“
Fiscal year 2022 was a bit of a challenge for Unisys. The Blue Bell, Pa.-based global service provider in February reported fiscal year 2022 revenue dropped year over year by 3.6 percent to $1.98 billion, due to decreases in the company’s digital workplace solution and enterprise computer solution revenue. The company did see a rise in cloud, application and infrastructure solution revenue.
The company also reported a GAAP net loss for the year, which ended Dec. 31, of $106 million, which nevertheless was better than the prior year’s loss of $448.5 million. During that time, Unisys’ non-GAAP income fell to $74.8 million from last year’s $117.5 million.
Fiscal 2023 isn’t looking much better. Unisys, ranked No. 31 on the CRN 2022 Solution Provider 500, expects that a light license and support renewal schedule for the year will lead to an overall decline in revenue and profit for the year.
[Related: Unisys Shares Plummet Nearly 50 Percent On Lower Guidance]
It is therefore no surprise that four of Unisys’ named executive officers saw their total compensation, which includes salaries, bonuses, stock and options, and other compensation, fall between fiscal 2021 and 2022. Two of those executives made their first appearance on the company’s named executive officer list in fiscal 2022, while one retired last spring.
Indeed, of the seven, only two received a bonus for fiscal 2022, and one of those bonuses was a sign-on bonus to an executive who had just joined the company that year.
Here’s how Unisys’ named executive officers did in fiscal 2022.
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Joseph F. Kovar is a senior editor and reporter for the storage and the non-tech-focused channel beats for CRN. He keeps readers abreast of the latest issues related to such areas as data life-cycle, business continuity and disaster recovery, and data centers, along with related services and software, while highlighting some of the key trends that impact the IT channel overall. He can be reached at [email protected].
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the core is about bringing all of this together: all the things that we offer to our partners in one place.
“We want to make it as simple as possible for us to transact with us. We’ve leveraged all of the work we’ve been doing around vendor integrations for the last few years.
“And we’re surfacing that capability for our partners, so they get to benefit from the automation capabilites that we have built out internally.”
He reveals that Westcon has invested “in the millions of dollars” to develop this marketplace and described it as a journey that will continuously be enhanced.
The Benefits—Data Is King
Parbhoo explained that PartnerCentral allows a partner to combine traditional hardware, perpetual software licenses, services and subscriptions into one place in a hybrid transaction, one of the key benfits of the new marketplace.
“I think sharing that level of data and information with partners is quite unique,” Parbhoo said. “We do it because we want the partners to have the ability to spot new opportunities and manage renewals in advance, because if you’re going to grow your business in a B2B world, you need to do that proactively.
“So, driving those capabilities is what we see as a differentiator,” he said.
Simplifying procurement and management of recurring subscriptions was also one of the aims set out by this new partner marketplace, he said.
“What PartnerCentral delivers is full transparency. It’s easy to see what subscriptions and opportunities are coming up for review,” he said . “A partner can manage a subsciption by suspending it, adding additional seats or reducing as needed based on the type of offering the vendor has.”
The Wider Move To Subscription Models
This issue was emphasized by recent research conducted by Westcon, which revealed a growing shift towards subscription and recurring revenue models in the industry.
“This is a journey that end customers have been on for some time, shifting the way they purchase technologies,” Parbhoo said.
“Most of them have some sort of a hybrid cloud model where they will have certain things in their environments and on-premises other workloads in the cloud. They are shifting from just one-off outlays to wanting to have their technology costs in line with their revenue income.”
“So it’s distributors who have to make sure that we’re adapting to those changing demands from the end customer side and the changing business model from the vendor side in order to support our partners.”
However, this shift in business models does come with challenges, Parbhoo conceded.
According to research conducted by the distributor, 78 percent of respondents highlighted that they are only partway through this journey migrating to subscriptions and services and face a variety of challenges in realizing full migration. And 52 percent cited the need to manage a complex multi-vendor portfolio as the biggest challenge they face.
Finally, 60 percent said they believe that a single platform to buy hardware and software will help accelerate this shift.
Parbhoo believes that’s where a distributor marketplace can step in to play a role in alleviating these challenges.
“The benefit of PartnerCentral is that it allows the partners to get what they need at their fingertips, and, at the most basic level, it frees up the time to have those more meaningful conversations, the more complex discussions, rather than dealing with the routine tasks,” he said.
“And on top of that, this is not just about the transactions.
“We have learning content. We have both soft skills and technical training that partners can access. We’ve got a lot of rich educational material around helping them with their business and marketing services capability.
“And the feedback we’ve had from a lot of partners in trial has been extremely positive. This is really providing business benefits over and above the things you’d expect around the transactional capabilities.”
He added: “ While the transactional benefits will significantly improve a partner’s day-to-day challenges – the insights that PartnerCentral brings will deliver so much more.
“It’s the access to robust reporting and insights [through Partner Insights] which allow partners to track their engagements with customers and surface wider industry trends that can help identify opportunities for growth. In short, PartnerCentral is a gateway to Partner Success.”
This article originally appeared on CRN’s sister site, CRN UK.LEARN MORE: Distribution | Cloud Platforms ANDREA GAINI
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