Resellers making services migration from tough hardware market
Some resellers are continuing to sell hardware and make a business from it but increasingly the price pressure and slow demand from customers are forcing them to look for alternative sources of income.
As a result more are making the migration into delivering services and providing consultancy services around emerging technologies including the cloud.
The description of a changing channel landscape has emerged from market research carried out for Dell by Foster MacCallum International, which reveals there are new pressures resellers are having to face.
The survey of the market found that three quarters of resellers have noticed things changing in the SME market in recent years with sales dropping as a result of slow demand and increased sensitivity to pricing.
As a result more resellers are now making a shift towards offering services and consultancy support for customers.
Reseller news
Resellers making services migration from tough hardware market
Posted: Fri, 03 Feb 2012Some resellers are continuing to sell hardware and make a business from it but increasingly the price pressure and slow demand from customers are forcing them to look for alternative...Read More »
DiData first to wear worldwide Cisco telepresence badge
Posted: Fri, 03 Feb 2012Network and IT services provider Dimension Data has become the first company to be awarded Cisco's TelePresence Video Master Global ATP certification. According to Cisco, the certification recognises partner understanding...Read More »
Ecosystems rather than solo pitching the way to the cloud
Posted: Fri, 03 Feb 2012Ecosystems of cloud providers could be one way to ensure that resellers can remain competitive and inspire customer loyalty in the face of greater user choice and flexibility.The conclusions of...Read More »
MicroScope's top stories, week ending 3 February 2012
Posted: Fri, 03 Feb 2012Phoenix cutting 300 jobs as costs hamper business System integrator Phoenix IT Group put a figure to the number of jobs it expects to cut as part of an ongoing...Read More »
Rise takes cloud message to the US
Posted: Thu, 02 Feb 2012Cloud services specialist Rise has pitched up in the US looking to help managed service providers on that side of the pond and aiming to widen its market reach.The channel...Read More »
Brocade ramps up partner enablement activity
Posted: Wed, 01 Feb 2012Brocade is planning a major ramp up of its partner enablement and education activity in the UK market as it targets more business around datacentre networking, virtualisation and mobility. Speaking to...Read More »
MicroScope's review of the month: January 2012
Posted: Wed, 01 Feb 2012The channel was quick to get back into the swing of things after the Christmas break. January saw a glut of industry news, with the retail sector licking its wounds, as well...Read More »
Better passwords could help protect against cyber crime threat
Posted: Wed, 01 Feb 2012With people more likely to fall victim to cyber crime rather than physical acts of violence or robbery the security industry is facing a need to deliver more user education.One...Read More »
PaaS market set to take off as enterprise interest grows
Posted: Wed, 01 Feb 2012Resellers able to offer platform as a service (PaaS) advice to customers look well placed to take advantage of growth in that market over the next couple of years.The forecasts...Read More »
iPad lifts Apple to PC client pinnacle, says Canalys
Posted: Tue, 31 Jan 2012Apple has soared past HP to become worldwide client PC vendor leader for the final quarter of 2011, according to the latest sector figures from Canalys. After selling 15 million...Read More »
Big data and mobile highlighting skills shortages
Posted: Tue, 31 Jan 2012The skills shortage is being felt acutely by those employers looking for IT staff in large firms and across London and the South as big data, mobile solutions and the...Read More »
Phoenix cutting 300 jobs as costs hamper business
Posted: Tue, 31 Jan 2012Following a period of trading roughly in-line with the board's expecations, system integrator Phoenix IT Group has put a figure to the number of jobs it expects to cut as part...Read More »
Kcom on track to reduce debt and grow sales
Posted: Tue, 31 Jan 2012Kcom remains on track to reduce net debt and secure long-term growth as the communications specialist continues to keep to the forecasts it made last November. An interim management statement...Read More »
Browett quits Dixons for bite of the Apple
Posted: Tue, 31 Jan 2012John Browett has this morning announced he is to step down from his role as CEO of Dixons Retail to take up the position of senior vice president of retail at Apple from 20...Read More »
Softcat gets education server, storage contract
Posted: Mon, 30 Jan 2012Softcat has been named among a select group of service providers to provide server and data storage equipment to further education institutions by the Crescent Purchasing Consortium (CPC).Under the 'Network...Read More »
End-users at odds with channel over BYOD pitch
Posted: Mon, 30 Jan 2012Two pieces of research from managed services providers Avanade and Damovo have suggested that certain aspects of the BYOD pitch may be considered largely irrelevant by end-users, with a majority...Read More »
Customers exposed to threats by sticking with old firewalls
Posted: Mon, 30 Jan 2012Customers are leaving themselves exposed to security threats because of a failure to update their firewalls, which are no longer able to fend off sophisticated web-based attacks.The other consequence infrastructure...Read More »
EU data law penalty hikes will be felt by UK firms
Posted: Mon, 30 Jan 2012If EU data protection laws get the green light the impact on the UK will be greater than other European countries because of the relatively low penalties that are currently...Read More »
Government called to think again about protecting creditors
Posted: Fri, 27 Jan 2012The government's decision to abandon plans to make pre-pack administrations harder to enter into have been criticised for failing to protect creditors and vulnerable suppliers.The dreaded phoenix arrangement, where a...Read More »
Redstone cuts ribbon on new demo datacentre
Posted: Fri, 27 Jan 2012Resurgent network integrator Redstone has lifted the veil on a new datacentre at Vtesse Cirrus' Hertfordshire facility to support its drive into the cloud and improve the quality of service...Read More »
M&A and public sector on agenda as Trustmarque aims higher
Posted: Fri, 27 Jan 2012Infrastructure and software VAR Trustmarque has revealed it may look to make larger acquisitions, potentially of similar sized businesses to itself, as it aims to build on the most successful...Read More »
Changes to WEEE would save industry millions
Posted: Fri, 27 Jan 2012The channel and vendors could save millions of pounds if the electrical recycling laws were changed to improve the collection and charging procedures.An HP report has revealed that the WEEE...Read More »
Demand for IT jobs set to grow
Posted: Fri, 27 Jan 2012The demand for IT jobs is not expected to slow down this year as the demand for skilled staff continues to be a priority for recruiters looking to fill gaps...Read More »
In-depth: The virtualisation channel pitch
Posted: Fri, 27 Jan 2012Virtualisation has long been seen as a market that not only offers growth but provides resellers with a topical technology to talk to customers about. It has spread from servers...Read More »
MicroScope's top stories, week ending 27 January 2012
Posted: Fri, 27 Jan 2012Getronics sold off in KPN shake-up Systems integrator Getronics International has been sold by its Dutch owners, KPN, as the telco retrenches in its domestic market. The 2,900-strong European operation has been...Read More »
In-depth: Managing the complexities of virtualisation projects
Posted: Thu, 26 Jan 2012Billy MacInnes identifies opportunities for resellers in virtualised business environments It's one of the unwritten laws of technology that whenever it promises to make something simpler to do, it invariably...Read More »
HP extends pay for rewards as tough times continue
Posted: Thu, 26 Jan 2012Hewlett-Packard has vowed to continue offering financial support for resellers in the face of an ongoing touch economy extending its pay for rewards scheme into the second quarter.The scheme ensures...Read More »
Security players back tougher EU data protection laws
Posted: Wed, 25 Jan 2012Security players have welcomed the moves by the EU to outline plans to strengthen data protection laws with much greater penalties than those that currently exist for those that are...Read More »
EMC hands hundreds of direct accounts over to channel
Posted: Wed, 25 Jan 2012EMC has announced dramatic plans to ramp up the revenue that is driven through its channel cutting the number of direct accounts significantly and offering greater services support for partners.The...Read More »
HP looks for increased networking activity from partners
Posted: Wed, 25 Jan 2012Hewlett-Packard is looking for more resellers to sell its networking range in response to moves it has made to simplify its partner programme and extend training and support in that...Read More »
B2Net reborn under Proact umbrella
Posted: Wed, 25 Jan 2012Nine and a half months after it was acquired by Sweden-based storage and cloud integrator Proact, NetApp partner B2Net has rebranded under its parent's name.Since its acquisition by Stockholm-listed Proact,...Read More »
Acer to beef up commercial business strategy
Posted: Wed, 25 Jan 2012Computing hardware specialist Acer is to roll out a new partner programme in the next few months with the express intent of beefing up its commercial business and targeting more...Read More »
Insolvencies remain stable despite challenging economy
Posted: Tue, 24 Jan 2012The IT population remained fairly intact during the tough times of last year with the number of insolvencies holding firm compared to the levels of 2010.The final numbers of insolvencies...Read More »
Acer claims channel inventory down to a month
Posted: Tue, 24 Jan 2012Acer claims to have put the inventory issues that plagued it during 2011 well and truly in the past, with the firm's new UK managing director Neil Marshall saying that...Read More »
Getronics sold off in KPN shake-up
Posted: Tue, 24 Jan 2012Systems integrator Getronics International has been sold by its Dutch owners, KPN, as the telco retrenches in its domestic market. The 2,900-strong European and APAC operation has already been picked up...Read More »
Carphone puts Best Buy store venture behind it
Posted: Tue, 24 Jan 2012Carphone Warehouse has taken a positive outlook for the final three months of its fiscal 2012 after posting 15% growth in sales in Q3 and closing the book on its doomed...Read More »
Anglia Business Solutions mourns death of Hurley
Posted: Tue, 24 Jan 2012One of the founding members of one of the most long standing resellers, Anglia Business Solutions, has died after a short illness.David Hurley, who will be known by many in...Read More »
Consumerisation and social driving software growth
Posted: Tue, 24 Jan 2012The European software industry can expect modest growth this year as consumerisation and social media force firms to open up budgets to enable secure remote working.The latest forecasts from IDC...Read More »
Project Merlin fails to deliver credit to SMEs
Posted: Mon, 23 Jan 2012SMEs continue to struggle to get their hands on credit through the scheme that was set up lasy year with the aim of improving the flow of funds to small...Read More »
Panda cans direct sales operation
Posted: Mon, 23 Jan 2012In a welcome move for resellers, Panda Security has taken the decision to ditch its direct consumer sales operation and ramp up its relationship with consultancy-led distie partner Blue Solutions.The...Read More »
Legal side of cloud gets Forum's attention
Posted: Mon, 23 Jan 2012The Cloud Industry Forum (CIF) has set up a separate sub group to concentrate on the growing number of legal issues surrounding the delivery of hosted applications and services.The growth...Read More »
Resellers get fresh route to users with comparetheware.com
Posted: Mon, 23 Jan 2012Resellers and vendors will have a chance to put their services and products in a virtual shop window with a website that is designed to provide users with a serach...Read More »
Avaya channel boss Jeremy Butt to step down
Posted: Sun, 22 Jan 2012Avaya worldwide channel vice president Jeremy Butt is to step down from his role in March, MicroScope has learned.Previously enterprise mobility channel boss at Motorola, Butt moved across to Avaya...Read More »
Becrypt enhances partner deal reg offering
Posted: Fri, 20 Jan 2012Public sector cyber-security specialist Becrypt to the UK public sector has launched its enhanced Deal Registration programme to the channel, writes Linda Endersby. "Becrypt is putting in place a range...Read More »
Sirs leaves RM MD post after three months
Posted: Fri, 20 Jan 2012Rob Sirs, group managing director of education IT specialist RM has stepped down for personal reasons after just three months in the role. Sirs stepped into the post in October...Read More »
InTechnology green datacentre opens in Berkshire
Posted: Fri, 20 Jan 2012Cloud services provider, InTechnology has opened its new energy-efficient data centre in Reading in a bid to beef up its hosting provision outside the M25, writes Linda Endersby. "The Reading data centre...Read More »
MicroScope's top stories, week ending 20 January 2012
Posted: Fri, 20 Jan 2012Channel boss in Mail on Sunday sting Transputec boss Rickie Sehgal spoke of his embarrassment after falling victim to a Mail on Sunday sting in which an undercover reporter posed as a...Read More »
Customer indecision spells failure for IT projects
Posted: Thu, 19 Jan 2012IT projects are continuing to fail in large numbers because the customer changes the brief after the work starts leaving resellers and consultants scrambling to meet changing requirements.The findings of...Read More »
Comet's woes deepen as Kesa heads for the exit
Posted: Thu, 19 Jan 2012With the final disposal of the struggling Comet retail chain now less than a month away, owner Kesa Electricals has admitted that given the chain's Christmas performance it is now likely that...Read More »
Open source software vendors turn eyes to channel
Posted: Thu, 19 Jan 2012Open source software vendors 10gen and Talend have both turned their attention to the channel this week, announcing their intentions to start recruiting resellers in the UK as part of...Read More »
Context sees slight rise in Q4 UK PC shipments
Posted: Wed, 18 Jan 2012The European figures look as grim as ever, but even though the PC market took its now customary tumble in the last quarter of 2011, new distribution figures from analyst...Read More »
Datatec on track in face of economic turmoil
Posted: Wed, 18 Jan 2012Westcon and Logicalis parent Datatec has turned in another strong performance during the four months to the end of December 2011 in the face of poor economic data, sovereign debt...Read More »
Storage network global certification launched
Posted: Wed, 18 Jan 2012CompTIA Storage and storage industry body SNIA have teamed up to introduce a new credential for IT professionals working in data storage, writes Linda Endersby. The partnership's aim is to help...Read More »
Dixons' Christmas not complete disaster
Posted: Wed, 18 Jan 2012Despite presiding over yet another drop in both underlying and like-for-like sales during the 12 weeks to 7 January, Dixons Retail chief John Browett has been given a resounding thumbs...Read More »
Juniper gives VARs Vegas bonanza
Posted: Wed, 18 Jan 2012Juniper Networks has added a plethora of new channel tools and resources to its channel programme at its reseller conference, which is being held this week in Las Vegas. The...Read More »
Channel boss in Mail on Sunday sting
Posted: Tue, 17 Jan 2012Transputec boss Rickie Sehgal has spoken of his embarrassment after falling victim to a Mail on Sunday sting in which an undercover reporter posed as a businessman seeking access to senior...Read More »
Wick Hill lifeboat launched in Expand channel
Posted: Tue, 17 Jan 2012The saga of what is to become of Expand Networks customers and partners in the wake of last week's technology and IP acquisition by Riverbed has taken another twist as distie Wick Hill,...Read More »
C2000 launches McAfee partner initiative
Posted: Tue, 17 Jan 2012McAfee and Computer 2000 have launched a new initiative, SMB Connect Programme, to give resellers the opportunity to work towards McAfee's SMB specialization without making major time commitment, writes Linda Endersby. The...Read More »
Riverbed open to talks with Expand channel
Posted: Mon, 16 Jan 2012Following its acquisition of the defunct Expand Networks's IP last week, Riverbed has said it will be putting in place options for partners and is open to discussions with resellers...Read More »
FAST brings legal experts together to keep IP protection on agenda
Posted: Mon, 16 Jan 2012The Federation Against Software Theft (FAST) is aiming to keep the pressure on the government and those influencing the intectual property protection debate through an event designed to bring together...Read More »
Tech M&A activity bounces back after poor start to Q4
Posted: Mon, 16 Jan 2012The tech mergers and acquisition market across Europe stabilised last month bouncing back after a drop in deals over the autumn. According to the latest research from Regent the end...Read More »
D-Link restructure will provide resellers with more focus
Posted: Mon, 16 Jan 2012D-Link is expecting a restructure to enable it to provide resellers with greater focus and support as it seperates its wide portfolio and bolsters the business-to-business operations. The vendor has...Read More »
Security VAR GSS bags Royal Warrant
Posted: Mon, 16 Jan 2012MTI security unit Global Secure Systems has become the latest channel firm to be awarded a Royal Warrant, joining a list of companies that already includes Azzurri and TSG.Only three...Read More »
Axonex first to bag Cisco ISE badge in UK
Posted: Mon, 16 Jan 2012Cisco partner Axonex has become the first UK reseller to be awarded the Authorised Technology Partner (ATP) accreditation for Cisco's Identity Services Engine technology.The Gloucestershire-based firm said this would help...Read More »
ShoreTel urges comms channel to think bigger
Posted: Fri, 13 Jan 2012ShoreTel EMEA boss Adrian Hipkiss has set the unified comms vendor's sights on further expansion into the large enterprise sector and a ramping up of its virtualisation capabilities in 2012. With...Read More »
Insight gets Brother education gig
Posted: Fri, 13 Jan 2012Print specialist Brother has selected Insight as a commodity print partner to sell and support its products in the further and higher education market under the National Educational Printer Agreement (NEPA)....Read More »
Economy on the brink as output drops and confidence slumps
Posted: Fri, 13 Jan 2012The UK economy is on the brink of another recession with both manufacturing and services suffering falls in output and business confidence slumping.According to the latest monthly BDO business trends...Read More »
Trustmarque slips into something more comfortable
Posted: Fri, 13 Jan 2012Yorkshire-based Trustmarque is moving into new headquarters after its old digs became too overcrowded. It said the move to new premises would allow it to continue its expansion while offering...Read More »
Enterprise software market set for low growth
Posted: Fri, 13 Jan 2012The prospects for the enterprise software market remained delicately poised this year with growth expected but only by a whisker.The latest analysis of the enterprise software market from TechMarketView forecasts...Read More »
MicroScope's top stories, week ending 13 January 2012
Posted: Fri, 13 Jan 2012BT Engage IT adds Palo Alto to portfolio BT Engage IT sealed a partnership with firewall specialist Palo Alto to provide security options alongside its network and data packages. The...Read More »
ZyXEL's Marsden gets European president spot
Posted: Thu, 12 Jan 2012ZyXEL UK managing director and vice president of European channels Lee Marsden is to take on the role of European president following a reshuffle that has seen predeccesor Gordon Yang take on a worldwide...Read More »
Schools braced for cuts and pupils face frustration
Posted: Thu, 12 Jan 2012The extent of the cutbacks in schools has been laid bare by research from Stone indicating that 83% expect shavings off the IT budget and a significant number believe this...Read More »
UK decline offset by European growth at Computacenter
Posted: Thu, 12 Jan 2012Computacenter has revealed the UK market continues to be sluggish with revenue declining over the course of its fiscal year by 13%.The channel player revealed the state of its finances...Read More »
Low consumer demand hits PC shipments
Posted: Thu, 12 Jan 2012Global PC shipments declined in the fourth quarter with mature markets continuing to show weakness and an inability to shake off the effects of the ongoing mixed economic conditions in...Read More »
Expand partners face uncertain future after Riverbed IP buyout
Posted: Thu, 12 Jan 2012WAN optimisation specialist Riverbed has forked out an undisclosed sum for the assets and intellectual property of Expand Networks, which went into receivership in October after a loan repayment came due...Read More »
Big Blue encourages resellers to get social
Posted: Wed, 11 Jan 2012IBM is providing more support to resellers looking to take advantage of social media platforms as interest in those communication platforms continues to grow.Big Blue wants its partners to become...Read More »
Teaching of computer skills to be revised with industry input
Posted: Wed, 11 Jan 2012The computer industry is going to have an input into shaping the technology skills that school children pick up in the future as the current teaching programme of ICT gets...Read More »
Dell cloud badge may lack partner revenue target
Posted: Wed, 11 Jan 2012Dell has revealed more details of its upcoming cloud partner certification, hinting that it may not attach reseller revenue requirements to the badge. At the vendor's inaugural European Storage Forum in...Read More »
Stone offers schools Rent-a-PC scheme
Posted: Wed, 11 Jan 2012Education supplier Stone has announced a PC rental scheme aimed at schools struggling with budgets but facing the need to invest in the latest technology.The channel player used the education...Read More »
Phoenix targets aggressive growth after merger
Posted: Tue, 10 Jan 2012Phoenix has said it will look to book "aggressive growth" in the next 12 months in the wake of consolidating its Phoenix IT Services and ICM brands under the Phoenix...Read More »
Dell shows off storage programme enhancements
Posted: Tue, 10 Jan 2012Dell has kicked off 2012 by using its inaugural European Storage Forum in London to announce a number of enhancements to its Storage Smart partner programme that it says will simplify...Read More »
Computer skills climbing on government agenda
Posted: Tue, 10 Jan 2012The government minister for culture, communications and the creative industry has revealed that learning computer skills is something that the public needs to improve on if they are to exploit...Read More »
Cloud adoption of business intelligence tools lagging
Posted: Tue, 10 Jan 2012The hype and the rush to provide cloud functionality might have led some resellers selling business intelligence to believe that this was the year the technology shifted to delivery via...Read More »
In-depth: 2011, how was it for you? part II
Posted: Tue, 10 Jan 2012The decorations have come down and the lights have been out away for another year but as we look back over 2011 there are still plenty of things worth talking...Read More »
ICM brand to disappear in new Phoenix merger
Posted: Mon, 09 Jan 2012ICM-owner Phoenix is to merge the business continuity and infrastructure services house with its own Phoenix IT Services business in a move that will see the ICM brand disappear from the...Read More »
Avaya's Anderson heads into channel
Posted: Mon, 09 Jan 2012Avaya has parted company with yet another senior executive, losing UK and Ireland channel director Niall Anderson just over a year into the role. Anderson, who joined Avaya from comms...Read More »
Hilton gets managing director promotion at Rise
Posted: Mon, 09 Jan 2012Cloud specialist Rise has promoted Alex Hilton to the role of managing director after a successful stint building business at the infrastructure player over the last year and a half.Hilton...Read More »
HP looking for partners to get Agile in the cloud
Posted: Mon, 09 Jan 2012Hewlett-Packard is expecting resellers will take advantage of its moves into the cloud by either signing up to deliver their own infrastructure services in conjunction with the vendor or by...Read More »
Research: Users set to expand virtualisation investments
Posted: Fri, 06 Jan 2012Virtualisation has been a hot technology for the last few years and it continues to provide opportunities for resellers. Originally focusing on server virtualisation the growth in applications for the...Read More »
MicroScope's top stories, week ending 6 January 2012
Posted: Fri, 06 Jan 2012Microsoft starts legal proceedings against counterfeiting Comet Earlier in the week Microsoft started legal proceedings against retail giant Comet, accusing the chain store of bootlegging over 94,000 copies of Windows Vista and XP....Read More »
BT Engage IT adds Palo Alto to portfolio
Posted: Fri, 06 Jan 2012BT Engage IT has sealed a partnership with firewall specialist Palo Alto to provide security options alongside its network and data packages.The services division of BT Business has reacted to...Read More »
FAST backs Microsoft action against Comet
Posted: Thu, 05 Jan 2012The move by Microsoft to sue Comet for selling counterfeit copies of Windows Vista and Xp has been given the backing of intellectual property rights campaigner the Federation Against Software...Read More »
Comms channel courts Olympic cash
Posted: Thu, 05 Jan 2012With the 2012 London Olympics looming large on the tnational agenda, the comms and networking channel is setting out its stall ahead of the massive anticipated disruption to working patterns...Read More »
Thai floods and weak economy hit IT spending forecasts
Posted: Thu, 05 Jan 2012The ongoing impact of the Thailand floods, coupled with faltering economic conditions across Europe have been highlighted as two of thew reasons Gartner has downgraded its forecasts for worldwide IT...Read More »
Gartner paints bleak picture for prospects in finance sector
Posted: Wed, 04 Jan 2012Those resellers selling into the banking sector could find their customers not only spending less but potentially disappearing altogether if gloomy analyst predictions are on the money.Gartner issued its forecasts...Read More »
Microsoft starts legal proceedings against counterfeiting Comet
Posted: Wed, 04 Jan 2012Microsoft has started legal proceedings against retail giant Comet accusing the chain store of creating and selling more than 94,000 counterfeit copies of Windows Vista and XP.The vendor discovered that...Read More »
Daisy partners to trial BT superfast broadband
Posted: Wed, 04 Jan 2012A number of Daisy Wholesale resellers are to embark on a technical trial of BT Wholesale's new faster fibre-to-the-cabinet (FTTC) products as part of plans to double the download speed...Read More »
Aastra adds comms app lines to Westcoast UC offer
Posted: Tue, 03 Jan 2012Unified comms (UC) specialist Aastra is to expand the number of its product lines available through Westcoast as part of a drive to widen and deepen its channel route to market....Read More »
SME support over credit and red tape still on 2012 agenda
Posted: Tue, 03 Jan 2012The Forum of Private Business (FPB) has called for more support for entrepeneurs and a cutting of red tape in its New Year's message.The small business lobby group spent a...Read More »
Customers fear Eurozone crisis sparked recession
Posted: Tue, 03 Jan 2012The New Year has started with the less than cheery forecasts from financial directors with half expecting a recession to kick in as the Euro crisis hits the UK economy.Research...Read More »
