Channel Business Management

  • November 07, 2008 07 Nov'08

    Lenovo to respond 'aggressively' as profit slumps 77%

    Lenovo president and CEO William Amelio today pledged to "aggressively pursue growth opportunities" during the coming recession as the slowing PC market knocked back its Q2 2009 numbers.

  • November 04, 2008 04 Nov'08

    Acer delivers Q3 profits and bullish outlook

    Acer delivered a profit in the third quarter and gave retailers reason to cheer if its bullish forecasts for the final trading period of 2008 are to be believed.

  • October 31, 2008 31 Oct'08

    Proving that the grass is greener

    In business, we are always listening to customers and trying to understand what they want. The ability to be ‘green' has quickly emerged as one of the major challenges facing businesses today.

  • October 31, 2008 31 Oct'08

    Lighten the load to add value

    While most businesses increasingly rely on an extensive IT infrastructure just to stay operational, controlling the costs of the infrastructure is a constant challenge. This is all the harder for companies on a global scale that manage multiple ...

  • October 31, 2008 31 Oct'08

    Guarding against fraud now crucial

    Preventing fraud is a headache at the best of times but having the right controls in place to manage such instances could be crucial for resellers and distributors to survive as the slowdown bites.

  • October 31, 2008 31 Oct'08

    Services with a smile

    As product margins have progressively eroded over the past decade or so, providing value-added services has become increasingly important to many channel partners in order to make a decent living.

  • October 30, 2008 30 Oct'08

    British SMEs to get £4bn in aid

    Chancellor Alastair Darling revealed today he has secured around £4bn of lending for UK businesses from the European Investment Bank (EIB) up to 2011.

  • October 30, 2008 30 Oct'08

    Alcatel-Lucent sees green shoots of recovery

    CEO Ben Verwaayen accentuated the positive as he delivered his first set of quarterly results in charge of Alcatel-Lucent this morning, with evidence of a recovery in the firm’s fortunes at long last on the horizon.

  • October 24, 2008 24 Oct'08

    Graydon unveils service to help resellers tackle fraud

    Graydon UK has launched a fraud busting service for resellers to help them counter the prospect of rising fraud attacks in the recession.

  • October 24, 2008 24 Oct'08

    Juniper boss sees potential despite crunch

    As another turbulent week on the stock markets draws to a close and politicians begin to openly talk about a recession.

  • October 24, 2008 24 Oct'08

    Ingram Micro still haunted by freight charging

    Ingram Micro's EMEA operation posted a $4.7m loss in the third quarter as it admitted the decision this summer to increase freight charges and walk away from unprofitable business took their toll in a weakening market.

  • October 24, 2008 24 Oct'08

    UK economy on the brink of recession

    The economy is on the brink of recession with the first slowdown for 16 years capping a week of falling exchange rates and panic following the use of the dreaded R word by the prime minister and the governor of the Bank of England.

  • October 24, 2008 24 Oct'08

    Cautious Microsoft embarks on cost-cutting drive

    Microsoft plans to wring out a cost saving of $400m to $500m (£248m to £309.6m) this fiscal year and next by reviewing its hiring plans and the amount spent on marketing.

  • October 23, 2008 23 Oct'08

    Investment tumbles as economic crisis bites

    Business investment in the channel is dropping according to Siemens Financial Services which has forecasted tough times for the second half of the year.

  • October 21, 2008 21 Oct'08

    Tech executives optimistic about medium-term recovery

    Despite the avalanche of gloomy surveys and news reports there continues to be a degree of optimism in the senior levels of the IT industry.

  • October 20, 2008 20 Oct'08

    IT dealers bear brunt of slowdown, says report

    Business rescue and restructuring consultants BegbiesTraynor have singled out the IT sector as one of the verticals most severely affected in Q3 by the gathering economic storm.

  • October 17, 2008 17 Oct'08

    IBM looks to emerging markets for growth

    After having revealed the main details of its quarterly figures last week, in a move to shore up its share price, IBM was again talking up its position on the day it was meant to have released its figures.

  • October 17, 2008 17 Oct'08

    Computacenter interm statement upbeat despite hit from banking collapse

    by Simon Quicke Computacenter has provided some cheer for those looking forsigns of robustness in the IT sector with a fairly upbeat interim managementstatement despite revealing the impact of the collapse of one major financialcuctomer. The ...

  • October 16, 2008 16 Oct'08

    Forrester warns of longer downturn in IT spending

    The IT market is set for several quarters of declining revenue as a result of the global recession rather than just a sticky end to the year and the start of 2009.

  • October 16, 2008 16 Oct'08

    FAST IiS calls on government for more IP protection

    The decision by the US government to create the role of a IP tsar to keep an eye on intellectual property has been heralded as a move that the UK government could learn from.

  • October 14, 2008 14 Oct'08

    Crisis no 'dot com bust' says Gartner

    Speaking at this week’s Gartner Symposium/ITxpo in the US, analysts have said that although the economic crisis is going to impact IT budgets next year, the scale of the slowdown will not match that seen when the dot coms went belly-up six years ago.

  • October 13, 2008 13 Oct'08

    IT executives call for leadership in the face of meltdown

    Executives in the IT sector are calling for calm in the face of a growing sense of alarm and panic in the business community. According to a survey from the Chartered Management Institute (CMI) although things have become worrying there are calls ...

  • October 09, 2008 09 Oct'08

    Phoenix warns of softening in half year figures

    Phoenix IT Services has unveiled a picture of the half year that show growth but contain the signs of continued softening in the market. The company has indicated pre-tax profit for the first half,which ends in September, would be up by 18% to £13m.

  • October 09, 2008 09 Oct'08

    IBM moves to rally share price with early Q3 preview

    IBM provided some cheer for those looking for signs of resilience in the IT world with better than expected Q3 figures. The vendor revealed its profits were up a week before it was scheduled to release earnings in an effort to improve its share ...

  • October 07, 2008 07 Oct'08

    SAP shares slide following gloomy prelim statement

    Warnings from SAP that its business took a hit in the third quarter sent the vendors shares plummeting and indicated that most of the confidence that had been washing around the high-end of the software market has vanished.

  • October 07, 2008 07 Oct'08

    SEC probes Jobs heart attack

    US financial regulators are said to be investigating the possibility that last week’s report that Steve Jobs had suffered a heart attack was an attempt to manipulate Apple’s stock price for financial gain.

  • October 07, 2008 07 Oct'08

    British Chambers of Commerce calls for confidence

    The British Chambers of Commerce, which earlier this summer reported that things were looking tough, has issued its latest quarterly survey indicating that recession has arrived for its members.

  • October 06, 2008 06 Oct'08

    FSC turns to train to avoid air freight

    In a move that could set an example to other vendors Fujitsu Siemens Computers has completed its first shipment from China to Germany by train. The vendor has switched to rail because it is a greener alternative to air travel, cheaper than air and ...

  • October 03, 2008 03 Oct'08

    Corel warns of tougher times to come

    Corel has joined the lengthening list of vendors displaying caution about the rest of the year. The software vendor was able to announce higher profits for its third fiscal quarter ended 31 August, but it has issued guidance downwards for the rest ...

  • October 02, 2008 02 Oct'08

    BSA announces settlements and files a court order

    The Business Software Alliance (BSA) has continued to keep thepressure on those failing to use legal software after announcing a handful oflsuccessful cases in its fight against unlicensed products. Three of the cases have ended up being settled ...

  • October 02, 2008 02 Oct'08

    Financing still on the table for the channel

    Microsoft used its partner event yesterday to stress the importance of its financial offering with David Mitchell, senior vice president of IT research at Ovum, pointing out that deals using finance were usually larger and concluded quicker than ...

  • October 02, 2008 02 Oct'08

    Energy costs growing at a worrying speed

    Businesses are fighting an uphill battle to contain and reduce power consumption in data centres. Figures from IDC reveal the amount of energy they require is "climbing at a worrying speed" and rose by more than 13% between 2006 and 2007.

  • September 30, 2008 30 Sep'08

    Ballmer goes from upbeat to talk of non-immunity

    Steve Ballmer, chief executive of Microsoft, arrives in London tomorrow and will struggle to get the attention onto the software plus services message with most of the attention being on his view of the economy.

  • September 29, 2008 29 Sep'08

    The changing face of IT recruitment

    As thousands of out-of-work bankers get on their bikes this week, a survey carried out by IT recruitment consultancy Hays Information Technology has revealed another reason for the IT industry to be cheerful in the face of the growing downturn.

  • September 29, 2008 29 Sep'08

    Channel will feel the pinch

    The banking industry collapse which sent shockwaves through the global economy could have severe repercussions for all industries, and sadly the channel will be no different amid predictions that the cost and availability of credit will be impacted.

  • September 29, 2008 29 Sep'08

    SecureTrading joins CNP fight

    There have long been high levels of frustration in the channel with the lack of apparent willingness by the banking and legal professions to tackle cardholder not present fraud.

  • September 29, 2008 29 Sep'08

    Microsoft scores one over pirates

    One of the most common reactions to vendor attempts to stamp out piracy is that after the initial headlines have been written and the furore died down the guilty parties often return to their law-breaking ways.

  • September 26, 2008 26 Sep'08

    Ballmer upbeat about IT industry prospects

    Those in the channel looking for some good cheer will have been cheered by comments made by Microsoft CEO Steve Ballmer about the state of the economy.

  • September 25, 2008 25 Sep'08

    IBM put on short-selling protection list

    The move to ban short-selling, the practice of trading shares on the presumption that a company will drop in value, has been the focus of moves made by the government to shore up the markets.

  • September 25, 2008 25 Sep'08

    Logicalis backs mainframe apprenticeship scheme

    Logicalis has put its weight behind the Advanced IT Apprenticeship, as part of a move designed to plug the skills gap and develop mainframe expertise.

  • September 24, 2008 24 Sep'08

    Northamber posts results for 2008

    The downturn in the economy and an upswing in the number of reseller casualties have taken a toll on Surrey-based distributor Northamber which this morning posted results for fiscal 2008.

  • September 23, 2008 23 Sep'08

    Microsoft strings up ITAC for second time

    Nearly three years after Microsoft took down Manchester-based reseller ITAC for unlawful grey trading in its software (MicroScope 30 January 2006), Redmond has reported more details of the February 2006 case, revealing ITAC continued to trade ...

  • September 22, 2008 22 Sep'08

    Lehman Brothers troubles hit the channel

    As one of the world's largest banks, the bankruptcy of Lehman Brothers has sent ripples through the financial world but the collapse has also hit its hardware suppliers Morse and Computacenter.

  • September 22, 2008 22 Sep'08

    Lehman Brothers troubles hit channel

    As one of the world's largest banks, the bankruptcy of Lehman Brothers has sent ripples through the financial world but the collapse has also hit its hardware suppliers Morse and Computacenter.

  • September 19, 2008 19 Sep'08

    Flushing out the counterfeit products

    Having waited for almost a year and a half, the changes in the law that were designed to crack down on software pirates and protect intellectual property are being used to remove sources of counterfeit product from the UK channel.

  • September 19, 2008 19 Sep'08

    Call centres ring the changes

    Call centres - with their endless queues, incomprehensible menus and automatic voice recognition systems - have often been regarded as the stuff of nightmares.

  • September 19, 2008 19 Sep'08

    Financial meltdown impacts channel order books

    The meltdown in the global financial market has created a tidal wave of uncertainty among IT buyers that were already twitchy about ripples in the global economy, dramatically altering resellers’ and integrators prospect lists.

  • September 19, 2008 19 Sep'08

    FAST working on forensic tool to curtial counterfieters

    The Federation Against Software Theft (FAST) is a not faraway from rolling out a forensic tool that will enable Trading Standards tosearch systems to find unlicensed software. John Lovelock, chief executive of FAST, said that it wasdeveloping an ...

  • September 17, 2008 17 Sep'08

    FAST raid leans on copyright legal powers

    The Federation Against Software Theft (FAST) has used the powers set down in the Copyright and Patents Act for the first time to support an anti-piracy raid.

  • September 17, 2008 17 Sep'08

    Nortel to quit metro Ethernet biz as noose tightens

    Nortel Networks has become the latest tech company to cry foul over the worsening economic climate, after revising its full-year outlook downwards, and has admitted it is seeking to explore a divestiture of its metro Ethernet network (MEN) unit.

  • September 17, 2008 17 Sep'08

    Dell stocks collapse after trading update

    Shares in Dell have taken a battering; falling to their lowest level in years after the vendor reported it too was seeing softening demand in the current quarter. The news comes at a troubling time for technology stocks,which slipped this week in ...

  • September 17, 2008 17 Sep'08

    BSA notches up another success against counterfieter with legal action

    The Business Software Alliance (BSA) continues to keep its legalteam busy after issuing proceedings against the owner of Wolverhampton-basedRJ-Software. Richard Clark, who ran RJ-Software from his home wasdiscovered to be selling counterfeit copies...

  • September 15, 2008 15 Sep'08

    Small dealers secure after Wall Street turmoil

    The message to resellers concerned about the liquidity of business banking facilities after the collapse of Lehman Brothers and today’s rescue of Merrill Lynch, is not to panic.

  • September 12, 2008 12 Sep'08

    Dell to incentivise direct team to increase channel sales

    In a move that would have been unthinkable in the not-too-distant past, Dell's direct sales force will soon be knocking on the doors of resellers when a pilot kicks in that ties part of their bonuses to channel sales.

  • September 11, 2008 11 Sep'08

    Changes to Zanzibar should improve reseller public sector success

    Resellers selling into the public sector should find it easier to compete against large rivals under changes made to the Zanzibar Supplier Agreement.

  • September 10, 2008 10 Sep'08

    Customers face up to cyber criminal threat

    It seems to have taken a fairly long time for the message to get through to customers but finally the vast majority understand criminals are behind security attacks.

  • September 09, 2008 09 Sep'08

    Credit crunch starts to show in contract delays

    A report by Forrester Research into IT services spending, overall services, strategies and priorities has confirmed the toll the economic downturn is taking on IT budgets.

  • September 08, 2008 08 Sep'08

    CBI points to dramatic rise in flexible working

    The movement towards flexible working, which has an impact on the potential technology being used in the home, is continuing to gather pace.

  • September 02, 2008 02 Sep'08

    Economic think tank piles on the gloom

    Fresh from the gloom spread by a Panorama special on living with the credit crunch a global economic think tank has predicted the recession will start in the UK this year.

  • August 29, 2008 29 Aug'08

    Services market dominated by largest players

    IDC has released a piece of research that will come as little surprise to channel service specialists battling for business with the larger suppliers. According to the analyst house more than half of the European services market last year was ...

  • August 29, 2008 29 Aug'08

    More than a flash in the pan

    When the announcement came over the wires that Norwegian business software specialist Mamut was the buyer of the UK operations of MYOB, the name might have been unfamiliar to a few people in the channel.

  • August 28, 2008 28 Aug'08

    Mobile broadband will force regulatory change

    Telecoms and media analyst consultancy Analysys Mason has called for Ofcom to begin considering regulatory change as the dramatic growth in mobile data usage is altering the nature of the mobile proposition.

  • August 26, 2008 26 Aug'08

    Dell gives assurances over Premier Pages service

    Dell has assured MicroScope that the system error that caused a disturbance to its Premier Pages online pricing system have been fixed. Partners reported experiencing problems last month with the online system that caused them to give customers ...

  • August 25, 2008 25 Aug'08

    Fill the skills gap

    Despite the economic downturn, the skills crisis in the UK's IT and telecoms market does not seem to be abating, which is leading some channel partners to take matters into their own hands.

  • August 22, 2008 22 Aug'08

    Atos Origin brings Olympic IT circus to London

    As the Beijing Olympic Games enter their last two days and Team GB looks set to return with its largest medal haul for a century, the IOC’s IT services partner, Atos Origin, has started preparations for the London 2012Games.

  • August 14, 2008 14 Aug'08

    Fat order book best protection against downturn

    IT services providers have continued to report strong order books insulating them from the growing effects of the downturn, as Anglo-Dutch services outfit Logica and managed security services provider Integralis both filed their first half results.

  • August 08, 2008 08 Aug'08

    CIOs increasingly demanding ITIL

    Research conducted by IT service management (ITSM) company Axios has revealed that two thirds of IT professionals now believe ITIL (IT Infrastructure Library) best practice standards are the most suitable tool to manage corporate governance ...

  • August 08, 2008 08 Aug'08

    Credit crunch provides some with opportunity

    The credit crunch is proving to be a benefit to those thatare pushing services and products that might face a tougher sales pitch ifbuyers were sticking with the status quo. Anecdotal evidence from players in the software and securitymarket has ...

  • August 05, 2008 05 Aug'08

    Piracy crackdown

    The net is starting to close in around resellers that have an interest in selling pirated or counterfeited software. Over the past six months or so, there have been a raft of prosecutions, with one of the most high-profile being the settlement made ...

  • August 01, 2008 01 Aug'08

    Up service to keep web ball rolling

    There is a post-war generation that tends to believe that it saw more technological advancement than any other, but in terms of speed it is last decade that has produced change at record levels.

  • August 01, 2008 01 Aug'08

    The return of 3Com

    As far as the networking industry is concerned, there is a huge elephant in the room, and it's named Cisco Systems Incorporated. Admired, respected and feared in equal measure, in the wake of the 2001 dotcom crash Cisco executed a note perfect ...

  • August 01, 2008 01 Aug'08

    Acer gets the message

    Five years ago when selling through the channel was less than fashionable, Acer kept faith with its indirect only sales model.

  • July 31, 2008 31 Jul'08

    Pegasus calls for reduction in SME red tape

    Accountancy specialist Pegasus has called on the government to reduce the burden of red tape that is imposed on small businesses.

  • July 28, 2008 28 Jul'08

    Replicate data to protect servers

    Many organisations are adopting virtualisation in their data centres to better use hardware, reduce power consumption and simplify management. The reliability of the infrastructure is critically important but what is the best way to protect virtual ...

  • July 28, 2008 28 Jul'08

    Microsoft's Barclay prepares for new challenges

    Working with the channel is always going to be a challenge when you are employed by one of the world's largest software vendors. It becomes even trickier when the message coming out of global HQ is that resellers need to make changes to take ...

  • July 28, 2008 28 Jul'08

    Ease targets, vendors urged

    The channel has called for vendors to start factoring the economic slowdown into their sales forecasts, as sales are on average five to 10 per cent below expectations, according to industry sources.

  • July 28, 2008 28 Jul'08

    The mythology of employment law

    July 28 2008, When Alan Sugar quizzed a potential winner of The Apprentice about the arrangements she was making for her childcare there was uproar. Some people thought what he had done was illegal and there were many in the channel who commented ...

  • July 26, 2008 26 Jul'08

    BSA completes Manchester campaign

    The Business Software Alliance (BSA) has wrapped up its campaign to target companies in Manchester with initial signs of an impact on the unlicensed software problem.

  • July 24, 2008 24 Jul'08

    Dell investigates partner web tool calamity

    Dell is investigating an error on its web-based ordering mechanism that caused the system to crash leaving reseller partners with invalid quotes for customers.

  • July 22, 2008 22 Jul'08

    Government needs to focus on more than energy

    Following the announcement by the government that it plans to be carbon neutral in terms of its ICT in four years others in the industry have called for a wider focus. The emphasis of the government’s efforts were based around energy consumption ...

  • July 18, 2008 18 Jul'08

    Calls for more sustainable IT

    The channel has a long history of inventing and then widely adopting buzz words and the latest 'sustainability' is tapping into not just questions of efficiency and cost but also the green agenda.

  • July 18, 2008 18 Jul'08

    FAST spearheads piracy crackdown

    As the dust settles on a series of surveys and predictions about the future of software piracy the overall conclusion for the channel appears to be that things are going to get worse.

  • July 17, 2008 17 Jul'08

    Ingram Micro EMEA's bold fuel move to lead the way

    The decision by Ingram Micro to become the first distributor to charge resellers for freight on all orders in an attempt to recoup the rapidly rising cost of fuel across Europe has led others in the industry to admit they are either close to ...

  • July 16, 2008 16 Jul'08

    Avaya extends 0% offer

    16 July 2008 Avaya has introduced a 0% financing offer on its IP-communications products in a move that it hopes will encourage end-users to lease Avaya kit with no interest charges or upfront costs. The promotion, which is to be made available by ...

  • July 04, 2008 04 Jul'08

    SMEs still ignorant of ITIL

    Service desk management specialist Numara has unveiled research showing that the business community is still largely unaware of the ITIL best practice framework.

  • July 03, 2008 03 Jul'08

    Brother launches SME leasing

    Brother has unveiled a leasing sales model to revitalise the printer market and tap into the current demand in the SME market for pay-as-you-go economic models. The leasing programme operates with a quarterly payment where customers can opt for ...

  • June 27, 2008 27 Jun'08

    Late payments threaten SMEs

    Late payments could threaten to push some small companies into administration as the credit crunch bites and the flow of cash becomes more critical.

  • April 15, 2008 15 Apr'08

    Changing fortunes in security

    With rarely a day passing without the British media reporting a data leak at a prominent organisation or government department, it wouldn't be unreasonable to expect sales of data loss prevention technology to have gone through the roof.

  • April 14, 2008 14 Apr'08

    Targeting the gaming community

    Those who view the gaming market as a niche that is hard to sell into might need to have a rethink because things are changing. The use of the word ‘niche' might need some clarification.

  • April 14, 2008 14 Apr'08

    Second chance for CRM

    Once bitten, twice shy could well be the CRM epitaph. The technology has too often failed to live up to expectation as organisations have embarked upon multiple tactical deployments that have patently not fulfilled the CRM promise.

  • April 09, 2008 09 Apr'08

    Move to ICT services aids sustainability

    A move away from products to services in information and communication technology (ICT) could have a positive effect on sustainable development, according to a survey by Forum for the Future.

  • April 04, 2008 04 Apr'08

    A leap in mobile computing

    There were two landmark announcements in our corner of the tech world recently that have the potential to change the definition of mobile computing. The first came from Intel and focused on their new mobile chips. They introduced a brand of chips ...

  • April 04, 2008 04 Apr'08

    Can the largest robbery in the UK be stopped?

    When you see a figure the size of £290m has been stolen, it amounts to a sizeable chunk of revenue. As one source commented last week, it is one of the largest robberies ever committed in the UK and it is coming from the pockets of numerous victims...

  • April 04, 2008 04 Apr'08

    Staggered product launches set to become familiar sight

    The influence of the internet is changing the timetable of large software releases, forcing vendors to brief resellers at a much earlier stage.

  • April 04, 2008 04 Apr'08

    Magic web's tawdry truth

    Amazing what you can do on the web these days. For instance, you can upload a bunch of photos to and get them all back accurately tagged with keywords like "beach", "rain", "nightclub" and "Aunt Emma".

  • April 04, 2008 04 Apr'08

    Security is the key for remote working

    Remote working is an increasingly popular choice for millions of people in the UK. It makes sense for increasing business productivity, boosting employee motivation, as well as the added bonus of helping to save the planet.

  • April 04, 2008 04 Apr'08

    Police hunt for fraudulent reseller on the run

    The police are on the hunt for Raymond Nevitt, former head at Manchester-based reseller Ravelle Group who absconded after being found guilty of fraud totalling £3.25m, which he had used to fund a playboy lifestyle.

  • April 04, 2008 04 Apr'08

    Cisco unveils plans to drive server farm programme

    The influence of the internet is changing the timetable of large software releases, forcing vendors to brief resellers at a much earlier stage.

  • April 04, 2008 04 Apr'08

    De-duplication can boost performance

    De-duplication in itself is easy to understand – optimised storage capacity usage by eliminating duplicated data. However the devil is in understanding the different technologies, techniques and implementations in the market and relating these to ...

  • April 03, 2008 03 Apr'08

    Protect your firm when staff leave

    One of the biggest problems with putting a lot of effort into developing staff is that they have a tendency to up sticks and leave. The worst case scenario is when not only do they leave but they also take your best customer contacts and set up a ...