Channel Marker

September 15, 2008  9:00 PM

With EDS in the family, HP slashes jobs; looks to large enterprise domination

rivkalittle Rivka Little Profile: rivkalittle

Hewlett-Packard (HP) said Monday that it will reduce its workforce by 7.5 — or nearly 25,000 jobs — as it restructures to work Electronic Data Systems (EDS) into the fold. The $13.9 billion acquisition of EDS closed in August.

HP CEO Mark Hurd said the job reductions are one part of an overall plan that will include other changes in the company, including consolidation of IT, procurement services and real estate. The restructuring will take place over the next three years.

“You can’t scale and grow properly if you don’t have an appropriate cost structure,” Hurd said Monday during an HP financial analyst meeting. Continued »

September 15, 2008  5:05 PM

VMware execs push partner perks at VMworld 2008

Bcournoyer Brendan Cournoyer Profile: Bcournoyer

LAS VEGAS — VMware channel executives spent this morning at VMworld 2008 encouraging partners to take advantage of the vendor’s channel programs, promising margins as high as 29% in some cases.

Carl Eschenbach, executive vice president of worldwide field operations, told 2,200 Partner Day attendees that 80% of VMware’s business goes through the channel — something that needs to continue as the company pushes its Virtual Datacenter Operating System strategy.

“VMware is moving in another direction, and we’re going to be very aggressive about our messaging, but we can’t do it without you,” he said.

Continued »

September 15, 2008  11:57 AM

Big-name vendors join VMware affiliate program

Bcournoyer Brendan Cournoyer Profile: Bcournoyer

LAS VEGAS — VMware announced nine new members of its Alliance Affiliate Initiative this morning during Partner Day, the kickoff to VMworld 2008.

The Alliance Affiliate Initiative gives VMware partners extra margins for selling other vendors’ products along with VMware products. The nine new members are BMC Software, Computer Associates, IBM, Symantec, Cisco Systems, Force10, Emulex, Kingston Technology Company and Hewlett-Packard.

All nine will be sponsoring seminars today about how VMware partners can take advantage of these new opportunities. I’ll be attending Symantec’s session with Julie Parrish, the company’s vice president of worldwide channels, so check back later for a recap.

September 13, 2008  6:00 PM

World Wide Technology crosses $1B mark in Cisco product sales. Yes, that’s $1 billion.

Heather Clancy Heather Clancy Profile: Heather Clancy

Looks like there are definitely benefits to long-term relationships. World Wide Technology, a Cisco Gold Certified Partner that has been working with the networking company for 14 years, just surpassed the $1 billion mark in Cisco product sales over the length of that business partnership. Not just in one year, of course, but over that total period of time.

Continued »

September 13, 2008  1:14 PM

NetSuite, Skyytek sever ties

badarrow Barbara Darrow Profile: badarrow

NetSuite and one of its top reseller partners are on the outs. Skyytek Worldwide and NetSuite are ending their relationship as of Sept. 30, according to a “joint public statement” issued late Friday by NetSuite.

Continued »

September 12, 2008  1:02 PM

Microsoft, Citrix rumors: Here we go again

badarrow Barbara Darrow Profile: badarrow

 VMworld 2008 kicks off Monday and all through the blogs,  lots of creatures are stirring with tales of a soon-to-be-announced Microsoft buyout of Citrix.’s Colin Steele pinged me with this little gem earlier. That blog, in turn, links to this John Dvorak podcast which also touches on the subject.

Continued »

September 12, 2008  11:52 AM

Follow VMworld 2008 and Partner Day on Twitter

Bcournoyer Brendan Cournoyer Profile: Bcournoyer

I’m heading to warm, sunny Las Vegas this weekend to cover VMworld 2008, focusing on Partner Day on Monday. As with all of our conference coverage, there will be lots of news stories on, here on the blog and on our VMworld 2008 coverage page. But in addition, I’ll be posting real-time updates from Twitter.

To follow me on Twitter, visit and click “follow.” Among the events I’ll be covering are new CEO Paul Maritz’s first public speech, which will kick off Partner Day on Monday morning, as well as his general session keynote Tuesday morning and two Q&A sessions with him.

With all the bad publicity surrounding VMware lately, it’s not a stretch to say that all 14,000 VMworld attendees — including 2,000 partners — will be hanging on Maritz’s every word. 

September 12, 2008  10:20 AM

Novell names new channel GM

Bcournoyer Brendan Cournoyer Profile: Bcournoyer

More than a month after former channel chief Pat Bernard left Novell, the open source company has named her successor.

Javier Colado, a two-year Novell employee, will fill the newly created role of general manager of partners. (Bernard’s title was vice president of global channel sales.) In his new role, Colado will manage Novell’s worldwide channel strategy and report directly to CEO Ron Hovsepian, the company said.

Colado has previous channel experience at McAfee and Lucent Technologies.

September 11, 2008  10:42 AM

Marketing 101: What not to do

Yuval Shavit Profile: YuvalShavit

I got a press release today in the mail that was a great of example of how not to run an advertising campaign. The release in question was expensive, hard to understand and not very memorable (except insofar as it was unmemorable).

When I researched an article last year on how to develop a marketing campaign, one of the tips VARs had was to keep mailings simple. Gimmicky mailings are expensive to produce, and if the message isn’t readily evident, there’s a good chance it won’t get through.

So, let’s take this release as an example: I got a bottle of liquid soap along with a one-page press release. The postage was $4.59, and the soap — I looked it up online — costs $5.75. Even with bulk pricing, this vendor probably paid about $15 per unit including the box, copious bubble wrap, and labor.

Continued »

September 10, 2008  1:46 PM

A complete 180: Dell virtualization news highlights partners

Bcournoyer Brendan Cournoyer Profile: Bcournoyer

Dell made its big virtualization announcement today, and the channel is an important part of it — despite the bad impression Dell gave during last week’s embargoed press briefing.

Before we get to the channel play, let’s go over the news: For the first time, Dell has PowerEdge blade servers optimized for virtualization, including support for VMware, Citrix and Microsoft hypervisors. There’s a new EqualLogic storage array that includes a VMware Auto-Snapshot Manager. And Dell is offering consulting services to help customers manage their virtual environments.

Continued »

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