Tag: ingram

Microsoft carries out partner review

Stefan_Lochner_-_Last_Judgement_-_circa_1435Software King of the World, Microsoft, is auditing its partners and sorting out the sheep from the goatees.

Request for proposals (RFPs) were sent out to existing and new distributors last Friday covering much of the software Microsoft puts through distribution especially its full packaged products (FPP), OEM Windows, OEM server and electronic software delivery (ESD) products.

At the moment, Vole uses Tech Data, Ingram, Westcoast, Exertis and Entatech but now it is thought that Microsoft wants its distributors to reflect its recent move into hardware and changes to its business model.

VIP and Ci Distribution have received an invite to bid which could suggest a widening of the distribution channel, or that some big names might be culled.

Ingram and Tech Data recently lost out in a similar review Microsoft completed for its hardware accessories business, which includes mice and keyboards. In that case there were seven distributors were invited to bid for this franchise but only Exertis and Westcoast were successful.

Avnet and Ingram see sales fall

avnettsJust as Ingram is about to be bought, HNA and Avnet gears up to sell TS unit to Tech Data, both outfits are seeing their sales slide.

It is no big news, both Avnet and Ingram Micro have seen several quarters of sales doom as they start their M&A activity.

Ingram’s Q3, which ended 1 October, net profits jumped 21 per cent annually to $78.5m (£64.4m) on sales which were down three per cent over the same period to $10.2 billion.  Ingram is becoming part of the Chinese giant HNA. It did not hold a Q3 earnings call or provide a financial outlook for that reason.

Tts CEO Alain Monié did say the third quarter had been seen “robust improvement in gross and operating margins.”

“We see further stabilisation in market demand across most of the globe and our teams continue to leverage our investments in productivity and services to deliver improved bottom-line results and growth in a number of areas as we benefit from the broadest solutions portfolio and widest geographic reach in the industry,” he added.

Avnet is trying to sell its Technology Solutions arm to Tech Data. For the combined business, including TS, net profit fell 47.1 per cent annually to $68.8m, on sales which slumped 13 per cent over the same period to $6bn.

This means that TS performed “below expectations”, with sales falling 21.2 per cent annually to $1.87bn.

CEO William Ameilo said Avnet’s future without TS looks bright.

“In summary, the sale of TS allows us to focus on electronic components business, to which we just added unique capability with the acquisition of Premier Farnell while providing significant capital to strengthen our balance sheet and fund future growth,” he said.

Ingram Micro goes very very quiet

ingram-mico-hqIngram Micro UK & Ireland has signed up to be the newest distributor for Quiet’s power supplies, PC cases and cooling solutions.

Ingram said the addition of Quiet’s products to its portfolio will allow resellers to offer customers a wider range of peripherals, while developing their own new and innovative product ranges promote growth.

Taj Pandya, head of commercial management at Ingram Micro, UK and Ireland said:“We are extremely excited to be able to deliver new technologies and opportunities to our channel partners and we are thrilled that be quiet! has trusted us with the distribution of their premium products that embrace an exceptional level of precision and quality.”

“We hope the inclusion of this new vendor will appeal to our customer base and will permit Ingram’s further expansion into new categories.”

Ingram Micro was one of the first to sign up for Microsoft’s Surface as a Service programme, which will allow new services and hardware to its customers based around Redmond’s Surface Tablet.

 

Ingram’s UK boss recalled to US

661e3ccceba42ef30c43ba6432095197Ingram’s UK boss Brent McCarty has been recalled to the US to lead distributor’s global sales efforts.

Ingram Micro ANZ managing director Matt Sanderson will head up its UK division from July. Apparently McCarty, who was Ingram’s satrap for the UK and Ireland kingdoms, is being transitioned into a global sales role.

Sanderson was Ingram Micro UK’s managing director between 2009 until 2012, when he became vice president and MD in Australia and New Zealand. He headed to Sydney to take the job and now he is back.

McCarty has been in charge since January 2013. During his time he has integrated the mobility division in to the wider company. He also shuttered the Verwood office and oversaw several acquisitions. The recently announced takeover of Comms-care was one of his.

EVP and global group president Gerhard Schulz said: “We congratulate both Matt and Brent in their new roles and look forward to the continued development of Ingram Micro UK under Matt’s leadership.

“We cannot thank Brent enough for his commitment and believe his prior experience has fully prepared him to head up our global sales initiative.”

Ingram Micro teams up with Dropbox

ingram-mico-hqIngram Micro has announced an expanded distribution agreement with file sharing and collaboration outfit Dropbox.

The move will see it extending availability to channel partners across Europe, Australia, and New Zealand.

The scheme has been operating over the pond in the US and Canada. Ingram Micro said that the expanded agreement will make it the ‘premier distributor’ of Dropbox in the new regions.

Renee Bergeron, vice president, Global Cloud, Ingram Micro said that Dropbox is one of the most widely adopted collaboration platforms on the market, with unique business-focused capabilities that we expect will deliver significant value to our cloud portfolio and global partner community.

“Dropbox and Ingram Micro’s strengthened relationship reaffirms our joint commitment to meet the growing demands of channel partners and their customers for secure and controlled file sharing and collaboration environments. Through this expanded agreement, we will leverage our combined technical capabilities and expertise to build a value-added solution for strategic customer segments and vertical markets.”

Dropbox has been pushing into the enterprise market lately and Ingram Micro says that its channel partners will have greater cross-sell opportunities by attaching Dropbox to Microsoft Office 365 via Ingram Micro’s productivity suite.

Ingram wants more cloud

cloud 2Ingram has expanded its cloud offerings by writing a cheque for Ensim, even while it is being bought out itself.

The deal, agreed for an undisclosed sum, is expected to close in the next 30 days, and needs Ensim shareholders’ blessing.

The acquisition marks the latest in a number of investments the world’s largest distributor has made in recent years in bolstering its standing as a cloud player.

Ensim was created 18 years after a graduate research programme at Cornell University into virtualisation technology. It is headquartered in San Jose, and has offices in London and Durgapur.

On its site it calls itself a “leading provider of solutions to automate on-boarding, orchestration, provisioning, and management of users and organisations with business applications, services, and infrastructure in private, public, and hybrid clouds”.

Selling through a partner network of resellers, integrators, and services providers, Ensim claims to serve more than 5,000,000 users across 20,000 end-user customers, ranging from small businesses to large enterprises.

CEO David Wippich described the buyout as “a superb next step” for his firm.

“We expect to leverage the financial strength, brand recognition and global infrastructure of Ingram Micro to further speed the growth of our business. Our customers and employees will benefit from this union and we are excited to partner with Ingram Micro.”

Ingram is itself in the process of being bought out by the Chinese outfit Tianjin Tianhai.

Connected makes Vine main channel man

Kevin VineKevin Vine is to be a VP of Connected Data and will expand the company’s channel efforts.

Vine has previously worked for Buffalo and for megadistie Ingram Micro.

He will continue to work with disties including Ingram, CMS, Comline and Beta Distribution but will also aim to boost the number of channel partners selling the Drobo “smart storage” range and the Transporter cloud offering.

Vine said that these brands “present a compelling proposition to build a major channel business across EMEA”. He said the technology is outstanding and the business potential to sell and integrate the products is “excellent”.

In the role, he will report to Jillian Mansolf, executive BP of global sales at Connected. CEO Geoff Barrall said he has a background in building US product market share in the region.  Connected will concentrate on building its sales, marketing and technical support in the region as part of a  major push in the second half of this year.

Avnet hires new man

van Es, AvnetMajor distie Avnet Technology Solutions EMEA said it has made a hire today.

Jeroen van Es is now country manager for Iberia, that is to say Spain and Portugal.

van Es formerly worked for Ingram Micro but with his Avnet hat on his task is to increase sales in Spain and Portugal.  He has a background of 19 years in the IT industry.

Andrew Binding, VP of Avnet Solutions South said that van Es had a proven track record developing and managing teams. “He’s known for building strong and trusting partnerships with both suppliers and customers,” he said.

Ingram Content brings colour to UK

rainbowIngram Content has expanded its colour inkjet book manufacturing capabilities to the UK.

This means that publishers can print a range of colour books quickly and cost effectively worldwide.

David Taylor, Senior Vice President, Content Acquisition International, Ingram Content said that the marriage of colour inkjet book manufacturing with a  single copy print-on-demand (POD) selling model is going to be a first for the UK market.

So far inkjet colour options have almost exclusively been limited to short run printing.

But the new colour offer is poised to be a real game changer for publishers as the cost to print full-colour POD books is approaching the price of black and white manufacturing, he said.

The combination of an economical, single-copy solution with Lightning Source® quality broadens the scope of print-on-demand POD to more titles.

Taylor said that the new inkjet colour offer is competitively priced, half the cost to print colour books in most cases, and savings will be passed from Ingram to the publisher.

Hundreds of publishers that work with Lightning Source are already using the new colour printing option for both their short run needs and to fulfill orders via Ingram’s comprehensive reseller channels, which reach tens of thousands of online and traditional bookshops worldwide.

Lightning Source will begin manufacturing colour books using inkjet technology immediately for publishers worldwide from the UK.

Ingram Micro in management reshuffle

ingram-mico-hqIngram Micro is reshuffling its executive leadership team and the changes will affect most markets and all continents. The changes will go into effect 1 August, apart from changes in Latin America, beginning in January 2014.

Ingram Micro CEO Alain Monie said the changes are designed to “take full advantage of the diverse and complementary experience, tenure and skill sets” of the company’s senior execs.

What HP really told its dear partners

HP Global Partner ConferenceLet’s face it, us journalists are like a dangerous bacillus for vendors. Although the press are important to HP, we must be kept in isolation, and any HP execs that come anywhere near us must be inoculated beforehand and go through extensive health checks afterwards to ensure they haven’t been contaminated.

So in the ICU unit at this week’s Global Partner Conference, we were kept carefully away from the 2,000 partners invited to the glittering jamboree at the very glittering Venetian hotel in swinging Las Vegas.

We attempted to visit a server briefing but we were ejected by an HP bouncer because he noticed that we were wearing a red badge – red standing for warning, of course.

It was hard to prevent us chatting to sources close to Avnet, Ingram Micro and Tech Data, however, and to sundry HP employees who hadn’t been inoculated. Because these chaps and chapesses haven’t been press trained, we will have to not name them and describe them as “sources close” to the companies. And we can relay the undoubted fact that although folk from the big distributors welcomed Meg Whitman’s pledge to be nicer to the channel, they will believe it when they see it, if you get my meaning.

We hacks didn’t get invited to the Gen8 Petting Zoo, which is a shame. We would have loved to see HP petting the channel. Nor did we learn about the new compact servers (need three pedestals), the future HP Smart Update Manager (SUM), the future HP BladeSystem interconnect and we weren’t briefed on HP’s Smart Storage Futures (power, monitor, internet).

We do know that Synnex is HP’s largest North American distributor, delivering over $3 billion sales every year. It’s HP’s number one distie and has over 45 percent channel share. A Mr Eric Doyle, from the Intel Corporation, delivered the message that Intel, HP and resellers are “better together”.  This Eric Doyle is different from UK hack Eric Doyle, who had a package waiting for him in reception. Confusion arose. The UK’s Eric Doyle was being asked to pay $7 to collect the Intel package. We didn’t see Intel’s Mike Magee there, either.

Dan Forlenza from HP and Aaron Arvizu from Intel impressed on delegates the importance of the enterprise tablet revolution. Those would be HP tablets with Intel chips inside, then. Scott Wiest, from HP, invited the resellers to “ignite new opportunities” with X86 servers and how to migrate IBM and Oracle Sun servers to HP ones, instead.

Ray Carlin from HP told partners that while there have been many predictions of the demise of bricks-and-mortar shops, lots of people still want to go into real shops. As ChannelEye knows only too well, people like to go into shops to eye up the goodies but fewer and fewer are buying there and after they’ve taken a dekko, go online to buy the kit instead.

All in all, the event was a very revealing snapshot of how HP treats its partners.  We were successfully confined to sealed test tubes and shipped out of Vegas with due despatch and without the plague breaking out in a widespread kind of a way.