Opinion
Opinion
Sales and Customer Management
-
What the drive for sustainability means for IT distributors
Howard Davies, CEO & co-founder of Context, shares his thoughts about what the push towards net zero by vendors means for the channel Continue Reading
-
Where channel marketing is going in 2024
As the year of the dragon, 2024 is likely to ignite new challenges, but will it spark a revolution in partner marketing? Asks Helen Curtis, founding director at Coterie Continue Reading
-
More managed services to come
Stew Parkin, Global CTO at Assured Data Protection, thinks more channel players will use specialists for managed services, while customers will pay up front to beat inflation Continue Reading
-
The evolution of the distributor: From credit lines to sales acceleration
Matt Paynter, vendor alliances director, UK and Ireland at Exclusive Networks compares the then and now in Distribution Continue Reading
-
Seven steps to a successful CX journey
Rob Morris, head of customer success at Nebula Global Services, examines why it’s more vital than ever to keep customers engaged Continue Reading
-
Hybrid work and peripherals
Ahead of International E-Waste Day Neil MacDonald, UK&I Channel Director, HP , shares the vendor's progress on the recycling front Continue Reading
-
Avoiding making a waste of choice
There is a lot of choice out there but getting it right is not always easy as Billy Macinnes discovers Continue Reading
-
Memories of Nick Booth
MicroScope editor Simon Quicke reflects on his relationship with the publication’s long-time contributor Continue Reading
-
A closer look at XLAs and what they mean for managed IT
Matt Baker, services consultant art Littlefish, lifts the lid on experience level agreements Continue Reading
-
Unlocking the combined value of the channel
Adam Williamson, sales director at Exclusive Networks UK, takes a look at how to unlock the combined value of the channel Continue Reading
-
Why we need to change ROI – today
Time-value creation, rather than just economic concepts, play a part in how we measure success when it comes to marketing and sales growth, says Helen Curtis, founder of Coterie Community Continue Reading
-
The balance between profit and purpose
Billy MacInnes looks at the challenges for those that want to make money but also do the right thing by the planet Continue Reading
-
How genuine is Artificial intelligence?
Using artificial intelligence seems to be a smart business move but Nick Booth just wishes those benefits could be explained a bit more clearly Continue Reading
-
HP Amplify Impact: What’s next for the sustainability programme?
Almost two years since its launch, there’s strong progress and an exciting future for the industry’s leading partner sustainability programme Continue Reading
-
Looking to make your business more sustainable?
Flex IT’s UK sales manager, Ashley Ross, sets out six simple steps to help make a difference in green ambitions Continue Reading
-
Partner reality – what you need to know about the Metaverse
Helen Curtis, CEO, Coterie Community, examines what the channel needs to know about emerging virtual worlds Continue Reading
-
Why a Microsoft 365 security assessment is good for business
Jason Rothwell, solutions architect at Littlefish, believes the auditing process delivers some positives for customers Continue Reading
-
Do you delight or alienate your customers?
Are you doing the best to please your customers? David Tebbut shares some thoughts on the subject Continue Reading
-
Incentives are a complementary activity
Having investigated the current attitudes to incentives across the channel, Billy MacInnes shares some more thoughts on the issue Continue Reading
-
MicroScope at 40: The collapse of civilisation, time travel, and things that did not happen
Long time MicroScope contributor Nick Booth looks back over the history of the magazine and ponders on which expectations failed to be realised Continue Reading
-
Powering strong partnerships for successful digital transformation
César Cernuda, president at NetApp, shares his thoughts about the need for collaboration to support success Continue Reading
-
The channel journey
Ian French looks back over the evolution of the channel and shares his thoughts about those changes and some of the developments to come Continue Reading
-
Expanding the distribution footprint
The Global Technology Distribution Council has shared some thoughts about the state of the channel, which has caught the eye of Billy MacInnes Continue Reading
-
Sustainability is impacting public sector relationships
Steve Haskew, head of sustainability and social leadership at Circular Computing, shares insights into how the growth in the importance of sustainability is affecting the market Continue Reading
-
Customers are demanding sustainability from channel partners
Caring about the planet is not just a nice thing to do but something that Karlton Gray, channel director at Schneider Electric UK & Ireland, believes the channel needs to do to continue to attract business Continue Reading
-
Why some businesses are struggling to get to grips with working from home
We look at the reasons why some businesses have struggled to maintain productivity levels, staff engagement or creativity in remote working setups Continue Reading
-
Bye ‘buy’ baby: subscription services are the future
We take a look at the changing face of IT consumption Continue Reading
-
Things to consider before signing off on PR
Are you an MSP or channel partner looking for a good PR and/or content agency? Gina Hough, managing director at MCC Int Ltd, reckons it’s all about being prepared Continue Reading
-
It’s time for the channel to stand up and be counted on sustainability
With e-waste volumes growing, Tim Westbrook, director at Stone Group, argues that now is the time for the channel to show how it can help to tackle the sustainability problem Continue Reading
-
The evolution of the channel partner: control the narrative to increase your sales
Johnny Carpenter, vice-president of EMEA sales at iland, shares some advice for partners looking to increase their sales in a post-pandemic world Continue Reading
-
Sustainability remains the real challenge of our times
The coronavirus might have dominated a lot of the headlines, but climate change remains a real threat to mankind Continue Reading
-
How to address Covid-19 in the long run and maintain a healthy business
Christian Alvarez, senior vice-president of worldwide channels at Nutanix, shares his advice around adapting to the challenges posed by the coronavirus pandemic Continue Reading
-
Smart buildings: Shaping how we live and work in 2021
Changes are coming in the way that people work, says Matthew Margetts, director of sales and marketing at Smarter Technologies Continue Reading
-
Fundamental principles for channel business success
Steven Santini, UK&I channel director of Schneider Electric, shares his thoughts around just what underpins a winning approach Continue Reading
-
Covid-19 pandemic highlights a crisis of data
Paul Evans, CEO of Redstor, shares his views about why he feels the ‘new normal’ offers unprecedented opportunities Continue Reading
-
There is no one-size-fits-all
Vendors would like to think that they understand partners but as Billy MacInnes points out that is a hard challenge when so many are different from each other Continue Reading
-
It’s not personal
Billy MacInnes shares a few thoughts on the industry’s love of the word ‘consumer’ Continue Reading
-
How can technology businesses make a safe return to business?
Miriam Murphy, senior vice-president at Tech Data Advanced Solutions, shares her thoughts about how we can start to get back to more normal working practices Continue Reading
-
Enhancing the conference call experience
The use of collaborative tools has exploded – and so have efforts to make sure staff don’t fall asleep during the calls Continue Reading
-
Building the workplace of the future
Technology has evolved in the office, but are companies prepared for the next step? Continue Reading
-
Channel relationships really matter
The chief executive and founder of security distributor e92plus, Mukesh Gupta, shares his thoughts about the help his firm can deliver right now Continue Reading
-
What will the next phase of working look like due to Covid-19?
Andy Jane, CTO at Olive Communications, looks back at the past couple of weeks as the UK has been on lockdown to see how businesses have coped during the initial stage of the Covid-19 coronavirus crisis Continue Reading
-
Tech Data has a taste for Apple
Company’s recent results got Billy MacInnes wondering about the importance of the relationship between the distributor and its key vendor Continue Reading
-
Covid-19: Let's get through this together
The channel has always been about people at its heart, and as we all struggle to get through the coronavirus crisis, let's not forget to look out for each other Continue Reading
-
Building customer trust with an open approach
In the final piece of our three-part series, Barracuda’s director International talks of the importance of delivering promises and being honest about services to build customer trust Continue Reading
-
Cancellation of MWC will leave a gap
For those who wanted trade shows to die, the unexpected cancellation of Mobile World Congress could highlight the weakness of their argument Continue Reading
-
IT security is broken: Six ways partners can help fix it
Many organisations have numerous non-integrated security point products installed across their enterprise, the management of which is a huge challenge. Here, we discuss how partners can help their customers to adopt a more holistic approach to ... Continue Reading
-
Beware of falling for the hype machine
With more companies resorting to hyperbole to sell products, Billy MacInnes warns of the necessity to see past exaggeration and look at the true effectiveness of products and technology Continue Reading
-
Distribution model is alive and well
Warren Buffett’s interest in Tech Data represents a very strong endorsement of distribution and the channel’s role Continue Reading
-
IoT security: A winning strategy for MSSPs
Don’t let your clients’ IoT initiatives make them vulnerable to cyber attacks Continue Reading
-
What’s in a name? Inside sales versus telesales
Inside sales seems much the same as telesales, only dressed up for the modern age. What's brought the change about and is it really so different from what we already know? Continue Reading
-
What resellers want: Countering customer frustrations
Alex Tatham, managing director of Westcoast, discusses his conclusions from the results of the company’s recent survey Continue Reading
-
Commercial PC growth better for channel than consumer PC growth
The commercial PC segment experienced a 15% sales increase in July, while consumer sales dropped by 2% – but that’s better than the other way round Continue Reading
-
What makes a great managed security service provider?
With an increasingly challenging threat landscape, being a successful MSSP can be a struggle. Making sure customers stay safe is critical to the success of your business, which is why understanding what makes a great MSSP is crucial for you to be ... Continue Reading
-
What are the risks of not responding to a critical alarm in time?
When selling management tools, managed service providers need to educate users about the importance of acting on the alarms generated by such equipment Continue Reading
-
Why organisations cannot afford to get carried away with contact centre success
To build sustainable success in the contact centre world, you need a strong focus on business goals, incremental business gains, teamwork and a culture based on trust Continue Reading
-
Shifting business model to benefit from the rise in cloud
Channel partners will need to undergo their own version of digital transformation to take full advantage of the shift to cloud Continue Reading
-
How to train channel staff
Having trained staff leads to better growth for your business and is something the channel needs to focus on – but how to go about it? Continue Reading
-
How to make channel sales work
To be effective in channel sales, you have to be a great project manager, able to influence without formal organisational power and operate effectively at every level in an organisation. Read on for advice on how to succeed Continue Reading
-
A bridge too VAR
The expedition from VAR to MSP is not short of challenges but, equipped with the right map, ambitious companies can feel more confident in getting past first base. In the second part of his series, Predatar CEO Alistair Mackenzie takes a closer look... Continue Reading
-
VAR from the madding crowd
Predatar’s CEO reflects on the transformation from VAR to MSP, highlighting some of the key milestones and the obvious pitfalls to avoid Continue Reading
-
Why software patch management matters
When building a business case for software patch management, focus on its ability to protect against malware, ransomware, phishing and other security threats, thereby reducing the risk of downtime Continue Reading
-
Making the business case to create a successful IoT initiative
The internet of things has the potential to address multiple business objectives, but it is not a miracle technology that will provide business benefit in isolation – true value comes only when the wider challenges are considered across all ... Continue Reading
-
Help us to help you – how the customer-first model helps you empower your business
We are in the middle of the fourth industrial revolution, with technologies such as the internet of things, data analytics, artificial intelligence and cloud-based business management tools a regular talking point. But technology alone won’t solve ... Continue Reading
-
What has the channel ever done for digital transformation?
How the channel can play an important role in the drive for digital transformation Continue Reading
-
Channelling the cloud – building healthy CSP relationships
Creating a successful relationship with cloud service providers is essential for channel partners looking to increase their cloud portfolio. iLand 's director of channel sales has five tips to make the most of the opportunity Continue Reading
-
Insight 2019 technology predictions
Michael Guggemos, CIO of Insight, shares his thoughts about what will be the key issues for the channel in the months ahead Continue Reading
-
Enhancing the role of the channel essential for the tech industry
Ben Boswell, Vice President for Europe at World Wide Technology (WWT), discusses how vendors and the channel need to work together to ensure outstanding outcomes for customers Continue Reading
-
Could YouView save our home from surveillance marketing by the Big Browser brigade
The IoT-connected home is becoming a location for commercial opportunities for the channel finds Nick Booth Continue Reading
-
Looking overseas through Brexit tinted glasses
The idea that UK resellers want to expand internationally caught the interest of Billy MacInnes who found that Brexit was having an impact on those dreams Continue Reading
-
The hidden costs of doing business with vendors
Technology is starting to shed light on more of the mechanics of how the channel works with vendors and Nick Booth finds out about one of the latest offerings Continue Reading
-
Who wants to be number one?
Vendors have an obsession with being number one in their market but is it really that important wonders Billy MacInnes Continue Reading
-
Coming back to the channel: why it’s time to rethink reselling
Neil Robertson, CEO of Compleat Software, shares the motivation for the firm's re-engagement with the channel Continue Reading
-
The bland leading the bland
Maybe technology has a role to play in helping customers find out what a solution can really deliver argues Nick Booth Continue Reading
-
If you hated GDPR you may like the African Continental Free Trade Area
For those struggling with GDPR there is a new $2.5 trillion target market that Nick Booth thinks is worth looking into Continue Reading
-
IT departments, LOB and more to come?
The channel is having to get used to lines of business spending more than the traditional IT buyers but Billy MacInnes wonders if change will stop there Continue Reading
-
Twilio says it's time you gave your listening muscles a Flex
Most corporations use omni-channels for talking but they’ve got too little time for listening. Nick Booth thinks there’s plenty of scope for improvement Continue Reading
-
The rise of the millennials
The rise of millennials will drive disruption and innovation in the channel points out Steve Bailey, commercial director of Agilitas Continue Reading
-
Are Claromentis and Iconfirm putting in enough decent crosses for their strikers?
Dealing with customer data is already a challenge and as Nick Booth finds out it is going to get even harder with GDPR coming Continue Reading
-
Why the UK’s Industrial Strategy needs the channel
Ben Boswell, VP Europe for World Wide Technology, discusses the role of channel players in boosting innovation in the UK, particularly post-Brexit Continue Reading
-
Four tips for successful digital transformation
Nicola Downing, CFO, Ricoh Europe, has some advice for those looking to help customers carry out a successful digital transformation project Continue Reading
-
In praise of the power of partnerships
Some of the most famous partnerships have changed the world, just look at Lennon and McCartney, and the same can be true in the tech world Billy MacInnes discovers Continue Reading
-
Blame for NHS's £12 billion IT disaster identified
No evidence of corruption has been found in the NHS IT cock up that has cost the UK taxpayer £12.8 billion. Continue Reading
-
"We're not a broadliner anymore," says C2000 boss. So what are you?
Computer 2000 is not a generalist distributor. Has everybody got that? You at the back, did you hear it? Continue Reading