MicroScope articles from April 2005

MicroScope archives from April 2005

2e2 acquires services division.(Brief Article)
April 4, 2005... Acquisitive service provider 2e2 Group has snapped up the offshore IT services division of software provider XKO for [pounds sterling]13.25m, giving the company facilities in the Channel Islands and Isle of Man. Taking on business continuity...

Alcatel shakes up its channel.(Compagnie Financiere Alcatel)
April 4, 2005... Christopher Walton christopher.walton@rbi.co.uk With the market for convergence hardware becoming increasingly cut-throat, French telecoms equipment giant Alcatel has set out an aggressive channel strategy to recruit more resellers and...

Businesses must use e-mail management.(Brief Article)
April 4, 2005... Resellers have been urged to help customers understand the issues of e-mail management and encourage them to invest in the correct type of storage for backing up the growing volume of e-mail content. According to a report on e-mail management...

CA SME drive is paying off.(Computer Associates )(Small and Medium-sized Enterprise )
April 4, 2005... karl Flinders karl.flinders@rbi.co.uk Software giant Computer Associates (CA) is continuing its push in the SME market after the segment in the EMEA region added millions to revenues in its latest quarter. The firm last week claimed that as...

Channel crucial route for SME customers for HDS.(Hitachi Data Systems)(Small and Medium-sized Enterprise )(Brief Article)
April 4, 2005... roanna avison roanna.avison@rbi.co.uk Hitachi Data Systems (HDS) is putting the channel at the forefront of its push into the SME space. The vendor has vowed to consider the channel at the outset of all its initiatives as it looks to gain...

Channel will have to wait for direction from Hurd.
April 4, 2005... paul kunert paul.kunert@rbi.co.uk While acknowledging HP's strengths, new CEO Mark Hurd accepts it is not realising its potential The new CEO at Hewlett-Packard has admitted the company is not performing to its potential and he will...

Complying with the laws of business.
April 4, 2005... Jane Dudman With regulatory bodies enforcing stiff penalties for non-compliance, the pressure is on for businesses to address their information management to stay inside the law -- but they need assistance Is compliance a pain in the...

Environmental concerns cause channel headache.
April 4, 2005... Paul kunert paul.kunert@rbi.co.uk Confusion surrounds the practicalities of implementing the forthcoming WEEE directive The take-back obligations resellers face as part of an EU green legislation have yet to be resolved and the...

Gearing up for Infosecurity.
April 4, 2005... karl Flinders karl.flinders@rbi.co.uk This month sees the tenth Infosecurity exhibition at Kensington Olympia and with security on the minds of businesses of all kinds the event is as relevant to the channel as ever. The annual event once...

InFocus survey reveals desires of AV buyers.(Brief Article)
April 4, 2005... Simon Quicke simon.quicke@rbi.co.uk A competitive price, one-stop-shop suppliers and those resellers with good product availability are the most likely to appeal to customers purchasing projectors. In a survey carried out by InFocus, the...

Microsoft deal with Capgemini will plug gap.(Brief Article)
April 4, 2005... karl flinders karl.flinders@rbi.co.uk Microsoft has signed a deal with Capgemini to push its CRM offering to the UK corporate market and provide support for resellers attempting to win large deals. The vendor recently revealed it was...

Must-attend event for dealers.
April 4, 2005... As 26 April approaches, resellers are urged to register as soon as possible to secure their place at Straight Talk It is no secret that resellers which continue to stick with a 'sell it and shift it' attitude are facing extinction, with...

Nortel streamlines its operations to compete.(Northern Telecom Ltd.)
April 4, 2005... Christopher Walton christopher.walton@rbi.co.uk Spinning out of last month's pan-European gathering of distributors, resellers and integrators, networking giant Nortel has introduced a packaged service portfolio to reinvigorate its channel...

Northgate to buy Sx3 to boost services.(Service and Systems Solutions)(Brief Article)
April 4, 2005... christopher walton christopher.walton@rbi.co.uk Northgate Information Solutions has agreed a figure of [pounds sterling]155m to acquire public sector specialist Sx3 (otherwise known as Service and Systems Solutions) as it continues its...

Novell lures small businesses to Linux platform with tailored software suite.(Brief Article)
April 4, 2005... Novell is hoping its end-to-end Linux for the SME sector will give this huge market segment the confidence to switch to the open source software. The software vendor is hailing its Linux Small Business Suite 9, which runs from the server...

Resellers must evolve or die.
April 4, 2005... Christopher Walton christopher.walton@rbi.co.uk The message coming from Gartner is that channel companies must review their approach to selling to stay in business Three in every ten channel companies will disappear by 2007 unless they...

SunGard purchase promises brighter IT future.(Brief Article)
April 4, 2005... karl Flinders karl.flinders@rbi.co.uk External IT investment is back in the financial services sector according to the investors behind the biggest ever private investment in an IT firm, which was revealed last week. Seven US private...

Telindus back in profit with Flagship 2006.
April 4, 2005... Systems integration giant Telindus may have turned itself a profit for the first time since the dark days of 2001, but it has not yet rested on its laurels, claiming that it can double company turnover to e1bn ([pounds sterling]690m) by 2006...

Users switch to laptops.
April 4, 2005... Tony Glover microscope@rbi.co.uk European notebook sales leapt almost 16 per cent year on year in January, according to UK-based analyst firm Context, bringing sales neck and neck with desktop PCs. At the same time, IDC has lowered...

Vendors aim to stimulate growth in SME sector.(Small and Medium Enterprise )(Brief Article)
April 4, 2005... simon quicke simon.quicke@rbi.co.uk Microsoft, Hewlett-Packard and Intel have joined forces to support EU attempts to encourage growth in the SME sector. The IT giants have unveiled the Small and Medium Enterprise Consortium, which will...

WEEE implementation put back due to complexities.(Waste Electrical and Electronic Equipment )
April 4, 2005... Paul kunert paul.kunert@rbi.co.uk The EU Waste Electrical and Electronic Equipment (WEEE) directive is not the straightforward piece of legislation the Government assumed when it was conceived, so implementation has been delayed until next...

Alcatel and Tiscali join forces to provide VoIP to UK SMEs.(Compagnie Financiere Alcatel)(Tiscali Business Services UK)(small and medium-sized business enterprises)(Brief Article)
April 18, 2005... The Alcatel channel can now add business broadband provider Tiscali's Quality of Service over DSL offering to their own IP telephony sales after both parties signed a deal to work on VoIP provision to UK SMEs. Tiscali is the only Internet...

Becta suppliers concerned over potential price war.(Brief Article)
April 18, 2005... Price may be the key weapon in the software market after Becta awarded 16 suppliers the framework contracts to provide schools with off-the-shelf products, which could lead to fierce competition forcing margins down to one per cent. The...

Call to set standards for SAM.(software asset management)(Brief Article)
April 18, 2005... The channel is pushing for an International Standards Organisation (ISO) clarification for software asset management (SAM) as a UK group drafts a proposal to the British Standards Institute (BSI). The group comprises Teksys, Bytes Technology...

Centennial focuses on SAM.(software asset management)(Centennial Software)
April 18, 2005... Centennial Software has launched the latest version of its IT asset management product with a strong focus on software, as the market for services to manage and understand software estates enters maturity in the UK. Software asset management's...

Enterasys to boost UK revenues.
April 18, 2005... Security-focused networking vendor Enterasys has pushed hard over the past two years to become a serious competitor in the networking industry -- admitting it needed to revise its strategy in order to compete. In addition to a rebranding...

How to unlock the profits in security.
April 18, 2005... If everyone is so concerned about on-line threats, why do security products remain stubbornly difficult to sell? Industry experts reveal how to turn a negative sell into a positive one In the light of poor recent results from some security...

Jobs safe for staff at collapsed system builder.(CFL Computer Systems)(Centreprise International)(Brief Article)
April 18, 2005... Staff at CFL Computer Systems, which was experiencing difficulties as a result of tough trading conditions and having to foot the bill for faulty hard drives, have been thrown a lifeline by Centreprise International. As well as offering 11...

Kingston enterprise services division rebranded as Affiniti.(Kingston Communications (Hull) PLC)(Brief Article)
April 18, 2005... Following its recent acquisitions of Omnetica and Technica, Kingston Communications has rebranded the two businesses, along with its own business services division, under the name of Affiniti. Rebranding under the Affiniti banner should mark...

Low prices drive increase in SME notebook sales.(Small and Medium-sized Enterprise )
April 18, 2005... Sales of notebooks into the corporate sector were stagnant in January, but the numbers shipped in the SME arena continued to grow. According to figures released by Context, notebook sales into the SME space rose by 61 per cent in January, while...

Microsoft gets tough on resellers handling counterfeit software.(Brief Article)
April 18, 2005... The vendor's test purchase programme, which is running in the UK, catches eight US resellers selling illegal software Microsoft's unrelenting search for those in the channel selling counterfeit software has hit eight US resellers, after its...

Nortel support of Unified Networks under scrutiny.(Brief Article)
April 18, 2005... Nortel has moved to alleviate fears that have grown in its UK channel following the demise and subsequent rise of Unified Networks after partners bemoaned the vendor's continued support of the reseller. As exclusively revealed in MicroScope,...

Rebranded NEC seeks resellers.(Brief Article)
April 18, 2005... NEC Display Solutions plans to increase reseller numbers by 50 per cent on the back of a rebranding exercise. The vendor had been known as NEC Mitsubishi after a tie-up with Mitsubishi, but as demand for CRT screens declined, the pair decided...

Scott linked with Gateway UK.(Sarah Scott)(Brief Article)
April 18, 2005... The business manager of Acer's consumer PC and digital home division is leaving the company and will lead a renewed push into the UK market by US vendor Gateway, according to industry sources An insider at Acer said Sarah Scott, who joined the...

Spierkel eyes opportunities outside traditional channel.( Greg Spierkel )
April 18, 2005... Ingram Micro CEO Greg Spierkel plans to build on the distributor's strong performance and develop new revenue streams After the shock of the departure of five-year veteran CEO Kent Foster at Ingram Micro, former European head Greg Spierkel...

Two-for-one deal intended to boost Linux skills.
April 18, 2005... The Linux skills shortage is still a concern for those involved in the development of a market for the open source software as a Linux training house outlines a doubled effort. Specialist consultancy and trainer LinuxIT is eyeing the gap in the...

Westcon hung up on BTIC dealer relations.(BT Indirect Channels )(Brief Article)
April 18, 2005... Channel conflict as a result of direct reseller activity partly blamed for distribution deal end BT Indirect Channels (BTIC) and Westcon have ended their networking distribution deal following Westcon's decision to focus on other areas,...

A very practical revolution.(Panel Discussion)
April 25, 2005... With a steady increase in the number of people working from home, there is general agreement that flexible working is gaining momentum Who's who Duncan Brown IDC UK consulting director Responsible for managing IDC's consulting...

AMD channel expansion plans raise concerns among partners.(Advanced Micro Devices Inc.)
April 25, 2005... Paul kunert paul.kunert@rbi.co.uk AMD is treading carefully over channel expansion plans which could include the addition of Ingram Micro, a move the vendor is aware would upset existing distribution partners and lead to fierce competition...

BTIC opens up lead generation scheme.(BT Indirect Channels )(Brief Article)
April 25, 2005... Christopher Walton christopher.walton@rbi.co.uk BT Indirect Channels (BTIC) is to expand a lead generation scheme for government business to the wider channel following a successful three-month trial during which public sector accounts were...

CA will reduce direct sales.(Computer Associates International Inc.)
April 25, 2005... roanna avison roanna.avison@rbi.co.uk Computer Associates has vowed to cut its direct account list by two-thirds in the UK as it takes steps to meet its 50 per cent indirect business target. But the move appears to be a change of tack for...

Channel changes as Bradley and Cameron resign.(Richard Bradley, Charles Cameron.)(Brief Article)
April 25, 2005... karl Flinders karl.flinders@rbi.co.uk Last week saw another two channel figures up sticks to pursue other interests as Computer Associates' Richard Bradley and InTechnology's Charles Cameron resigned from their roles. Bradley, who...

Cisco vows to crank up SME business after slow start.(Small and medium sized )
April 25, 2005... Christopher Walton christopher.walton@rbi.co.uk Vendor sets out to build distinct channel that will boost its performance and profile in the small business arena Cisco has admitted that more work is ahead of it if it is to reach its...

Commoditisation strikes.
April 25, 2005... karl Flinders karl.flinders@rbi.co.uk The exit of Vitec Communications comes as a warning that even specialist resellers are not resistant to falling margins Resellers operating in specialist markets are not immune to the margin...

Computacenter feels margin pressure.(Brief Article)
April 25, 2005... Christopher Walton christopher.walton@rbi.co.uk Computacenter sent shockwaves throughout the industry after disastrous first quarter sales knocked its profit expectations. The reseller placed the blame on reduced sales of lower margin kit...

Draycir set to triple UK base.
April 25, 2005... KArl flinders karl.flinders@rbi.co.uk ISV Draycir is looking to triple its UK reseller base of 100 as the business software vendor sees a big opportunity for its SME-targeted fax, e-mail, print and archiving distribution product, which...

Fortinet takes steps to ensure GPL compliance.(General Public Licence )(Brief Article)
April 25, 2005... karl Flinders karl.flinders@rbi.co.uk Following a preliminary injunction against it, UK vendor moves quickly to address problem Security appliance maker Fortinet UK has rushed to quell speculation concerning a preliminary injunction...

Infosec preview.
April 25, 2005... Infosecurity Europe opens tomorrow, as always addressing strategic and technical issues in an unrivalled education programme and showcasing the most diverse range of new and innovative products and services from over 250 of the top suppliers...

Linux skills shortage is set to ease as OS adoption grows.(Brief Article)
April 25, 2005... simon quicke simon.quicke@rbi.co.uk The debate about the impact of a shortfall in channel Linux skills continues as a topic of conversation among those vendors pushing open source software. Last week, MicroScope reported the views of Peter...

Microsoft delays response to counter claim.(Brief Article)
April 25, 2005... Microsoft has been granted an extension to file a response to ITAC's counter-claim of libel, which followed Microsoft's move to sue the distributor for allegedly selling unauthorised software. ITAC issued libel proceedings in February, two...

Nortel counts on resellers.
April 25, 2005... Christopher Walton christopher.walton@rbi.co.uk In his first interview with a channel magazine since taking on the role as head of the UK channel at Canadian vendor Nortel, Tony Bailey has had to address some serious worries in the...

SMC Networks sets sights higher and seeks growth in the SME sector.
April 25, 2005... SMC Networks is looking to migrate up the vendor value chain and boost its SME market share. The move comes after its corporate parent, the Taiwanese OEM Accton Technology Corporation, gave its blessing to expanding the branded business in an...

Small firms seek big functionality.
April 25, 2005... Karl Flinders karl.flinders@rbi.co.uk IDC flags up channel opportunity as businesses with fewer than 100 staff switch to more complex IT infrastructures Technology analyst firm IDC has said there is a good opportunity for small...

Syscap HCI in a box portal goes live.(Home Computing Initiative )(Brief Article)
April 25, 2005... simon quicke simon.quicke@rbi.co.uk In its continuing efforts to demystify finance and offer resellers a tangible product they can promote to customers, Syscap has gone live with its Web-based Home Computing Initiative (HCI) channel...