move away from "high volume but empty revenue" business but has been forced to make redundancies in its logistics operations to keep on track.

  • April 27, 2012 27 Apr'12

    Avnet sales down on Euro crisis, but margin boost cheers distie

    The Eurozone debt crisis weighed heavily on Avnet's third quarter results, dragging down overall sales by just under 6% to $6.28bn (£3.88bn) as both Electronics Marketing (EM)and Technology Solutions (TS)divisions booked double digit declines ...

  • April 26, 2012 26 Apr'12

    IT insolvencies rise as UK heads back into recession

    The number of IT firms hitting the wall grew last month revealing the cost to businesses of struggling to keep trading in a double-dip recession.

  • April 25, 2012 25 Apr'12

    Business unit star performer for Virgin Media

    Virgin Media Business (VMB) has been hailed as the star performer in comms provider Virgin Media's latest quarter, with 7.1% growth in unit sales to £170.4m contributing close to 50% of the group's overall growth.

  • April 25, 2012 25 Apr'12

    Carbon rising up the channel agenda

    It's looking like June will be the first opportunity companies will have to buy carbon tax credits under the Carbon Reduction Commitment (CRC), writes David Galton-Fenzi.

  • April 25, 2012 25 Apr'12

    Apple sour on PC tablet convergence

    Tim Cook has dismissed the idea that Apple may look to converge its iPad and MacBook lines in the future, and said that while other endpoint hardware vendors may try to go down that route, it would likely be "from a defensive point of view."

  • April 24, 2012 24 Apr'12

    Barracuda urges partners to change security conversation

    Networking security firm Barracuda Networks has urged partners to change their pitches around security solution sales in order to get the most out of their customers.

  • April 23, 2012 23 Apr'12

    Column: The poaching clause that sounds like a closed shop

    So it looks as if Apple, Google, Intel, Adobe, Walt Disney and Pixar are going to have to face the prospect of a trial in a class action lawsuit claiming they conspired not to poach each other's staff, writes Billy MacInnes.

  • April 20, 2012 20 Apr'12

    OpenStack not yet a mature competitor, says VMware CEO

    VMware CEO Paul Maritz has dismissed Rackspace's OpenStack cloud computing project as "relatively immature" and not yet a competitive threat to the vSphere environment, saying that VMware's greater, nearer-term challenge will come from Microsoft.

  • April 20, 2012 20 Apr'12

    In-depth: HMRC goes real time

    Soon to be compulsory, employers need to know about Real Time Information (RTI), a project launched by the government some 18 months ago to overhaul the way PAYE is run in the UK, writes Jason Piper.

  • April 20, 2012 20 Apr'12

    Customer experience marketing is in the cloud of confusion

    Customers. Let's be honest, they're an expensive pain in the assets. You can never do enough for them so who'd blame you if you took a leaf out of one famous telco's book and didn't bother?

  • April 19, 2012 19 Apr'12

    Colt expands channel with managed services franchise options

    Networking services provider Colt is to add a new string to its bow, creating a franchise partner channel in a bid to increase its exposure to end-user customers across Europe and help comms VARs make the transition into a managed services role.

  • April 19, 2012 19 Apr'12

    Resellers warned BYOD will disrupt support services

    The bring your own device trend is set to reach a £2bn opportunity in the UK software and IT services market by 2016 but could spell problems for those resellers who fail to move with the times.

  • April 18, 2012 18 Apr'12

    Services continue to deliver for Computacenter

    The services business continues to deliver for Computacenter with the long-term picture looking rosy for the channel player, despite some current margin erosion.

  • April 17, 2012 17 Apr'12

    Mid-sized firms losing out on talent to competition

    Mid-sized firms are struggling to secure the top talent as they miss out on some of the most attractive staff to start-ups or larger rivals prepared to give bigger salaries.

  • April 17, 2012 17 Apr'12

    Industry job applications hit new high

    Specialist IT recruitment agency CV Screen has reported a surge in applicants for IT jobs, with an average of 194 applications per advertised vacancy during the last 12 months, suggesting that confidence in the sector was bouncing back.

  • April 17, 2012 17 Apr'12

    Notion to back cloud firms with $150m investment fund

    Investment specialist Notion Capital has unveiled plans to invest up to $150m in cloud computing and Software as a service (SaaS) companies in the UK and Europe.

  • April 16, 2012 16 Apr'12

    Gartner survey reveals CEOs will increase IT investment

    According to a new Gartner CEO Survey 85% percent of CEOs believe their enterprises will be impacted by an economic downturn in 2012, writes Linda Endersby. Despite this cautionary feel most CEOs will increase IT investment, but the analyst house ...

  • April 16, 2012 16 Apr'12

    Software resellers named to Pro5 public sector framework

    A grand total of 12 resellers have been named to the Pro5 public sector buying consortium's new software and associated services framework, which covers over 200 local authorities and public sector organisations across the country, with two firms, ...

  • April 16, 2012 16 Apr'12

    The Internet Group eyes exiting MSP owner-managers

    Managed service provider owner managers looking to exit their businesses will form a key part of The Internet Group's (TIG) acquisition strategy, the firm has said.

  • April 13, 2012 13 Apr'12

    IT market leading jobs recovery

    The IT market is leading the recovery in employment opportunities with the number of permanent vacancies in the sector hitting an eight year high.

  • April 11, 2012 11 Apr'12

    Motorola puts emphasis on apps as VAR programme hits UK

    Motorola Solutions has been talking up the potential of application provision and development as its long-awaited Partner Empower reseller programme goes live across EMEA.

  • April 11, 2012 11 Apr'12

    Axing ICT teaching could worsen skills gap

    With the deadline looming for responses to the government's proposal to axe ICT from the school curriculum one of the industry skills groups has called for a rethink.

  • April 10, 2012 10 Apr'12

    Palo Alto in $175m IPO bid

    Network security vendor Palo Alto Networks has taken the first step along the road to going public, filing a registration statement with the SEC ahead of an IPO that it is thought could value the fast-growing enterprise firewall specialist at as ...

  • April 05, 2012 05 Apr'12

    Azlan revamps SMARTnet quote tool for Cisco VARs

    C2000 enterprise networking wing Azlan has unveiled a series of tweaks to its Felix platform, which provides quoting, ordering and contract management for resellers using Cisco's SMART net support services plan.

  • April 05, 2012 05 Apr'12

    FAST, Trading Standards piracy campaign heads for South East

    The Federation Against Software Theft (FAST) and Trading Standards are to bring their anti-software piracy campaign to London and the South East, writes Linda Endersby.

  • April 05, 2012 05 Apr'12

    Gartner revises quarterly IT forecast down on dollar fears

    Worldwide IT spending now looks set to hit $3.7tn (£2.3tn) for 2012, up 2.5% on 2011 but down by 0.2% on previous estimates, according to Gartner's latest market outlook.

  • April 05, 2012 05 Apr'12

    UK economy pulls back from brink of double dip

    Fears of a double dip recession have receded slightly after the latest UK Services Purchasing Manager's Index (PMI) from Markit and the Chartered Institute of Purchase and Supply (CIPS) showed the economy grew at its strongest rate in the first ...

  • April 04, 2012 04 Apr'12

    Scottish IT firms encouraged to get behind paid intern scheme

    Channel businesses located north of the border are being encouraged to support a new initiative from e-Placement Scotland.

  • April 04, 2012 04 Apr'12

    Avnet extends helpdesk support for resellers

    In a move that will support resellers selling managed services Avnet has unveiled a 24 hour helpdesk feature.

  • April 03, 2012 03 Apr'12

    Cashflow problems threaten to stall SME growth ambitions

    Cashflow continues to be a problem for businesses struggling to get through the recession and could be holding back growth.

  • March 28, 2012 28 Mar'12

    Tech employers confident they can fill jobs gap

    Hopes that have been pinned on the private sector as being a source for jobs to offset public sector cuts look well placed when it comes to the IT market.

  • March 27, 2012 27 Mar'12

    Longer relationships on offer to managed services providers

    The benefits of managed services for channel partners are fairly well established with recurring revenues and greater chances of incremental revenue on the list. But additional rewards are emerging including gaining longer relationships with ...

  • March 27, 2012 27 Mar'12

    Workers want more spent on training

    British workers would like to see their firms reinvest money into training with staff viewing some of the spending in other areas as wasteful.

  • March 27, 2012 27 Mar'12

    Lord Sugar weighs into credit debate

    Lord Alan Sugar has decided to share his views about SME credit describing most of those that are rejected for credit as 'skint' and not worth the backing of the banks.

  • March 23, 2012 23 Mar'12

    BYOD pricing models lead to MSP head scratching

    Managed service providers are struggling to come to terms with the pricing of providing support for those who bring their own devices to work.

  • March 22, 2012 22 Mar'12

    Channel failing to take up credit

    Computer 2000 has indicated that it has more credit available for the channel with millions not being used by partners. The distributor has around £1bn available for credit to pass onto resellers but currently only around £400m of that ...

  • March 22, 2012 22 Mar'12

    Resellers urged to recognise rapidly changing landscape

    Resellers have to be aware that the world has shifted away from Windows dominance as consumerisation starts to have a dramatic effect on the platforms being used in the workplace.

  • March 21, 2012 21 Mar'12

    Chancellor uses Budget to talk up investment in verticals

    The Chancellor has outlined plans to create the conditions to encourage business to invest pledging in his Budget to plough spending into infrastructure and to back key industry sectors that should deliver growth.

  • March 20, 2012 20 Mar'12

    Budget wishlist includes tax changes and more SME support

    With the Budget just a day away the industry has made its wishes clear asking the Chancellor to simplify taxes and provide more support for tech start-ups. In addition there have also been calls for the greater use of open source to cut costs and to...

  • March 20, 2012 20 Mar'12

    Government unveils details of SME credit easing plan

    Details of the government's plans to ease the supply of credit to hard pressed SMEs has finally been unveiled a day before the Budget. The National Loan Guarantee Scheme is offering firms with a turnover below £50m with access to money at a ...

  • March 19, 2012 19 Mar'12

    Juniper channel operation coalesces around social media

    In the wake of a major partner programme refresh, Juniper Networks is making the case for integrating channel marketing strategies more tightly with social media, saying its partners need to transform the way in which they interact with both vendors...

  • March 15, 2012 15 Mar'12

    Weak UK economy highlighted as concern by Datatec

    Datatec has described the state of the UK economy as weak as it revealed the state of its own fiscal finances in a trading update.

  • March 14, 2012 14 Mar'12

    MTI appoints new managed services boss

    Storage and virtualisation reseller MTI has appointed former IPsoft EMEA service delivery management head Simon Walters to run its Managed Services division.

  • March 13, 2012 13 Mar'12

    Events: The Level Platforms MSP opportunity

    The way events usually work is that resellers gather in a room and a vendor stands up and talks about how their solution can improve their lives. Usually the vendor, although with many years in the business, is coming from a background having worked...

  • March 13, 2012 13 Mar'12

    Slow start to the year on the tech M&A front

    M&A activity in the tech market continues to struggle to get going this year as last month continued to show 2012 had started quietly.