Opinion

Opinion

Sales and Customer Management

• Thoughts on HP's MPS Confessions campaign: what kind of people have 'beloved' print devices?

  In case you missed it, HP has just launched its "MPS Confessions" campaign - no, not MPs Confessions (now that might be diverting) but MPS. For those of you who have been living in a desert outpost somewhere miles away from an internet connection (...  Continue Reading

• How do you get end users interested in data breaches?

  Data breaching. They try to make it sound vaguely erotic don't they? The phrase conjures up images of Colin Firth, striding purposefully through a crowd of swooning bonnets, his muscular thighs throbbing through his data breaches.  Continue Reading

• Why a Trulink USB Hub could ease the pain of owning a MacBook

  There are some times when it's OK for a man to cry. One of them is when he wakes up and suddenly realises he's married to Janet Street-Porter. It's also OK to cry, I found out the other day, when you discover that your new MacBook Pro isn't as cool ...  Continue Reading

• Apple may not be a computer company anymore but it's doing very nicely

  In January 2007, Apple CEO Steve Jobs announced that the company was dropping the word "Computer" from its name to become "Apple Inc".  Continue Reading

• dhc mentioned in dispatches for its work with Army Medical Corps

  Integration specialist dhc has been nominated for the Reseller of the Year category of the Software Satisfaction Awards. The Surrey based service provider uses Access Dimensions for finance management, Microsoft Dynamics for CRM and the ...  Continue Reading

• Currency fluctuations can be good for your business, ask IBM

  Here's an interesting snippet of information: IBM's second quarter revenues were positively affected by currency fluctuations to the tune of 7% or around $1.6bn.  Continue Reading

• Staff benefit from Softcat's "rubbish forecasting" with beer and cake

  When Softcat broke through the £200m revenue mark last week, managing director Martin Hellawell revealed that it would be celebrating with beer and cake for staff.  Continue Reading

• Jobs boom in IT channel, featuring Mind Candy, mobile startups, cloud computing outfits and Certero

  We keep coming across companies that are short of staff and too busy to go recruiting. Mind Candy, for example, is arguably one of the best companies to work for in Britain. This is the games developer that created Moshi Monsters, a kids social ...  Continue Reading

• Why cloud computing could cost you more than owning your own systems

  Ditlev Bredahl CEO from OnApp has confessed to this column that cloud computing could actually cost you more money that managing your hosted system.  Continue Reading

• Memo to Turner: You can run Windows 7 on an iMac. It's not a big deal

  Microsoft chief operating officer Kevin Turner was in combative mood at the vendor's Worldwide Partner Conference last week, taking jabs at all manner of rivals, including Google, IBM, Oracle, salesforce.com, VMware and Apple.  Continue Reading

• Shock as YouGov spends money to find out that 'Mobile Ads are Annoying'

  Britain's mobile users think mobile ads are intrusive and tend to ignore them, says a new study by YouGov. Let's put that another way. Somebody actually spent money paying YouGov to conduct a study of the bleeding obvious. Of course we hate mobile ...  Continue Reading

• Salesforce charges Euro customers 50% more than the UK

  For a global company selling product and services across multiple currency zones, it is only to be expected to see pricing differences advertised as a result of currency fluctuations, according toIrishDev.com.  Continue Reading

• Five minute interview: Simon Howard-Johnson, Intact

  This week, we put our questions to Simon Howard-Johnson, vice president of global accounts at project support and managed services provider Intact Integrated Services.  Continue Reading

• Xerox covers all the bases with SME strategy

  Xerox has an interesting approach to the SME market which, at first sight, seems to be ever so slightly contradictory.  Continue Reading

• Does privatisation plan for police IT cross the thin blue line?

  This has got to be one of the most bizarre ideas I've seen when it comes to a public service.  Continue Reading

• Success in the SME market is harder than it looks

  MicroScope reports that Xerox is seeking to recruit more resellers that sell rival products in a bid to boost its presence in the SME market. Nothing new in that.  Continue Reading

• Cloud computing will take IT out of IT's hands

  Cloud computing will prove just as expensive and unmanageable as all other attempts to save money and bypass the uppity jobs worth's in the IT department, warned delegates at yesterday's Mobilising the Cloud event in Esher.  Continue Reading

• Finance officers take keener interest in IT spend

  So the finance people are starting to take much closer control of IT spending. According to a study, chief financial officers (CFOs) have authorisation for 26% of all IT investment compared to 5% for chief information officers (CIOs).  Continue Reading

• Was Barclays OneSmallStep campaign the biggest digital marketing flop ever?

  If any technology start-up was disappointed by their treatment of Barclays, don't take it personally. They obviously don't seem to understand technology SMEs at all. You can't avoid the Barclays Bank adverts at the moment.  Continue Reading

• Even in the cloud, there's nothing new in alliances

  There's a lot of confusion around cloud computing. What is it exactly? Who is it for? What can it do? Hardly surprising then that groups are springing up that claim to help people understand the concept, see beyond the hype and get an idea of what ...  Continue Reading

• Already frazzled by tough IT market conditions? There's an app or two for that.

  Smart phones are the ideal accessory for a drink fuelled night of maudlin lyrical reflection after a tough trading week. Or, if you're like my friend who worked in sales for Cisco, at the start of the week.  Continue Reading

• Keep the communication channels open to retain customers

  A recent survey by Pitney Bowes has suggested resellers should communicate more with their customers if they want to keep them. It found that lack of communication was one of the major reasons for suppliers getting sacked by customers.  Continue Reading

• Hardware sales distract attention from Oracle's software

  Oracle has taken an interesting stance with its decision to walk away from loss-making hardware deals. Explaining why the company's hardware revenues were 6% down in the fourth quarter, president and CFO Safra Catz said it had decided to avoid ...  Continue Reading

• Channel 4 invites technology experts to pitch for business

  Channel 4 is looking new ideas for using technology to save electricity, for a new programme being made in association with E.ON.  Continue Reading

• Vulnerable travellers have a new patron saint

  Under EC regulations, we are all entitled to refunds for cancelled and delayed flights. But there's a catch, of course. The airlines hold all the cards and make claiming your refund nigh on impossible.  Continue Reading

• Are resellers reluctant to sell managed print services?

  How come resellers are taking so long to switch on to the benefits of managed print services and to sell them to their customers? I ask because Oki has just appointed Gavin Castelyn, previously at Konica, to drive demand for managed print services.  Continue Reading

• MSN Money's survey of most annoying things omits corporate use of social media

  MSN Money has produced a list of the 13 most-hated little rip-offs: These include, being charged extra for not paying by direct debit, premium rate phone numbers and cinema food and drink prices.  Continue Reading

• Learn to read the clouds

  One of the chief criticisms of cloud computing and virtualisation is that it all sounds so anonymous and impersonal. Worse still, the vendors all seem to be equally bland. How do you choose a vendor when they're all 'best of breed'. They can't all ...  Continue Reading

• In Cyberspace no-one can hear you scream - but trademark lawyers can still track you down

  Denise McFarland a specialist trade mark and intellectual property barrister at Three New Square, recently appeared in court for Yell, the owner of leading UK directory the Yellow Pages, in a case which gave a stark warning that the internet is not ...  Continue Reading

• Could cloud computing save the NHS a fortune?

  Cloud computing could save the NHS a fortune The NHS wants to save £20 billion by 2013. In a bid to achieve this, it has given the NHS a 'QIPP challenge' (which stands for quality, innovation, productivity and prevention.  Continue Reading

• Caan he do it for Symantec resellers? Yes he can!

  So Symantec resellers focused on selling to small businesses are being given the chance to win a mentoring session with entrepreneur and former Dragons' Den star James Caan. Personally, I'm all for it.  Continue Reading

• How to teach your resellers and customers without boring them

  Quizaniac is an online quiz you can play on your mobile, for cash prizes, where you can bet on yourself. Click here to understand how a multiplayer real time trivia game comes with a betting twist.  Continue Reading

• Are hacks being lured into a seedy world of dishonesty?

  Britain's coding elite are being attracted to the dark side, warns Idappcom Claims by top security boffin Brian Krebs, that unworldly code writers are being lured into a life of crime by carefully-worded job adverts, have been backed by Idappcom, ...  Continue Reading

• Apple devices helped to make the Mac the digital hub, now it wants to put the hub in the cloud

  Am I the only one who thinks there's something ironic in the pronouncement by Steve Jobs at Apple's WWDC that the PC and Mac are being demoted from "digital hub" to "device"?  Continue Reading

• Why are Oracle EMEA server sales lagging worldwide figures?

  By the looks of it, Oracle needs to take some lessons in how to sell hardware in Europe. While revenue for the overall EMEA server market in the first quarter of 2011 grew 10.8%, the software giant failed to match the trend.  Continue Reading

• Windows 8 next year? Probably

  Hold the phone. Microsoft has jumped in quickly to downplay comments by CEO Steve Ballmer that Windows 8 will be released next year. Should we surprise? No. Does this mean it won't be released next year? No.  Continue Reading

• Our latest survey was an absolute bloody disaster, according to experts

  You won't hear this from any other agency, but we've decided that we're going to be different and, where possible, we'll try to be honest.  Continue Reading

• No system is 100% secure says Sony chief. And he should know

  Sony boss Howard Stringer made some interesting comments about the recent hacking of its PlayStation Network and the theft of the personal data from more than 100 million accounts.  Continue Reading

• Is Google's Chromebook the right idea in the wrong place?

  Google's Chrome book seems to me to be a good idea but not necessarily one that is being executed in the right way. As others have remarked, there is an issue over what you do with a machine that runs on a browser-based OS if you're not able to ...  Continue Reading

• "I love you" loses top spot in Big Lie 100 to email marketing fib "Win an Ipad"

  The Big Lie 100, the league table of the biggest lies in modern society, has a new leader. "Your Cheque's in the post" was overtaken five years ago to concede second place to one of the new breed of email marketing lies that are dominating the ...  Continue Reading

• Steve Jobs: business genius or football manager?

  Apple CEO Steve Jobs has a reputation for being tough but the latest anecdote about the less than perfect launch of its MobileMe online service in 2008, shows that a brutal boss can also be, intentionally or otherwise, quite funny.  Continue Reading

• Cloud testing services could make NHS IT disasters a thing of the past

  Here's Fred Beringer, who could save the British tax payer millions of pounds, with a new improved cloud service for testing IT systems. The NHS's terrible record of offensively expensive IT failures could be ended by new efficient testing systems ...  Continue Reading

• Co-location? I was so unimpressed I bought a company

  For ten years Alex Rabbetts, as MD of consultancy Migration Solutions, has advised clients on designing and building data centres. So he's seen many a co-location outfit and frankly, he was so unimpressed, he decided to buy a company and do it ...  Continue Reading

• The first casualty of business is English

  I don't mean to be unfair by singling out one individual in the IT industry when so many others are guilty of the same offence, but the following quote from Dick Fens, chief executive at Bull UK and Ireland, from a story on MicroScope today.  Continue Reading

• The good news? Outsourcing is big business. The bad news? Outsourcing is big business

  The good news is that outsourcing is big business. According to the Business Services Association, there are now 340,000 people working in IT outsourcing and it contributes £24.7bn to the UK economy.  Continue Reading

• Mobile marketing has terrible tacky associations

  This is just in from Velti, which says it's supplying one of the UK's largest newspaper publishers with mobile marketing services and campaigns. It will do this by integrating its mobile CRM platform across Johnston's 18 daily newspapers, 253 weekly...  Continue Reading

• Screen saver blues for Dixons: 28 years of MicroScope funnies (13)

  A Scope staffer was taking a wander around the Dixons in Heathrow Airport back in 2002, marveling at all the wonderful electronic gadgets for sale. Settling his gaze on a laptop, our man's eyes were drawn to the screen saver message scrolling across...  Continue Reading

• Email marketing doesn't have to be cheesey, but it does have to work, says Message Horizon

  We asked: Is Email marketing too cheesy? We got a massive response.  Continue Reading

• Angels swoon over Roll's sausage role play: 28 years of MicroScope funnies (11)

  Back in 1995, then Microsoft Office product manager Oliver Roll was making a presentation to top executives at London temping agency Office Angels.  Continue Reading

• Times were hard back then: 28 years of MicroScope funnies (10)

  If you think times are tough now in the computing industry, you should have seen it in the early days.  Continue Reading

• A nasty blow in foreign climes: 28 years of MicroScope funnies (8)

  A foreign junket paid for by a favourite vendor was always a welcome diversion for hard-working resellers back in the 90s. It still is, even now, but such trips are far fewer than they used to be.  Continue Reading

• Is email marketing too cheesey these days? Or does it work?

  Below is a typical example of modern email marketing. This column asks: is email marketing outdated? Does email marketing actually work these days? Isn't it too intrusive? Does it work? Could email marketing help you sell your cloud computing ...  Continue Reading

• When the wheels fall off a presentation: 28 years of MicroScope funnies (6)

  MicroScope has featured a number of cautionary tales over the years concerning customer presentations. There was the instance of the belt and braces IT salesman who went to the loo just before making a presentation to a bunch of customers.  Continue Reading

• The name's the thing: 28 years of MicroScope funnies (5)

  Over the years, MicroScope has found that company names (and product names for that matter) can be problematic.  Continue Reading

• Mr Bean's Unisys Drop Box: 28 years of MicroScope funnies (3)

  When it comes to demonstrating a product's capabilities, nothing can beat showing people something working right in front of their eyes instead of relying on presenting it on a slide or a video.  Continue Reading

• Telecoms are out of control, scream ICT managers

  Telecoms: you can't live without them, but you can cut your bills quite easily. Or maybe you can't, if you're a dim-bulb IT manager. Seven out of ten IT and Telecoms managers think their telecoms cost are out of control says a new report by MDS. ...  Continue Reading

• When the supplies run dry: 28 years of MicroScope funnies (2)

  People in the channel can be pretty sharp and quick-witted when they want to be. This story, from 1995, is a perfect example: Back in the days when Compaq was battling with Dell to be the largest PC supplier in the world, the company found itself ...  Continue Reading

• Top ten rainmakers in Cloud Computing

  The sun's been out for two consecutive days now. So it can't be long before there's a hosepipe ban. In recognition of this coming water crisis, here's a list of the top ten rainmakers in cloud computing.  Continue Reading

• GoDaddy CEO under fire for shooting elephant

  We have all become wearingly familiar with the phrase "the elephant in the room", but Bob Parsons, CEO at domain and hosting provider GoDaddy has come up with a different take on it.  Continue Reading

• Resellers should operate as cloud computing aggregators, advises Quocirca analyst Clive Longbottom

  As a reseller you need to hold stock, you're hostage to the whims of a vendor and constantly getting credit crunched or screwed over on pricing. It'll be a lot less risky being a cloud computing service aggregator, says Quocirca analyst Clive Long ...  Continue Reading

• If the MacBook Pro is "the last notebook you'll ever need", what's the point of making any more?

  Apple hasn't been slow to trumpet the InfoWorld review for its latest MacBook Pro and it's not hard to see why when reviewer Tom Yager waxes so enthusiastically about it to the point where he states: "After more than two weeks of continuous testing,...  Continue Reading

• Linguists in war of words over Apple App store trademark claim

  Do you ever get the feeling some companies just have too much money for their own good? And that maybe they could be using it to better purpose than lining lawyers' pockets?  Continue Reading

• "We're not a broadliner anymore," says C2000 boss. So what are you?

  Computer 2000 is not a generalist distributor. Has everybody got that? You at the back, did you hear it?  Continue Reading

• Citrix responds to European Commissioner's calls for cloud regulation

  European commissioner Neelie Kroes spoke out this week on interoperability and standards at the heart of the cloud computing agenda. Good grief. Is the European commissioner moving in on The Cloud? Surely, that's like being handed The Black Spot by ...  Continue Reading

• Samuel Ko on the questions you should ask before implementing cloud computing

  Samuel Ko, MD of CDNetworks (CDNW), maker of the Web Performance Suite , says cloud vendors are often so pleased with themselves for building an infrastructure that they forget the hard bit, integrating it with the customer's needs.  Continue Reading

• Wearecloud looks for UK installation partners for its BIME cloud service

  Here's something different for the channel to gets its teeth into: Bime is an easy yet powerful service to connect and analyse data in any organisation - so its makers claim.  Continue Reading

• How companies should prepare for cloud computing

  Unshackling the desktop should be the first step to cloud computing, says David Angwin, Wyse Technology's marketing director. Desktop virtualisation provides a bridge to a 'true-cloud' world - but it's still 5-10 years away.  Continue Reading

• Three classic mistakes made by cloud computer users

  Mac Scott, a director at Xantus Consulting advises FTSE100 companies and large government departments about cloud computing. He's identified three classic traps organisations fall into. Seeing security through rose tinted glasses.  Continue Reading

• Cloud computing may not save you money - but here's why it's still worth it

  The cloud won't necessarily save you money, warns Ewen Anderson, managing director at consultancy Centralis whose partners include luminaries such as App DNA , AppSense , Citrix , Microsoft , VMware and Liquid ware Labs .  Continue Reading

• Three things you probably didn't know about cloud computing

  Craig Wellman, director of business development, Azzurri Communications names the Three Things We Probably Don't Know about Cloud Computing: Large firms have the most to lose from cloud computing.  Continue Reading

• Nintendo 3DS midnight launch: Is any gadget worth staying up for?

  The very very early hours, actually minutes, of Friday morning could turn out to be a mugger's paradise with the news that more than 1,200 stores are opening at one minute past midnight in the UK for the launch of Nintendo's 3DS game console.  Continue Reading

• Salesforce.com says it will beckon you into the cloud and mentor you

  Here's Eric Stahl, senior director of product marketing at Salesforce.com, on how his company will mentor you into the cloud with its channel strategy. Cloud computing is an exciting opportunity for resellers to grow their businesses around the ...  Continue Reading

• AMEX's corporate social responsibility message really is pulling up trees

  An unsolicited letter arrives in the post. As usual it's stuffed full of leaflets I never asked for, urging me to apply for the British Airways American Express card. I can't think of two organisations I need less at the moment.  Continue Reading

• HDS: cloud computing won't deliver without SIs

  We asked Francois Zimmermann, CTO at Hitachi Data Systems UK, to explain the role of the channel in the cloud.... He's made a better stab of it than most... A systems integrator could simplify the process of installing new systems and make them ...  Continue Reading

• How press releases get bonged off - PR

  An email arrives in our in-box, explaining why and how [name withheld] is helping the channel make the transition from selling hardware and software to selling services.  Continue Reading

• IT investment whether forecast - cloudy with a chance of pain

  John Appleby, CEO of cloud consultancy Saaspoint, the cloud opportunities are there for the taking In a sense, we are the channel! Saaspoint operates as a centre of excellence for developing AppExchange and Force.com applications.  Continue Reading

• Channel could make its fortune reselling the cloud, says Alvea

  Distributor Computerlinks says its Alvea cloud and managed services can be rebranded by resellers and sold as part of their own portfolio. Here David Ellis, its director of new technology and services, argues the case for white labelling the cloud.  Continue Reading

• Say it ain't so Joe! Calyx CTO says cloud computing is nothing more than a marketing campaign -

  Joe Mayhew CTO at medium sized managed service provider Calyx Group, says the cloud is an artificial construct. I think. What will Cloud Computing mean for the IT channel, Joe? The Cloud is nothing more than a marketing creation.  Continue Reading

• Cloud has a silver lining for the reseller, hints Clodagh Murphy at Eclipse

  Here's Clodagh Murphy, director of Eclipse Internet, answering your questions about the impact of the cloudburst that will soon engulf us all. What will Cloud Computing mean for the IT channel?  Continue Reading

• The reseller channel could be in big trouble when the IT industry clouds over

  Really Simple Systems (I like this company already, just by the sound of its name) doesn't deal with the channel. So it can afford to be brutally honest. The verdict of John Paterson (pictured) Really Simple Systems' CEO, could make uncomfortable ...  Continue Reading

• Styling tips for cool summer data centres

  It's going to be a barbeque summer. What better way to spend those sweltering summer afternoons than cooling off in a modish data centre?  Continue Reading

• DHL needs to sharpen up its act, if this email is anything to go by

  Here's an email that just came from DHL apparently. If this is a level of their professionalism, they should be a bit worried. Dear customer! The parcel was send your home address. And it will arrice within 7 bussness day. More information and the ...  Continue Reading

• Rescuers still hopeful of reaching buried story caught in a perfect corporate jargon storm

  Six days after being submerged under a downpour of corporate jargon, rescuers still haven't given up hope of rescuing a vaguely interesting story.  Continue Reading

• Will the Cloud create a suffocating atmosphere for resellers?

  In the age of IT as a utility, is the box standard reseller doomed? This is one of many questions that Cloud Computing raises for the IT reseller. What should they do? Get out and start retraining as estate agents or drug dealers? Move up the value ...  Continue Reading

• Balloon stunt for new game leaves THQ red faced

  More from the inexhaustible supply of idiotic publicity stunts by IT companies: game developer THQ has landed in hot water San Francisco Bay water with a harebrained stunt to promote its latest masterwork.  Continue Reading

• Google asks kids for social security number details

  Interesting story in New York magazine regarding Google. Seems like the web giant may have been a bit over-zealous in asking schoolkids (aged from six to 12) to provide their name, city of birth, date of birth and the last four digits of their ...  Continue Reading

• Hells bells, wheels come off Dell Streak stunt

  I laughed out loud at the story about the Dell staffers arrested after a PR stunt went badly wrong.  Continue Reading

• Insight takes a hit on LAR changes

  Ouch. Insight has predicted that the changes to Microsoft's fees for LARs (large account resellers) could make a dent of $5m to $10m in gross profits. Not turnover, profits. Insight says it is "implementing action plans intended to help mitigate ...  Continue Reading

• HP's video nasty

  Yet another entry in the long list of "feeble cringe worthy attempts by technology companies to look cool" category at the Grammy awards last night (13 February).  Continue Reading

• The business benefits of investing on booze - don't have drink problems, have drink opportunities

  This lunch meeting is going well - because they're drinking Ketel One Vodka, a quality solution the steak holders will appreciate one of the great unexamined business processes of British industry is alcohol consumption.  Continue Reading

• The balance between in-house and outsourced help

  The expectation that the private sector will employ just shy of 100,000 new people in IT roles over the next four years is one that can be greeted with both smiles and frowns by the channel.  Continue Reading

• Money talks in LAR fee changes

  Microsoft's changes to the fee structure of its Enterprise Agreements (EA) appear pretty tough. On the surface, large account resellers (LARs) are losing around two-thirds of their existing fees for sales to clients on its major accounts list.  Continue Reading

• Local difficulties could be lost in the cloud

  It appears that resellers are getting concerned about Microsoft's forth coming Office 365 cloud product and how they will fit into the company's plans.  Continue Reading

• Microsoft still searching for an answer

  Microsoft's Q2 results are a bit of a mixed bag. Although Windows sales were $300m lower than expected, sales at its Business Division (Office) were up 24% at $6bn and sales at its Entertainment and Services division were up 55%, mainly on the back ...  Continue Reading

• Windows 7 tablets leave Microsoft breathless

  Microsoft has launched its latest salvo against Apple's iPad, extolling the virtues of Windows 7-based tablets to enterprise customers, according to some slides from a Microsoft presentation to reseller partners obtained by ZDNet.  Continue Reading

• Gamma wants to build castles in the air

  Those who fail to learn from history are condemned to repeat it, so the saying goes. So Gamma CEO Bob Falconer has abandoned his catapult and is taking far more sophisticated weapons with him on his next crusade.  Continue Reading

• What is the right services model for the channel?

  Should services be sold on behalf of vendors or independently? That's a question that has exercised the minds of quite a few channel partners in recent times.  Continue Reading

• Diary: Time to call last orders on the zanily named ad agency

  Here's the Office Oddball, the official mascot/character of a new socialising network for city types. The advert was created by bloody big spider, the ad agency that City Socialising hired to promote the site, using money from its £1 million ...  Continue Reading

• How Social Media Can Help Small Businesses

  News reaches us of a successful sting that took full advantage of the thousands of wannabe party gate crashers who trawl Facebook and Video looking for houses they can wreck.  Continue Reading

• How journalism works - smart pens, stupid writer

  Here's the Echo Smart Pen, an ingenious device that records every conversation. If only I had one of these earlier, it would have saved me several court cases.  Continue Reading