MicroScope articles from February 2007

MicroScope archives from February 2007

Channel has a role in legal promotion.(05 Editorial)
February 5, 2007... Microsoft is the largest target for those determined to reap the benefits of selling software that exploit its brand without having to adhere to the legal requirements. The sheer number of people determined to get round the vendor's terms,...

09 Tech Traders.(customer relationship management)(Brief article)
February 5, 2007... One of the biggest challenges in selling to smaller customers is cracking the nut that contains the desire to get enterprise level services without the cost. Various terms have been coined to cover the idea of 'pay as you grow' or 'pay on...

Five Minute Interview.(Mike Kibblewhite)(Interview)
February 5, 2007... Mike Kibblewhite, managing director of NetOp Tech, takes the hot seat this week as MicroScope directs some probing questions at him What is the best book you have ever read? I really enjoyed The Hitchhiker's Guide to the Galaxy by...

An urge to seize the moment.(05 Editorial)
February 5, 2007... Byline: Billy MacInnes Opinion Don't leap onto the Microsoft Vista and Office 2007 bandwagon without first taking a look at Novell and Apple's offerings For Microsoft and a large chunk of the PC industry, the consumer launch of Vista...

12 Soap.(Vista)
February 5, 2007... www.weirdworld this week spots a record-breaking penis on Google Earth, is baffled by the Vista 'stuff' and has doubts that the Manchester Super Casino will affect Las Vegas visitor numbers A large member Gazing in wonder at Google...

Agenda.(13 Back Pages)
February 5, 2007... February 27-28 February 2nd Strategic Software Asset & License Management Conference Sheraton Frankfurt Hotel & Towers, Germany Web: www.marcusevans.com/events/CFEventinfo.asp?EventID=11753 March 8-9 March ...

On the right side of the law.(10 Features)
February 5, 2007... Faced with a growing regulatory burden and increasing levels of data storage, how can businesses ensure they remain compliant? Roanna Avison finds that by changing their processes and using the appropriate technology, companies can meet their...

09 Tech Traders.(wireless networking)(Brief article)
February 5, 2007... Wireless networking with easy connection At the BETT show last month a good deal of attention was given to encourage schools to take advantage of wireless networking options to improve their flexibility. Luckily, after throwing a...

04 Hardware.
February 5, 2007... Xerox Q4 profits suffer Xerox increased fourth quarter revenues by three per cent year on year to $4.4bn ([pounds sterling]2.2bn) but profits fell from $282m in the same period a year earlier to $214m. The post-sales and financing...

Inside OutCapitalising on the future.(15 Columns)
February 5, 2007... Rami Hadar VARs and resellers stand to benefit from the wave of investment associated with next-generation network architectures. Convergent IP, MPLS and IMS networks will be able to carry services concurrently by grouping and routing...

11 Letters.
February 5, 2007... Technology lacking in luggage tracking The 'nightmare before Christmas' at Heathrow represented a very British habit of blaming the weather for transport problems. However, the same excuse cannot be used for the mountain of bags still...

09 Tech Traders.
February 5, 2007... Dock brings iPod experience into the living room The world of digital music has never been the same since the iPod, and as the format rolls on the number of peripherals continues to grow. Numerous products encourage iPod users to expand...

Firms' IT brought to heel.(customer relations management)
February 5, 2007... This year, seven years after the millennium bug was meant to have struck and companies splashed out to have other people solve their problems, there are more outsourcing and management contracts up for renewal than there have been for a long...

03 Networking.
February 5, 2007... Briefs Thus presents Minx with business opportunities Service provider Thus has signed a strategic alliance with VAR Minx to resell its next-generation network services. Duncan Wilkinson, head of channel sales at Thus, said: "The...

Tackling CNP fraud.(15 Columns)
February 5, 2007... Outside In Cardholder not present (CNP) fraud involves the use of stolen card details in non face-to-face transactions either on the internet, by phone or by mail order. It has been the largest type of card fraud in the UK since 2003. ...

2e2 adopts more holistic view of managed services.
February 5, 2007... Systems integrator 2e2 has combined its managed services lines across its entire group of companies as part of a move to consolidate disparate businesses under a single brand. The combined line will comprise three offerings reflecting the...

Rise of pure and hybrid PBX to spell the end for traditional TDM PBX.(03 Networking)
February 5, 2007... The death of the traditional PBX could take place in 2011 if the latest research by US analyst house Dell'Oro is to be believed, with the total global market for pure and hybrid PBXs projected to exceed $7.5bn ([pounds sterling]3.8bn) in five...

AMD turns its focus to the SME market.(04 Hardware)
February 5, 2007... As part of its plans to carve a greater niche in the SME market, AMD will step up visits to systems VARs, create programmes and develop technology specifically aimed at the sector. According to US reports, Kevin Knox, vice-president of the...

NEC to supply system builders through Enta.(04 Hardware)
February 5, 2007... The struggling system builder community will become the latest target for NEC Computers this month when it kicks off a distribution deal with Enta Technologies. Enta will be the third distributor to sign up with NEC Computers in the past...

Security vendor axes jobs in efficiency drive.(07 Security)
February 5, 2007... Congleton-based security vendor SurfControl has let four people go from its workforce as Check Point is mooted as a potential buyer of the company. The vendor described the job reductions as efficiencies in headcount, not redundancies. ...

RSA survey flags up user doubts about security of online banking.(07 Security)
February 5, 2007... Following reports last week of massive online corporate frauds, figures from RSA Security have confirmed user scepticism over dealing with banks on the internet. The survey provides another string to the bow of resellers targeting the...

Rulebreakers rule.(01 News)
February 5, 2007... Expansiveness of Microsoft channel prevents sufficient control of product legitimacy Microsoft is virtually powerless to call a halt to illegitimate trade in its products because its channel and customer base are too large and disparate to...

Small suppliers to mourn demise of Police Service agreement.(01 News)
February 5, 2007... After a ten-year run, the Police Service framework is due to finish at the end of July and will almost certainly be folded into the Government's Catalist procurement system, cutting out local system builders that sold to the sector. As...

VTL answer to data regulation.(08 Storage)
February 5, 2007... Resellers should push virtual tape libraries (VTL) to help users tackle the management of their growing data mountains. Increasing focus on regulatory compliance has highlighted the need to prove that each back up to tape uses...

Storage vendor recruits sales staff.(08 Storage)
February 5, 2007... EMC is hiring staff to generate channel leads in the SME market and will launch incentives and programmes this year to encourage resellers to spearhead its push. The vendor was reluctant to discuss the development until nearer the launch...

08 Storage.(merger of Brocade Communication Systems Inc and McDATA Corp.)(Brief article)
February 5, 2007... Merging firms move to reassure resellers Resellers involved with Brocade and McData have been assured the merger of the two companies will provide an opportunity to tap into a wider customer base. Brocade sealed its $973m ([pounds...

Sun's choice of Interface stirs dissent among CDPs.(01 News)
February 5, 2007... Existing CDP accuses rival distributor of buying share rather than developing markets The number of distributors carrying Sun Microsystems' portfolio has doubled in 2007 with Interface and DNS named as channel development partners (CDP)....

ProCurve sets its sights on larger customers.(01 News)
February 5, 2007... ProCurve has defended its direct sales strategy for enterprise markets, claiming it needs to build better relationships with users in the space. ProCurve, Hewlett-Packard's networking division, is now operating with two sales metrics -...

HP modifies strategic development fund for Premier Partners.(01 News)
February 5, 2007... Hewlett-Packard has modified compensations given to Computer 2000 and Westcoast to build the vendor's share of notebooks, MFPs, ISS options and volume storage among small resellers. Labelled internally as Premier Partners, both distributors...

Retail margin pressure could eliminate choice.(01 News)
February 5, 2007... Competition Commission report highlights cut-throat pricing squeeze The Competition Commission report into Tesco's activities in the retail grocery sector has ramifications for the IT market as suppliers in this area see margins squeezed...

01 News.(Juniper, Red Hat, small businesses)(Brief article)
February 5, 2007... Juniper enjoys four per cent rise in Q4 revenues Juniper reported a four per cent increase in revenues to $595.8m ([pounds sterling]304.9m) in the fourth quarter to 31 December. Full-year sales rose by 12 per cent to $2.3bn. The company did...

01 News.
February 5, 2007... Dell helm goes back into the hands of the family Michael Dell is to return to the helm of Dell after CEO Kevin Rollins resigned. Dell has seen sales growth flatline, its margins fall and has lost market share in the face of increased...

Watford faces closure.(Watford Electronics)(Brief article)
February 5, 2007... Mounting debts, workforce layoffs and now an insurer halves its credit The long-term future of Watford Electronics is looking less than certain after credit insurer Euler Hermes withdrew existing limits on the company, channel debts...

Microsoft begins clamp down.(01 News)
February 5, 2007... Microsoft is clamping down on businesses that ignore software asset management (SAM), with 15 mid market organisations being targeted in the first phase of the vendor's new approach. While the software giant claimed that 97 per cent of...

01 News.
February 5, 2007... 3Com unveils its full strategy for enterprises 3Com has unveiled its full channel, product and services strategy for enterprise partners in a move that will see it drift away from directly competing with Cisco and Hewlett-Packard's ProCurve...

01 News.
February 5, 2007... Briefs IP audit for 40 small firms Intellectual property audits are to be offered to small businesses in the UK. Science and Innovation Minister Malcolm Wicks revealed that up to 40 small firms will gain access to a three-day 'IP...

MS partners could boost upgrades with teamwork.(02 Software)
February 5, 2007... Customers looking for compelling reasons to upgrade software could be convinced if Microsoft partners had a better insight into each others' businesses. With Microsoft's SIs, VARs, ISVs and developers offering separate benefits to...

02 Software.
February 5, 2007... FAST gets judgement against filesharer The battle against file sharers took a turn last week as the Federation Against Software Theft (FAST) won a summary judgement against an individual guilty of software piracy. Legal proceedings...

SFO raids Torex.(Serious Fraud Office, Torex Retail)(Brief article)
February 5, 2007... Troubled systems integrator delisted from AIM Torex Retail, the vertical market specialist systems integrator, is under investigation by the Serious Fraud Office. It has also been delisted from London's AIM market, warning its debts were...

01 News.(Mark Cornell quits)(Brief article)
February 5, 2007... BT announces Indirect change Mark Cornell (pictured) has relinquished his role as director of partner management for BT Indirect Channels last week to take on the role of sales director for phone books at BT Enterprises. Phil Purssey,...

08 Storage.
February 5, 2007... Briefs Mailbox recovery supports MS Exchange Ontrack Data Recovery has released version 4.2 of its mailbox recovery tool Ontrack PowerControls, which offers full support for Microsoft Exchange 2007. It enables IT professionals to...

Tenders.(13 Back Pages)
February 5, 2007... GB0030M47383, Tender Invitation UK-Matlock: ID cards Contractor to provide corporate ID cards. GB0030M47669, Tender Invitation UK-Glasgow: investment system Investment management and reporting system. IE001M43967,...

Tables turn on Dell as it feels the squeeze.(05 Editorial)(company's future in the hands of Michael Dell)
February 12, 2007... Michael Dell is at a crossroads, not only with his company but also his own reputation. The wunderkind who grew an empire out of his bedroom now needs to show that he has more than one good idea. While there are plenty who believe he can...

12 Soap.(Acer Inc. strikes sponsorship deal with Barcelona football team)(Contract Journal)(Phil Hackney joins Pets at Home)
February 12, 2007... www.weirdworld this week muses on the next sponsorship opportunities for Acer, wonders how the police can catch the chav thief and warns that Phil Hackney now has some furry friends Unsponsored The news that Acer is going to have a...

12 Soap.(Interview)
February 12, 2007... What is the best advice you have received and from whom? Treat others the way that you would like to be treated. I remember my dad saying that to me as a child, and I think his philosophy is particularly important in a sales role - I always...

09 Tech Traders.(finding best price for laptops)(Brief article)
February 12, 2007... Laptops are incredibly price competitive and that is no different with the Samsung Q35. The red-topped version is well stocked in retail land, with prices varying by as much as [pounds sterling]90 - a saving that is not to be sniffed at. One of...

09 Tech Traders.(Lexmark C530dn color printer)
February 12, 2007... The movement of colour printing into the office has been slower than you might have expected bearing in mind the old excuses of speed and price have been largely overcome. Maybe it's just that companies don't want their staff to be able to...

A touch of colour fast.(01 News)
February 12, 2007... The movement of colour printing into the office has been slower than you might have expected, bearing in mind the old excuses of speed and price have been largely overcome. Maybe it's just that companies don't want their staff to be able...

09 Tech Traders.
February 12, 2007... A projector to push back the boundaries One of the more pleasant surprises of last month's big education show BETT was that technology for the classroom still seems to be sought after despite the reduction in government money. At the...

Agenda.(13 Back Pages)
February 12, 2007... February 27-28 February 2nd Strategic Software Asset & License Management Conference Sheraton Frankfurt Hotel & Towers, Germany Web: www.marcusevans.com/events/CFEventinfo.asp?EventID=11753 March 8-9 March ...

Six stressful hours.(05 Editorial)(Editorial)
February 12, 2007... Byline: Chris Bidmead Opinion Apparently Silver Surfers can gain a "less stressful approach to life" by using the internet - until they try filing a tax return 'Silver Surfers' like me spend an average of six hours a week glued to our...

Inside OutThe telecoms market is alive and kicking.(15 Columns)
February 12, 2007... Grant Norton In recent times many resellers have moved away from a once buoyant telecoms sector. Throughout the community you hear comments such as "the market is dying", "there are no margins in it any more" or "competition means the...

11 Letters.(In the driving seat)(Building trust in Wi-Fi)(Green innovation)
February 12, 2007... In the driving seat If IT is to play a significant role in supporting the growth and competitiveness of organisations, the CIO must start paying more attention to the heart of the business - the data centre. At the moment, the CIO is...

03 Networking.
February 12, 2007... Briefs Three rises in a row for Enterasys Networks Privately held switch and router vendor Enterasys Networks has issued preliminary data for its fourth fiscal quarter ending 30 December 2006, achieving positive net income and its...

Free doesn't always mean functional.(15 Columns)(web-based applications a challenge to venture capital businesses)(Column)
February 12, 2007... Outside In Much has been written about the ability to build new web-based applications and services on a shoestring budget and how this challenges the venture model because companies no longer need to seek significant investment. Is...

Xerox sets out to improve relations with IT partners.(04 Hardware)
February 12, 2007... The next two years will see significant change at Xerox as the company overhauls legacy processes left over from its direct selling days and tries to build closer interaction with IT partners. In 2006 the vendor, which sells direct to the...

Lack of home user security spawns spam.(04 Hardware)(Brief article)
February 12, 2007... The lack of security awareness among home users has handed a platform of more than a million PCs to spammers and virus makers from which to launch their attacks. According to Postini's Communications Intelligence Report, the negligence at...

Managed services grows in popularity.(07 Security)(MIS Corporate Defence Solutions acquires i-Sentral Security)
February 12, 2007... The reputation of networking giant Cisco in the security sector is growing and reseller Integralis is courting the company with a view to supporting its users with managed services. Cisco is the leading security vendor in terms of volume,...

File management a top priority.(08 Storage)(file area networking )(Brief article)
February 12, 2007... In an area of business that spawns acronyms almost as often as products, resellers are being encouraged to investigate the opportunity offered by file area networking (FAN). Timm Hoyt, EMEA sales manager at Brocade, said FAN was a natural...

08 Storage.
February 12, 2007... Assistance needed in data mountain climb Resellers should invest in outsourced backaup and recovery because customers are increasingly struggling to manage their growing data mountains. Stefan Haase, head of business management at...

Dell in disarray.(01 News)
February 12, 2007... CEO to remain at the helm for several years with plans to fix vendor's difficulties Michael Dell, CEO of the beleaguered direct selling PC maker, wants to create Dell 2.0 after admitting the company is broken and outlining measures to cut...

as IDC provides positive prognosis for indirect model.(01 News)(faster growth forecasted for two-tier channel model)(Brief article)
February 12, 2007... The two-tier channel model will grow faster than the IT sector as a whole this year, according to IDC's chief research officer John Gantz who has downplayed Dell's efforts to get back on track. At a presentation in London last week, Gantz...

Engaging to win.(18 Interview)
February 12, 2007... SAP UK and Ireland MD tells Roanna Avison how resellers will play a part in its plans for growth in the SME sector The SME market continues to attract companies, no matter what part of the market they operate in, due to its apparent size...

Gap in Watford finances.(01 News)(Watford Electronics)
February 12, 2007... Watford Electronics goes into receivership amid claims that it has breached its fiscal duties Creditors are calling for an investigation into an alleged breach of fiscal duties by senior management at Watford Electronics, which has finally...

Police hunt for Computer 2000 perpetrators.(01 News)
February 12, 2007... It emerged last week that Computer 2000's Basingstoke offices suffered break-ins before and after Christmas, resulting in losses totalling [pounds sterling]145,000. According to Hampshire Police, [pounds sterling]100,000 worth of equipment...

Northamber and Acer journey approaching dead end.(01 News)(Brief article)
February 12, 2007... The partnership between Northamber and Acer appears to have finally fizzled out after it emerged the distribution contract between the two companies is unlikely to be renewed. According to industry sources, the relationship first became...

01 News.(Hitachi Data Systems Corp. acquires Archivas)(Zycko implements enery efficient policy)(Western Digital appoints Peter Edinger )(Brief article)
February 12, 2007... Hitachi Data Systems to acquire Archivas Hitachi Data Systems has signed a definitive agreement to acquire privately held Archivas, a provider of digital archiving solutions. The pair already had a strategic global product development and...

Former Torex director steps down from ATC.(01 News)
February 12, 2007... AT Communications' Woodbridge goes as fraud investigation hots up The Serious Fraud Office investigation into systems integrator Torex Retail has spread further into the channel after Mark Woodbridge, finance director at AT Communications...

01 News.(Fujitsu Siemens Computers)(Brief article)
February 12, 2007... FSC to spend [pounds sterling]1m for reseller leads Fujitsu Siemens Computers is putting its weight behind a push to stimulate channel and customer demand for its entry-level servers. The vendor is splashing out [pounds sterling]1m over...

01 News.
February 12, 2007... Carousel nine charged Nine people have been charged with cheating the public revenue after a five-year HM Revenue & Customs investigation into a [pounds sterling]250m mobile phone carousel fraud. Nortel staff face axe Nortel is to...

01 News.
February 12, 2007... Microsoft has offered Blue Solutions a performance-related credit limit in an agreement to persuade the company to take on its authorised distributor status. This follows Microsoft's distribution shake-up, which saw Blue Solutions gain...

01 News.(Redstone acquires Communica)(Brief article)
February 12, 2007... Just when the networking channel thought there was no one left for further consolidation, Redstone has splashed out [pounds sterling]22m on Comunica - its fifth acquisition in two years. Networking and communications integrator Comunica...

01 News.
February 12, 2007... Dave Cullinane, industry veteran and Fujitsu Siemens Computers (FSC) executive vice-president of sales, will step down at the end of the current financial year on 31 March, writes Paul Kunert. He joined the vendor as UK managing director in...

02 Software.
February 12, 2007... Profit warnings among software and computer services companies almost doubled in January compared with the same period last year, according to Ernst & Young. When the accountancy firm announced its 2006 profit warning research last month,...

Turnkey solution has snags.(02 Software)
February 12, 2007... Microsoft's new way of delivering its Office 2007 OEM version software is commendable given its focus on preventing unauthorised selling and increasing the product's visibility, but there are some snags that need to be ironed out. The...

Red Hat faces challenges with global rollout of services scheme.(02 Software)
February 12, 2007... Software maker Red Hat has launched a programme in North America to increase the availability of services around the open source software movement, with a global launch planned. The programme aims to develop relationships with partners to...

3Com unveils the strategy to turn around its fortune.(03 Networking)
February 12, 2007... February is a vital month for 3Com. Not only has the vendor set this month as the time it will finally achieve profitability but it has unveiled its open services network strategy to turn its fortunes around in the enterprise. To underline...

Freedom decides against a data reseller buyout to go it alone.(03 Networking)
February 12, 2007... Voice specialist systems integrator Freedom Communications has made a dramatic U-turn in its long promised search to acquire a data reseller, choosing instead to build its own data division from scratch. Alcatel's largest UK-only partner...

Standing above the herd.(09 Tech Traders)(Samsung Q35)(Product/service evaluation)
February 12, 2007... When it comes to an ultra portable notebook, what is really important is not just the weight and the ease of use of the keyboard, but that features have not been left out to keep things slim. In the past it has been possible to make...

Tenders.(13 Back Pages)
February 12, 2007... 25109, Tender Invitation UK-Aberdeen: computer hardware Personal computers, laptops, printers and peripherals. 4150, Tender Invitation UK-Uxbridge: IT equipment Supply of information technology hardware. 12556, Tender...

09 Tech Traders.(Thermaltake- Mozart)(Product/service evaluation)
February 12, 2007... Mozart shaping up music for the digital home market In all the fuss that has been made about the future of the digital home not too many words have been spoken around the issue of what it will actually look like not in product terms but...

The next generation.(10 Features)(Internet)(Web 2.0 defined)(Broadband forecasts)
February 12, 2007... The web has evolved from simply a place to post information for others to digest, to become a platform where social interaction is an essential tool for business survival. Simon Quicke looks at how the channel can help smaller businesses find...

With prison as a threat things might change.(05 Editorial)
February 19, 2007... One of the most common complaints about the police is that they fail to take certain crimes seriously, including a fair few that have an impact on resellers. So presumably those in the law abiding sections of the channel will be applauding...

12 Soap.(pirated copies of Vista, loss of Nationwide's laptop)
February 19, 2007... www.weirdworld this week discovers that it costs quite a lot to lose a laptop full of customer details, strippers are not covered by expenses, and YouTube is weak on the reseller front Flying pirates The market seems perceptibly quiet...